In this solo episode, Erik shares the hard-earned lessons he wishes he’d known sooner as a franchisee—so you can avoid costly mistakes, scale smart, and boost profitability. From avoiding territory overload to mastering the basics that actually make money, this is the blueprint for long-term success in franchising.

Timestamps:

0:00 – Why franchisees fail before they start

1:20 – Scaling back from 20 to 10 locations

3:15 – The territory trap: bigger isn’t better

6:12 – Buying existing vs. starting new

8:30 – Innovating too early in your franchise

12:25 – Obsessing over the wrong things

16:30 – The danger of overleveraging

19:11 – Brand name myths

23:22 – Learning from the top 1%

28:48 – Why top-line obsession kills profits

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#FranchiseGrowth #BusinessMistakes #Profit

What if your grand opening sprint is the very thing burning out your team and killing your momentum? Aaron Hovivian shares the proven strategy his team uses to launch drive-thru coffee shops, run high-impact sprints, and avoid chaos. Whether you're a franchisee or founder, this episode breaks down the full blueprint—from planning to execution—with real stories and hard-won lessons.

⏱️ Timestamps:

00:00 – Why sprints can burn out your team

01:40 – What Aaron’s fractional COO team actually does

03:48 – How short-term contracts empower clients

05:17 – From vision to grand opening: how to break it down

07:02 – The difference between annual plans and sprints

08:52 – Grand opening vs. sprint: where things get real

10:25 – Marketing sprints and digital product launches

12:57 – Common launch week mistakes

16:30 – The dark side of “always sprinting”

28:34 – Why building a strong third tier is key

40:38 – The biggest mistake founders make during sprints

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchising #Leadership #Operations

In this episode, Taco John’s CEO, Heather Neary, shares her full-circle journey, the five C’s of franchising success, and what it takes to grow a legacy QSR in today’s competitive market. From franchisee empathy to marketing/ops integration—this is a masterclass in modern franchising.

Timestamps:

00:00 – The lawnmower hustle: Eric's childhood story

01:25 – Meet Heather: CEO of Taco John’s

03:46 – Her path from cheesesteaks to CEO

04:49 – Uniting marketing & ops under one vision

06:55 – How to support struggling franchisees

09:37 – Food vs. non-food franchising insights

14:56 – Taco John’s legacy and brand refresh

17:54 – How to lead meaningful brand change

20:20 – Listening tours and building trust

26:08 – Franchisee ROI and capital investment strategy

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchising #Leadership #QSR

What does it take to build a multi-million dollar business empire in a town of just 65,000 people?

Former pro baseball player Joshua Kalinowski reveals how he transitioned from the Colorado Rockies to real estate, roofing, solar, and beyond—creating multiple thriving companies in a boom-and-bust market. From mindset and leadership to franchise strategy and family priorities, this episode is packed with hard-won wisdom for entrepreneurs and franchisees alike.

🎧 Timestamps:

00:00 – Build confidence by building evidence

00:45 – Joshua Kalinowski’s intro

01:36 – From pro athlete to entrepreneur

04:13 – Starting Coldwell Banker during the 2008 crash

06:01 – Why he diversified beyond franchising

08:52 – Key lessons from franchising

10:59 – Entrepreneur vs. business owner

13:55 – Hiring a COO to scale

17:14 – Mentorship with Sharon Srivatsa

20:47 – Structuring a HoldCo

25:30 – Staying in your lane as a visionary

28:53 – Balancing business and family

32:08 – Health, discipline, and leadership

36:26 – When to check P&Ls

Don’t forget to like, subscribe, and share this with a fellow entrepreneur who needs inspiration!

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Entrepreneurship #Leadership #Franchising

Thinking of selling your franchise brand someday? Don’t do it until you hear this.

Investment banker J. Patrick Galleher from Boxwood Partners joins Franchise Secrets to break down the real mechanics behind franchise exits, private equity deals, and what makes a brand worth $100M—or not.

We cover:

-Why “vanity metrics” like territories sold can hurt your valuation

-What smart franchisors do differently to attract premium buyers

-The truth behind 20x multiples (and why most never get close)

-How to avoid common mistakes that kill enterprise value

-When to step aside as founder—and when to double down

-This is the episode every franchisor needs to hear before scaling or exiting.

👉 Join the Franchise Secrets Facebook group: franchisesecrets.com/facebook

👉 Learn more about the Franchisor Mastermind: scalablefranchise.com

⏱️ Timestamps:

00:00 – Why some founders thrive after selling… and others don’t

01:22 – Pat Gallagher’s background in franchise M&A

03:00 – How to tell if your franchisor is giving you the full truth

06:47 – The real story behind those $100M franchise exits

08:30 – Second bite of the apple: how founders cash in twice

09:48 – Vanity metrics vs real enterprise value

12:00 – How to avoid a stale “snow” pipeline

13:57 – Why unit-level economics matter more than hype

17:39 – The hidden ways franchisors protect their Item 19

24:52 – When founders should step aside—and how to find the right buyer

29:42 – The truth about 20x multiples (and what it really means)

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#FranchiseExits #FranchisorTips #PrivateEquityTruth

In this episode of Franchise Secrets, Erik Van Horn sits down with Nic Leland from Front Street to pull back the curtain on what really happens behind closed doors in franchise development.

Nic doesn’t just help people say yes to franchises — he helps them say no when it’s not the right fit. His journey from a would-be doctor to a franchise advisor reveals the human side of franchising, identity, risk, and making the right call for your future.

Whether you're thinking of buying a franchise, already in the game, or part of a sales team, this is the raw, real, and radically honest episode you need to hear.

👀 You’ll learn:

-Why being approved for a franchise isn't automatic

-The importance of identity, purpose, and fit in business

-What makes someone NOT ready for entrepreneurship

-How great developers protect founders and franchisees

⏱️ Timestamps:

00:00 – “Don’t buy that business”: The best franchise advice you’ll ever hear

01:38 – Why this isn’t just another franchise development episode

02:46 – From med school rejection to franchise leadership: Nic’s origin story

04:59 – The gamble that changed Nic’s life: Joining Front Street

07:22 – Letting go of your career identity — and finding the right one

09:46 – How identity and fear play into franchise buying decisions

12:04 – What Nic would tell his younger self (and why lifestyle matters)

17:54 – The early days of Front Street and why it’s not about volume

22:10 – Helping people walk away: The real job of a great franchise dev

23:59 – The “Why vs Why Not” list that every franchisee should make

30:42 – How Front Street decides when to not approve a candidate

39:00 – Broker vs website leads: Why the origin of the lead matters

43:41 – What makes a 10/10 franchise consultant vs a 1/10

46:36 – How Nic reviews applications — and what the numbers reveal

50:30 – Building wealth vs spending income: What franchisee finances tell you

🔗 Resources & Mentions:

Join the free Facebook group: franchisesecrets.com/facebook

Learn more at: scalablefranchise.com

Want to work with Front Street? Reach out at frontstreetequitypartners.com

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchising #Entrepreneurship #Leadership

There’s a reason we don’t say “yes” to every franchise opportunity—and in this episode, we break down why. Jeff Herr joins Erik to reveal what actually makes a franchise brand scalable, investable, and valuable long-term.

We’re talking proprietary IP, raving customers, founder mindset, team culture, recurring revenue, and why the first rule of franchising is: don’t franchise. From a $12M single-unit operator to a high-margin dirty job brand no one’s heard of… this is the inside playbook.

👇 Timestamps:

00:00 – If you’re tired, franchising won’t save you

01:44 – What Jeff looks for in brands

03:33 – The “boxes” every brand must check

06:52 – Defining brand: emotional connection = real value

08:26 – A dirty job with 5-star reviews & proprietary IP

11:41 – Why recurring customers are gold

14:53 – FSOs vs Front Street: What makes us different

15:56 – Building enterprise value VS. chasing franchise sales

19:19 – The grit-and-grind behind true growth

27:13 – Why we told a $300k/mo brand NOT to franchise yet

34:50 – $12M from ONE unit: what made this brand unstoppable

43:32 – The 4 critical boxes for any franchise brand

🎧 Subscribe for more insights at FranchiseSecrets.com

🔥 Need help growing or launching a franchise? → ScalableFranchise.com

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchise #FranchiseSecrets #FrontStreetEquityPartners

What happens when you ignore your gut and hold onto a struggling franchise too long? In this episode, Erik Van Horn shares the raw story of how one decision cost him over $100,000—and how it shaped the way he approaches franchise buying today. From distressed sellers and employee transitions to risky leases and LOI clauses, this episode is packed with real-world lessons for franchisees, franchisors, and investors alike.

🔑 What You’ll Learn:

-The $100K mistake that changed Erik's entire investment strategy

-How to spot a distressed seller (and how to negotiate with them)

-What most sellers don’t understand about buyers

-How to structure a smart, risk-aware Letter of Intent (LOI)

-Why culture and employees can make or break an acquisition

-Real red flags buyers often miss (like prepaid revenue traps)

-The power of empathy, humility, and scars in franchise success

🛠️ Resources Mentioned:

-Franchise Secrets Facebook Group: franchisesecrets.com/facebook

-Scalable Franchise Coaching: scalablefranchise.com

-Free custom GPTs for franchise buyers and operators (coming soon in the Facebook group)

⏱️ Timestamps:

0:00 – The $100K mistake that started it all

1:14 – What went wrong: remote ownership, false optimism, sunk costs

3:38 – Why some deals are better left behind

5:50 – The psychology of a distressed seller

6:55 – What buyers are REALLY thinking (but don’t say out loud)

9:00 – How to protect yourself with a rock-solid LOI

12:46 – Lease pitfalls, employee contracts, and legal landmines

18:46 – Secret shopping: how to really understand a franchise’s culture

21:22 – How to evaluate team dynamics and playbooks post-acquisition

23:31 – Ego, empathy, and becoming a better franchise buyer

26:11 – Why peace of mind is often more valuable than the best price

27:39 – How to manage risk when buying a franchise

28:26 – What’s next: acquisitions, GPT tools, and how to get involved

📢 Subscribe & Follow:

Don’t miss future episodes with top franchise operators, experts, and insiders. Subscribe on Apple Podcasts, Spotify, or wherever you get your podcasts.

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchising #Failure #Lessons