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

What happens when a rockstar franchisee enters a struggling market—and when a weak operator steps into a booming territory? In this episode, Erik Van Horn sits down with Kevin Sill, a second-generation franchisee who helped scale a family-owned Budget Blinds operation to 17 territories and over $20M in annual revenue. But that’s not all—Kevin also made the leap into owning a mom-and-pop flooring business, and he’s sharing the raw, unfiltered lessons from both worlds.

Whether you're a franchisee, an aspiring business owner, or curious about building generational wealth through franchising, this conversation is packed with insights on:

-Scaling in diverse markets (rural vs. metro)

-Building a franchise empire with your family

-Diversifying beyond franchising

-Why customer service is still king

-How great operators outperform weak ones—regardless of market

🔥 Episode Highlights:

-Real talk on underperforming franchisees

-Franchise vs. non-franchise ownership pros & cons

-Leveraging Facebook groups and peer networks

-What Kevin wishes he’d known earlier

-Why being coachable and curious beats being a know-it-all

📌 Resources Mentioned:

franchisesecretsgroup.com

ScalableFranchise.com – Get help growing or buying a franchise

Timestamps:

00:00 – What happens when you put a top franchisee in a weak market?

01:47 – Should you start a business or buy a franchise? Kevin’s journey

04:49 – From accounting to franchisee: Kevin’s background

09:16 – How Kevin scaled to 17 territories and $20M in revenue

11:39 – Comparing markets: rural Iowa vs. inner-city Twin Cities

14:46 – Which territories would Kevin not buy again—and why

18:38 – The power of repeat and referral business

24:55 – Why Kevin bought a non-franchise flooring company

31:05 – What Kevin appreciates more about franchising after owning independently

39:23 – Why curiosity and humility are franchise superpowers

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 #Business #Franchise

How do you grow a multi-unit fitness franchise without a massive ad budget?

Ray Dunn did it—with free classes, donuts, grassroots events, and relationships. In this episode of Franchise Secrets, Erik Van Horn and Ray unpack a masterclass in guerrilla marketing, team management, lead generation, and semi-absentee ownership.

Whether you're launching a new location or scaling an established brand, this episode is packed with real, proven strategies to help you win locally.

Timestamps:

00:00 – Why Grassroots marketing still works

01:30 – Ray Dunn’s journey from CPA to franchisee

03:25 – Beating household brands with grassroots tactics

05:10 – Early hustle: donuts, Jeep deliveries & costumes

06:30 – Launching Club Pilates with no brand awareness

08:30 – How to test your brand’s local visibility

11:40 – Landmarks vs. addresses: smarter local marketing

13:25 – Visibility = growth: rent as a marketing investment

15:00 – Defining semi-absentee ownership (and what it's not)

17:45 – Event-based growth strategies (with real examples)

21:40 – Partnering with breweries, parks & coffee shops

25:00 – Low-cost events: $75 budget, real ROI

28:00 – B2B outreach & free "Pilates Party" lead gen

31:00 – How to build win-win partnerships with local businesses

33:00 – Using AI (ChatGPT) to plan local marketing strategy

36:00 – Prize wheels, contests & collecting quality leads

40:00 – The $3 lead strategy that generates customers

44:30 – High-value, low-cost giveaway strategies

46:10 – Hiring & training staff for grassroots engagement

49:00 – The mindset shift owners and staff must embrace

52:45 – Selling by removing barriers (not pressure tactics)

55:00 – What emerging franchisors can learn from top operators

57:10 – Ray’s final advice for franchisees & franchise brands

📌 What You'll Learn:

-Smart local lead gen using free classes and community events

-Why visibility and location matter more than you think

-Training staff to love community marketing (even introverts)

-How to build real partnerships with neighboring businesses

-When and how to delegate grassroots marketing

-The truth about semi-absentee ownership in franchise systems

-How franchisees can influence the playbook for entire brands

-Creative prize strategies to boost lead capture and conversion

-Why emerging brands should listen to the field

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 #GrassrootsMarketing #FitnessBusiness #PilatesStudios #FranchiseSecrets #LocalMarketing

What separates the average franchisee from the elite? In this solo episode, Erik Van Horn shares the exit playbook used by top-performing franchisees to scale, systemize, and cash out for millions. Discover how to go from franchise operator to investor, build a sellable franchise business, and protect your wealth with smart tax strategies and capital allocation.

Learn the secrets behind:

-Structuring a business for exit

-Buying tired franchises and turning them around

-Tax strategies every entrepreneur should know

-Investor identity and risk mitigation

-Avoiding the biggest mistakes after a big payday

Whether you're just getting started or preparing to exit, this episode gives you the tools, mindset, and playbook to build serious wealth through franchising.

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

#FranchiseExit #FranchiseGrowth #PassiveIncome

In this episode, Erik is joined by Sherri Sieber, president of FranFund, to dive deep into the pitfalls and must-knows for emerging franchisors—and the critical importance of funding, accurate FDDs, and realistic projections.

🔑 Key Takeaways:

🚩 Red flags when franchisees are only allowed to call 3 out of 20 franchisees.

💰 Why underfunded franchisees are a risk to your brand’s survival.

📊 The importance of Item 7 in the FDD—and how lowballing can backfire.

🧠 What lenders really look at when evaluating a franchise brand.

🧾 Item 20 explained: why losing franchise units hurts more than you think.

🏛️ The return of the SBA Franchise Directory (and why it matters).

📉 The Coleman Report: the “credit report” for franchise loan history.

🏗️ Real estate delays and overspending on flagship locations = long-term pain.

🙅‍♂️ Why saying “no” to an unqualified candidate is a gift, not a failure.

📣 Resources Mentioned:

✅ Join the free Franchise Secrets Facebook Group → https://FranchiseSecrets.com/facebook

✅ Learn about the Franchisor Mastermind → https://ScalableFranchise.com

⏱️ Timestamps:

00:00 – Red flag: Only allowing 3 franchisee references

02:00 – The danger of poorly capitalized emerging brands

06:00 – Underqualified buyers & the franchise fee trap

10:00 – Visualizing burn rate and the path to break even

13:00 – Why an inaccurate Item 7 can ruin lender trust

20:00 – The power of Item 20 and why lost units matter

23:30 – The Coleman Report: Franchise credit score explained

28:00 – SBA lending changes coming June 1st

37:00 – Costly buildout mistakes by franchisees

45:00 – Real estate scarcity cripples scaling

50:00 – When FranFund says “no,” it’s for your brand’s good

💬 Final Thoughts:

If you’re an emerging franchisor—or thinking about becoming one—this episode is a must-listen. Your first 10–20 franchisees define your brand’s story, reputation, and lender viability. Don’t build a brand on hype. Build it on solid systems, funding, and trust.

👍 Like, Subscribe & Share if you found value.

🎧 Follow the Franchise Secrets Podcast for more expert conversations!

Connect with Sherri and FranFund here:

Website: https://www.franfund.com/

Linkedin: https://www.linkedin.com/in/sherriseiber/

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

Are you ready to turn your passion into a thriving franchise? In this episode of Franchise Secrets, Erik Van Horn speaks with Derek Pipkorn, a multi-center owner of Mathnasium, a math-only learning center, about how to scale and manage a franchise successfully.

Derek shares insights into the challenges and rewards of growing multiple franchise locations and how he’s used his experiences to build a scalable business model. He discusses how franchisees can overcome common pitfalls that stifle growth. He also reveals the importance of delegation, brand consistency, and balancing passion with business strategy to create long-term value.

If you're considering franchising, Derek’s journey offers valuable lessons on navigating the complex world of franchise management. From understanding territory dynamics to overcoming fears around competition, this episode is packed with advice for building a successful, scalable franchise.

Tune in to hear Derek’s insights on growing your franchise, creating strong brand foundations, and leveraging strategic partnerships. Don’t miss out on these helpful insights!

“If the passion doesn't really technically drive the revenue and the growth of the center and it's not focused, it just kinda becomes a hobby, and I made sure that that wasn't the case from the start." ~ Derek Pipkorn

In This Episode:

- Transition from teaching to entrepreneurship

- Derek’s journey and passion for franchise ownership

- The balance of business growth and passion

- The first step to franchise success

- Resale vs. starting from scratch

- Dealing with competition and franchisee relationships

- The importance of having a supportive partner in life and business

- Building an asset vs. building cash flow

- Delegating responsibilities to scale a franchise

- Derek's lifestyle outside of Mathnasium

Resources:

🌐 Consult with Erik - https://form.jotform.com/222685728939070

🌐 Want to buy a franchise? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617

🌐 Want to franchise your business? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617

🌐 Franchisees and franchisors find proven tactics and strategies to scale YOUR businesses - https://scalablefranchise.com/

🌐 Franchise Springboard - https://franchisespringboard.com/

Connect with Derek Pipkorn:

🌐 Website - https://www.mathnasium.com/

💼 LinkedIn - https://www.linkedin.com/in/derek-pipkorn-b550a523/

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/