Why the “Perfect Franchise” Pitch Might Be Costing You $25,000 or More
How franchise seekers can avoid being sold on someone else’s payday and instead find the business that’s right for them.
Too many aspiring entrepreneurs begin their search for business ownership chasing the idea of a “perfect” franchise. The glossy brochures, polished presentations, and broker recommendations can make it seem like a tailor-made match is waiting just around the corner. But in reality, industry insiders caution that this myth is one of the most dangerous traps new franchisees fall into.
Why? Because in many cases, the “perfect” franchise being presented isn’t actually perfect for the franchisee—it’s perfect for the broker. Franchise brokers are typically paid by franchisors, not by buyers, and commissions often reach 50% or more of the franchise fee. With franchise fees commonly in the $50,000 range, that’s a payday worth tens of thousands of dollars every time a deal is signed.
“Let’s be clear—brokers can provide valuable guidance and connections,” said Mark Milburn, Founder and CEO of the Franchise Marketing Solutions Network. “But prospective franchisees need to understand the financial incentives at play. A broker may describe a franchise as your ‘perfect fit,’ but often, that brand is simply the one paying the biggest commission.”
Milburn urges franchise seekers to view the process more like building a marriage than finding a flawless partner. “The perfect marriage doesn’t exist—but with honesty, commitment, and hard work, a marriage can be amazing. A franchise relationship is very much the same. Success isn’t about perfection; it’s about choosing wisely, setting realistic expectations, and then putting in the dedication to make it thrive.”
To cut through the noise, Milburn advises would-be owners to stick to a disciplined process:
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Research Broadly: Don’t rely on a single source. Compare opportunities across industries and sectors.
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Follow the Money: Be aware of who’s being paid and how. Ask direct questions about broker commissions.
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Narrow Smartly: Create a short list based on your skills, goals, and financial reality—not someone else’s incentives.
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Talk to Franchisees First: Existing owners will tell you what no brochure or broker will.
“Franchising is an incredible path to building wealth and independence,” Milburn added. “But you’ll never find a one-size-fits-all ‘perfect franchise.’ The smartest franchisees are the ones who take ownership of their research and make choices based on facts, not on sales pitches.”
Learn More
Readers can explore more about the franchise business world and discover opportunities they may be interested in owning across a few of the sites in the Franchise Marketing Solutions Network:
Closing
There may never be a universally “perfect” franchise, but with clear eyes and the right research, prospective owners can avoid being sold someone else’s payday and instead build the business that’s perfect for them.
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