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Franchise Consulting Questions Answered by a Former Franchise Owner

"Franchise consulting questions come up the same way on almost every call I take, so I have put my real answers in one place instead of making you wait for a callback. No corporate script, no dodged questions. If you are weighing up franchise ownership and want straight talk before you book a call, this page is built for you."

 

IRVING CHUNG Franchise Consultant & Former Franchise Owner

Book Your Free Consultation

Getting Started and What to Expect

Is Franchise Consulting Free? Cost and Financing

The Consultation Process and Timeline

Choosing a Franchise Category

Franchisor Approval

Working With Irving

Franchising for Veterans

Testimonials

Getting Started and What to Expect

These are the questions prospects ask most before they even book a call.
What is franchise consulting, and what do they do?
A franchise consultant helps you match your goals with a suitable franchise brand. From there, I narrow a huge franchise industry down to a short list of franchise opportunities that fit your skills and budget. A good consultant starts by helping you identify your own goals and preferences before recommending anything. I spend most of the first conversation asking questions, not pitching, and I bring real expertise to the table instead of generic advice. My job is to bring clarity to a decision that involves real money and a real career change, not to steer you toward any one brand.
There is no single agreed-upon answer, and I would rather tell you that than repeat a version that might not hold up. Some franchise resources describe a four P’s framework built around Product, Price, Place, and Promotion, borrowed straight from general marketing. Others use Product, Process, People, and Profit, applied specifically to franchising. Both show up across the industry, and neither is an official standard. If someone hands you a tidy four-letter framework as gospel, treat it as a starting point for a conversation, not a substitute for reading the Franchise Disclosure Document, or FDD, yourself.

“Franchise consultant” and “franchise broker” get used interchangeably, and that causes real confusion. Part of the reason is that commission structures vary across the industry. A broker typically arranges transactions and focuses mainly on matchmaking between franchisees and franchisors. A franchise consultant like me provides broader services beyond matchmaking, staying involved as an advisor through franchisor approval and beyond.

Not every consultant works on commission, either. Some charge a flat fee structure, running anywhere from a few thousand dollars to tens of thousands. Others bill $100 to $300 an hour. Franchisor-side development consultants are a different role entirely. They help a company build its own franchise system, and they often charge $30,000 to $35,000 for that work. Not all franchise consultants are vetted or regulated, so the answer lies in asking directly how someone gets paid before you trust their guidance. Ask how they get paid, and ask whether they will tell you when a franchise is not the right move. That answer is what separates good consultants from franchise brokers operating under a different title, and finding the right consultant starts with asking it.

What happens on my first call with FranGuidance?
The first call runs about 15 minutes and exists to figure out, fast, whether we should keep talking. I ask three things: are you actually interested in owning a franchise, do you have at least $50,000 in investable funds, and can you commit real time to the process. If the fit is not there yet, I will tell you that directly, and plenty of franchise candidates come back a year or two later once they are ready.
No. Most of the people I work with are corporate professionals with zero prior business ownership experience. That is normal, not a red flag. What matters more to franchisors is your ability to hire, train, and lead a team, along with your coachability and follow-through. I help you evaluate what you actually bring to the table, since most candidates undersell their own expertise. The corporate skill set you built over a career translates directly into building a successful business within a proven franchise system.
A directory hands you a list and lets you sort through thousands of franchise opportunities alone, with no sense of which ones actually fit your life. I do the opposite. I ask about your budget, your interests, and your lifestyle first, then create a small, hand-picked shortlist instead of an overwhelming search. That is the advantage a matchmaker like myself offers that a search filter cannot.

Getting Started and What to Expect

These are the questions prospects ask most before they even book a call.
What is franchise consulting, and what do they do?
A franchise consultant helps you match your goals with a suitable franchise brand. From there, I narrow a huge franchise industry down to a short list of franchise opportunities that fit your skills and budget. A good consultant starts by helping you identify your own goals and preferences before recommending anything. I spend most of the first conversation asking questions, not pitching, and I bring real expertise to the table instead of generic advice. My job is to bring clarity to a decision that involves real money and a real career change, not to steer you toward any one brand.
There is no single agreed-upon answer, and I would rather tell you that than repeat a version that might not hold up. Some franchise resources describe a four P’s framework built around Product, Price, Place, and Promotion, borrowed straight from general marketing. Others use Product, Process, People, and Profit, applied specifically to franchising. Both show up across the industry, and neither is an official standard. If someone hands you a tidy four-letter framework as gospel, treat it as a starting point for a conversation, not a substitute for reading the Franchise Disclosure Document, or FDD, yourself.

“Franchise consultant” and “franchise broker” get used interchangeably, and that causes real confusion. Part of the reason is that commission structures vary across the industry. A broker typically arranges transactions and focuses mainly on matchmaking between franchisees and franchisors. A franchise consultant like me provides broader services beyond matchmaking, staying involved as an advisor through franchisor approval and beyond.

Not every consultant works on commission, either. Some charge a flat fee structure, running anywhere from a few thousand dollars to tens of thousands. Others bill $100 to $300 an hour. Franchisor-side development consultants are a different role entirely. They help a company build its own franchise system, and they often charge $30,000 to $35,000 for that work. Not all franchise consultants are vetted or regulated, so the answer lies in asking directly how someone gets paid before you trust their guidance. Ask how they get paid, and ask whether they will tell you when a franchise is not the right move. That answer is what separates good consultants from franchise brokers operating under a different title, and finding the right consultant starts with asking it.

What happens on my first call with FranGuidance?
The first call runs about 15 minutes and exists to figure out, fast, whether we should keep talking. I ask three things: are you actually interested in owning a franchise, do you have at least $50,000 in investable funds, and can you commit real time to the process. If the fit is not there yet, I will tell you that directly, and plenty of franchise candidates come back a year or two later once they are ready.
No. Most of the people I work with are corporate professionals with zero prior business ownership experience. That is normal, not a red flag. What matters more to franchisors is your ability to hire, train, and lead a team, along with your coachability and follow-through. I help you evaluate what you actually bring to the table, since most candidates undersell their own expertise. The corporate skill set you built over a career translates directly into building a successful business within a proven franchise system.
A directory hands you a list and lets you sort through thousands of franchise opportunities alone, with no sense of which ones actually fit your life. I do the opposite. I ask about your budget, your interests, and your lifestyle first, then create a small, hand-picked shortlist instead of an overwhelming search. That is the advantage a matchmaker like myself offers that a search filter cannot.

The Consultation Process and Timeline

How long does the franchise consulting process take?

There is no fixed timeline, since it depends on how fast you move through research and decision-making. Most franchise candidates go from first call to signed franchise agreement in a few months, though I have compressed a typical six-month search into about eight weeks for candidates who move decisively. I would rather you take the time you need than rush into a decision this size. Some candidates take a year or more, and that is fine too.

If you are a good fit, we schedule a 90-minute discovery session next. It covers ownership education and a walkthrough of franchise categories, so you can start forming real preferences instead of guessing. From there, I bring you a shortlist of franchise opportunities matched to your goals. You move into investigation after that, reviewing each Franchise Disclosure Document and talking to current franchisees. I also coordinate funding options and connect you with professional resources like lenders and franchise attorneys, and I stay involved through closing and your initial training with the franchisor. You can see the full breakdown of each stage on The Process page.
What is a Franchise Disclosure Document, and why does it matter?
A Franchise Disclosure Document, or FDD, is the legal document every franchisor must give you before you can buy in. It covers several disclosures, including fees, litigation history, franchisor operational control, supply chain requirements, agreement term length, renewal rights, financial obligations, and franchisee turnover. I assist prospective franchisees in reading it properly. I coach on exactly which sections to focus on, and I help identify red flags most people miss on their own. Reading an FDD without guidance is one of the most common ways candidates make costly mistakes.
Validation calls are conversations you have directly with existing franchisees before you sign anything. They matter because they tell you what the franchisor’s marketing will not. Industry guidance recommends speaking with multiple current and former franchisees before investing, going beyond the two or three contacts the franchisor hands you. I encourage every potential franchisee to ask about the parts of ownership nobody puts in a brochure. For more on researching a brand before you commit, our resources hub has deeper guides.

Is Franchise Consulting Free? Cost, Compensation and Financing

Money questions come up early, so here are the direct answers.
Is franchise consulting free?

Yes, working with me is free to you. Franchise consultants provide no-cost guidance to prospective franchisees like you, and I get paid a commission by the franchisor only if you move forward and sign a franchise agreement, so there is no invoice, no retainer, and no upfront fee for my time. If we talk for months and you decide franchising is not for you, that costs you nothing.

It costs you nothing directly. Franchise consultants are typically paid by the franchisor, similar to how real estate agents are paid by the seller rather than the buyer. That structure makes sense once you see who actually benefits from a good match. The franchise fee itself is federally regulated, so working with a consultant does not mark up the price of the franchise you eventually choose.

Through a commission the franchisor pays after a successful placement, structured as a percentage tied to the franchise fee.

A franchise only makes money once a franchisee makes money, so the incentive lines up. A consultant who pushes you into the wrong fit loses future referrals and a working relationship with that franchisor, which is a bad trade for a short-term commission.

Will I pay more for a franchise because I use a consultant?

No. Franchise fees are set and regulated. It does not matter who introduces you to the brand, so going directly to a franchisor gets you the identical price. Skipping a consultant does not save you money. It just means you handle the entire process alone, with nobody flagging hidden costs, unclear upfront fees, or walking you through the franchise disclosure document before you sign anything.

Your total franchise investment depends heavily on the category and brand you choose. Most of the franchise opportunities I work with require minimum liquidity of $50,000 to $100,000. Liquidity is only one piece of the picture, and potential franchisees investing real savings need to see the whole funding stack behind the headline number. Most candidates combine cash with an SBA loan, a HELOC, or a 401(k) rollover to reach their total investment rather than paying the full amount in cash. Categories like low-cost franchises exist for candidates who want a smaller entry point.

SBA-backed loans support roughly 25 to 30 percent of franchise acquisitions nationally, which tells you how common outside financing actually is. I walk candidates through what a lender will want to see, including how much cash is needed at closing versus how much can be financed, before anyone submits a franchise agreement application. Plan for several months to ramp up before cash flow turns positive, since almost no franchise, in any category, delivers income from day one.

If money is the piece holding you back, let’s talk through the numbers directly. Book a free 15-minute consultation, and I will tell you honestly where you stand.

"So my job isn't to sell. My job is to advise."

IRVING CHUNG Franchise Consultant & Former Franchise Owner

Choosing a Franchise Category

Franchising covers far more ground than most people expect.

How do I know which franchise category is right for me?
We start with your goals, skills, and timeline, not with a list of brands. The franchise industry now spans more than 845,000 establishments across every major category, from home services to health and wellness to education. The right fit usually exists, even when it is not obvious at first. I ask questions most people have not considered yet, like whether you want to operate day to day or run something closer to a semi-passive executive opportunity.
I will show you a hand-picked shortlist, not a directory dump. Out of thousands of franchise opportunities, I typically bring you 3 to 6 franchise options that actually match what you told me you want, which is faster and far less overwhelming than sorting through a directory of thousands alone. If something on the list does not resonate, we adjust and keep narrowing. You can browse the full range anytime on the franchise opportunities hub.
What if I already know which franchise industry I want?
That makes the process faster, but I will still ask why. Sometimes what draws someone to an industry does not match the day-to-day reality of owning it. Home service franchises and executive owner businesses attract very different personalities and time commitments, even when the entry price looks similar. We still line up a few potential franchises side by side before you commit real money to just one franchise opportunity.

Franchisor Approval

Getting approved is a real step, not a formality.

Am I guaranteed to get approved once I choose a franchise?

No, and anyone who tells you otherwise is not being straight with you. Franchisors make the final call, and they reject candidates regularly, so I prepare you to treat every conversation with a franchisor like an interview. Approval is earned through how you show up, not handed out because you have the money.

Attitude, coachability, and enthusiasm matter as much as your finances, sometimes more. Franchisors have watched financially qualified candidates get declined. Often it is because they showed up distracted, or acted as if the franchisor owed them a slot. I coach every candidate on how to present, whether you are aiming for one location or eyeing multi-unit ownership down the road. A franchisor is deciding who represents their brand for years, and a bank balance alone does not answer that question for them.
What happens if a franchisor turns me down?

That makes the process faster, but I will still ask why. Sometimes what draws someone to an industry does not match the day-to-day reality of owning it. Home service franchises and executive owner businesses attract very different personalities and time commitments, even when the entry price looks similar. We still line up a few potential franchises side by side before you commit real money to just one franchise opportunity.

Fewer than people expect. Somewhere around 60% of the candidates I work with end up disqualified or self-disqualify somewhere along the way, often because they realize the timing, the money, or the commitment is not right yet. I see that as the process working, not failing, since placing someone in the wrong business helps nobody, least of all the candidate.

Working With Irving

A few questions people ask about me directly.

What makes Irving different from other franchise consultants?

I owned and operated a CycleBar cycling studio franchise for eight years before I became a consultant, so I have sat on the other side of the franchise agreement myself.

That hands-on ownership experience is what actually shapes my recommendations, ahead of anything a marketing page could say. My track record includes staying in touch with candidates well past the signing date, offering the kind of accountability and regular check-ins that help new owners avoid rookie mistakes in the first year. Read more about my path from corporate marketing to franchise ownership.

FranChoice is the franchise consulting network I belong to. It is where my access to vetted franchise opportunities comes from. FranChoice reviews every franchise company in its portfolio first, checking leadership quality, financial performance, and legal standing before I can bring a brand to a candidate. That access gives me knowledge most independent brokers cannot offer. FranGuidance is my own practice, built on top of that network.
Is Irving going to try to sell me a franchise?

No. My role is to guide you, not push you toward a deal that pads my commission.

“I’m not here to sell you anything. I’m here to guide you.”

  • Irving Chung, Franchise Consultant and CEO, FranGuidance (LinkedIn)

If franchising is not the right move for you right now, or ever, I will say so, even though that means I do not get paid for the time we spent together.

 

Yes. Good advice means being candid about the downsides of any franchise as much as the upside. I would rather tell you directly that the timing, the money, or the fit is not right than let you find that out the hard way after signing a franchise agreement. That kind of honesty costs me placements sometimes, and I am fine with that trade. A free consultation only means something if I am willing to say no.

What's different about me is I'm a franchise consultant that has actually owned and operated my own franchise. It's not just theoretical. I'd say three quarters of the franchise consultants out there never owned a business, never owned a franchise. They're just selling it based on theory. That's disingenuous in my mind.

IRVING CHUNG Franchise Consultant & Former Franchise Owner

Franchising for Veterans

A few extra questions I hear from veterans specifically.

Does FranGuidance offer support for military veterans?
Yes. I serve on the board of the Dallas Veteran Chamber of Commerce. Veterans working with me get discounted support as a standing part of how I do business. Veterans currently own about 14% of all franchises nationally, well above their share of the general population. Franchisors already know veterans tend to make strong owners. Visit the Veterans page for the full picture of what is available to you.

Often, yes. Veterans who thrive inside a proven system with clear structure tend to do well, and that structure is exactly what a franchise agreement provides. Executing a playbook with discipline translates well from military service into franchise ownership. The civilian adjustment around sales, local marketing, and customer relationships is real, and it is worth preparing for honestly. I do not oversell the transition. I prepare you for it.

Can I use VA or SBA veteran loan programs to fund a franchise?
Many veterans combine an SBA loan with veteran discounts that franchisors offer through VetFran. Together, those can meaningfully lower your total upfront investment. I walk every veteran candidate through which funding sources actually apply to their situation. Not every program fits every brand, so this is worth a direct conversation instead of guesswork.

Testimonials

See what others are saying about lrving Chung and his expert Guidance.

Glen S.

★★★★★
★★★★★

It was a pleasure working with Irving as he helped guide us through the process of investigating and ultimately buying into a franchise business. His knowledge and expertise...

Justin S.

★★★★★
★★★★★

Irving's approach is genuine, professional, and completely dedicated. He goes above and beyond to invest ensuring his clients receive world class service. I highly recommend Irving...

Vince G.

★★★★★
★★★★★

Irving is an outstanding professional, consultant and advisor. I engaged with Irving as I transitioned out of the military after a 15 year career. Together we researched my market...

Stacey H.

★★★★★
★★★★★

Irving was just what I needed. He talked me through the ins and outs of franchising patiently, informatively, and confidently. He won my wife over with facts and examples...

Joe S.

★★★★★
★★★★★

The transition from a corporate job to working for myself was a bit scary. Working it through with Irving was so comforting knowing he made the move successfully himself...

Rob E.

★★★★★
★★★★★

I knew I wanted a second stream of income and wasn't sure of my options. Irving introduced several franchises designed for semi-absentee ownership. He gave me the inside track...

Sally W.

★★★★★
★★★★★

If you are looking to make a change, I highly recommend working with Irving. His insights and guidance were invaluable during my transition when I got laid off...

Brett S.

★★★★★
★★★★★

Irving somehow found me on LinkedIn at a time when I was doing a bit of soul searching regarding a career change after almost 30 years in HR / Oil & Gas. He introduced me...

Still Have Franchise Consulting Questions?

Franchise consulting questions rarely stop at one. If something here raised a new one, that is normal, and it is exactly what a free call is for. Head back to the FranGuidance homepage for the full picture, or book a free 15-minute consultation and I will answer the rest of your franchise consulting questions directly, on the phone, in plain language.
I'm not here to sell you. I'm here to advise you.
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