In franchising, few things are more powerful than the voice of your existing franchisees. When prospective candidates begin due diligence, they’re not just reviewing the FDD or evaluating unit economics—they’re listening carefully to the people who are already in the trenches. And what they hear matters.

They want to know:
Would you do it again?
Would you buy a second location?
Would you recommend this franchise to your closest friends and family?

These aren’t just nice-to-know questions. They’re the cornerstone of effective franchise validation. And the answers define the strength of a brand’s foundation. Franchisors that consistently see their franchisees respond with enthusiasm and confidence to these questions are the ones that grow stronger, faster, and more sustainably. Why? Because franchise growth follows validation—always.

So the real question becomes: How do you get there?

Building Toward Excellent Validation

Excellent franchisee validation doesn’t happen by accident. It’s the result of a deliberate, consistent effort to create a franchise system that delivers on its promises, supports its owners, and evolves based on their feedback. It starts with these principles:

1. Transparent, Respectful Relationships
Franchisees aren’t just operators—they’re stakeholders. When a franchisor treats franchisees like valued partners rather than just numbers in a system, it creates trust. And trust leads to honest conversations, mutual accountability, and long-term loyalty.

2. Delivering Real Value
Validation thrives when franchisees feel they are getting more from the system than they could ever build on their own. That means strong marketing support, operations guidance, technology, innovation, and leadership that is present and responsive.

3. Closing the Loop
Franchisees want to know their feedback is not just heard but acted on. That means listening intentionally and then clearly communicating what’s being done with their input.

Measuring the Experience: The Franchisee NPS

The Net Promoter Score (NPS) has long been used to measure customer loyalty, but why not use a simple version to measure franchisee satisfaction and advocacy? After all, your franchisees are the brand’s internal customers—and they are the ones speaking directly to candidates.

Two simple questions can unlock tremendous insight:

1. On a scale of 1 to 10, how would you rate your overall experience as a franchisee with this brand?
2. What could we do better as a franchisor to improve that score?

These questions force clarity and encourage open dialogue. More importantly, they help franchisors benchmark performance and spot trends that could be impacting validation positively or negatively.

The Courage to Ask—and Act

But here’s the real challenge: Do you, as a franchisor, have the courage to ask these questions? Do you truly want to know what franchisees think, or are you content assuming things are “good enough”?

Because good enough doesn’t generate 9s and 10s.

To reach a level where validation becomes a competitive advantage, the leadership team must genuinely want feedback—and be prepared to take meaningful action to improve the system. That means prioritizing franchisee success over short-term sales goals, even when it’s uncomfortable. It means embracing continuous improvement. And it means leading with humility.

Imagine the System of 9s and 10s

Now imagine a system where the majority of franchisees consistently rate their experience a 9 or 10.

Imagine the conversations your candidates would have. Imagine the confidence they would feel in making the decision to invest. Imagine how much easier it would be for franchise development to close the right deals. Imagine how many of your franchisees would become multi-unit operators simply because they want more of what they already have.

That’s what growth looks like when validation leads the way. It’s authentic. It’s sustainable. And it’s rooted in a system that works.

So the next time you evaluate your franchise sales strategy, remember this: Your best sales tool isn’t your brochure or website. It’s your franchisees—and the story they’re telling.

Make sure it’s one worth listening to.

Make today a great day. Make it happen. Make it count!

About the Author

Paul Segreto brings over four decades of hands-on experience in franchising, restaurants, and small business development. A passionate advocate for entrepreneurship, Paul has guided countless individuals on their journey to success, whether they are established entrepreneurs or just beginning to explore the path of business ownership.

Named one of the Top 100 Global Franchise and Small Business Influencers, Paul is also the voice behind the Acceler8Success Cafe, a daily content platform where thousands of entrepreneurs gain insight and motivation. A lifelong advocate for ethical growth and brand integrity, Paul continues to coach founders, franchise leaders, and entrepreneurial families, helping them find clarity in chaos and long-term success through intentional leadership.

Ready to take your next step in business or looking for expert insight to overcome today’s challenges? Reach out directly to Paul at paul@acceler8success.com — your path to success may be one conversation away.

About Acceler8Success Group

Acceler8Success Group is a multifaceted business advisory platform committed to empowering entrepreneurs, small business owners, franchise professionals, and industry leaders through strategic consulting, coaching, and curated content.

With a strong focus on entrepreneurship, franchising, restaurants, and small business growth, Acceler8Success Group delivers actionable insights and real-world strategies across its suite of brands, including the following: 

Acceler8Success,  FranchiseReclaim,  OwnABizness.com,  Accelerate Success Coaching,  Your Entrepreneurial Success, and relaunching soon, Franchise Foundry.

By blending deep industry expertise with a dynamic content ecosystem, Acceler8Success Group fosters sustainable success and responsible leadership for today’s innovators and tomorrow’s legacy builders.