Big ideas + real-world hustle this week on The Franchise Advisory Board. Dave chats with Angela Olea — serial founder, franchise veteran, tech tinkerer, and the founder & CEO behind Sweet Influencers — about how franchisors and franchisees can use influencer marketing the smart way (hint: think local, not celebrity stunts). Angela walks us through the why, the how, and the landmines — from nano & micro influencers who actually move customers in a 15–25 mile radius, to measurement, contracts, FTC rules, and realistic budgets. You’ll hear practical pilot stories (an estate-sale client quadrupled traffic), concrete ROI thinking, and why franchisors should build guardrails instead of blocking social media altogether.Special thanks to our episode sponsor — ClientTether — for supporting conversations that help franchisors grow smarter.What you’ll learn

• Why nano and micro influencers (1k–10k followers, local reach) often outperform flashy celebrity spends for franchise-level impact.
  
  
• How to find authentic creators, vet for fake followers, and avoid legal/brand pitfalls (FTC disclosures, music licensing, usage rights).
  
  
• Practical measurement: establish baseline KPIs, use coupon/QR/discount codes to track conversions, and calculate ROI based on average ticket and lifetime value.
  
  
• Typical local pilot budgets and structure: expect to test with modest mixes (a healthy starter program around ~$2,000) and iterate using human + AI workflows.
  
  
• How franchisors can control narrative while empowering franchisees — build guardrails, provide training, and reuse creator content for long-term value.
  
  

Notable moments

• Angela’s origin story: meeting her muse on a plane and building Sweet Influencers from that spark.
  
  
• Estate-sale pilot that opened new demo markets (younger thrifters) and produced dramatic short-term lift.
  
  
• The laundry list of contract and compliance issues brands routinely miss — from FTC hashtags to music licensing and content reuse.
  
  

Resources & next steps

• Want a consult? Angela mentioned Sweet Influencers: sweetinfluencers.ai and connecting on LinkedIn for a free consultation and brand fit assessment.
  
  
• Start simple: map your ideal client profile, establish baseline run rates, and pilot a 3–4 month program to gather real data.
  
  

Thanks again to our sponsor, ClientTether — helping franchise leaders focus on growth (and letting us bring you guests like Angela).If this episode sparked ideas, share it with your marketing team, bookmark the ROI checklist, and — yes — consider dipping a toe into local influencer pilots for next year’s budget

Thank you to ClientTether for sponsoring this episode of The Advisory Board Podcast.

In this episode, Dave Hansen sits down with Jania Bailey, CEO of FranNet, to unpack the changing role of brokers and consultants in franchising. Jania opens with FranNet’s backstory — 38 years in the business, built as a franchise model rather than a typical membership organization — and explains how their centralized Marketing, IT, and Support teams free consultants to focus on what matters most: qualifying high-quality candidates and matching them to the right brands. That operational difference, she says, is why FranNet consistently delivers strong fits for both candidates and franchisors.

The conversation moves into regulation, where Jania argues that the push for disclosure and registration is long overdue. California is leading the charge with new rules that require broker disclosures, brand lists, and placement data; other registration states in the NASAA group are likely to follow. Jania believes transparency will weed out bad actors and elevate the entire industry. She compares the current state of franchise brokering — where almost anyone can hang out a shingle — to industries that require licensing, and says consumers deserve that same level of protection when their life savings are on the line.

Dave and Jania also dig into the practical implications. Candidates could face a flood of disclosures and multiple brands to evaluate, so brokers will need to guide them through what to prioritize rather than overwhelm them with paperwork. For broker firms, the new requirements could be a heavy lift for smaller operations; larger franchised groups like FranNet can centralize filings and streamline compliance for their consultants. Jania expects some consolidation and exits — she’s not shy about saying a few operators should probably leave the industry — but she views that as a healthy cleansing that will build trust.

For franchisors, Jania urges honesty and preparedness. Brands that want broker support should make sure their house is in order: validated unit economics, happy franchisees, adequate capitalization, and systems that let the business run without the founder’s constant involvement. Sharing placement data and success metrics with broker partners will not only help compliance but also become a powerful marketing differentiator. On economics, Jania suggests realistic expectations: Working with brokers usually implies meaningful broker fees — entry-level economics start around $25K, with many opportunities sitting in the $30–35K range — and brands must ensure total investment supports those fees without undermining franchisee success.

Throughout the episode, Jania’s insistence on transparency and consumer-first thinking is steady and unapologetic. She believes clearer disclosures and higher standards will protect prospective franchisees, lift the reputation of good brokers, and ultimately strengthen the ecosystem. If you’d like to follow up with Jania, visit FranNet.com or email JBailey@FranNet.com.

Thanks again to ClientTether for making this episode possible. Tune in for more conversations aimed at helping you build lasting brands.

Episode Summary: The Human Edge in a Bot-Driven World

This week on The Advisory Board Podcast, host Dave Hansen is joined by the ever-iconic Karen Booze—yes, the one with the unmistakable blue hair and a résumé as colorful as her story. From playing the oboe on the White House lawn with the Beach Boys to sharing a high school band room with Kurt Cobain, Karen’s life is as fascinating as her decades-long expertise in answering services.

As Director of Business Growth & Partnerships at AnswerConnect and AnswerForce, Karen has seen firsthand how answering the phone—well, and properly—can make or break a business. She and Dave dig into why human connection still outperforms bots (despite the hype), how generational preferences shape communication, and why not having a phone number on your website might be quietly draining your revenue.

Karen also shares battle-tested best practices—from scripting empathetic greetings to boosting “speed-to-lead”—and warns of the very real cost of inaction for franchise brands and small businesses. Whether you’re managing after-hours calls, figuring out AI’s role in customer service, or just looking for ways to create a more human experience for customers, this episode delivers insights worth answering the call for.

A big thank-you to our episode sponsor, ClientTether, for making these conversations possible and for empowering franchise brands to connect with leads faster and more effectively.

Tune in for stories, stats, and a little rock ‘n’ roll nostalgia as Karen proves that in the world of business growth, human connection never goes out of style.

A big thank you to ClientTether for sponsoring this episode of The Advisory Board Podcast. Their balance of automation and human touch is exactly what today’s discussion is all about.

This week, host Dave Hansen sits down with Bryan Shankman, co-founder & CEO of LeadTruffle, an AI-enabled sales follow-up platform built for speed-to-lead. Bryan’s path runs from early-stage rocket ships (Frame.io → acquired by Adobe) and time at TikTok to TinySeed alum—plus a background in rugby that explains his bias for quick, clean hits over slow, sloppy drives.

Bryan breaks down where leads really come from today—third-party aggregators, out-of-home, your website, and the phone—with the 80/20 action living on website + phone. He makes the case that Reddit is a sleeper channel: it ranks on page one, fuels LLM training data, and hosts hyper-local “who should I hire in Austin?” threads. TikTok, meanwhile, is getting more local (location tags, city-flavored feeds), which means a single time-lapse job video can spark real, no-cost leads.

The big theme: AI + humans > AI or humans alone. Automation shines for instant engagement, intake, spam filtering, qualification, and booking—especially when your team can’t call back in 10 seconds. But complex, high-trust moments still deserve a thoughtful human who can reassure, advise, and close. Post-service, AI can nudge reviews, trigger owner callbacks on negative sentiment, and identify smart cross-sell windows—gold for lean “couple-person” franchise units.
On future-proofing without a Frankenstack: keep it stupid simple. Prioritize responsiveness (pick up the phone—or let AI do it), do excellent work, and nail the unsexy fundamentals: a clear website, a healthy Google Business Profile, and steady reviews. Then add automation exactly where tedium kills consistency. Measure what matters, iterate, and don’t be afraid to partner—platforms and clean APIs beat duct-taped zaps every time.

Want to connect with Bryan? Visit leadtruffle.com or ping him at bryan@leadtruffle.com—true to form, he’ll get back fast.

A big thank you to ClientTether for sponsoring this episode of The Advisory Board Podcast. Their balance of automation and human touch is exactly what today’s discussion is all about.

This week, host Dave Hansen sits down with Amanda House, Director of Franchise Development Marketing at Lightbridge Academy—a leading early education and childcare franchise with over 160 centers open or in development. With experience across more than 35 brands, Amanda brings a rare perspective from both the franchisor and supplier side of FranDev marketing.

Amanda shares why the industry is moving beyond chasing lead volume and instead focusing on fit—finding the right owners who align with a brand’s culture. At Lightbridge Academy, this means deliberate scaling, thoughtful discovery days with executive involvement, and a relentless focus on their “circle of care.” She emphasizes that data is the new scoreboard, where cost-per-lead and return on ad spend matter more than simple reach.

The conversation also explores how AI and SEO must work together. Rather than choosing one or the other, Amanda highlights the need for strong technical SEO and backlink strategies to ensure brands surface in AI answers, while also using AI tools to research, analyze, and tailor communication. Still, she insists that the human touch remains non-negotiable when building trust with future franchisees.

Reputation also plays a starring role. Prospects are looking at Google reviews, social content, and franchisee transparency before they ever pick up the phone. Amanda’s advice? Treat every touchpoint as proof of culture. And her favorite north star metric is simple but powerful: Would your franchisees buy in again? With Lightbridge Academy boasting a high “yes” rate and 70% multi-unit ownership, the results speak for themselves.

Her closing encouragement: if you can’t measure it, you can’t sell it. It’s never too late to start tracking data, refining your digital presence, and leaning into AI tools that amplify your efforts—without replacing the personal relationships that make franchising work.

Big energy today with guest Josh Yonke (yes, you nailed the pronunciation) — co-founder & CRO of Leashed AI and a long-time operator in franchising and services (Thumbtack’s first sales hire; helped scale to $100M+). Josh and Dave get real about how to actually use conversational AI to drive sales ROI — not the “spin up a chatbot and pray” version, but the integrated, on-brand, compliant, and relentlessly iterative version.

Josh’s backstory sets the tone: military family roots (Navy dad), four high schools, zero fear of striking up conversations — basically, the DNA of a top seller. He and partner Russ Burnett spun Leashed AI out from earlier work to focus on practical, revenue-producing automations: inbound/outbound AI calls, 24/7 web agents and chat that can book, SMS/email cadences, social DM responders across Meta, Google LSA responders, and even a roofing estimator that quotes straight from aerial imagery.

What We Cover (and Why It Matters)
The 3 ingredients of useful AI: great inputs (brand knowledge), continuous training/QA, and an operator who actually understands sales math and objection handling.

Implementation that sticks: plug AI into your CRM, calendar, and phone systems so it can log notes, set tasks, and adjust cadences automatically — the follow-through humans intend to do.
Compliance or consequences: get explicit opt-ins for SMS and automated calls; the “we haven’t been caught” strategy is not a strategy when fines can stack fast.

After-hours wins: most bookings happen when humans are off-duty. 24/7, on-brand AI captures those opportunities in home services and franchise development.

Mid-funnel momentum: re-engage no-shows, answer FDD basics, and keep qualified prospects moving without making reps hike the ball and block.

Customer experience > hold music: if AI can solve the problem now, don’t make customers wait 45 minutes to talk to a human who can’t.
Augment > replace: use AI to eliminate minutiae so your best reps spend time selling — then iterate faster than your competition.

Partner Tease
Dave hints at fresh collaboration between The Advisory Board and Leashed AI — announcements coming soon.

Connect with Josh & Leashed AI
Site: LeashedAI.com

Josh direct: 385-888-6457 (main line routes to his AI after hours — fitting, right?)

Sponsor Love
Huge thanks to ClientTether for powering this episode. If you care about speed-to-lead, compliant follow-up, and real pipeline lift, ClientTether’s the quiet force that makes the loud results possible.
Pull Quotes
“AI is only as good as the operator and the inputs.”
“Identify the minutiae, then automate it. Let reps do what only humans can do.”
“Adoption, not hype, is the next big thing.”

On this episode of The Advisory Board Podcast, host Dave Hansen chats with Nuttha “Nita” Goutier, founder of Sabai Thai Spa, about what it really takes to grow a brand without losing its heart. Nita opens up about the whirlwind launch of Sabai—complete with thousands of franchise inquiries in the very first months—and the real-world challenges of guiding candidates through the fear of making that first big investment.

Together, Dave and Nita dive into the balancing act between single-unit and multi-unit franchise ownership, the realities of $650K–$1M spa buildouts, and why culture can either be your greatest strength or your biggest hurdle when scaling. Nita also shares her blueprint for creating operators through training, systems, and ongoing support—ensuring consistency across every location while still leaving room for franchisees to thrive.

This conversation isn’t just about numbers and logistics—it’s about people. It’s about building confidence in hesitant franchisees, creating a pathway for sustainable growth, and designing a culture that sticks no matter how many units you open.

A special thank you to ClientTether, our episode sponsor, for powering smarter franchise growth and helping leaders like Nita keep their systems—and their sanity—running smoothly.

If you’ve ever wondered how to scale a franchise without losing the culture that makes it special, this episode will give you both the strategy and the inspiration to do just that.

What really makes a franchisee “wealthy”? Is it the best location, the longest hours, or just a bit of good luck? According to franchise performance coach and bestselling author Scott Greenberg, it’s none of the above.

In this episode of The Advisory Board Podcast, host Dave Hansen sits down with Scott—author of The Wealthy Franchisee and Stop the Shift Show—to unpack the real secrets behind top-performing franchisees. With decades of experience as a franchisee, speaker, and coach, Scott has seen firsthand what separates thriving owners from those who constantly struggle.The conversation dives into:

• The human factor: why mindset, emotional control, and humility are non-negotiables for success.
  
  
• Franchise myths debunked: from the “good location” excuse to the myth that the hardest workers always win.
  
  
• The hourly employee challenge: how brands can better support franchisees who depend on frontline teams.
  
  
• Innovation vs. following the system: finding the sweet spot between executing proven processes and embracing change.
  
  
• Constructive dissent: why healthy debate (not constant agreement) actually strengthens franchise systems.
  
  

Scott also shares personal stories—from beating cancer twice to building his own successful units—that highlight his belief in resilience, service, and the power of putting people first. He reminds us that the best franchisees don’t make it about themselves—they make it about their employees, customers, and communities.

Dave and Scott keep it real (and a little playful), swapping stories about innovation battles, FACs that work, and even a nod to Ted Lasso’s famous suggestion box scene. By the end, you’ll walk away inspired to manage your emotions, invest in your people, and lead with humility.

Big thanks to our episode sponsor ClientTether for helping make these conversations possible.🎧 Tune in—you’ll laugh, you’ll nod in agreement, and you might just rethink what it truly means to be a wealthy franchisee.

The Advisory Board Podcast — Featuring Tushar Mishra, Co-Founder & CEO of Delightree
 Episode sponsored by ClientTether — big thanks to them for supporting the franchise community.

In this episode, host Dave Hansen sits down with Tushar Mishra, Co-Founder and CEO of Delightree, to explore how franchisors can stop talking about AI and actually start using it. From automating franchisee support to enabling data-driven coaching, Tushar shares practical, no-hype strategies to make AI an everyday operational advantage—not just a buzzword.

You’ll also hear how Delightree’s tech-first approach is streamlining multi-unit operations across 5,000+ locations, and why your operations team might be sitting on a goldmine of untapped efficiencies.

Here’s what you’ll learn:
AI Without the Fluff: Tushar breaks down what’s actually working in franchise systems today—from SOP-powered AI search to real-time support deflection.

Stop Answering the Same Question Twice: Learn how franchisors are cutting 50% of incoming franchisee questions by transforming ops manuals and training docs into smart, searchable systems.

Just-in-Time Learning: Gen Z doesn’t want e-learning PDFs. Tushar explains how Delightree is enabling short, actionable, multilingual training that fits the modern workforce.

FBCs Supercharged: Discover how AI can prep franchise business coaches with instant, data-backed insights—so they coach smarter, not harder.

Data-Driven Onboarding: With mapped rule-based workflows, AI companions, and actionable triggers, Delightree’s onboarding toolkit ensures new owners ramp up with clarity and confidence.
Predictive Coaching & Churn Prevention: Tushar unpacks how AI tools can flag underperforming units before they go off the rails—and how you can course-correct early using signals from POS data, audits, reviews, and training compliance.

Memorable Quotes:
“Half of support tickets come from franchisees asking for information they already have—but can’t find. AI solves that instantly.”

“AI doesn’t replace coaching. It just makes your best coach 10x more effective.”

“Don’t start with AI. Start with a business problem. The right AI will follow.”

Connect with Tushar:
📧 tushar@delightree.com
 🔗 delightree.com

Don’t miss this one if you're ready to ditch the AI hype and finally make it useful—especially for multi-unit ops, support-heavy systems, and FBCs running on caffeine and spreadsheets. Tushar’s insights are smart, scalable, and ready to implement today.

#franchiseops #aiforfranchising #franchisegrowth #delightree #clienttether

In this episode, host Dave Hansen sits down with Michael Moorhouse, President of Mosquito Shield, to unpack what it really takes to shift franchisees from a seasonal mindset to a year-round growth mentality. With nearly two decades of experience in the mosquito and tick control industry, Michael shares how the brand has evolved from scrappy startup to a finely tuned franchise machine—now 400+ territories strong and backed by the powerhouse Five Star Franchising group. Here’s what you’ll learn:

• Peak vs. Off-Season Thinking: Michael reveals how a simple shift in vocabulary—from “off-season” to “non-peak”—helped reframe how franchisees approach planning, performance, and growth.
• Mindset Over Mechanics: It wasn’t a systems or marketing problem. Michael and his team discovered that performance gaps were often tied to mindset—and he shares the data that proved it.
• Coaching That Clicks: With a growing team of Franchise Business Coaches (FBCs), including a full-time launch coach, Mosquito Shield created specialized support for every phase of the owner journey—from fresh startups to seasoned empires.
• Stratification Strategy: Hear how Mosquito Shield aligns internal teams before pushing initiatives system-wide, and how their new “VP of Ops-as-top-performer-coach” model drives results for veteran owners.
• Trust, Accountability & Pizza Nights: From regional visits to the wildly successful National Callback Night (yes, franchisors and franchisees cold-calling side-by-side), Michael proves that value is built in the trenches—not in PowerPoints.
• Results That Speak: Thanks to the mindset shift and coaching investments, 2025 is shaping up to be Mosquito Shield’s best year ever—up 12% year-over-year with record owner engagement and retention.

Memorable Quotes: “We don’t talk about off-season anymore. It’s non-peak. There’s always work to be done—even when the bugs aren’t biting.”
“If you're not giving franchisees your time, you're not giving them value. Time is love.”

Connect with Michael:
📧 michael@moshield.com
🔗 Find him on LinkedIn

 Don’t miss this one if you’re looking to scale smarter, build owner trust, and break through the complacency ceiling that stunts so many mature franchise systems. And if you're an emerging franchisor—grab a pen. Michael drops gold. #franchising #leadership #mindsetmatters #homebasedbusiness #coachingforgrowth

Episode Summary:

The Advisory Board Podcast — Featuring Pete First of BrightStar Care

 Episode sponsored by ClientTether — big thanks to them for supporting the franchise community.

In this episode, Dave Hansen welcomes Pete First, Chief Development Officer at BrightStar Care, to unpack what it really takes to grow a franchise brand with staying power. With over 25 years in the franchise development world, Pete brings both sharp strategy and a grounded, people-first mindset — two things BrightStar is clearly doing right.

BrightStar stands out in the home care space thanks to a clinical foundation built around registered nurses making care decisions, and a franchise model that prioritizes compassion just as much as profitability. According to Pete, many of their franchisees are drawn to the brand not just for the business opportunity but because of personal experiences with caregiving. That emotional tie-in matters — and they don’t bring in candidates who don’t genuinely care. “Don’t blow your career on one deal,” Pete says, reinforcing that protecting culture starts with who you let in.

Throughout the conversation, Pete and Dave dig into what makes a franchise brand grow the right way — and it’s not a quick-fix formula. It starts with building a brand that’s meaningful and trustworthy, then reinforcing that trust through validation. BrightStar empowers franchisees to vet incoming candidates, keeping cultural alignment tight across the network. And yes — your brand isn’t your logo or your color palette. It’s your people.

Pete also breaks down BrightStar’s approach to marketing and lead nurturing, and it's anything but passive. With a smart mix of targeted pay-per-click, drip campaigns, weekly content, and strategic video — they stay in front of candidates for years. Literally. One owner came back after five years of opening BrightStar emails — and converted. That kind of patience and consistency reflects a team that knows timing is everything.

One of the biggest takeaways from Pete? Long-term growth only works if your operations can support it. BrightStar’s 27-month onboarding program ensures new franchisees don’t just launch — they scale smartly. Weekly coaching, segment-based support teams, and strong communication with franchisees keep things steady even as the system grows.

There’s also a refreshing honesty in how Pete talks about AI’s impact on lead sourcing and content visibility. He acknowledges the landscape is changing fast — search traffic from ChatGPT and other AI platforms is now a meaningful pipeline source — and BrightStar is adjusting accordingly. Video plays a major role too, especially authentic, unscripted content from franchisees themselves.
The bottom line? If you want a franchise brand that lasts, you need heart, hustle, and the infrastructure to support both. BrightStar’s not perfect — no brand is — but they’re doing a lot of things right. And Pete’s transparency makes this episode a must-listen for anyone thinking about franchise growth in 2025 and beyond.

You can reach Pete at pete.first@brightstarcare.com or find him on LinkedIn. And again, huge thanks to ClientTether for sponsoring this episode.

Episode Title: Helping Franchisees Grow — and Exit — With Purpose
Guest: Fiona Styant, VP of Development, MOLLY MAID Canada
Host: Dave Hansen
Sponsored by: ClientTether — thanks for fueling franchisee success with smarter CRM

What happens when your top-performing franchisees take their foot off the gas? If you’re Fiona Styant at MOLLY MAID Canada, you create a framework to steer them back into growth — or gracefully guide them toward a profitable exit.

In this conversation recorded at the Let’s Grow event in Toronto, Fiona joined Dave Hansen to share her candid, thoughtful take on how franchisors can manage the lifecycle of a franchisee with clarity and care. With over two decades at MOLLY MAID, Fiona brings a rare dual perspective: she oversees both development and ongoing coaching — a role that bridges franchisee onboarding and long-term performance.

Key themes from the episode:
🧭 Exit planning starts at onboarding
Ten years ago, Fiona and her team noticed retiring franchisees were coasting — comfortable but not growing. That sparked a major shift: now, franchisees are asked about their exit goals during training week. Whether it’s five years out or a 10-year plan, Fiona’s team helps owners work backward from their desired outcome.

📈 From audits to alignment
MOLLY MAID’s four-pillar model (performance, engagement, compliance, and satisfaction) uses self-assessment and coaching reviews to spark honest conversations. Franchisees aren’t being “audited” — they’re supported in reaching the goals they set. This shift from punitive to performance-focused support is changing the game.

💸 Valuation transparency
Many franchisees are shocked (not always in a good way) to learn their business isn’t worth what they thought. That’s why Fiona now delivers an annual seminar on business valuation — with plain-talk guidance on EBITDA, chart of accounts, and how to prep for a sale three years in advance.

🚀 Culture of growth
There’s no room for “cash flow coasting” at MOLLY MAID. Franchisees are encouraged to aim high, stay accountable, and know when it’s time to pass the baton. With clear data, strong coach relationships, and a supportive culture, Fiona’s team helps even plateauing owners find their next best step — whether it’s a performance rebound or a well-timed exit.

This episode is a masterclass for any franchisor rethinking how to motivate mature operators — and how to plan for exits that feel like wins.

Catch the full conversation and connect with Fiona on LinkedIn if you want to dig deeper into her franchisee growth strategies

The Advisory Board Podcast
Episode: Confidence, Culture & the Blushington Way
Guest: Natasha Cornstein, CEO of Blushington Holdings
Sponsored by: ClientTether – the smart way to grow your franchise.

What do luxury beauty, Broadway, and power listening have in common? Natasha Cornstein, CEO of Blushington Holdings, joined us on this episode to share how a next-gen beauty brand is setting the gold standard—not just for glam, but for how businesses should listen, lead, and scale with soul.

 Beauty with a Mission
Natasha might not be the founder, but she’s the visionary CEO behind Blushington’s bold expansion. With locations in NYC and upcoming launches in Boca Raton and Houston, Blushington isn’t just serving makeup and blowouts—they’re serving confidence in a glass of champagne (or sparkling water, if that’s your vibe). The mantra? Confidence looks great on you.

Customer Experience = Business Strategy
For Blushington, customer experience isn’t fluff—it’s strategy. Natasha broke down how every detail, from hair washes to tone of voice, is engineered to make guests feel heard, seen, and celebrated. And we’re not just talking lipstick and lashes. We’re talking about a culture of power listening—a practice that’s been baked into the DNA of the brand since day one.

What’s “Power Listening” Anyway?
It’s not your average active listening. Power listening means really hearing—without interrupting, without ego, and with the intent to understand, not just respond. It’s how Natasha leads her team, trains artists, and builds loyalty both in-store and across her franchise network. The results? Artists feel valued, customers feel heard, and services like wig styling (yes, wigs!) are born from team ideas that rise to the top.

Diversity and Inclusion: Not Just a Tagline
Blushington’s commitment to inclusivity isn’t performative—it’s operational. From inventory to training, their team is equipped to serve all women: all skin tones, hair textures, and backgrounds. This isn’t new for them—it’s who they’ve been since 2011.

Franchising with Heart
Transitioning from a corporate model to franchising, Natasha is all about balance: structure meets creativity. With powerhouse partners like iFranchise and Baker McKenzie onboard, she’s building a franchise culture that values the operator’s insights as much as the playbook. Her franchisees? Often customers first. Loyal to the experience, now committed to scaling it.

Bonus Round: Glam Meets Broadway
Fun fact: Natasha’s husband is co-producing a Broadway show, Take a Banana for the Road with Jeffrey Ross, opening this August. So if you find yourself in NYC, you might just catch some blush, a blowout, and a standing ovation all in one trip.

Listen in to hear how beauty, business, and culture intersect—beautifully.
 And thank you again to ClientTether, for sponsoring today’s episode and supporting smarter franchise growth through automation, lead nurturing, and CRM tools designed for brands that want to scale with impact.

Brought to you by our friends at ClientTether – making follow-up, automation, and sales acceleration easier than ever. Thanks for sponsoring today’s episode!

In this jam-packed episode of The Advisory Board Podcast, host Dave Hansen welcomes the one and only Patti Rother—franchise development powerhouse, operator-at-heart, and founder of Root and Rise Franchise Development. With 18+ years of experience across brands like Panera, Blink Fitness, Scent Hound, and Garbanzo, Patti is redefining how smart brands scale—efficiently and sustainably.

🚫 Scaling Gone Wrong: The Pitfalls
Patti kicks things off by challenging the default mindset of "sell more units = scale." Instead, she advocates for intentional growth, built on robust operations, regional focus, and financial foresight. Her message? If your support systems aren't in place, you're not scaling—you're bloating.

She warns against:
Relying on franchise sales to fund ops (red flag 🚩).

High sold-not-open ratios, which kill validation.

Skipping backend readiness just to chase growth metrics.

Signing franchisees who aren’t fit to operate—or worse, never open.

⚙️ Build the Machine Before You Run It
Patti lays out a better path: build for where you're going, not where you are. From real estate to tech stack to operations playbooks, think 30-units ahead—even if you’re only at 3.
Her mantra: “Happy, open, profitable franchisees solve everything.” It’s the kind of advice you wish more brands followed.

💡 Tech & AI: The Silent Workhorse
As a self-professed "tech nerd" with AI developers on speed dial, Patti shares how automation, workflows, and smart CRMs can multiply your team without hiring.
Use automation to follow up with value—not just “checking in.”

Curate the discovery process for candidates with intentional content.

Stop letting six-figure video assets collect dust—use them to tell your story.

Franchise ops? Same playbook:
Create SOPs, organize them smartly in Google Drive first, then migrate to LMS later.

Use Looms, avatars, and mass video to teach, support, and engage.

Build for training, not just telling.

🧠 The Patti Mindset: People First, Always
Underneath it all, Patti’s heart is in operations. She believes in making systems serve humans—not the other way around. Give people bandwidth, and you unlock innovation. Burn them out, and you lose your best asset.

From chasing the no in FranDev to regional rings of growth to royalty self-sufficiency as the true north, Patti drops a masterclass in thoughtful franchising—with just the right mix of experience, wit, and tough love.

🎧 Listen now and learn how to grow your brand without breaking it—courtesy of one of the most trusted minds in the franchise space.

📍 Find Patti on LinkedIn (Patti Rother) or at franchise.dev to connect or collaborate.
And don’t forget to check out our sponsor ClientTether—for those who want their follow-up to actually follow through.

Episode Summary for The Advisory Board Podcast

Sponsored by ClientTether

In this episode of The Advisory Board Podcast, host Dave sits down with a true heavyweight in franchise marketing: Lonnie Jones, founder and CEO of Local SEO Help. Lonnie’s been deep in the SEO trenches for years, helping franchise brands (including powerhouses like Horsepower Brands) dominate digital real estate in competitive verticals. But make no mistake—this conversation isn’t just for SEO nerds. It’s a masterclass on how to build long-term marketing momentum using a “stacked” approach.A huge shoutout to our sponsor ClientTether, the CRM that helps franchise brands and owners convert leads with surgical precision. Thanks for powering this episode!👊 Highlights You Can’t Miss:

• From Accounting to Algorithms: Lonnie’s unlikely journey from government cubicle to SEO kingpin started with a finance degree and a side hustle. Today, he helps franchisees and franchisors alike build sustainable digital visibility.
  
  
• Why “Stacking” Works: Lonnie introduces the concept of “stacked marketing,” a layered, multi-touch strategy designed to build influence over time. Spoiler: if you're throwing up a Facebook ad and expecting instant leads, you’re doing it wrong.
  
  
• The Patience Problem: Franchisees often expect overnight success from campaigns. Lonnie challenges that thinking and explains why consistent visibility and brand impressions across channels (online and offline) create conversion magic.
  
  
• SEO in the Age of AI: The search game is changing—fast. With tools like ChatGPT, Perplexity, and Google's AI search stealing the spotlight, traditional keyword-stuffing just won’t cut it. Lonnie breaks down what this shift means and how to future-proof your SEO strategy.
  
  
• Omnichannel ≠ Everywhere: You don’t need to be on every platform. But you do need to be smart. Lonnie shares how to blend digital ads, local presence, reviews, and retargeting to create brand resonance without blowing your budget.
  
  
• Vet Before You Bet: One of Lonnie’s golden rules? Validate your marketing partners. Whether you’re a franchisor or a franchisee, don’t just throw money at shiny campaigns—talk to peers, review actual results, and give strategies time to mature.
  
  
• Functional Experts Win: Don’t look for one agency to do it all. SEO, Google Ads, Meta, and CRM strategy each require dedicated, deep expertise. Lonnie practices what he preaches by focusing solely on SEO—and being the absolute best at it.
  
  

🎧 Bottom line: If you’re building a brand in the franchise space, this episode will give you a grounded, tactical framework to shift from scattershot marketing to something that actually scales. Whether you’re in year one or year ten, this is the mindset you need.

Episode Summary for The Advisory Board Podcast

In this episode of The Advisory Board Podcast, host Dave Hansen sits down with Bennett Maxwell, founder of Dirty Dough, to unpack one of the most talked-about growth stories in franchising — and a masterclass in turning legal pressure into brand power.
Bennett shares his journey from door-to-door sales and a successful solar exit to buying a single cookie shop and scaling it to over 75 units sold in under two years. Along the way, Dirty Dough found itself at the center of a public legal battle with Crumbl — and instead of backing down, Bennett chose transparency, bold marketing, and an unwavering focus on joy and fulfillment to lead the brand through.

This episode dives into the mindset and strategy that fueled Dirty Dough’s momentum, including:

How he reframed a lawsuit into a national PR opportunity (and controlled the narrative).
The billboard campaign and viral video strategy that turned heads — and turned the tide.
Why “joy and fulfillment” is at the center of every business decision he makes.
How transparency with franchisees builds trust, loyalty, and long-term alignment.
What it takes to scale fast while staying true to your values — and when to ignore advice that doesn’t serve your mission.

The emotional toll of entrepreneurship — and how Bennett’s personal growth fueled professional clarity.

Bennett also opens up about his leadership style, how Dirty Dough’s scrappy playbook was built with national scale in mind from day one, and why being radically honest — with your team, your customers, and yourself — is the ultimate competitive advantage.

Special thanks to our episode sponsor, ClientTether, for supporting this inspiring conversation. ClientTether is helping franchise brands automate follow-up, streamline operations, and close more deals — faster.

👉 Don’t miss this one if you care about building bold brands, thriving under pressure, and leading with purpose.

Want to connect with Bennett or learn more about Dirty Dough? Visit dirtydoughcookies.com.

Let us know what stood out to you in this episode!