I was working with a woman exploring a staffing franchise. She was deciding between two solid paths: buy an existing, proven territory or start fresh with a brand-new one.
Then, mid-conversation, she landed on what felt like a brilliant third option:
"Keith, why not do both? Buy the existing territory and expand into a new one at the same time."
On paper, it's hard to argue with. More territories, more revenue potential.
For me, honestly? A meaningfully bigger commission check.
But just because something can be done doesn't mean it should be.
In plenty of franchise systems, running multiple territories at once is a smart, proven strategy. I've watched it work beautifully.
This wasn't that situation. Two things stood out:
→ The existing territory is a gem. The current operator is crushing it and he's barely scratched the surface of what that territory can actually produce.
→ This model doesn't reward doing two at once. Some staffing franchises share marketing and operations across territories, so growth compounds.
This one doesn't. Buying a second territory here just means two separate operations, double the overhead, without anywhere near double the profit.
"Buy the existing territory. Yes, it costs more upfront than starting from scratch. But you're buying a turnkey operation with proven revenue behind it."
Then the part that mattered most:
"Instead of putting money into a second territory, put it into maximizing this one. In 3 to 5 years, once you've tapped its full potential, that's when we talk about expansion."
She could have pushed back. She was ready to write the bigger check.
Instead, she thanked me.
Most people misunderstand what franchise consulting is supposed to be.
It isn't pushing the biggest deal through. Anyone can do that.
The consultants who actually last are the ones whose candidates are still thriving five years later and sending their friends.
Three things I don't compromise on:
→ Your success is my reputation.
→ The right match beats the biggest investment, every time.
→ Sometimes the best advice is "not yet" or "not this one."
When you win, I win through referrals and reputation, not a bigger invoice today.
If someone gets hurt because I pushed them into the wrong opportunity, that's on me, and it would keep me up at night.
If you're exploring franchise ownership, find someone willing to tell you "no" when it counts.
Someone who measures success not by how much you invested, but by how well that investment performs for you.
That's the only kind of partnership worth building.
Thinking about what business ownership could look like for you? I help family members go into business together cutting through thousands of franchise options to find the handful that actually fit their goals, finances, and lifestyle at zero cost to you.
Ever upward!
Keith Liscio
