Without the right attitude you will fail – simple!

So, you’ve done all your research, you’ve done your due diligence and you’ve decided that you want a franchise.

All good so far, except you may simply not be cut out for it.

You might seem to have all the right attributes – you’re intelligent and highly skilled with enough cash behind you.

But all of these things count for nothing unless you have the right attitude for franchising.

Let’s be honest, as a franchisor it is very tempting to take on people who are skilled, bright, keen with plenty of cash. But I’ve learned over the years that to do so is dangerous, foolhardy and brings only short-term benefits.

In the long run the downsides for both the franchisor and the franchisee are irrecoverable.

So, what is the right attitude? And how do you know if you have it?

The five attitudinal traits of a good franchisee

In 30 years of franchising, I’ve had the pleasure of working with some fabulous franchisees – from ex-greengrocers to BA stewards to a cattle rancher from Patagonia to ex-nurses – all of whom have built prosperous, fulfilling businesses.

That sad I’ve also worked with plenty of people who ticked all the right boxes, but never really seemed to take off and over these years I’ve come to realise that there are five core characteristics that distinguish a great franchisee.

Wholehearted commitment – buying into a franchise is not like starting a new job. There’s no ‘9 to 5’, no ‘switching off’ and no ‘leaving it to somebody else’. It requires serious 100% commitment, and it could change your whole lifestyle. You need to recognise this, and so do your family.
Realism – it’s good to be ambitious, but you also need to be brutally honest with yourself when assessing your skills, work ethic and financial resources. A broad skill base is more important than specialist knowledge. It’s also important that you are organised, disciplined, hard-working and personable.

Please don’t stretch your finances too far when buying a franchise – if you start out with a huge debt it will add too much pressure!

An enterprising personality – franchisors don’t want entrepreneurs. Franchising is about following a proven system, not inventing a new one. But we do want people who are energetic and outgoing. If you have a positive disposition, enjoy being active and solving problems, the chances are you’ll make a good franchisee.
Drive – you need to be a self-starter and a team player. You should be goal-oriented and able to handle responsibility. Yes, you’re buying into an existing business idea and model, but it is still your business – you’re the one who has to make it work.

If you’re committed, realistic, enterprising and driven then you may well have what it takes to be a successful franchisee. But there’s one attribute that trumps all the others:

Collaborative – franchisees who recognise the value of working closely with the franchisor will always be more successful than those who ‘plough their own furrow’. The franchisor has created, tested and run a successful and proven business model. So, work with the system. Don’t waste your valuable time reinventing the wheel.

Very few people possess the full spectrum of attributes and skills that any given franchisor is looking for. But some things are more important than others.

As a franchisor we will work with you if you are shy; we will teach you new business skills if you lack in certain areas and we will give you the tools and the ongoing support to enable you to build your business.

A franchisor is like your spouse. They care, they want you to be successful – so take advantage of their experience, knowledge and support.

if you believe that your way is better or the franchisor just interferes, then the relationship is likely to lead to an early divorce or certainly poor business development – so better you don’t buy a franchise if you think you know better or if you have a ‘maverick’ disposition.

A good franchisor wants you to succeed and will help you do so. Choose your franchise well, work closely with the franchisor, and get ready to roll your sleeves up!