Chief Change Officer Podcast Summary
Episode #361: James Hiloski – From Pro Athlete to Franchise Matchmaker (Part One)

Release Date: May 11, 2025

Introduction

In Episode #361 of the Chief Change Officer podcast, host Vince Chan welcomes James Hiloski from Riverside, Southern California. James is renowned for his unique franchise consulting business, which primarily assists retired NBA and NFL athletes in transitioning into successful franchise ownerships. Additionally, he extends his expertise to everyday individuals seeking to delve into the franchise business landscape.

Key Topics Covered:

• James Hiloski’s career transition from professional athlete to franchise consultant.
• The parallels between sports and franchising.
• Navigating business challenges during the COVID-19 pandemic.
• Success stories of athletes successfully entering the franchise market.
• Essential qualities that make athletes effective franchisees.

James Hiloski’s Journey: From Athlete to Franchise Consultant

[00:42] Vince Chen: Introduces James Hiloski and outlines his work in helping retired athletes and regular individuals become successful franchisees. Vince shares a personal connection to franchising, recounting his parents’ experience with the business model in Canada, emphasizing the transformative power of franchising.

[04:04] James Hiloski: Details his background as a former minor league baseball player for the Philadelphia Phillies. An early career-ending injury prompted his immediate transition into the restaurant industry, where he leveraged his athletic team mindset to excel in management. Over 25 years with Del Taco, James honed his expertise, eventually growing Pieology from a single store to over 100 franchise locations. His collaboration with NFL athletes led him to recognize the potential of franchising to change lives, prompting him to start his own consulting business four years ago.

Notable Quote:

"Using franchising as a means to fulfill the dream of becoming immersed and settled in the community was life-changing." — Vince Chen [03:22]

Navigating the COVID-19 Pandemic

[08:08] Vince Chen: Inquires about the impact of COVID-19 on James’s business, particularly regarding building trust with athletes amidst global uncertainty.

[08:47] James Hiloski: Explains the challenges posed by the pandemic, highlighting the uncertainty and fear within the franchise world. However, he notes that home services franchises thrived during this period as people sought new business opportunities amid lockdowns and job losses. James observed a surge in interest from individuals contemplating a shift away from traditional jobs to franchise ownership, driven by increased free time and the desire to bet on themselves during the crisis.

Notable Quote:

"People had a lot of time to look at different options that were out there to help them as well as a lot of people got laid off and were looking for things to do. So why not bet on yourself with COVID." — James Hiloski [08:47]

Parallels Between Sports Franchising and Regular Franchising

[10:18] Vince Chen: Shifts the focus to the sports world, asking James to elaborate on the similarities between sports franchises and traditional franchising models.

[11:10] James Hiloski: Draws parallels between NBA franchises and regular franchises, emphasizing the structured systems and guidelines both operate under. Just as NBA teams adhere to league rules and playbooks, franchisees follow the franchisor’s established systems to ensure business success. Athletes, accustomed to following playbooks and team strategies, find it easier to adapt to the franchise business model, which provides a clear framework and ongoing support similar to a sports team's coaching system.

Notable Quote:

"There's many systems, just like in owning a sports franchise that a regular franchise has to where they're going to say here's everything that you need to do and here's how you need to do it and we're going to help you achieve success." — James Hiloski [11:10]

Business and Revenue Structures: Sports vs. Franchising

[12:51] Vince Chen: Probes deeper into the business aspects, such as cost structures, revenue management, hiring, and marketing, questioning if the athlete’s sports environment facilitates their transition into the business world.

[13:51] James Hiloski: Affirms that athletes possess intrinsic qualities beneficial for franchising, such as risk-taking, receptiveness to coaching, and leadership. Drawing a direct comparison, he explains that athletes are familiar with following detailed playbooks and thriving under structured guidance, mirroring the franchisor-franchisee relationship. This familiarity extends to business operations, where athletes can seamlessly integrate into the franchise model, understanding and implementing business systems with the same discipline they applied in sports.

Notable Quote:

"Athletes are able to take that risk because at the end of the day, their whole lives they've bet on themselves... it's betting on yourself and taking that risk." — James Hiloski [23:24]

Success Stories: Athletes Transitioning to Franchises

[16:29] Vince Chen: Requests James to share examples of successful athlete clients and the elements contributing to their smooth transition into franchise businesses.

[16:59] James Hiloski: Narrates several client stories:

1. Former NFL Player with a Wine Business:

   • Initially successful in the wine industry but felt unfulfilled.
   • Explored various franchise options, including car franchises and gym models, before finding a franchise focused on mental health and addiction recovery.
   • The client’s passion led to establishing a franchise in Florida, aimed at supporting former NFL players and individuals with similar challenges.

2. Former Professional Baseball Player:

   • Transitioned to corporate America post-retirement but sought greater fulfillment.
   • Desired a family-oriented business model, leading to the selection of a dog grooming franchise in Atlanta.
   • His family manages the first unit, with plans for subsequent openings aligned with his retirement timeline.

3. Active NFL Player Seeking Future Stability:

   • Aiming to secure a business generating significant revenue before retiring.
   • Interested in a fitness brand that offers transformative weight loss programs.
   • Plans to develop multiple units, ensuring substantial revenue by the end of his athletic career.

James emphasizes that each athlete's journey is unique, driven by personal passions and goals, whether it's health and wellness, mental health, or family business aspirations.

Notable Quote:

"Every individual and every athlete is going to have a different story behind why they want to transition out." — James Hiloski [16:59]

Key Qualities for Success in Franchising

[22:47] Vince Chen: Asks James to identify three critical qualities that successful athlete franchisees possess.

[23:24] James Hiloski: Highlights the following qualities:

1. Risk-Taking Ability: Athletes are inherently comfortable with taking risks, a necessary trait for investing in and managing a business.

2. Receptiveness to Coaching: Just as athletes rely on coaches to improve their game, successful franchisees are open to and actively implement guidance from franchisors.

3. Leadership Skills: Athletes often lead teams or have leadership roles, enabling them to effectively manage and inspire their business teams.

These traits, rooted in their sports experiences, equip athletes to excel in the structured and dynamic environment of franchising.

Notable Quotes:

"The most important quality that athletes bring to the table when it comes to franchising is they are able to take a risk." — James Hiloski [23:24]

"Athletes are really able to go out and be leaders... they are able to take that risk, they're able to take that coaching." — James Hiloski [23:24]

Conclusion

Episode #361 of the Chief Change Officer podcast delves into the inspiring journey of James Hiloski, showcasing how his expertise bridges the gap between professional sports and successful business ventures through franchising. James emphasizes the transformative power of franchising for athletes seeking new beginnings post-retirement and underscores the inherent qualities that make athletes exceptional franchisees. His approach not only facilitates financial stability and personal fulfillment for former athletes but also contributes positively to communities by aligning business ventures with their passions and values.

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This summary captures the essence of Episode #361, providing a comprehensive overview for listeners and newcomers alike, highlighting the synergy between sports and franchising, and the impactful stories of athletes finding new paths through James Hiloski's consultancy.