Podcast Summary: Unemployable with Jeff Dudan

Episode #235: How Emerging Trends Are Revolutionizing Business Networks in 2026 with the CEO of BNI

Date: December 12, 2025
Host: Jeff Dudan (Homefront Brands)
Guest: Mary (CEO of BNI, former Marine Corps, former executive at Neighborly)

Episode Overview

This dynamic episode explores how emerging trends are transforming franchising and business networks as we approach 2026. Jeff Dudan and Mary, CEO of BNI, dive deep into the evolving characteristics of successful franchisors, the critical role of culture and values, strategies for franchisee support and growth, and the importance of staying ahead with innovation and education. Their conversation is packed with actionable insights for founders, franchisors, and anyone seeking to build lasting, resilient businesses.

Key Themes & Discussion Points

1. Stages of Franchisor Development: Emerging, Established, Mature

(00:27–03:59)

• Emerging: Nimble, quick to innovate, pioneering franchisees, but less routine, more risk.

• Established: Developed systems, more scalable, need the right leadership to spur further growth and adapt.

• Mature: The business becomes a “machine” but risks stagnation; must periodically reinvent to avoid complacency.

• Universal must-haves: Regardless of stage, strong franchisee support systems, rapid and efficient onboarding, coaching for continuous growth, and above all, focus on profitable unit-level economics.

  “Comfort is the enemy of growth. The minute you feel comfortable, or your franchise owners are feeling comfortable, you’re starting to be in a bad place.”
  — Mary (02:38)

  • The three uses of profit: Pay yourself, pay down debt, invest back in the business.

2. Unit Economics, Profitability, and the Franchisee Experience

(03:59–06:28)

• Whether sorting business opportunities or evaluating franchisee success, everything comes back to: “Is it a business people can make money in?”

• Franchisees should see a meaningful return on their investment—otherwise, retention and motivation suffer.

• True leadership in franchising includes accessibility and personal engagement, not “hiding behind contracts.”

  “Part of leadership is accessibility and just being available to people when they need you... five minutes to pick up the phone and acknowledge somebody.”
  — Jeff Dudan (05:15)

3. Culture & Values: The Foundation of High-Performing Franchises

(06:28–10:46)

• Legacy brands like Neighborly built operational value systems (“Live RICH”: Respect, Integrity, Customer Focus, Having Fun).

• BNI incorporates “Givers Gain,” accountability, and relationship-building.

• Values must be practiced visibly—leaders invite feedback if they fall short.

• Recruiting a diverse, high-performing team hinges on shared values, not just diversity in background.

  “If [your company values] don’t roll off your tongue, they don’t roll off anybody’s tongue.”
  — Mary (07:47)

  • Values should drive action and be simple and direct.
  • Values as verbs: “Building relationships” and “Givers Gain” are actions, not just statements.

  “Having a set of values for your company is not a soft skill. It is the hardest of skills... High-growth organizations have a clear set of values that most throughout the organization not only know, but believe in and are fighting for.”
  — Mary (09:17)

4. Tactical Advice for Emerging Franchisors

(10:51–17:52)

• Franchisee selection: Striking the right balance between what franchisors provide and what fees they charge.

• Sufficient royalty streams are necessary for adequate support and innovation.

• Over- or under-monetizing the system each carry risks; undercharging leads to under-support, poor talent acquisition, and low franchise resale value.

• Robust resales departments are important as systems age—most franchises won’t pass to heirs.

• Fast-track to “royalty sufficiency” to fund support, simplify processes, innovate, and attract top talent.

  “You do get what you pay for. I believe that.”
  — Mary (15:03)

  “What’s going to grow our franchisees the best and fastest is executing brilliantly at their location.”
  — Mary (16:22)

• Proactive franchisors need to regularly ask “Where is the world changing and what should we do about it?”

5. Adopting & Leading with Emerging Trends

(17:52–18:51)

• Staying ahead of digital tools and channels (e.g., SEO → AEO, AI applications) is a franchisor’s responsibility.

• Leveraging innovative and tech-savvy franchisees as contributors to best practices.

  “It’s a whole different ballgame out there. The franchisor, it’s incumbent upon them to stay ahead of these things.”
  — Jeff Dudan (18:01)

6. Community, Education & Advocacy—IFA’s Role

(18:51–22:17)

• The International Franchise Association (IFA) is the “go-to” resource for education, best practices, legal support, and networking.

• The IFA brings together executives, founders, franchisees—fostering a collaborative, learning-rich environment.

  “If I had failed at that first franchise, I wouldn’t be sitting here talking to you today... It’s very, very personal to me.”
  — Mary (19:38)

• Protecting the franchising business model through education and political action is crucial.

• Franchising is a major economic engine: 1 out of every 8 employees in the US works for a franchise.

7. Personal Ownership, Ambition & Impact

(22:17–25:55)

• Both speakers share personal stories of business ownership as a vehicle for creating generational wealth and fulfillment.

• Franchising enables people to be “in business for yourself but not by yourself.”

• Ambition is essential for growth, and shouldn’t require sacrificing personal life.

  “I think the more ambitious you are, the easier it is to accomplish the things that you set out to in life.”
  — Jeff Dudan (24:48)

• On work-life harmony (rather than balance):

  “I don’t seek balance. I seek out harmony.”
  — Mary (24:54)

  • Life, like a song, requires both loud and quiet moments to make it beautiful.

Notable Quotes & Memorable Moments

• On franchisor support:
  “When you sell a franchise, there’s somebody there that’s going to make sure that franchise owner gets opened as quickly as possible... because they need that money coming in the door. And they probably put, I mean, their life savings.”
  — Mary (01:25)

• On rules for profit:
  “There’s only three things that any business owner can do with profit: Pay themselves, pay down debt, put it back in the business.”
  — Mary (03:12)

• On culture:
  “Franchising is a relationship business. If I have to take the contract out, we’re already losing.”
  — Mary (08:21)

• On values in action:
  “It can’t just be on a piece of paper somewhere... If they don’t roll off your tongue, they don’t roll off anybody’s tongue.”
  — Mary (07:44)

• On harmony, not balance:
  “Harmony is like... Bohemian Rhapsody—sometimes my life is crashing and loud, sometimes it’s got a beautiful melody, sometimes it’s just quiet. What I want is this beautiful song.”
  — Mary (24:54)

Timestamps for Key Segments

• Stages of Franchisor Development: 00:27–03:59
• Unit Economics & Franchisee Support: 03:59–06:28
• Culture/Values in Franchising: 06:28–10:46
• Emerging Brands: Tactical Advice: 10:51–17:52
• Staying Ahead of Trends (AEO, AI, etc.): 17:52–18:51
• IFA/Education/Advocacy: 18:51–22:17
• Ownership, Ambition, Harmony: 22:17–25:55

Tone & Takeaways

This episode, rich with candor and lived experience, is a must-listen for anyone building, scaling, or considering franchising. The speakers’ conversational, actionable style blends actionable tactics (“get to royalty sufficiency fast,” “keep values visible and real”) with hard-earned wisdom about culture, ambition, and personal fulfillment. Their analogy of business—and life—as an ever-evolving, harmonious song provides a fitting and memorable close.

If you needed a blueprint for enduring, impactful franchising, this episode delivers.