Podcast Episode Summary

Podcast: Unemployable with Jeff Dudan
Episode: What You’re Really Buying When You Buy a Franchise | Insights From Franchise Expert Troy Hazard #243
Date: January 9, 2026
Host: Jeff Dudan
Guest: Troy Hazard, Franchise Expert

Episode Overview

This episode delves into the often-misunderstood value proposition of franchising. Rather than focusing solely on the products, services, or potential financial returns, Jeff Dudan and franchise expert Troy Hazard explore the true heart of franchising: the fundamental importance of relationship, support, and shared journey between franchisor and franchisee. The conversation offers insights into current trends, common pitfalls, and the renewed necessity of "back to basics" in franchise development and support.

Key Discussion Points and Insights

1. Trends and Growth Sectors in Franchising

[00:00–01:12]

• Jeff Dudan asks about trends, noting the resilience and growth in property services franchising (e.g., pool works, Homefront Brands), with a 10.3% compound annual growth rate.
• Highlights emerging and booming sectors:
  • Home and property services (non-discretionary, relatively safe, low-cost entry)
  • Fitness (large, crowded)
  • Pet sector (noting there are more pets than children in the U.S.)

Quote:
“If somebody wants to get into a low-cost franchise in a growing market that’s relatively safe—home and property services…[is] always going to be here.”
—Jeff Dudan [00:19]

2. The Forgotten Relationship in Franchising

[01:12–03:16]

• Troy Hazard critiques the franchise sector's recent focus on flashy offerings over core relationships post-pandemic.
• Traditionally, franchising’s appeal was “be in business for yourself but not by yourself”.
• The sector is losing sight of this key value proposition, increasingly emphasizing what’s being sold rather than the how and why of collaborative business building.

Quote:
“We have forgotten the importance of…that it’s about the relationship... It’s the relationship we’re trying to create, and by the way, we sell this product or service.”
—Troy Hazard [01:43]

3. Impact of Franchise Sales Organizations and Brokers

[03:16–04:35]

• The rise of franchise sales organizations and brokers has depersonalized the process.
• Their lack of lived experience and emotional investment in the business dilutes the foundational franchisee-franchisor bond.
• Hazard stresses that franchisees want more than information—they’re seeking emotional connection, guidance, and support.

Quote:
“We have lost that connection through the use of brokers and franchise services businesses…they’re not living it the same way a franchisor is…they didn’t have the struggles that help give you the confidence.”
—Troy Hazard [03:59]

4. The Realities and Responsibilities of Franchise Relationships

[04:35–08:32]

• Jeff Dudan shares Homefront Brands’ ethos: training, values, and an unwavering focus on relationships over sales pitch.
• Discusses “the journey together”—franchisor’s responsibility extends beyond the initial transaction; it’s about ensuring long-term outcomes for franchisees and their families.
• Acknowledges tough life events (illness, accidents, divorce, etc.)—franchisors should work hard to help franchisees exit successfully when necessary, rather than just cutting ties.

Quote:
“When they committed to us to build the business, we committed to them to get the best outcome possible for them. And if the opportunity for them to do it has been taken from them by circumstances, then that doesn't relieve us of the responsibility to continue to try.”
—Jeff Dudan [08:13]

5. Advice to Prospective Franchisees: It’s All About Leadership and Support

[08:32–end]

• Hazard’s advice: The sector or product is secondary; the leader and their commitment matter most.
• Urges franchise candidates to choose systems based on the culture, support, and shared vision, not merely the widget or product on offer.
• Franchising is about human connection and a shared destination, not just transactional business.

Quote:
“Forget the widget. It's not about selling coffee or cars or donuts. It's about the individuals you're going to work with. And by the way, here's what we sell. And if that works for you—that you've got the confidence of the relationship—everything else will fall into place.”
—Troy Hazard [08:45]

Notable Quotes & Memorable Moments

• On fracturing focus in the industry:
  "We've stopped leaning on that conversation [about relationships] as much as we probably should do in favor of saying, I've got this new pet business and it's really cool, no one else has got it, you're gonna make a heap of money, it's gonna be fabulous.”
  —Troy Hazard [02:33]

• On real-world franchisee support:
  "We’ll waive fees, we’ll send people, we’ll do everything we need to. Because when they committed to us to build the business, we committed to them to get the best outcome possible.”
  —Jeff Dudan [08:04]

Timestamps of Important Segments

• [00:00–01:12] – Current growth sectors and market resilience in franchising.
• [01:12–03:16] – Forgotten fundamentals: the relationship at the heart of franchising.
• [03:16–04:35] – Impact of franchise brokers and sales organizations on personal connection.
• [04:35–08:32] – Training, commitment, and handling franchisee hardship: what true support looks like.
• [08:32–end] – Advice to franchise seekers: choose leaders and cultures, not just categories.

Conclusion

This episode offers a rich, honest look at what you’re really buying when you buy a franchise: not just a business model, but a partnership. Jeff Dudan and Troy Hazard urge listeners to look past the sizzle of products and into the substance of relationships, leadership, and legacy—reminding us that the real value in franchising is found in shared commitment, support, and genuine human connection.