Post-Expo Follow-Up: What Questions to Ask Your Favorite Brands
Turning Conversations Into Confident Franchise Decisions
Attending The Great American Franchise Expo is an exciting step in your journey toward business ownership. In a single weekend, you can meet dozens of franchise brands, attend educational seminars, speak directly with founders and development teams, and begin picturing yourself as a franchise owner. The energy is contagious. The possibilities feel endless.
But once the expo ends and the brochures are packed away, the real work begins.
The difference between casually exploring and confidently investing often comes down to what happens after the event. Post-expo follow-up is where serious candidates separate themselves from the crowd. It’s your opportunity to go deeper, clarify details, evaluate fit, and ultimately decide whether a franchise aligns with your goals, finances, and lifestyle.
If you connected with brands at The Great American Franchise Expo and want to take the next step strategically, this guide will walk you through exactly what questions to ask — and why they matter.
Why Post-Expo Follow-Up Matters
At an expo, conversations are often high-level. Booth interactions are designed to spark interest and introduce the brand. While you may learn about startup costs, training programs, and growth potential, you’re only seeing the surface.
Follow-up conversations allow you to:
- Dig deeper into operations
- Understand financial realities
- Assess long-term growth potential
- Clarify expectations
- Evaluate cultural fit
Franchisors expect thoughtful follow-up. In fact, strong questions signal that you’re serious, prepared, and financially responsible — qualities every brand wants in a franchisee.
Now let’s explore the essential categories of questions you should ask.
1. Questions About Financial Transparency
Money is one of the biggest factors in any franchise decision. While you may have discussed investment ranges at The Great American Franchise Expo, your follow-up should focus on clarity and realism.
Ask:
“Can you walk me through the full startup investment breakdown?”
Beyond the franchise fee, ask about build-out costs, equipment, inventory, marketing, insurance, technology, and working capital.
“How much working capital do most franchisees actually need?”
The Franchise Disclosure Document (FDD) provides estimates, but you’ll want real-world insights.
“When do most franchisees reach breakeven?”
This helps you prepare mentally and financially for the ramp-up period.
“What are the biggest unexpected costs new franchisees face?”
No investment is without surprises. Understanding them upfront protects you.
“How are royalties structured, and how do they impact profitability?”
Is it a percentage of gross revenue? Flat fee? Are there minimums?
Financial clarity builds confidence. If a franchisor avoids detailed financial discussion, that’s a red flag.
2. Questions About Training and Support
Support is one of the biggest advantages of franchising. But not all support systems are equal.
Ask:
“What does initial training look like, and how long does it last?”
Is it virtual, in-person, at headquarters? Is it hands-on?
“What support do I receive in the first 90 days?”
The launch period is critical.
“Is there ongoing coaching or field support?”
You want to know if help continues beyond opening day.
“How does the brand help with marketing at the local level?”
Does the corporate team provide campaigns, templates, or digital marketing support?
“How often do franchisees communicate with corporate leadership?”
Support should be accessible, not distant.
At The Great American Franchise Expo, brands highlight their systems. In follow-up, verify the depth of those systems.
3. Questions About Day-to-Day Operations
You need to understand what ownership actually looks like.
Ask:
“What does a typical day look like for a franchisee?”
Are you managing staff? Selling? Overseeing operations?
“How many employees are typically required?”
Staffing directly impacts payroll costs and management complexity.
“Is this owner-operator, semi-absentee, or manager-run?”
Make sure the model aligns with your lifestyle goals.
“What are the biggest operational challenges franchisees face?”
Every business has friction points.
“What key performance indicators (KPIs) define success?”
Understanding metrics gives you insight into how performance is measured.
The expo introduces opportunity. Follow-up defines reality.
4. Questions About Territory and Growth
Your territory can significantly impact your potential revenue.
Ask:
“How is my territory protected?”
Is it based on population? Radius? Zip codes?
“Can other franchisees or corporate locations open nearby?”
“What are the opportunities for multi-unit ownership?”
Many successful franchisees scale over time.
“What does long-term growth within the brand look like?”
You’re not just buying a business — you’re buying into a growth structure.
5. Questions About Franchisee Satisfaction
One of the most powerful follow-up steps after The Great American Franchise Expo is speaking directly with current franchisees.
Before that, ask the franchisor:
“Can I speak with franchisees who have been in the system for 1–3 years?”
This gives insight into early-stage realities.
“Can I speak with top performers and average performers?”
You want balanced perspectives.
“Have any franchisees left the system recently, and why?”
Transparency matters.
When you speak with franchisees, ask them:
- Would you invest in this franchise again?
- What do you wish you knew before signing?
- How responsive is corporate support?
- What are your biggest daily challenges?
- Are you meeting your financial goals?
Nothing replaces first-hand experience.
6. Questions About Market Demand
Even if the concept is exciting, local demand determines success.
Ask:
“How does the brand validate demand in new markets?”
“What trends are driving growth in this sector?”
“What differentiates you from competitors?”
“What economic conditions impact performance most?”
At the expo, you may have seen many brands in similar industries. Now is the time to understand competitive positioning.
7. Questions About Exit Strategy
Most buyers focus only on getting in. Smart investors also consider getting out.
Ask:
“What does resale typically look like for franchisees?”
“Is there corporate support when selling?”
“Are there transfer fees?”
“How long are franchise agreements, and what happens at renewal?”
Understanding your exit options gives you long-term clarity.
8. Questions About Culture and Values
Culture is often overlooked — yet it deeply affects your experience.
Ask:
“How would you describe your franchisee community?”
“How does corporate handle conflict or underperformance?”
“What traits do your most successful franchisees share?”
“What type of candidate does NOT thrive in this system?”
The right franchise fit goes beyond numbers. It should align with your personality, goals, and leadership style.
9. Questions About Technology and Innovation
In 2026, technology plays a major role in franchise performance.
Ask:
“What technology platforms are required?”
“How often are systems updated?”
“Is there centralized CRM or marketing automation?”
“How does the brand stay ahead of industry shifts?”
Innovation signals long-term stability.
10. Questions About The Next Steps
Finally, clarify the discovery process itself.
Ask:
“What are the next steps in your franchise development process?”
“What documents will I receive, and when?”
“What does your discovery day involve?”
“What timeline should I expect from application to opening?”
Clear expectations prevent confusion and build trust.
Organizing Your Follow-Up Process
After The Great American Franchise Expo, you may have spoken with 5–10 brands that interested you. To avoid overwhelm:
- Rank your top 3–5.
- Schedule structured follow-up calls.
- Take detailed notes.
- Compare answers side-by-side.
- Review the FDD with a franchise attorney.
Treat this like a serious investment — because it is.
Red Flags to Watch For
As you conduct follow-up conversations, stay alert for warning signs:
- Vague financial answers
- High-pressure sales tactics
- Reluctance to provide franchisee contacts
- Unrealistic income claims
- Evasive responses about closures
Strong brands welcome informed buyers.
Turning Information Into a Decision
Information alone doesn’t create clarity — evaluation does.
Ask yourself:
- Do I understand the full financial commitment?
- Does the daily operation match my lifestyle goals?
- Do I trust leadership?
- Does the franchisee community seem supportive?
- Can I see myself growing within this brand for 5–10 years?
If the answers are confident and well-supported, you may be on the right path.
The Power of Strategic Follow-Up
The Great American Franchise Expo provides access. Follow-up provides alignment.
The expo gives you face-to-face introductions, educational seminars, and exposure to diverse industries. But the deeper conversations — the financial transparency, the operational details, the cultural insights — happen afterward.
Franchise ownership is one of the most significant financial and professional decisions you’ll make. Asking smart, structured questions protects your investment and positions you for long-term success.
Whether you’re exploring your first franchise or expanding into multi-unit ownership, thoughtful post-expo follow-up ensures you move forward with confidence — not just excitement.
And if you’re planning to attend The Great American Franchise Expo again in the future, remember this: the event is the starting point, not the finish line. The real momentum begins when you ask the right questions.
