Tell Me About Your Unit(s) — A Quick Snapshot

• Which franchise brand and specific location(s) are you considering selling?
• How many years have you owned and operated the unit(s)? Options: Under 2 years, 2–5 years, 6–10 years, 11–15 years, More than 15 years
• Is this a single-unit sale or part of a multi-unit portfolio? Options: Single unit, 2–4 units, 5–9 units, 10+ units
• Roughly how would you describe the unit’s recent performance compared to your expectations? Options: Well above expectations, Meeting expectations, Below expectations, Significantly underperforming
• What is your preferred way to tell this story—hard numbers first, an operational overview, or the local market context? Options: Hard numbers (financials), Operational overview (staff, processes), Local market context, A mix of all three
• Can you list any documents you already have ready for a buyer (P&L, tax returns, franchise disclosures, lease)? Options: P&L (last 12 months), Tax returns (last 3 years), Franchise FDD and assignment docs, Equipment list/inventory, Lease agreement, No documents prepared yet

Why Now? What’s Driving This Exit?

• If you’re honest, what’s the single biggest reason you’re entertaining a sale right now—and what would happen if you didn’t act?
• Which of these best captures your primary motivation? Options: Retirement, Health or family reasons, Relocation, Portfolio consolidation, Franchisor disagreements, Financial pressure, Other
• How urgent is the sale on a scale from 'I need this closed quickly' to 'I can wait for the right offer'? Options: Immediate (within 1–2 months), Short term (3–6 months), Medium (6–12 months), Flexible (12+ months)
• Have you tried selling privately or through other channels before? Tell me what happened and what you learned. Options: Yes—private sale attempts, Yes—listed with another broker, No prior attempts
• How do you feel about the idea of a confidential listing process versus a public-for-sale approach? Options: Prefer confidential, Prefer public, Open to either, Not sure
• If selling quickly matters, what is the minimum net proceeds you need to make this worthwhile?

Where Things Usually Get Stuck — Franchisor & Approval Realities

• Most franchise owners underestimate how often a deal stalls at franchisor approval—have you experienced or expected obstacles with your franchisor that might block a buyer? Options: Yes—known issues, Possible concerns, No, franchisor is straightforward, Unsure
• Can you describe your current relationship with the franchisor and any outstanding compliance or performance issues?
• Has the franchisor previously approved transfers in your market, and did those approvals feel predictable or arbitrary? Options: Frequently and predictable, Occasionally with surprises, Rarely or never, Unknown
• Are there specific franchisor requirements for buyers we should flag early (net worth, operator experience, training, liquid capital)? Options: Net worth requirement, Industry experience, Franchisor training completion, Proof of financing, Local residency, None known, Unsure
• Have there been recent franchisor policy changes, disputes, or litigation that a buyer would want to know about? Options: Yes—significant, Yes—minor, No, Unsure
• How much assistance would you want from us in directly coordinating franchisor communications and approvals? Options: Full coordination and liaison, Help preparing materials only, I’ll handle franchisor contact, Not sure

What Buyers Care About — Value, Financing, and Qualification

• If you assume buyers see the world differently than owners, what one misconception do you think buyers have about your unit that affects offers?
• Which valuation perspective do you most believe reflects reality for your unit? Options: Earnings multiple (SDE/EBITDA), Asset-based value, Comparable recent franchise sales, Market replacement cost, Other
• Do you have a price expectation or asking price in mind today? If so, how did you arrive at that number? Options: Yes—based on comps, Yes—based on seller's discretionary earnings, Yes—based on gut/need, No clear number yet
• What buyer profile would be ideal—an owner-operator, an investor, an existing franchisee in the system, or someone else? Options: Owner-operator, Investor/operator group, Existing franchisee in the brand, Multi-brand operator, Other
• How important is seller financing or creative terms to close a deal in your view? Options: Essential, Helpful but not necessary, Prefer none, Open to discussion
• Which buyer financing challenges do you expect we'll need to solve (e.g., SBA loan, franchisor lender, cash buyers)? Options: SBA financing, Bank loans, Franchisor financing, Cash buyers, Owner financing, Unknown

Secrets That Change Outcomes — Operational, Lease & People Realities

• Everyone has one operational snag that shifts buyer interest—what hidden detail about this unit might surprise an interested buyer?
• Who owns the real estate and the equipment, and are there any encumbrances or personal guarantees tied to the lease? Options: Franchisee owns real estate, Franchisee leases property, Landlord owns property, Equipment financed with lender, Personal guarantees exist, No encumbrances known
• Tell me about your management and staff—will any key people stay after a sale, and how transferrable is the daily operation? Options: Key manager will stay, Staff likely to stay, Staff will leave, Owner must train replacement, Not sure yet
• Are there outstanding warranties, vendor contracts, or supplier relationships that a buyer must assume or renegotiate? Options: Yes—warranties, Yes—vendor contracts, Yes—supplier exclusives, No, Unsure
• How concentrated are your customers—do a few accounts or channels represent most revenue? Options: Highly concentrated (1–2 sources), Moderately concentrated (3–5 sources), Diverse customer base
• What immediate capital expenditures or lease obligations would a buyer inherit in the first 6–12 months?

If This Sale Went Perfectly — Your Best Day After Closing

• Imagine the deal closed exactly as you'd hoped—what does the day after closing look like for you personally and for the unit?
• How do you plan to use the proceeds—pay off debt, retirement, reinvest, or something else? Options: Pay off business debt, Fund retirement, Reinvest in other ventures, Personal use, Undecided
• Would you be open to a short transition period after closing (training, introductions), and if so, how long? Options: No transition, 1–2 weeks, 3–6 weeks, 2–3 months, Longer
• What would make you enthusiastically recommend our brokerage to another franchisee after this completes?
• Are there specific references or prior seller stories you’d want us to show potential buyers to build confidence? Options: Local seller references, Brand-specific case studies, Financial performance examples, None preferred, Other
• On a scale from 1–10, how emotionally ready are you to hand over the keys and move on? Options: 1, 2, 3, 4, 5, 6, 7, 8, 9, 10

Decision Time — Readiness, Risks, and What Would Make You Say Yes

• What would have to be true for you to sign an exclusive listing and begin a confidential sale process with us?
• What are your biggest fears or objections about working with a broker on this sale? Options: Loss of confidentiality, Franchisor friction, Fees/commission cost, Insufficient buyer quality, Length of time to close, Other
• Which of these readiness tasks are already complete—and which do you want us to own? Options: Valuation prepared, Financials packaged, Franchisor consent pathway known, Lease review complete, Buyer qualification plan needed, We need help with all of them
• Would you prefer a flat timeline target (e.g., 90 days to market) or a milestone-driven plan tied to readiness checkpoints? Options: Fixed timeline target, Milestone-driven plan, Hybrid approach, Undecided
• Who will be the decision-maker(s) on your side, and how quickly can they review offers and approvals? Options: Sole owner—quick decisions, Co-owner(s)—needs consensus, Trust/estate involvement, Agent/attorney handles decisions
• What’s the best next step from your perspective—an in-depth valuation, a confidential buyer outreach plan, or a franchisor readiness review? Options: Valuation and pricing, Confidential outreach to buyers, Franchisor approval planning, Full readiness checklist and timeline

• Current State Confirmation (Pre‑Work Review)
• Consequence & Success Metrics Workshop
• Solution Experience — Confidential Walkthrough Using Your Unit Data
• Buyer Scenario Roleplay: Qualification, Financing & Approval
• Decision & Readiness — Go/No‑Go for Confidential Market Launch

• Select top 1–2 buyer archetypes to prioritize in outreach based on approval probability and seller priorities.
• Broker: Identify initial buyer archetypes from the database that meet the agreed thresholds.
• One‑Sentence Future State Confirmation
• Demonstrate a clear path to the agreed future state using the seller’s own documents and real buyer examples.
• Obtain explicit validation that the shown marketing package, buyer matches, and approval plan address the seller’s consequences.
• Agree on any adjustments to targeting, timelines, or documentation before market launch.
• Broker: Finalize and share the redacted confidential teaser and data room index for seller approval.
• Broker: Run a targeted outreach pilot to the top 5 matched buyers and report back on responses within X days.
• Seller: Confirm redactions and sign off on the marketing package or provide specific edits.
• Set the Rules & Archetypes
• Validate and finalize the buyer qualification script and financing support process.
• Identify top approval blockers for each buyer archetype and assign mitigation owners.
• Introductions & Objective
• Broker: Update the buyer qualification checklist and financing playbook with findings from roleplays.
• Broker: Produce an escalation plan for anticipated franchisor objections and share with seller.
• Seller: Provide clarifications or documents requested during roleplays to strengthen buyer responses.
• Recap Validated Future State & Evidence
• Arrive at an explicit Go or No‑Go decision for confidential market launch.
• If Go: agree launch date, owners, and the first 30/60/90 day milestones.
• If No‑Go: capture outstanding items, owners, and firm deadlines required to achieve launch readiness.
• Broker: If Go — schedule confidential outreach cadence, notify matched buyers, and open the data room.
• Broker: If No‑Go — distribute a remediation plan with owners and dates for each outstanding readiness item.
• Seller: Sign or countersign any commercial/exclusivity documents required to proceed (or confirm inability and reasons).
• Produce a single, agreed sentence that describes the current state of the unit and sale process.
• Identify and list all missing documents or data required for the Solution Experience.
• Agree owners and delivery dates for pre‑work items so the next meeting can be a real, data‑driven experience.
• Seller: Provide latest 12–36 months P&L, franchise agreement, FDD excerpts used in transfer, and any prior buyer application records.
• Broker: Draft and circulate the single‑sentence current state and the pre‑work checklist within 24 hours.
• Broker: Run a preliminary franchisor rule check and flag any immediate approval blockers prior to the Solution Experience.
• Recap Current State Sentence
• Document a quantified cost‑of‑delay and primary risks tied directly to the current state.
• Agree on 3–5 measurable success signals with thresholds that will define a successful outcome.
• Establish client priorities among price, timing, and buyer quality to guide targeting.
• Broker: Produce a brief cost‑of‑delay one‑pager and a success‑signal scorecard for use in the Solution Experience.
• Seller: Confirm acceptable price range and maximum acceptable time‑to‑close for the sale.
• One‑Sentence Current State
• Confidential Marketing Package Review
• Cost of Delay & Risks
• Readiness Checklist Review
• Roleplay: Existing Operator with Financing
• Outreach & Match Proof
• Roleplay: First‑Time Buyer with SBA Needs
• Approval & Qualification Consequences
• Commercial Terms & Exclusivity Review
• Review Submitted Unit Data
• Define Success Signals
• Franchisor Approval Workflow Mapped to This Case
• Roleplay: Strategic/Multi‑Unit Buyer
• Go/No‑Go Decision & Timeline
• Franchisor Constraints & History
• Proof Points & Timeline Projection
• Approval Blockers & Mitigations
• Prioritize Trade‑Offs
• Pre‑Work Checklist & Timeline
• Immediate Next Steps & Owners
• Validation Checkpoints
• Debrief & Update Qualification Checklist

• Prepare Confidential Offering Memorandum
• Compile Financial Package and Historical P&L Summary
• Deliver Market-Based Valuation Report
• Execute Confidential Targeted Marketing Campaigns
• Manage Buyer Pre-Qualification and Proof-of-Funds
• Coordinate Franchisor Approval and Assignment Forms
• Assemble and Maintain Secure Due-Diligence Data Room
• Coordinate Buyer Financing and Lender Submissions
• Negotiate Purchase Agreement and Assignment Terms
• Coordinate Lease, Inventory, and Vendor Contract Transfers
• Administer Escrow, Closing Statements, and Commissions
• Provide Post-Closing Transition Support and Handover

Prepare Confidential Offering Memorandum

• Do you want us to prepare a Confidential Offering Memorandum (COM) for this listing? Options: Yes, No
• Which unit details should be included in the COM (e.g., location, lease summary, photos, operating hours)? List required items or leave blank for standard package.
• Are there franchisor or brand-approved language and logos that must appear in the COM? Options: Yes, No
• If franchise-required content exists, please provide the approval ID or paste the required language / attach instructions.
• What confidentiality level should apply to the COM distribution? Options: Redacted financials for broad outreach, Full financials only to NDA-signed parties, Executive summary only, Other
• Who will review and approve the COM draft prior to distribution? Options: Seller, Broker, Seller and Broker, Franchisor required review

Compile Financial Package and Historical P&L Summary

• Do you want the broker to compile and standardize the financial package and historical P&Ls? Options: Yes, No
• What fiscal periods should be included (e.g., last 12 months, last 3 fiscal years)? Options: Last 12 months, Last 24 months, Last 36 months, Custom
• Which financial documents are available to include (check all that apply)? Options: Tax returns, Profit & Loss statements, Cash flow statements, AP/AR aging, Payroll reports, Other
• Do you require normalized adjustments or owner discretionary expense addbacks to be prepared? Options: Yes, No, Not sure—advise me
• Who will supply scanned copies of original financials and supporting documents? Options: Seller (provide files), Accountant/CPA, Broker to request from seller, Third-party bookkeeper
• Are there any confidentiality or franchisor restrictions around sharing full financials with potential buyers? Options: Yes, No, Unsure—need broker guidance

Deliver Market-Based Valuation Report

• Do you want a market-based valuation report prepared for the unit(s)? Options: Yes, No
• What valuation approaches should be prioritized (e.g., market comps, income multiple, asset-based)? Options: Market comps (comparable sales), Income/EBITDA multiple, Seller discretionary cash flow, Asset-based, Undecided—advise me
• Are there recent comparable franchise resale transactions we should consider? If yes, list examples or attach.
• What is your target price range or minimum acceptable price for valuation planning?
• Do you need sensitivity scenarios (best/expected/low) and recommended listing strategy tied to each? Options: Yes, No
• What is the desired turnaround time for the valuation report? Options: 3 business days, 1 week, 2 weeks, Flexible

Execute Confidential Targeted Marketing Campaigns

• Do you want confidential, targeted marketing campaigns to our buyer database for this listing? Options: Yes, No
• Which buyer audiences should we target (e.g., existing franchisees in system, multi-brand owners, first-time buyers, private investors)? Options: Existing franchisees in system, Multi-unit/multi-brand operators, First-time franchise buyers, Private equity/strategic investors, Other
• What communication channels are acceptable for outreach (email under NDA, phone, direct broker intro, third-party listing)? Options: Email under NDA, Intro call from broker, Broker-to-buyer meeting, Public listing after initial outreach
• Do you require redaction or partial data feeds for initial outreach (e.g., revenue ranges only)? Options: Yes—redacted, No—full summary to NDA holders, Hybrid—summary then full to vetted buyers
• What are your preferred geographic or demographic targeting filters (e.g., zip codes, state restrictions, operator profile)?
• What campaign cadence and reporting frequency would you like (e.g., weekly outreach report, monthly summary)? Options: Weekly, Bi-weekly, Monthly, On milestone only

Manage Buyer Pre-Qualification and Proof-of-Funds

• Should the broker manage buyer pre-qualification and collect proof-of-funds before sharing detailed information? Options: Yes—required, Optional—case-by-case, No—buyer self-attests
• What pre-qualification criteria are mandatory (liquidity, net worth, franchisor-specific financial thresholds)? Options: Liquidity threshold, Net worth threshold, Industry experience, Franchisor financial requirements, Other
• Which forms of proof-of-funds are acceptable (bank statements, letter of credit, lender pre-approval)? Options: Bank statements, Lender pre-approval/LOI, Proof of equity/rollover funds, Other
• Will you permit contingent offers from buyers who require financing vs. cash-only offers? Options: Cash-only preferred, Financing acceptable with pre-approval, Case-by-case
• Do you want the broker to conduct background or operator reference checks on buyers? Options: Yes—full checks, Basic checks only, No
• What is the maximum acceptable timeline from buyer qualification to submitting an offer? Options: <2 weeks, 2-4 weeks, 4-8 weeks, Flexible

Coordinate Franchisor Approval and Assignment Forms

• Should the broker coordinate franchisor approval steps and management of assignment forms? Options: Yes—manage end-to-end, Coordinate with seller/accountant, No—seller will manage
• Does the franchisor require pre-approval of marketing materials or buyer profiles before outreach? Options: Yes—must submit, No—no pre-approval required, Sometimes—varies by franchisor
• What franchisor forms or application packets are required for buyer approval? List IDs or provide attachments.
• Are there franchisor fees, training requirements, or other conditions that must be disclosed to buyers up front? Options: Yes—list required items, No, Unsure—please advise
• Who will sign and submit franchisor documents (seller, buyer, broker, attorney)? Options: Seller, Buyer, Broker, Attorney/Third-party
• Are there known franchisor timelines for approval we should plan around? Options: <2 weeks, 2-6 weeks, 6-12 weeks, Variable/unknown

Assemble and Maintain Secure Due-Diligence Data Room

• Do you want the broker to assemble and manage a secure virtual data room for due diligence? Options: Yes, No
• What categories of documents should be included in the data room (financials, leases, vendor contracts, equipment lists, HR records)? Options: Financials, Lease documents, Vendor contracts, Inventory lists, Employee records, Other
• What access controls are required (NDA gating, watermarking, time-limited access, download disabled)? Options: NDA gating required, Watermark documents, Time-limited access, Download allowed, Download disabled
• Who will be responsible for uploading and updating documents (seller, broker, third-party administrator)? Options: Seller, Broker, Third-party admin, Seller + Broker
• Do you require audit logs and access reports for each buyer viewer? Options: Yes—detailed logs, Yes—summary logs, No
• Are there any PII or compliance redaction requirements before documents are uploaded? Options: Yes—PII redaction required, No, Unsure—please advise

Coordinate Buyer Financing and Lender Submissions

• Should the broker coordinate buyer financing introductions and lender submission packages? Options: Yes—full coordination, Intro only—buyer handles submission, No
• Do you have preferred lenders or a lender panel the buyer must use? Options: Preferred lender list provided, Buyer free to choose, Franchisor-specified lenders only
• What financing structures are acceptable (SBA, conventional, seller financing, roll-over equity)? Options: SBA, Conventional bank loan, Seller financing, Roll-over equity, Other
• What lender documentation should the broker prepare or package (P&Ls, rent roll, COM, lease abstracts)? Options: P&Ls, COM, Lease abstracts, Inventory schedules, Other
• Will you accept contingent closings dependent on lender underwriting timelines? Options: Yes—acceptable with deadlines, No—cash or pre-approved only, Case-by-case
• What is the target timeline for lender pre-approval to support an offer? Options: <2 weeks, 2-4 weeks, 4-8 weeks, Flexible

Negotiate Purchase Agreement and Assignment Terms

• Do you want the broker to lead negotiations on the purchase agreement and assignment terms? Options: Yes—lead negotiations, Broker to advise, seller will negotiate, No—seller handles negotiations
• What key terms are non-negotiable for you (price floor, closing date, contingencies, inventory handling)?
• Which contingencies are acceptable (financing, franchisor approval, satisfactory inspection)? Options: Financing contingency, Franchisor approval, Inspection/survey, None—firm offer
• Who will engage legal counsel for drafting and review of assignment documents? Options: Seller attorney, Broker's counsel, Buyer's counsel, Mutual counsel
• Do you require staged deposits, escrow milestones, or specific earnest money terms? Options: Yes—provide structure, No—standard deposit, Case-by-case
• Are there any legacy owner obligations or warranties that must be addressed in the agreement? Options: Yes—list items, No, Unsure—investigate

Coordinate Lease, Inventory, and Vendor Contract Transfers

• Do you need broker assistance coordinating lease consent, inventory transfer, and vendor contract assignments? Options: Yes—full coordination, Assistance on lease only, No—seller will manage
• Is the lease assignable under current terms or does it require landlord consent? Options: Assignable without consent, Requires landlord consent, Unknown—need broker to review
• What vendor or supplier contracts must be transferred or renegotiated at closing?
• Do you expect inventory to be sold as a line-item at closing or included in purchase price? Options: Inventory included in price, Inventory as separate line-item adjustment, Seller to remove inventory pre-closing
• Who will coordinate lease negotiations or landlord approvals (broker, attorney, seller)? Options: Broker, Attorney, Seller, Landlord-managed agent
• Are there equipment maintenance, service contracts, or vendor consents that could delay transfer? Options: Yes—list known items, No, Unsure—investigate

• Listing Agreement
• Commission Schedule
• Exclusivity & Term
• Statement of Work (SOW)
• Go-To-Market Readiness Checklist
• Confidentiality & Data Sharing
• Seller Disclosures & Representations
• Buyer Qualification & Approval Criteria
• Franchisor Coordination Plan
• Escrow, Deposits & Closing Instructions
• Financing Support & Buyer Financing Authorization
• Marketing Authorization & Confidential Marketing Plan
• Document Execution & E-sign Authorization
• Amendment & Termination Terms
• References & Case Studies Release

• Closing Confirmation & Final Accounting
• Operational Transition & Buyer Handover
• Franchisor Compliance & Assignment Confirmation
• Seller Reference & Lessons Learned Interview
• Post-Close Support Channel Setup & 30/60/90 Plan

• Collect specific, actionable feedback that can be translated into process improvements and training items.
• Schedule two buyer shadowing sessions and three operational check-ins within the first 30 days; owner: broker.
• Create a vendor introduction email template and send to top 5 suppliers within 48 hours; owner: broker.
• Franchisor Approval Status
• Confirm franchisor has recorded the assignment and buyer is recognized as the franchisee of record.
• Ensure all franchisor fees/transfer charges are accounted for and owners assigned for any remaining obligations.
• Agree on escalation path and timelines for resolving any post‑assignment franchisor requests.
• Obtain a written confirmation from franchisor that assignment is complete and distribute to buyer and seller.
• If any franchisor conditions remain, record each with owner and due date in the post-close exceptions log.
• Update franchise registry/contact lists and notify network of ownership change as required by franchisor guidelines.
• Meeting Context & Confidentiality
• Capture a usable seller testimonial and permission to list the seller as a reference.
• Opening & Purpose
• Document quantifiable deal metrics (days to close, sale price vs ask, number of franchisor cycles) for marketing and benchmarking.
• Draft testimonial from seller's comments, send for approval and publication consent; owner: broker marketing.
• Add captured process improvements to the continuous improvement backlog and assign owners to evaluate feasibility.
• Add seller contact to the approved reference list with notes on context and suggested use cases.
• Introduce Support Channel
• Launch a shared CustomerNode channel with the right participants and permissions for post-close coordination.
• Establish clear triage rules and SLAs so post-close issues are acted on promptly and by the correct owner.
• Schedule and commit to 30/60/90 day check-ins to proactively manage transition risks.
• Create the CustomerNode post-close channel, invite buyer, seller, franchisor rep (if applicable), and internal owners; owner: broker operations.
• Publish triage rules, SLAs, and escalation contacts inside the channel and pin them for visibility.
• Schedule 30/60/90 check-ins on calendars and add agenda templates for each check-in; owner: broker.
• Populate a starter FAQ and knowledge base entry for common post-close questions and link it in the channel.
• Confirm that all closing conditions are met and funds have been transferred as recorded.
• Agree on the final accounting and obtain seller confirmation of net proceeds and remittance details.
• Ensure all signed closing documents are collected and assigned owners to upload to the shared repository.
• Identify and assign owners for any outstanding post-close legal or financial items.
• Upload executed closing documents and final HUD/settlement statement to the shared channel and tag participants.
• Wire/confirm remittance to seller and send confirmation email with breakdown of deductions.
• Open a post-close exceptions log for any outstanding liens, tax items, or holdbacks and assign an owner and deadline.
• Close internal deal file and archive checklist once all documents and confirmations are complete.
• Context & Objectives
• Complete a documented operational handover so the buyer can safely operate day‑to‑day from agreed go‑live date.
• Confirm transfer of systems access and vendor relationships, with owners and deadlines assigned for outstanding items.
• Establish a concrete training and shadowing schedule to reduce operational disruption during the first 30 days.
• Capture and assign resolution for any operational risks or contingencies before full buyer responsibility.
• Deliver an operational runbook (digital) covering opening/closing, recipes/procedures, and key contacts; owner: seller.
• Transfer or set up buyer accounts with payroll provider and major suppliers; owner: broker to coordinate, buyer to confirm.
• Share secure credentials via approved password manager and confirm access tests completed; owner: seller then buyer.
• Daily Operations Walkthrough
• Timeline & Outcome Review
• Issue Triage & SLAs
• Closing Status Report
• Fees, Royalties & Transfer Items
• Franchisor Onboarding Steps
• Final Accounting Reconciliation
• 30/60/90 Day Check-in Schedule
• What Worked Well
• Staff & Payroll Transition
• Pain Points & Improvement Opportunities
• Vendors, Suppliers & Contracts
• Reporting & Monitoring
• Documentation Confirmation
• Documents & Deliverables
• Systems, Access & Security
• Outstanding Legal/Financial Items
• Reference/Testimonial Capture
• Escalations & Timeline