Franchising is booming, and many people want in. But with thousands of options, most don’t know where to start.

That’s where franchise consultants come in.

They guide aspiring business owners to the right franchise match, saving time, money, and frustration.

Starting your own franchise consulting firm puts you at the center of this growing demand.

Whether you’re a business coach, ex-franchisee, or simply passionate about helping others succeed, this guide will show you how to launch and grow your own consulting business!

What Is Franchise Consulting?

Franchise consulting is a professional service that helps people navigate the complex world of franchising.

A franchise consultant acts as a guide, matching clients with the right franchise opportunities based on their budget, interests, goals, and experience.

These consultants offer a wide range of services, including franchise selection, funding guidance, territory research, and even help with writing business plans or reviewing Franchise Disclosure Documents (FDDs).

They simplify the entire process—saving clients time, reducing risk, and improving their chances of long-term success.

Clients range from individuals buying their first franchise to experienced multi-unit owners looking to expand.

Some consultants also work directly with franchise brands, helping them grow by finding qualified candidates.

Whether someone wants to invest in a well-known food brand or explore emerging business concepts, franchise consultants provide clarity, support, and strategy every step of the way.

Why Start a Franchise Consulting Firm?

Low Overhead & Remote-Friendly

Starting a franchise consulting firm doesn’t require a physical office, expensive equipment, or large startup capital.

Most consultants work from home using just a laptop, phone, and internet connection. You don’t need inventory, a storefront, or staff to get started.

This makes it an ideal business for people looking to launch quickly and keep costs low.

It’s also remote-friendly, meaning you can work with clients anywhere in the country, or even internationally, without ever meeting in person.

High Earning Potential Through Commissions and Retainers

Franchise consultants typically earn money through commissions paid by franchisors when a client signs a deal.

These commissions can range from $10,000 to $30,000 per placement, depending on the brand and investment size.

In addition to commissions, many consultants charge clients for extra services like business coaching, funding support, or market research, thereby creating multiple streams of income.

With the right setup and a strong client pipeline, it’s possible to earn a six-figure income with relatively few clients per year.

Opportunity to Work With a Range of Industries

Franchising exists in nearly every industry, including food, fitness, senior care, education, cleaning services, retail, and more.

As a consultant, you’re not tied to one type of business.

This gives you the freedom to match clients with industries they’re passionate about while keeping your work varied and interesting.

You also gain broad exposure to how different businesses operate, which deepens your expertise over time and opens doors to new opportunities.

Position Yourself as an Expert in a Growing Field

Franchise consulting is becoming more popular as more people look for proven business models rather than starting from scratch.

By starting your own firm, you position yourself as a trusted expert in a space that’s expanding year after year.

As you build your portfolio, grow your network, and help clients succeed, your credibility increases.

Over time, you become a go-to resource not only for franchise buyers but also for franchisors looking to grow their brand with qualified candidates.

Step-by-Step: How to Start a Franchise Consulting Firm

1. Gain Industry Knowledge

Before you offer advice to others, you need a solid understanding of how franchising works.

Start by studying different franchise models like single-unit, multi-unit, and master franchising.

Learn how franchises are structured, how royalties work, and what typical startup costs look like.

Take time to review Franchise Disclosure Documents (FDDs), as they contain vital information about each brand.

If you want to be seen as credible, consider enrolling in a certification course from respected organizations like the International Franchise Professionals Group (IFPG) or the International Franchise Association (IFA).

These programs will not only educate you but also connect you with industry professionals and resources.

2. Choose a Business Model

Next, decide how you want to operate. You can build your consulting firm independently or join a franchise broker network.

Going solo offers more freedom, but also means more legwork in building relationships and systems.

Joining a network gives you access to ready-made partnerships, tools, and training, but usually requires paying a fee or sharing commissions.

Also, think about your revenue structure.

Will you rely solely on commissions from franchisors? Will you charge clients a retainer or offer add-on services?

Some consultants use a hybrid model to diversify their income.

3. Register Your Business

To operate legally and professionally, set up your business the right way.

Choose a legal structure such as a sole proprietorship, limited liability company (LLC), or corporation, depending on your goals and local laws.

Register your business name, get an EIN (Employer Identification Number), and open a separate business bank account.

You’ll also want to draft basic contracts or service agreements to use with clients.

These steps build trust and protect both you and your clients as your business grows.

4. Build Your Brand & Niche

Franchise consulting is a competitive space, so a clear brand helps you stand out. Choose a business name that’s professional and easy to remember.

Design a simple logo and write a brand message that speaks directly to your ideal client.

Consider picking a niche, such as food franchises, home services, fitness, or low-cost opportunities.

Specializing helps you attract more targeted leads.

Then, build a website that outlines your services, introduces you as a credible expert, and makes it easy for clients to schedule a consultation.

5. Build Relationships With Franchisors

Your success depends on the brands you represent.

Start building relationships with reputable franchisors that offer solid training, proven models, and fair commission structures.

Most brands will have specific requirements for consultants, so understand how their process works, what territories are available, and how much they pay per deal.

Over time, create a curated portfolio of options to offer your clients.

Your goal is to match them with brands that fit their goals—not just the ones with the highest payouts.

6. Develop Your Sales Process

Finally, put systems in place to turn leads into paying clients.

Your process should start with a discovery call to understand the client’s budget, goals, and interests.

Then you move into research, franchise matching, and ongoing support.

Use tools like a CRM to track leads, scheduling apps to book meetings, and digital forms to gather intake info.

A clear, consistent process makes you look professional and helps you convert more leads into successful placements.

How to Grow & Scale Your Consulting Firm

1. Use Content Marketing

To attract new clients consistently, you need to build trust before the first conversation happens. Content marketing is a powerful way to do that.

Start a blog that answers common questions about franchising.

Launch a YouTube channel or podcast where you break down franchise concepts, interview experts, or share success stories.

Highlight the journey of past clients and explain how you helped them choose the right franchise.

Educational content positions you as an expert, improves your visibility in search engines, and builds credibility with your audience—all without needing to pay for ads.

2. Leverage Social Proof

Social proof builds instant trust. Share testimonials from happy clients who’ve successfully launched their franchises with your help.

Case studies showing their transformation, from uncertain buyer to confident business owner, are especially persuasive.

Ask for Google reviews, video testimonials, or LinkedIn recommendations. Make these easy to find on your website and social media pages.

When prospects see real people vouching for you, they’re far more likely to reach out.

3. Run Targeted Ads

Once you have a solid brand and offer, ads can help you scale faster.

Use platforms like Google Ads or Facebook Ads to reach people who are actively looking into franchise opportunities.

Target keywords such as “best franchises to buy,” “low-cost franchises,” or “how to start a franchise.”

On Facebook, narrow your audience based on interests, behaviors, and demographics.

Lead with a simple offer like a free consultation or franchise guide to capture attention and start the conversation.

4. Build a Referral Network

Referrals are one of the best sources of warm leads.

Build relationships with professionals who already work with aspiring business owners, like accountants, attorneys, loan brokers, and business coaches.

Let them know what you do and how you can help their clients. Offer a referral fee or set up a reciprocal arrangement where you send leads their way, too.

A strong network can keep your pipeline full without spending a dime on marketing.

5. Add Additional Revenue Streams

Once your main consulting business is stable, expand your income by offering related services.

You can provide 1-on-1 coaching to help clients navigate the franchise buying process more deeply.

Create an online course or host paid webinars on franchise education.

You could also launch a monthly membership that offers ongoing franchise research, deal alerts, or industry insights.

Writing an eBook or downloadable guide adds even more value and can be used as a lead magnet or a product in its own right.

These streams not only increase your revenue but also make your business more resilient and scalable over time.

Tools & Resources to Get Started

Franchise Directory Platforms

To help your clients explore options, you’ll need access to a wide range of franchise opportunities.

Franchise directory platforms like Franchise Gator and Franchise Direct are great starting points.

These websites list hundreds of franchise brands across various industries, including startup costs, business models, and contact details.

They also include filters to sort by budget, industry, or location.

You can use these platforms to research new brands, stay updated on trends, and present options to your clients with confidence.

CRM Tools

Managing leads, follow-ups, and client communication gets messy without a good system.

A CRM (Customer Relationship Management) tool keeps everything organized.

HubSpot, Zoho, and Pipedrive are popular choices that help you track where each client is in the process—from first contact to franchise placement.

They also automate tasks like email follow-ups, scheduling reminders, and pipeline updates.

A good CRM will save you time, reduce errors, and help you close more deals.

Legal Templates & FDD Resources

Franchise consulting requires basic knowledge of legal documents—especially the Franchise Disclosure Document (FDD).

While you should never give legal advice, having FDD review templates or legal checklists helps you guide clients toward the right questions.

You can find legal resources through industry groups or purchase contract templates online.

Some consultants also subscribe to databases that give access to sample FDDs for deeper analysis.

These tools help you stay informed and support your clients responsibly.

Recommended Networks

Joining a franchise consultant network can give you a major head start.

Groups like IFPG (International Franchise Professionals Group), FranServe, and FranNet provide training, mentorship, and access to a portfolio of vetted franchise brands.

These networks also offer back-office tools, marketing support, and ongoing education.

While there may be startup fees, the value in connections, credibility, and franchisor access often makes it worthwhile, especially when you’re just getting started.

Common Mistakes to Avoid

Recommending Franchises Based Only on Commission Payouts

One of the biggest mistakes a franchise consultant can make is prioritizing personal gain over the client’s best interest.

Some franchisors offer large commissions to attract consultants, but that doesn’t always mean their franchise is the right fit.

Recommending a brand just because it pays well can damage your reputation and lead to unhappy clients.

Your role is to guide people toward franchises that align with their goals, skills, and investment level, not the ones that pay you the most.

Not Qualifying Clients Properly

Skipping or rushing the qualification process can lead to poor matches and wasted time.

Not every lead is ready to buy a franchise, and not every franchise suits every person.

It’s important to assess your client’s budget, timeline, risk tolerance, and lifestyle preferences early on.

If you don’t take the time to ask the right questions and truly understand their situation, you risk placing them in a franchise they’ll regret and that reflects poorly on you.

Overpromising Results

It’s tempting to paint an overly optimistic picture to close a deal, but setting unrealistic expectations can backfire.

Don’t guarantee profits, timelines, or business success. Franchising reduces some risks, but it’s not a guarantee.

Be honest about the challenges and explain what factors contribute to a successful outcome, like the client’s effort, local market conditions, and the brand’s support.

Transparency builds trust and leads to better long-term relationships.

Ignoring Compliance or Legal Nuances

Franchise consulting involves sensitive information, regulated processes, and legal documents.

If you ignore important legal boundaries like giving advice on FDDs or misrepresenting earnings, you could face serious consequences.

Always stay within your role and refer clients to legal professionals when needed.

Learn the basics of compliance, disclosure timelines, and franchise regulations.

Final Words

Starting a franchise consulting firm is a smart way to turn your business knowledge into a meaningful, profitable career.

With the right tools, clear systems, and a client-first mindset, anyone can succeed in this growing field.

Take the first step. Learn the industry, build your brand, and start helping others make smart franchise decisions.

Remember: You don’t need a franchise to win in franchising—consultants thrive by helping others do it right.

FAQs

Do I need to be certified to become a franchise consultant?

No, certification isn’t legally required, but it helps.

Getting certified through organizations like IFPG or FranServe builds credibility, teaches industry best practices, and often provides access to franchisor partnerships and support tools.

What’s the average income for franchise consultants?

Income varies widely. Many consultants earn between $50,000 and $150,000 per year, depending on how many clients they place.

Top performers, especially those with strong networks or marketing systems, can make much more.

Can I do this part-time while working another job?

Yes, many consultants start part-time. Since most of the work is virtual and client-driven, it’s flexible enough to fit around another job.

Just be realistic about how much time you can commit to marketing and client support.

How do franchise consultants get paid?

Most earn commissions from franchisors when they successfully place a candidate.

Some also charge upfront consulting fees or offer premium services like business coaching or funding assistance for additional income.

Should I join a broker network or go independent?

It depends on your experience and resources. Broker networks offer training, support, and franchisor access, which is helpful for beginners.

Going independent gives you full control and higher margins but requires more effort to build relationships and systems from scratch.