Franchise brokers often take a 60% commission on the initial fee, a fact not disclosed to the franchisee. This extracts significant capital that could be reinvested by the brand into the franchisee's success via training and support, creating a deeply misaligned system.
Related Insights
A significant ethical concern involves pitch intermediaries charging fees to both the client and the winning agency. This "double dipping" creates a conflict of interest that can skew the selection process, undermining the goal of finding the best partner.
Brokers offering "zero commission" trades often profit from 'payment for order flow,' which can lead to suboptimal execution prices for customers. Platforms like Interactive Brokers Pro prioritize best execution, resulting in lower all-in costs despite a nominal commission, revealing the hidden price of "free."
Instead of focusing on long-term commitments, ask a potential agency what happens if you want to end the contract early. A truly confident partner, who believes in the results they can deliver, won't try to trap you with hidden fees or restrictive clauses.
Don't underestimate small revenue streams like affiliate commissions. Because they are often pure profit, they go directly to the bottom line and can have a disproportionately large, life-changing impact on a small business owner's personal income.
Salespeople's biggest frustration with comp plans is being held accountable for outcomes they can't directly influence. This perceived unfairness is a primary driver of attrition, making it critical to align incentives strictly with a seller's direct responsibilities and control.
Instead of treating high commission payouts as a pure expense, view them as a marketing asset. Actively ensuring it's known that top reps make a lot of money serves as the best possible recruiting tool, attracting other A-players to your company.
Instead of running their own ads, an influencer can propose a deal to create ad content for a partner brand. The brand funds the ad spend, and the influencer accepts a reduced commission (e.g., 20% instead of 40%) on sales. This generates risk-free revenue and free brand exposure for the influencer.
Founders often see franchising as a way to scale without managing more employees. However, it shifts the people problem to managing franchisees. This requires enforcing brand standards and managing underperformers who are also business owners, a group that can consume 80% of your time.
To handle 'bluebird' deals without demotivating reps, avoid hard caps. Instead, implement a policy where commissions exceeding a high threshold (e.g., 400% of variable pay) are 'subject to review.' This protects the company from unearned windfalls while maintaining unlimited potential for legitimate efforts.