Understand who is being paid to introduce you

Ask about the business model

A franchise broker, consultant, or coach may receive compensation from a franchisor when a sale occurs. Ask who pays, how compensation is calculated, and which brands the intermediary represents. The answer helps establish the scope and incentives behind an introduction.

A provider’s title does not by itself establish independence or the breadth of the market being considered. Ask whether recommendations are limited to participating brands and whether the compensation differs among them. Keep the explanation in your research record.

Use introductions without surrendering diligence

A broker can organize conversations and explain a process, but you still need to read the FDD, examine the agreement, speak with franchisees, and obtain independent advice. Ask how proposed opportunities were selected and what information would lead the intermediary to advise against proceeding.

Be cautious when a matching exercise is described as identifying a perfect fit. Your circumstances, the contract, local conditions, and the amount at risk need closer examination than a general interest questionnaire can provide.

Keep earnings statements tied to documentation

If an intermediary makes a statement about sales, income, or profit, preserve it and ask how it relates to the applicable disclosure. Do not treat an informal calculation or selected owner story as a personal earnings forecast. A franchise attorney can help assess questions about representations and the intermediary’s role.

Your next research step

• Ask who pays and which brands are represented.
• Get compensation and selection explanations in writing.
• Keep legal and financial advisers independent of the sale.