James Hilovsky, The Fran Dream — Matching Real People to the Right Franchise
Who he is: James Hilovsky is the founder of The Fran Dream, a franchise matchmaker who’s helped launch and scale brands—from taking a restaurant concept from 1 to 100 locations in 3.5 years to partnering with NFL players on multi-unit plays.
Why he matters: He’s been on every side of the table—franchisor, franchisee, and advisor—so his guidance cuts through hype and focuses on fit, funding, and long-term support.
Key Takeaways from the Episode:
Do real due diligence. Don’t just talk to the franchisor’s “A-list.” Use the FDD to call owners who weren’t at Discovery Day—especially in markets similar to yours.
Protect your turf (and wallet). Look for protected territory, no royalty escalators, and reasonable supply chain terms. Tie non-competes/non-solicits to your territory.
Know the capital reality. For SBA-funded deals, plan on 20–30% liquid plus extra runway. Restaurants can hit ~$1M all-in; home services can start near ~$100K—but still need cushion.
Match passion with profit. Franchising isn’t just restaurants—think HVAC, pet care, youth sports, boutique fitness, even private jet cleaning. Choose the model that fits your goals, not your hobbies.
Support structure matters. Ask about field support ratios (e.g., how many units per DFO). Rapidly growing brands with skeleton crews are red flags.
Memorable Quote:
“I don’t really sell anything. I just introduce them to the franchisor and help them make that decision of ‘hey, is it the right fit?’”