--- title: "How to Create a Strong Incentive Strategy to Sell More Franchises" url: https://burnaze.com/article/a8d62731-275f-498c-840e-c884245a3fab source: "1851 Franchise" original_url: https://1851franchise.com/how-to-build-strong-incentives-to-attract-prospective-franchisees-2727892 category: "Franchise Industry" industry: "Franchise Industry" topics: ["Finance & M&A"] published: 2025-05-23T13:08:02.000Z modified: 2026-10-31T20:33:05.861Z image: https://newimage.1851franchise.com/cdn-cgi/image/quality=85,format=webp,width=1280,height=720/story/featureImage/1746127780_2727892.png --- # How to Create a Strong Incentive Strategy to Sell More Franchises **TL;DR:** Franchisors can accelerate growth by aligning incentives with business goals and timing them strategically within the sales process. A well-designed incentive program can be a powerful accelerator for franchise growth when rooted in a brand's long-term vision and aligned with the needs of the right candidates. *originally published in 1851 Franchise on 2025-05-23. [Read the original](https://1851franchise.com/how-to-build-strong-incentives-to-attract-prospective-franchisees-2727892).* ## Story Incentives can be a powerful tool for franchise development, but only when they are built around a brand’s long-term vision and the real needs of ideal candidates. By carefully aligning incentives with business goals and timing them strategically within the sales process, franchisors can create meaningful value that accelerates growth. Incentives alone are not typically enough to attract quality franchisees who are truly passionate about a brand, says Randy McBrayer, senior director of franchise and business development at açaí bowl franchise Sambazon. Strong candidates are primarily drawn to a profitable business model with a clear competitive edge in market share. “From there, the unique dynamic between the franchisor and the ideal franchisee — considering their needs, goals and obstacles — will dictate an incentive program that drives mutual acceleration and attention,” said McBrayer He notes that, for emerging brands, this may involve overspending on marketing to reduce initial customer acquisition costs or offering a cash incentive to lower overall CAPEX and ease entry into the system. And for legacy brands with strong brand equity, the approach tends to shift. “Instead of reducing entry costs, incentives might focus on accelerating multi-unit development — such as offering phased royalty reductions tied to the timely opening of multiple units,” he said. “Here, the goal isn’t attracting interest, but fueling smart, strategic growth with the right partners.” Attracting the right franchise candidates begins with a clear, strategic vision for the brand’s future, not just offering short-term perks. “It starts with taking a hard look at where you want the brand to be in five-to-ten years, and then working backward to define the type of franchisee who can get you there,” said McBrayer. “It's critical to recognize the differences in capacity — financing, operational experience and development expertise — between single-unit operators and sophisticated multi-unit developers.” A franchisor’s corporate general and administrative structure must also evolve to match the level of support required for the caliber of franchisee they aim to attract. Once internal clarity is achieved, the next step is to engage directly with prospective candidates to understand what truly matters to them. “You'll quickly find common themes across this group, allowing you to design incentive programs that genuinely solve their biggest challenges while staying tightly aligned to your long-term vision,” McBrayer said. Timing is critical when it comes to offering incentives. McBrayer notes that they are typically most effective when introduced at natural inflection points in the sales journey — particularly after initial interest has been validated but before a final commitment is made. “If the incentive strategy is aligned with the candidate’s real needs, I recommend introducing the broader framework during Discovery Day,” he said. “Then, allow some time for reflection, and finalize the specific details in a focused follow-up conversation. This approach not only shows that the franchisor is serious about aligning with the franchisee’s goals, but also respects the candidate’s decision-making process and builds trust in the relationship.” A well-designed incentive program can be a powerful accelerator for franchise growth — but only when it is rooted in a brand’s long-term vision, thoughtfully timed and closely aligned with the needs of the right candidates. By focusing on strategic alignment rather than short-term wins, franchisors can build a stronger, more sustainable franchise system. ## Entities - 1851 Franchise (publication) - franchise growth (topic) - franchise development (topic) - Finance (sector) - sales process (topic) - business goals (topic) - Sambazon (company) - Randy McBrayer (person) - incentive strategy (topic) --- Originally reported by 1851 Franchise (https://1851franchise.com/how-to-build-strong-incentives-to-attract-prospective-franchisees-2727892). Summarized by Burnaze (https://burnaze.com/article/a8d62731-275f-498c-840e-c884245a3fab).