Talking to current and former franchisees is the single most important step in franchise due diligence. The franchisor will tell you the best case. Franchisees will tell you the truth. Use this template to make sure you ask the right questions and track which ones you have covered.

25Total Questions
5Sections
30–45Minutes per Call
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How to use this template: Fill in the franchise brand and franchisee name below. Click any section to expand it. Click any question to check it off as you cover it. Your progress saves automatically in your browser. When you are done, use the Print button to save a copy for your records.
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Section 01
Financial Reality

These are the money questions. Franchisees who have been in the system know exactly what the real numbers look like, and whether the sales process painted an accurate picture.

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Financial Reality
7 questions about the real financial picture
0/7
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✓
How long did it take you to break even?
✓
Are you hitting the numbers that were presented to you during the sales process?
✓
What were your total startup costs, and were they higher than the FDD estimated?
✓
What is your average monthly revenue?
✓
What do you take home after all expenses, fees, and debt service?
✓
If you could go back, would you invest the same amount again knowing what you know now?
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Are there any hidden costs that surprised you after opening?
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Section 02
Franchisor Support

You are paying royalties and fees every month in exchange for support. These questions help you find out whether the franchisor actually delivers on those promises.

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Franchisor Support
6 questions about training, support, and follow-through
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How would you rate the initial training program on a scale of 1 to 10?
✓
Does the franchisor deliver on the support promises made in the FDD and during Discovery Day?
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How often does a field support rep visit your location?
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When you have a problem, how quickly does the franchisor respond?
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Has the marketing fund produced measurable results for your location?
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Do you feel the royalty fees are justified by the support you receive?
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Section 03
Operations

The day-to-day reality of running a franchise is where most surprises happen. These questions get at what the actual work looks like once the grand opening excitement fades.

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Operations
5 questions about what the daily work actually looks like
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How many hours per week do you personally work in the business?
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What is the biggest operational challenge you face?
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How difficult is it to hire and retain good employees in your market?
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Is the technology platform provided by the franchisor effective and reliable?
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What would you change about the franchise system if you could?
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Section 04
Territory and Competition

Territory issues are one of the top complaints among franchisees. These questions help you find out whether the franchisor protects its owners or competes with them.

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Territory and Competition
3 questions about market protection and competition
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Have you experienced any encroachment or territory issues?
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How is the competitive landscape in your market?
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Has the franchisor honored the territory commitments made in your agreement?
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Section 05
The Big Questions

Save these for the end of the conversation. By now you have built rapport and the franchisee is more likely to give you completely honest answers to the questions that matter most.

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The Big Questions
4 questions that cut to the heart of it
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Knowing what you know now, would you buy this franchise again?
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Would you recommend this franchise to a close friend or family member?
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If you were starting over, what would you do differently?
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Is there anything the franchisor does not want me to know?

All 25 Questions Covered!

Great work. You have completed a thorough franchisee interview. Review your notes, then repeat this process with at least two or three more franchisees to look for patterns.

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Pro tip: Call at least five franchisees from the Item 20 list in the FDD. Include at least one or two who have left the system. Look for patterns across multiple conversations. If three out of five franchisees give you the same warning, take it seriously.

Need the FDD to find franchisee contacts?

Item 20 of the FDD lists every current and former franchisee with contact information. Download it free from FranchiseOverview.

Download Interview PDF Browse Franchises and Download FDDs

About this tool: This franchisee interview template was developed by the FranchiseOverview research team and is intended for educational purposes only. It does not constitute legal or financial advice. Always work with a qualified franchise attorney and CPA before making any franchise investment decision.