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It will be difficult to sell your first franchise. You are a newcomer in your industry and there are likely established franchisors competing for franchisee leads. One of the things you can offer your first few franchisees is expanded territory. As acknowledgment that they're making a leap of faith going with you, you can offer more to them than you would to franchisees further down the road. You cannot manipulate the price of your franchise, but you can define a territory in multiple ways.
Expanded territory is a powerful inducement. But before you offer it make sure you talk to your attorney and find out just how much negotiating room you have.
|Jennifer Mathes, Ph.D.|