how to choose a franchise consultant
Choose a franchise consultant by pay model, not pitch. The FTC says "Ask who pays the broker." FranNet says it is "absolutely free"; KLC says "100% free for investors." CT Acquisitions says "ten questions to ask any franchise consultant"; then read FDD Items 5 and 7 and wait "at least 14 days before you are asked to sign."
Last updated: September 5, 2026
Selection checks
| Ask | Why it matters | Verify |
|---|---|---|
| Who pays you? | FTC: "Ask who pays the broker and how the payment is calculated." Commission on close means a walk-away pays them nothing. | FTC FDD Items 5 and 7 ("Initial and Ongoing Costs (FDD Items 5-7)") for that brand |
| Do brands pay different amounts? | Higher-paying brands may get more airtime. FranNet: "broker fee directly from the franchise." KLC: "compensated by the brands." | Ask for a direct yes or no, then read the FDD |
| Will you show brands that pay you nothing? | Many brands sell direct and never appear in a broker book. Entrepreneur says you can "go it alone." | Contact interesting brands yourself |
| What should I ask before brand introductions? | CT Acquisitions says "ten questions to ask any franchise consultant before you accept brand introductions." | Then call FTC "current and former franchisees" on Item 20 |
| Will you discuss a walk-away? | A consultant who cannot describe a no-buy still has one job: close. Glover disclosure: "The franchise company pays the consultant if it results in an executed franchise agreement." | Your attorney and Item 20 franchisees |
Related: do I need a franchise consultant, are franchise consultants worth it, franchise consultant vs franchise broker.
Waiting period: FTC Consumer's Guide — 14 days. Rule cite: 16 CFR Part 436.
| Claim | URL | Listed |
|---|---|---|
| Ask who pays the broker | ftc.gov/business-guidance/resources/consumers-guide-buying-franchise | Ask who pays the broker and how the payment is calculated |
| FDD at least 14 days before sign or pay | ftc.gov/business-guidance/resources/consumers-guide-buying-franchise | at least 14 days before you are asked to sign |
| Brokers paid only if a sale is made | ftc.gov/business-guidance/resources/consumers-guide-buying-franchise | paid only if a sale is made |
| Read each of the 23 numbered Items | ftc.gov/business-guidance/resources/consumers-guide-buying-franchise | Read each of the 23 numbered |
| FDD Items 5-7 initial and ongoing costs | ftc.gov/business-guidance/resources/consumers-guide-buying-franchise | Initial and Ongoing Costs (FDD Items 5-7) |
| Item 19 financial performance representations | ftc.gov/business-guidance/resources/consumers-guide-buying-franchise | Financial Performance Representations (FDD Item 19) |
| Item 20 growth and owner turnover charts | ftc.gov/business-guidance/resources/consumers-guide-buying-franchise | Item 20 provides charts showing growth and owner turnover |
| Current and former franchisees | ftc.gov/business-guidance/resources/consumers-guide-buying-franchise | current and former franchisees |
| FTC Franchise Rule is 16 CFR Part 436 | ftc.gov/legal-library/browse/rules/franchise-rule | 16 CFR Part 436 |
| FranNet consulting cost is zero / absolutely free | frannet.com/faq/ | Zero. Working with FranNet is absolutely free. |
| FranNet broker fee from the franchise | frannet.com/faq/ | broker fee directly from the franchise |
| FranNet introduces many different franchisors | frannet.com/franchise-consultants/ | introduce you to many different franchisors |
| FranNet at no cost and no obligation | frannet.com/franchise-consultants/ | at no cost and no obligation to you |
| KLC consulting 100% free for investors | klcfranchise.com/ | 100% free for investors |
| KLC compensated by the brands | klcfranchise.com/ | compensated by the brands |
| KLC adds no cost to you | klcfranchise.com/ | adds no cost to you |
| Entrepreneur: free of charge | entrepreneur.com/.../431754 | free of charge |
| Entrepreneur: compensated by franchisors on close | entrepreneur.com/.../431754 | compensated by franchisors upon the close of a sale |
| Entrepreneur: go it alone | entrepreneur.com/.../431754 | go it alone |
| Entrepreneur: find opportunities on the internet | entrepreneur.com/.../450081 | certainly find franchise opportunities on the internet |
| Candidate does NOT pay anything additional (Glover disclosure) | gloverfranchising.com/broker_disclosure_document.asp | The candidate does NOT pay anything additional to work with a franchise consultant. |
| Franchise company pays consultant on executed agreement (Glover) | gloverfranchising.com/broker_disclosure_document.asp | The franchise company pays the consultant if it results in an executed franchise agreement. |
| CTA ten questions to ask any franchise consultant | ctacquisitions.com/franchise-consultants-how-to-vet/ | ten questions to ask any franchise consultant before you accept brand introductions |
| CTA paid only if you sign | ctacquisitions.com/franchise-consultants-how-to-vet/ | the consultant is paid only if you sign |
| Sidekick matches goals and lifestyle | franchisesidekick.com/ | match you with a business that aligns with your goals and lifestyle |
| FranServe pairs a dedicated franchise consultant | franserve.com/ | pair you with a dedicated franchise consultant who’ll help you explore your options |
| FranServe help all 100% free | franserve.com/ | all 100% free |
Frequently Asked Questions
How do I choose a franchise consultant?
Choose by pay model, not pitch. The FTC says "Ask who pays the broker and how the payment is calculated." FranNet says it is "absolutely free"; KLC says "100% free for investors." CT Acquisitions says "ten questions to ask any franchise consultant before you accept brand introductions." Then read FDD Items 5 and 7.
What should buyers ask about franchise consultant compensation?
The FTC says "Ask who pays the broker and how the payment is calculated" and that brokers are "paid only if a sale is made." FranNet lists a "broker fee directly from the franchise." KLC says it is "compensated by the brands."
Do franchise buyers pay consultants directly?
Usually no. FranNet says "Zero. Working with FranNet is absolutely free." KLC says "100% free for investors." Glover's disclosure says "The candidate does NOT pay anything additional to work with a franchise consultant." Ask which pay model applies.
What questions should I ask before accepting brand introductions?
CT Acquisitions says "ten questions to ask any franchise consultant before you accept brand introductions." The FTC says "Ask who pays the broker and how the payment is calculated." Then confirm FDD Items 5 and 7 for that brand.
Can I go it alone, and what is the 14-day wait?
Yes. Entrepreneur says you can "go it alone" and "certainly find franchise opportunities on the internet." The FTC still requires the FDD "at least 14 days before you are asked to sign," and to read "Initial and Ongoing Costs (FDD Items 5-7)."