February 13, 2026
Selling a franchise isn’t all that different from building a house. Without a blueprint, you’re just putting up walls and hoping they hold. That’s the analogy Ray Titus, CEO of United Franchise Group, draws in a recent article for Entrepreneur Magazine, where he lays out a straightforward framework for improving franchise sales performance.
As part of the United Franchise Group family of companies, the team at Accurate Franchising has seen these principles put into practice across a diverse portfolio of franchise brands. The blueprint Ray outlines in the article reflects the same approach AFI uses when helping business owners develop and launch franchise systems of their own.
The piece centers on a few deceptively simple questions every franchisor should be able to answer clearly: What are you selling? How are you selling it? Who’s on your team?
On the sales process side, Titus stresses consistency. A franchise sales pipeline only works when everyone on the team understands it, agrees to it, and actually follows it. He walks through the channels that have worked best at UFG, including brand websites as the top lead producer, industry trade shows for face-to-face conversion, and targeted advertising and PR to fill the top of the funnel. His advice on trade show execution is especially practical: he recounts filming his own booth team from across the hall to diagnose why lead numbers had dropped, only to discover they weren’t actively engaging foot traffic.
On the team side, he breaks down how UFG structures its franchise development pipeline, from younger, outgoing phone room staff who qualify and educate leads, to experienced regional vice presidents who handle relationship-building and closing. The takeaway is that every seat matters, and too many franchise organizations fail simply because no one on the team is asking for the sale.
Whether you’re a franchisor looking to tighten your sales process or a business owner wondering whether franchising could be your next growth move, the full article is worth a read.
👉 Read the full article in Entrepreneur Magazine
If you’ve built a successful business and you’re exploring whether franchising is the right way to scale, Accurate Franchising can help. Our team has guided business owners through every stage of franchise development, from initial concept evaluation to building the sales infrastructure Ray describes in this article. Contact us to start the conversation.
