0:03

Hey everybody , welcome to

0:05

the most wonderful real estate podcast

0:07

ever . I'm your host , Dwan Bent-Twyford

0:09

, and I'm America's most sought after real estate

0:12

investor . I'm so super glad

0:14

that you are here with us on the show today

0:16

. As you can tell , I have a guest , so

0:18

we're going to learn about a new person

0:20

and what they do and how they can help you

0:23

in your business

0:25

. Our motto at Dwanderfull

0:27

is people before profits , so

0:30

if there's something that resonates with you , then you're at

0:32

the right place , it's the right time . I'm your

0:34

girl , this is your guy , and we're all

0:36

here to help each other be successful

0:39

. You can opt in over at my

0:41

website . I've

0:43

got a free e-book Flip your

0:45

Way to a Fortune . It's

0:48

Dwanderful , D-W-A-N-D-E-R-F-U-L

0:52

, Dwanderful . com and so what

0:54

I did to make the podcast fun ? That

0:56

took Dwan , my name , and wonderful

0:58

, and I made a new word . So you are

1:00

now in the realm of everything Dwanderful

1:03

, and

1:05

with that I have . Lance Graulich

1:08

Said it right

1:10

Welcome to the show, I'm

1:12

so excited to talk to you .

1:15

I am so excited to talk with you , ms

1:17

Dwan . Nice to meet you face-to-face

1:19

. Finally .

1:20

Yes , I know it's

1:22

funny , because a lot of people we make plans

1:25

we have to change and then I

1:27

finally get to talk to people . It's like , oh man , it's

1:29

so nice to actually get to meet you , absolutely

1:32

. And I Google people and look them up and there's something

1:34

better than just talking to people .

1:36

Absolutely .

1:37

And finally , what they do . Okay , so the first thing

1:39

we like to do is

1:41

, first of all , we like to have a toast , so

1:44

do you have something to drink ?

1:46

Vodka .

1:47

Oh vodka , why wish I had that I

1:49

can drop this one . And my cherry

1:52

drink Cheers . Everyone

1:54

grab a drink .

1:54

Cheers .

1:58

I like everyone to grab a drink and take a deep breath

2:00

, relax

2:04

and just listen and have fun with us

2:06

today , because I guarantee you you're going

2:09

to have a lot of fun today . So , lance , what we

2:11

like to do is that just kind of going to throw

2:13

you right up into the deep end is

2:15

we want you to give us just a very

2:18

brief description of what you do , and

2:21

then I'm going to ask you questions and find out how you

2:23

got there . So we want to know

2:25

what's your deal .

2:28

I've known as the "king of franchising . I

2:31

am a franchise broker today

2:33

, which means I find

2:35

people their perfect business . A

2:37

lot of people don't know anything about franchising

2:39

other than that McDonald's is a

2:42

franchise , great Clip-Sare

2:44

Salons is a franchise , but

2:46

I represent hundreds and hundreds of

2:48

amazing opportunities with

2:51

as little as 40 grand cash

2:53

30 grand cash out of your pocket and

2:56

real estate investors and I work very well

2:58

together , but

3:01

I fell into it many years ago

3:03

. My grandfather was a

3:05

real estate investor , real estate attorney

3:07

way back when , and

3:10

another grandfather owned his own businesses

3:12

. Dad was on Wall Street and

3:14

I started off on Wall Street and I realized

3:17

I wanted the people aspects of

3:19

things in my life and chose

3:21

to follow an uncle and

3:24

built help him build a TGI

3:26

Fridays franchise from

3:28

nothing . To believe it or not , dwan

3:31

225 million bucks

3:33

back in the

3:35

early 90s , if you can imagine

3:38

. So then I owned a lot of my own franchises

3:40

, like Wingstop and Krispy Kreme Donuts

3:42

. In a couple of states I even created

3:44

and sold my own brands . Part

3:47

time I created my own brand and then eventually

3:49

sold it . So here I am as a

3:51

franchise broker . I work for free

3:53

.

3:53

Well , that sounds like a really fun

3:55

and I know that a lot of people

3:57

will like to hear about it and also just

4:00

tell us how do we

4:02

reach you website

4:04

and also on social media .

4:07

I have an unusual name , lance Graulich

4:09

, so Lance Graulich . com is

4:12

one of my websites . You can

4:14

certainly DM me , dwanderful

4:17

, on Instagram

4:19

, anywhere . I'm on all platforms . You can find

4:22

me pretty easily .

4:24

And it's G-R-A-U-L-I-C-H

4:28

.

4:29

Excellent yes .

4:30

I wrote it down and I sat it and then

4:32

I also wrote it phonetically

4:34

Perfect , so I

4:36

would say it correctly .

4:38

You did it amazingly well .

4:40

So you are the king of franchise . I'm

4:42

like I'm not honored

4:44

to be in your presence . That's awesome .

4:47

No , I have a couple of friends that said that

4:49

and it's sort of stuck . So here we

4:51

are .

4:52

Well , you know what ? I started real

4:54

estate investing a long time ago and I

4:56

wrote the very first real estate investing

4:58

program for short sales . I

5:01

trademarked the term short sales as

5:03

it applies to real estate investing , so everybody

5:05

started calling me the queen of short sales , so

5:07

I trademarked that as well .

5:09

I love it . That's fabulous . I didn't

5:11

know that .

5:12

Yes , yes , yes , I

5:15

actually have . It's called a subliminal

5:18

let me think right supplemental trademark

5:21

, because short sales applies

5:23

to real estate stocks . That applies to more

5:25

than one industry .

5:26

I love it .

5:27

I know you get to have the R . I

5:30

love it Fantastic I have the R

5:32

on short sales as it applies to real estate

5:34

. The queen and the

5:36

king having a conversation today how awesome

5:38

are we .

5:39

Thank you for allowing me into your

5:41

kingdom .

5:42

Into my kingdom . We haven't started to tell people that

5:44

You're welcome to my kingdom . I

5:46

love that you started out

5:48

, and one thing I like about what you said is

5:51

you had grandparents that were in

5:54

the real estate and owned businesses and things

5:56

like that . I feel like , now

5:58

that I'm a grandmother , I feel like

6:00

when you have grandparents sometimes that do

6:02

things like that , it takes the family

6:05

maybe down a different

6:07

path .

6:08

Yes .

6:09

Working like . My dad worked

6:11

like a nine to five in the car

6:13

factory era in Ohio

6:15

. I was raised like you

6:17

get out of high school , you get married

6:20

, you work at a factory , you work

6:22

for the man , then you retire . I

6:25

did work in a factory for two weeks and I thought , oh my

6:27

God , why would someone want me to do this ? This

6:29

is the worst thing ever that ever happened since the

6:31

day I was born . I

6:33

quickly nixed that idea . But

6:36

now my kids and grandkids ? They only

6:38

know work for yourself , have

6:41

your own business . They don't even know

6:43

go get a job .

6:45

No , 100 percent . Because people

6:47

ask all the time when they talk

6:49

to me , like , how did you become an entrepreneur

6:52

in the first place ? I said I was lucky . I

6:54

was lucky because all I saw in

6:56

front of me were the traits of

6:59

entrepreneurs the ultimate flexibility

7:01

, the ultimate paycheck where

7:04

it wasn't a finite amount of money

7:06

every week . You get to make whatever

7:08

you can make in the week . You're an owner

7:10

. But there are people

7:12

, unfortunately , when you

7:15

didn't

7:17

grow up with that mindset . It's

7:20

something you have to train yourself to do .

7:22

It's like people that aren't athletes .

7:24

Maybe their dad or mom didn't teach them how to

7:26

throw a baseball . Yeah , if

7:29

you wait too long , it's going to be pretty difficult .

7:31

No , I agree . All

7:34

of our kids are in real estate . They have

7:36

rentals and entrepreneurs and things

7:38

like that . Even the grandkids . For

7:41

Christmas , when they turn five , we

7:43

buy them a candy machine . Two

7:47

of my grandkids have a little candy machine

7:49

and a little claw machine that

7:51

are in one of our apartment buildings

7:53

. You can put it in Mimi's building . But

7:56

they understand about counting the quarters

7:58

. They understand buying the inventory

8:01

. If you buy cheap candy people won't buy

8:03

it . You got to buy the good stuff . Even at

8:05

that , five , six , seven years old , they understand

8:07

the concept of this

8:10

thing brings me money . When I

8:12

buy cheap candy , there's

8:14

no quarters . If I buy a good candy

8:16

, I'm refilling my quarters all the time . It's

8:19

a good way to start kids up with a

8:21

little piece of something that makes them responsible 100%

8:25

.

8:26

But franchising , whether you have

8:28

a very risk averse

8:30

or whatever I mean , look , you follow a blueprint

8:33

. I show people the best

8:35

franchises for them that are available in their

8:37

area and anybody can do it

8:39

. But like anything , duane

8:41

, people have to be willing to put a little

8:43

effort in . Nobody magically

8:46

does the work for you . I always equate it to

8:48

like hiring a personal trainer

8:50

. Somebody want to lose weight . You

8:53

could hire an expert to help you . Like in

8:55

the world of franchising , you have all these experts around

8:58

you and mentors .

8:59

Yes .

8:59

But if you don't put in the work , you're still going to be

9:01

overweight , even with the best personal

9:04

trainer in the world .

9:05

Yeah , you got to do the work . You got to do the work

9:07

. So what was your first franchise

9:09

?

9:11

My first franchise that I owned was Wingstop

9:14

. Oh no , I like Wingstop . Yeah

9:18

, wingstop was fun . I was president

9:20

of the Franchise Advisory Council . I've

9:23

always been a top franchisee . It's

9:26

interesting because people ask me all the time

9:28

when I start to show them numbers like

9:31

the average numbers of certain franchises

9:33

revenues , they're like well

9:35

, any idea where I'm going to be . And I

9:37

said that's the question I was going to ask you Are you

9:39

used to being average in life ? Are

9:41

you above average ? Where are you ? I

9:43

didn't know . When I joined Wingstop I was going

9:45

to be a top 1%

9:48

franchisee . I didn't know

9:50

.

9:50

Yeah , deep down , you did . You've got that

9:52

little X-emmojo .

9:54

I don't know . I mean I knew top 10%

9:57

, but top

9:59

1% I don't know . But

10:02

some people have it and it's OK . If

10:04

you're only going to be average , that's

10:06

OK . I mean , the average franchisee

10:09

at some of my favorite franchises

10:11

is still doing $4 million a year on a $200,000

10:14

investment .

10:15

Yeah , and the nice thing about a franchise

10:17

especially , I

10:20

mean I feel like as a real estate investor , especially

10:22

in the end of it , that we invest

10:24

in . We

10:27

bought 20 buildings and we're sort

10:29

of rehabbing a downtown

10:31

, so you have to have a

10:33

fairly high risk factor to go into

10:35

something like that . Not

10:38

as much as if you want to buy a single

10:40

family home and make it a rental and it's

10:42

a lower risk factor . So I always

10:44

want to know people where's your risk

10:47

factor ? But the thing about a franchise is

10:49

nice is the blueprint's

10:51

there , so they don't have to do the trial and error

10:53

which I feel like . The fear

10:55

of failure is what keeps people

10:57

from doing anything .

10:59

Yes .

11:00

So with you it's like OK , here's what you do

11:02

, here's the blueprint and here's how it works

11:04

. There's no fear . It's

11:06

just once you get it . What are you going to do with it

11:08

?

11:09

Yeah , 100% . And

11:11

look , I can tell right away

11:13

, talking to somebody in that very

11:16

first , most important conversation

11:18

, really lay the foundation . I can tell

11:20

when people are scared , and it's OK to be scared

11:22

. You know it's an educational

11:25

process . If you've never done it before

11:27

it's not going to be easy . But

11:29

once you've done it , once you've done

11:31

it , it becomes easy and , as

11:33

you know , your comfort zone now expands

11:36

. You become more comfortable

11:38

.

11:38

Yes , I know , if you wouldn't even

11:40

told me a decade ago , like , oh

11:43

listen , you and your husband , you're going to go into this little

11:45

town , you're going to fall in love with it , you're going to

11:47

buy 20 buildings and you're going to rehab this town

11:49

, I would be like , no

11:51

, what ? No , no , no , no . Now

11:53

I'm just like I don't know . I waited so long , yeah

11:56

.

11:57

No , and that's what a lot of people say when they

11:59

get into a franchise Because look

12:01

, I have people younger than

12:04

ever jumping into franchises that

12:06

are in their 30s . Oh yeah , I

12:09

have quite a few that are

12:11

real estate investors . I have a couple

12:13

that are both in the military and

12:16

they're real estate investors and

12:18

they just jumped into their first franchise

12:21

. They got $150,000 SBA

12:23

express loan leveraged their money

12:25

, put very little money down and

12:28

it's a waste management franchise

12:30

and they're working on their . They just bought

12:32

their second truck and they're buying their second

12:34

territory and they're the number

12:36

one franchisees .

12:38

See , that's it , because they've got you to help

12:40

them and mentor them . So if someone comes

12:42

to you and says like , hey , I

12:45

would like to own a franchise , I don't know what I want

12:47

to do , I just want to own one , do you

12:49

actually take people and help them pick

12:52

the right thing , or do they just say

12:54

I want to have a burger thing .

12:57

Yep , yep . As a matter of fact , I

12:59

do all of that . So on

13:02

my website , by the way , I have an assessment

13:04

and the assessment , my franchise

13:07

finding formula , aka business

13:10

builder profile . It says free

13:12

assessment . If you're looking at it , it

13:15

takes about 15 minutes and it helps you and

13:17

I foundationally understand

13:20

based on your mindset , skill set and life

13:22

experiences . It gives

13:24

you a lot of details , juan . You should take

13:26

it , not that you need to .

13:28

I'm going to take it for fun .

13:30

It's fun because I already can guess how you're

13:32

going to test out , because it'll even

13:34

tell me somebody's comfort

13:36

zone . If your comfort

13:39

zone is really large

13:41

, I'm never going to get that person

13:43

off the couch . I

13:46

don't give up on people , but

13:48

it just is a good indicator as to where

13:50

they are . And I have to push them a little bit harder

13:52

, Because when people

13:54

are done talking to me for the first time , what do you think happens

13:56

when they get off the phone with me ? They're excited

13:59

. They start telling all their friends

14:01

and family I don't care whether they're 50 years

14:03

old or 35 years old . They tell

14:05

their friends and family and what do you think

14:07

their friends and family say ?

14:09

Well , you can't do that . You don't know what you're doing

14:12

. You're going to fail . What are you crazy

14:14

you ? Need to do a job 100

14:17

percent .

14:19

You don't have the knowledge , you don't have the money . You

14:21

failed 30 times already . You're

14:24

not smart enough , who knows ? But

14:26

I know that's going to happen and

14:28

I'll reel them back in eventually if

14:30

they decide to ghost me on the next call

14:33

, which occasionally happens . But

14:35

it's okay , it's part of the process . I

14:37

mean I love , love , love

14:40

, love what I do and I truly

14:42

help people for free . I get paid

14:44

like a recruiter If I'm successful

14:47

. When I'm successful , the brand

14:49

pays me something . So if

14:51

somebody finds Burger King on their own

14:53

actually I represent Wendy's funny

14:56

enough they'll

14:59

pay me . When the deal is successful and

15:01

the franchisee , you end

15:04

up paying the same amount . You pay a franchise

15:06

fee to join the brand . So it's very

15:08

rare that in this scenario I'm

15:10

truly free and a free resource

15:13

. So in that first conversation

15:15

you asked a good question . In

15:17

the first conversation it's all

15:19

about me understanding your what , the

15:22

what is . What is that investment

15:24

that you're able to do , that you feel comfortable

15:26

? Is it 20,000 , 50,000

15:29

, 100,000 cash ?

15:30

Yeah .

15:31

I have plenty of lenders . The

15:33

second question is your role . What

15:35

is the role that you intend to

15:38

play in this business ? In

15:40

the old days , a lot of franchises

15:42

required you to be a full-time

15:44

owner operator .

15:45

They did .

15:47

But you're not required . At a

15:49

lot of brands today you can

15:51

be what we call a semi-absentee

15:53

owner a goofy franchise term

15:56

which means you're going to keep your day job

15:58

either real estate investing or a job

16:00

job yeah , and

16:02

you have the ability with technology

16:05

and what have you to manage your business

16:07

from a distance and you

16:10

hire somebody to run the business and

16:12

you are taught all the appropriate KPIs

16:15

and metrics to keep your business

16:17

doing what it's supposed to , and

16:20

you're required to be on a couple of phone calls

16:22

here and there with the franchise

16:24

or to make sure you're on track . They need

16:26

you to be successful . They

16:29

need you to be successful and one of the things

16:32

Dwan a lot of people do not know is

16:34

in order to be a franchise

16:37

as opposed to a licensing deal , there's

16:40

a lot of hoops to jump through and you have

16:42

to produce what's called a franchise disclosure

16:45

document . Franchising is

16:47

regulated by the Federal Trade Commission , the government

16:49

. There are 23 items

16:51

in the disclosure document

16:53

. It's like reading your mortgage a lot of paperwork

16:56

, but there's a lot

16:58

of useful information in

17:00

there . How many locations have closed

17:03

, what is the true investment ? This

17:05

isn't a projection . These are details

17:07

on a low-end high-end , of

17:09

how much it costs to get in for real

17:11

. And then , on top of that

17:13

, item 19 is

17:16

the earnings claim . It

17:18

will show things like , or declare

17:20

audited information

17:23

. That's going to show what's the average

17:25

sales for a franchisee , what's

17:28

the high , what's the low . I have a brand

17:30

called Citywide Facility

17:32

Solutions . I think their highest

17:35

top franchisee did

17:37

$40 million in revenue last

17:39

year and their average franchisee

17:41

does about $8 million . Wow , amazing

17:44

, amazing . And it's facility

17:46

solutions . You're essentially managing

17:50

the very common

17:52

25 different things

17:54

, from pest control to snow removal

17:56

to flooring

17:58

, cleaning this , that , whatever for

18:00

buildings . And amazing

18:03

, amazing brand still family-owned , not owned

18:05

by a private equity group . They've been around since

18:07

1965 .

18:09

Yeah , I think franchises are . I

18:11

remember when I was younger , before I got

18:13

into real estate , I went to a couple I

18:16

guess they'd be like vendor

18:18

shows and they were all franchises

18:20

and stuff like that . And I remember thinking

18:22

, well , that'd be kind of fun . You get a business , it's ready

18:24

to go , you just get in there and you work it and you

18:27

do it .

18:28

Business in a box .

18:29

Yeah , business in a box and I always

18:32

thought I would love to own . I

18:34

would like to have something I could turn into

18:36

a franchise and create

18:39

a franchise .

18:40

I do that too and let me tell you when

18:42

you create a franchise system

18:44

franchisees , the actual

18:47

owner exits pretty

18:50

well . Three to five times cash flow

18:52

is what a typical franchisee will

18:55

exit for the franchisor

18:58

, the parent company . For

19:01

years they used to exit at 10 times cash

19:03

flow . I saw one recently , 30

19:06

times cash flow . They had a

19:08

cash flow of $3 million . The owner

19:10

exited for $90 million

19:12

.

19:13

Wow , pretty amazing . So you're going to have to help

19:15

me turn Dwanderful into a franchise

19:17

, because who doesn't want to be

19:19

part of the Dwanderful of a real estate world ?

19:22

Dwan , it would be my pleasure . We

19:25

do that a lot . I'm setting up an

19:27

indoor golf franchise

19:30

right now . That was one of the

19:32

first ones for this year , but let me tell you

19:34

an exciting one . You have a lot of real

19:36

estate folks listening . I

19:39

have one that is a mortgage franchise

19:41

and , as

19:43

you know , there's a lot of money in the mortgage business .

19:45

A lot of money in the mortgage business .

19:48

And I was on this podcast . Megan

19:50

Marsh is the founder of this particular

19:52

brand and she's out of Pennsylvania

19:54

. It's called CoLab , like

19:57

collaboration , colab Lending

19:59

, and it's an amazing

20:01

franchise system . It's brand new

20:04

. She has so

20:06

many systems Unbelievable

20:08

the amount of systems in place , tons

20:11

of people in her office and all you need

20:14

to do for this particular mortgage franchise

20:16

is really do the business development

20:18

side . They handle all the

20:20

fulfillment , the operations , the compliance

20:23

. It is amazing .

20:25

That's a nice thing about a franchise for

20:27

people that want to be an entrepreneur

20:30

but they don't really

20:32

. They're afraid to take the rent or the namesayers

20:35

, or just so many namesayers

20:37

. Franchise lays

20:39

everything out for them . So whatever . Because

20:42

when you start any business , like if you

20:44

start as a real estate investor you

20:46

don't know all the

20:48

things that you don't know . And

20:50

you're going along and something comes up . You're like oh , I

20:52

didn't know that . Well , if you had a mentor

20:55

or a franchise , somebody

20:57

would already tell you that , because they

20:59

know what you don't know . And I think one of the

21:01

biggest reasons people can fail

21:04

sometimes in any kind of business

21:06

is they really don't know what they don't know

21:08

. They

21:10

come across a problem , they don't

21:12

know how to handle it . People give up too easy

21:14

or some big , giant

21:16

mistake like takes up all the money and puts them

21:18

completely out of business . If they

21:20

just had somebody to hold their hand

21:22

, that would never have happened to them 100%

21:27

.

21:27

Let me tell you a favorite recent story . A

21:29

guy calls me with his son and

21:31

the son is pushing this call

21:34

. He's realizing dad's working

21:36

way too hard . He created his own air

21:38

conditioning business , an independent

21:40

air conditioning business , hvac business

21:43

. Dad was copping an attitude

21:46

to me . He's like why would I want

21:48

to buy a franchise ? I was like well

21:50

, tell me a little bit about your business . How long

21:52

have you been in business doing HVAC ? He said

21:54

eight years . What kind

21:57

of revenue are you doing ? He goes well . Every year it goes up

21:59

a little bit . I did about almost 800,000

22:01

last year . Pretty good , almost 800,000

22:04

. I said why would you buy

22:06

a franchise ? You asked me because

22:09

my favorite HVAC

22:11

franchise , in the first year you'd

22:13

probably do $800,000

22:17

. The average franchisee there is

22:19

doing close to $4 million in revenue

22:21

. They handle so

22:24

much for you . That's why you would buy

22:26

a franchise . If you want to convert

22:28

your current business to be a franchise

22:30

to join their system , you

22:32

get a discount because you're already in the business

22:35

. Oh well see there you go

22:37

. I don't know that he's going to do it

22:39

, because he's like maybe I'll just retire

22:41

. I said , well , I would hold off retirement

22:43

for two years and convert . You'll sell

22:45

for a lot more down the road .

22:47

Heck yeah , you will . There's a TV

22:49

show called Undercover Boss .

22:51

Yes .

22:52

You ever watch Undercover Boss ?

22:54

I do .

22:55

I love that show . There's a lot of franchises

22:58

where the guy goes undercover , the girl they

23:00

go undercover and they're pest

23:03

control , restaurants , chains

23:05

, all these things

23:07

. It's funny to watch because the

23:09

person that's undercover they're

23:11

typically horrified oh

23:15

my God , what have you done to my business

23:17

? But then other times they get in there and

23:19

they have the greatest employees and the

23:21

people that they just really don't even realize what

23:23

an asset they are to their company . I

23:28

love watching people go undercover in

23:30

their own kind . Some of them that go undercover in

23:32

their own company can't actually do all

23:34

the physical work because they've

23:36

just been in the office for so long . It's

23:40

so great to see that . But there's so many

23:42

great franchises available .

23:44

Yeah , look , there's some that I wouldn't even recommend

23:47

. That's the thing is

23:50

. There is a time

23:52

, it's all about timing , it's

23:54

all about timing Same thing as real estate

23:56

. There are certain markets that you

23:58

might have invested in years ago , and

24:00

there's certain markets today that are your

24:03

favorites , because now is the right time .

24:05

Yeah .

24:06

It's the same thing in franchising

24:08

. Subway might not be the right brand

24:10

to get into today , but back

24:12

in the day I know plenty of people that did really

24:15

well with Subway .

24:16

Yeah , I know two people that owned Subway

24:18

franchises that actually said they

24:21

had to work at the franchise like X-Bund

24:23

and Ours and someone went on the way . When it kind

24:25

of lightened up on that , they got into investing

24:27

and kept their franchises . I have many

24:30

people that own some of the different

24:32

franchises . But you know , with all the AI

24:34

and all the technology , I

24:36

feel like there's going to be like this whole plethora

24:39

of new franchises

24:42

that we don't even know exist

24:44

yet .

24:45

Yeah , I have an amazing 3D

24:47

printing franchise where

24:50

they just started off making

24:52

figurines . You know how

24:55

kids , when it comes to

24:58

elementary school graduation pictures

25:01

or high school whatever Same thing with

25:03

Little League Baseball you always want to take pictures

25:05

of your kids . They make these figurines

25:08

that are seven and nine inches tall a

25:10

couple of hundred bucks , but they're

25:13

keepable . It's not going to be just a picture

25:16

, it's amazing . You go to festivals

25:18

and it's a fun little franchise . All

25:21

you do is scan

25:23

the people at the event and then they'll

25:25

mail your figurine . Oh my gosh

25:27

, it's an easy , fun franchise

25:32

. One of their first franchisees is

25:34

like I'll figure out how to do this

25:36

myself . Then , a couple of months later

25:38

, he went right back and said I'll buy the

25:40

franchise . I'm not going to figure this out .

25:43

Yeah , there's a lot of competition

25:45

in all businesses Restaurants

25:47

, food test control , hvac

25:50

there's a lot of competition and everything . I'm

25:52

not always tell people . I'm like if

25:55

someone wants to work with me , I might listen . You're

25:57

going to learn from mentors or mistakes , and

26:00

mentors are actually cheaper

26:02

. Find someone that's already . The wheel's

26:04

invented . The real estate investing wheel has

26:07

been invented for a kajillion

26:09

years . You don't need to reinvent the

26:11

wheel . You need to find someone that can show

26:13

you how to get your wheel rolling

26:16

in the shortest amount of time . The

26:18

same thing with a franchise . The wheel

26:20

is invented . If you want to open

26:22

a wing restaurant

26:24

, the chances of you doing it

26:27

and being more successful with a wingstop

26:29

versus a mom and pop I

26:31

feel like the franchise is going to help you be

26:34

more successful because , at the end of the day

26:36

, when markets go and things slow

26:38

down and people cut back on stuff , some

26:40

of the franchises are the things that

26:42

rise up out of the ashes .

26:44

And you , boy , you're so smart in saying

26:46

that because during the pandemic , if we weren't

26:48

sure how resilient franchises

26:51

are , we saw it through the pandemic because other

26:54

than big box restaurants that

26:56

had no business during the pandemic

26:58

, and salons or some

27:00

fitness concepts that had closed because

27:02

they weren't deemed essential

27:04

, the majority of franchises

27:07

did incredibly well through

27:09

the pandemic . You're talking

27:11

very recession

27:13

, resistant , pandemic , resistant businesses

27:16

, whether it's home services or business services

27:19

. So , but

27:21

you nailed it also with AI and things

27:23

like that . I have a couple of really

27:25

big tech friends and they told

27:27

me , man , franchising you're safe , because

27:30

the amount of

27:33

technology that'll pour into an

27:35

AI , that pours into franchises , but

27:38

in the service based businesses that's

27:41

not going to be . You can't just replace

27:43

all of these service based businesses .

27:45

No .

27:45

The robot's not going to come to your house and do electrical

27:48

or HVAC , or you

27:51

know it still needs to be a person

27:53

.

27:54

I was telling someone actually earlier

27:56

today . I interviewed someone

27:58

earlier and I was like you

28:00

know , the things like replacing

28:03

toilets , fixing air and heat

28:05

and those kind of things , ai can't

28:08

replace that and what you have

28:10

is you have more and

28:12

more like I'm 60 , but how old are you ?

28:14

57 .

28:15

Okay , so I'm 64 . So most people

28:17

are age . We know how to put

28:20

in a toilet or fix a sink or change a tire

28:22

, or you know . I feel like most of

28:24

us were taught those things young

28:26

. But you get a kid today that's like

28:28

25 , they don't even know how

28:30

to change the tire , like they don't even

28:33

know how to , like you know , tighten up the valve

28:35

on the faucet , and so

28:37

any kind of franchise to do with keeping

28:40

up with houses , rentals , cars

28:42

, things like that , I feel like those

28:44

are going to be more in demand because AI can't

28:47

replace that .

28:48

Yeah , absolutely no

28:51

. It is fascinating and there's

28:53

a lot of reports out there on what's happening

28:55

and what's going to continue to happen

28:57

. So , interestingly , I just

28:59

saw a report that quite a few

29:01

grocery stores or supermarkets

29:03

are monitoring

29:06

the self-checkouts a lot more than they did

29:08

before , because they realize how much

29:10

money they're missing , either from people stealing

29:13

or people inadvertently not

29:15

swiping , not , you

29:17

know , scanning certain things , and

29:20

they realize , all right , we need more employees

29:23

. Overlooking this .

29:24

They do . There's some

29:26

kind of me myself recently and

29:29

someone's like just about what I wanted at the

29:31

grocery store and they said it was too infrequent box

29:34

and I was like I need a second opinion . I'm

29:36

going to go to self-checkout and , lo and behold , my

29:38

bill was $55 . That's

29:42

like everything is so expensive

29:44

, you know . I mean I hate

29:46

self-checkout because I always have to call

29:48

and it's a vegetable or something and I can't

29:51

find the number . I was like , oh my God , just someone

29:53

come check me out already . But you know , people

29:55

steal and

29:57

you know and , or they don't swipe right

29:59

, it doesn't get rang up and the sort of losing so

30:02

much money is like . But you don't need to replace

30:04

all the people .

30:06

Yeah Well , and Dwan , you hit on

30:09

something really important too . Franchises

30:12

are because of the amount of money they invest

30:14

in technology . They're always

30:16

faster , yeah . They have better

30:18

follow up . You'll get surveys

30:21

after visits . Yeah , one

30:24

hour . Heating and air conditioning is one of

30:26

my franchises . They replaced

30:28

an AC unit a while ago in my house . They're

30:30

sending me text , notifications and emails

30:33

and you know we have a complimentary

30:35

service who want to follow up , make sure the unit

30:38

was installed right . All these different things

30:40

, typical mom and pop business

30:42

owners . You're not going to get

30:44

that level of attention , sadly . But

30:47

that's why I think when you talk about like grocery stores

30:49

, if I owned a grocery store like my

30:52

grandfather did back in the day , I

30:54

would actually have a store today that

30:56

gives you the best service in the world

30:58

, like a Neiman's , neiman

31:01

Marcus or Nordstrom's or whatever , and

31:04

have the people to service . You

31:06

know , take care of you and not

31:09

do the checkouts , and you'll get all the attention

31:11

. Because I can't stand . I tell

31:13

my wife I said good luck , you go shopping . I'm

31:15

not doing that crap anymore with scanning

31:17

my stuff because I'll be there all day .

31:20

Now all the stores that

31:22

have gotten rid of people and have

31:24

all self checkout, I won't even shop there

31:26

. It's like no , you can't replace

31:29

people with a lot of things . I can

31:32

do a lot of stuff . I can write a blog

31:34

in 30 seconds . Now , I mean

31:36

, there's a lot of things I love about it . If

31:38

I'm going in a store , into a place

31:40

to spend my money , I want someone to

31:42

go . Hey , how are you have a

31:44

nice day ? These are your items and

31:47

I just I want a person . I

31:49

want a person to be in there .

31:52

Absolutely .

31:53

So , but I love technology

31:55

. You said earlier that you used to have a

31:58

Krispy Kreme franchise

32:01

.

32:01

They opened a whole bunch of those .

32:03

We're in Denver , I think . About 10 years ago

32:05

we got our first Krispy Kreme and I

32:07

had already known about them . My husband never

32:09

heard of it . I was like dude , when you eat

32:11

one of these and telling you , you will feel

32:13

like it is a slice of heaven , nice

32:15

hot thing to melt in your mouth , and

32:18

that's one thing Like cotton candy . Oh

32:20

God , whenever I'm in the

32:22

mood for like a donut , I will drive to the Krispy

32:24

Kreme place to get them from there versus

32:26

the store , because they're just like hot

32:28

off the thing . So

32:31

I could never own a franchise

32:33

like that , because I would weigh 5,000

32:35

pounds and I would literally eat up the

32:37

profit .

32:39

My record is 13 .

32:42

Oh , I don't know if I've ever counted

32:44

. I have stopped to pick up a dozen

32:46

and eaten all of them .

32:49

Women don't count . Men of course do .

32:51

It's an ego thing , I

32:53

have eaten a whole dozen on the way home . I

32:56

guess I'll have to get two dozen and see how

32:58

many I'll laugh . I've eaten a whole entire dozen

33:00

driving home . I live an hour from the

33:02

place . We're in the mountains . I have eaten the whole entire

33:04

box on the right home . I'll have to get two

33:06

boxes next time and I'll have to text you and say

33:09

, okay , listen , I literally ate 22

33:11

Krispy Kremes . Help me .

33:13

I want a picture of the empty box .

33:15

Oh my God , All right . So

33:17

let's jump off some topics here for a minute . So

33:20

tell me what's your favorite band of all time ?

33:23

Journey , oh Love Journey

33:25

. Don't Stop Believing .

33:28

Man Tyler Steven .

33:31

Stephen Tyler .

33:33

Perry .

33:34

Journey . Oh Perry , oh my

33:36

God . I said Stephen Tyler Wrong

33:38

band Stephen .

33:40

I said I was like Stephen wait hold on , hold on .

33:43

He has a voice is unbelievable

33:45

. Unbelievable .

33:47

Like it's one of the most unique voices

33:49

. There is no doubt , when

33:51

you're listening to Journey , who it is .

33:54

Yep , when he's saying open arms

33:56

. That was one of my favorite songs and that's

33:58

his Really is .

34:00

And I love Stephen Tyler too for that Stephen . Tyler

34:02

has that one of his voices too . It's

34:04

like that whole era was like music

34:07

was so amazing . What's your favorite food

34:09

?

34:11

Favorite food , Pizza . Okay

34:14

, go on Absolutely pizza Coming from New York pizza

34:16

.

34:17

Oh yeah , you guys have the best pizza

34:19

in New York .

34:20

But I live in Vegas and there's a lot of really

34:23

good New York style pizza places

34:25

here that I like All from New York , of

34:27

course .

34:28

Well Vegas . You live in Vegas now .

34:30

I live in Vegas .

34:31

Yeah , vegas , I'm telling you , though . There's

34:33

so much good food in Vegas .

34:35

Yeah .

34:36

You can find something good to eat and something interesting

34:38

to do and find a show and find something beautiful

34:40

. Like you are not looking .

34:42

What's your ?

34:43

favorite part of the day ? You have a busy day . You're

34:45

franchising and doing yourself . What's your favorite

34:47

part of the day ?

34:48

I love the morning . I'm a workout junkie

34:51

, so even if I didn't sleep

34:53

well , the first thing I'm doing is having my coffee

34:55

and running to the gym . Nice

34:57

, I got to get my one sweat a day

34:59

, and think it was Matthew McConaughey that

35:01

used to say that I got to get one sweat

35:04

in a day .

35:05

All right , all right , all right .

35:07

That's it All right , all

35:09

right all right , I love Matthew McConaughey

35:12

.

35:12

He is just , he's all

35:14

kinds of adorable .

35:16

He's just a good old boy .

35:17

Yeah he is . He's just a good boy from Texas . He's

35:19

got good values . He's , like you know , good

35:22

family guy . It's like I don't know

35:24

why we can't have more people around like that . So

35:27

people that want to reach

35:29

out to you , they would go to landsgrallygcom

35:33

. They will find one all over

35:35

the place .

35:37

LinkedIn , facebook landsgrallyg

35:39

everywhere .

35:40

All the places . So someone can come to you and

35:42

say I have no experience

35:44

, I have money , help

35:46

me find something good for me , and they

35:49

could come out and you could help them

35:51

choose a winning franchise

35:53

100% .

35:55

And the best part , too , is I get people

35:57

that don't even have much money now , just

35:59

want to lay the foundation , and sometimes

36:02

, down the road , I get that phone call or I'll

36:04

follow up with them . So

36:06

I help plenty of people for

36:08

free , doesn't matter if it goes anywhere

36:10

. This is what I do for fun . I truly

36:13

love helping people and

36:15

it's you know what Don . It's not

36:17

people that wake up in the morning and say I want

36:20

to franchise . It's people that wake up in the morning

36:22

and say I need my own business

36:24

. Yeah , a lot of people

36:26

don't think of franchising at all , so

36:29

I'm looking for people in general that

36:31

just want their own business and maybe they

36:34

just need to consider franchising . I have

36:36

non franchises as well , but

36:39

mostly franchise .

36:40

And if a person like me comes along and says you know

36:42

what , lance , I got a lot

36:44

of money . I don't want to work

36:46

really in a store , but I've got a

36:48

couple million dollars to invest , hook

36:51

me up . You can do that as well .

36:53

I do . I actually have several

36:56

amazing absentee opportunities

36:58

Not just a laundromat

37:01

type thing or car wash or something

37:04

you know some really , really good opportunities

37:06

where the franchisor

37:09

will actually manage the business

37:11

for you , you know , for a fee

37:13

. And there are some , a lot of investors

37:15

that jump into those things because at

37:18

any point you want to take the steering wheel back

37:20

and say I'm now running this thing

37:22

six months later , two years

37:24

later . Yeah , you have a relative you want

37:26

to put in place . You take it back , you control

37:29

it again .

37:30

Yeah , yeah , yeah , you know what I'm

37:32

saying . We bought a bunch of buildings in

37:34

this little town called Clinton , Iowa , and

37:37

one of the things I've noticed in a lot of small

37:39

towns is they're putting in these

37:41

giant car washes . And

37:43

I remember watching this one be built . I mean

37:45

that's going to be so nice and it was all done . It's

37:47

like people . It's like when I was in high

37:49

school . You get out and you wash your own car

37:52

and you vacuum your own car and I was

37:54

like who would rather

37:56

do that ? Who doesn't want to just drive through

37:58

? and get out and be done . And

38:01

I , but they're . Those are popping up

38:03

especially around here . All over the place

38:05

Everybody's wanting to go back to like doing it themselves

38:08

. I'm like dude , listen , I've washed a

38:10

million cars in my all

38:12

the way and now I'm in my sixties

38:14

. I want to pull up , have everything done

38:16

. I want to go get my nails done , eat lunch and come back

38:18

and get my car .

38:19

I want nothing to do with the rest of that , but those

38:22

things sound just like my wife the way you

38:24

describe that , including

38:26

nails and lunch .

38:28

I do , I get . I take my car wash to a

38:30

bear's car wash . I don't know if it's a franchise , it's

38:32

in Denver , but in that same plaza

38:35

is a nail salon in two restaurants . So

38:37

I'm like , here's my car , we'll go over to the

38:39

nails , eat and have a glass of wine come back

38:41

and it's like it's all good . But I see

38:43

I see things popping up that

38:45

I recognize are new franchises . We

38:48

travel a lot around the country and

38:50

it's like it's always good to see new

38:53

, new things , new franchises , new ideas

38:55

, and there's always room

38:57

for something for everybody .

39:00

Yes , there is something . There's 100%

39:02

something for everybody , and that's why I tell people you

39:05

got a few bucks , come you

39:08

know , reach out to me and let's schedule

39:10

a call . Pretty easy I love it .

39:12

I love it . Okay , so first I want

39:14

to thank you for being on my show today .

39:16

My pleasure and the listing .

39:18

Lance is the guy . Oh

39:20

listen , I'm going to be in Vegas

39:22

this summer , so I'm going to text you

39:24

and we'll . We'll have lunch or dinner

39:27

, or Love it . Pizza . We'll have

39:29

pizza . I'm going to listen to

39:31

. Jordan Love it . Yes , yes , something , anything

39:33

. So I always try to stay in touch with everybody

39:36

. So for all of you listening

39:39

again , you find Lance on LinkedIn

39:41

, instagram , all those different places

39:43

. If you're thinking like I want to have a business

39:46

and I don't know about real estate , I don't know

39:48

. Listen , franchises are a great

39:50

option . It's a done for you system

39:52

. It is done for you , and

39:55

I feel like most franchises

39:58

only fail if the owner just doesn't put any

40:00

effort into it .

40:01

You get it . That's a

40:03

lot of the time .

40:04

A lot of the time .

40:05

you're right , Dwan . That's it Got

40:07

to put in the word .

40:08

That's going to be successful . So if

40:11

you like today's podcast , I want

40:13

you to leave a five star review

40:15

. Five star reviews are important to me . Also

40:18

to subscribe . Also , what's

40:20

the name of your podcast ?

40:22

My podcast is Ion Franchising

40:24

E-Y-E On Franchising .

40:27

Okay , ion Franchising , go over

40:29

there , listen to his podcast . It's

40:31

great . I don't know if I'll be a guest on

40:33

it , but I still highly recommend it

40:35

.

40:37

I love it .

40:38

And I'm going to have to come up with something

40:40

to be able to earn my spot as the guest over

40:42

there . But go to

40:44

Dwanderfulcom

40:47

or TikTok , facebook , instagram

40:49

, youtube , all

40:51

the places it's Dwanderful . So

40:54

, lance , the last thing I'd like to have my

40:56

awesome guest is I'd like you

40:58

to leave us with a parting word of

41:00

wisdom , but just actually a single

41:02

word , like a word .

41:05

That's easy for me Start . I

41:08

see people all the time stuck

41:10

, so whatever it is

41:12

you wanted to do , if it's losing weight , investing

41:15

, start doing something . Don't

41:18

talk about it anymore . Start . And if

41:20

it's a business , start by reaching

41:22

out to me .

41:23

Yep , amen . So I

41:25

love that and I love what that means

41:27

to you , because a lot of times I

41:29

always like to ask people like okay , so start

41:31

. What does that mean to you ? So you just said it Start

41:34

, reach out , do whatever it is . You do the thing

41:36

. I have met hundreds

41:39

and hundreds of thousands of people , thousands

41:41

of people , at real estate seminars . They're

41:43

like well , I'm working on my website

41:45

, I'm working on my business card , I'm

41:48

getting my LLC and like , a year later

41:50

, they have done nothing . Yes , it's

41:54

like if you started when

41:56

we met , you would already have something

41:58

happening , and same for you . If you

42:00

guys are thinking about something that

42:02

might be a safer investment and then just

42:04

getting out there and winging it in real estate , something

42:07

a little safer or something tried and true , start

42:09

.

42:10

Yep , my friend's

42:12

old expression that I love is done

42:14

beats perfect .

42:18

Yes , get it done . I love that Get

42:20

it done . I like

42:22

that , though . Done beats perfect . People don't have

42:24

to . You don't have to know every single thing

42:26

. You don't have to have all your ducks in a row , you

42:29

just have to start , that's it . If

42:31

people would just start , people

42:34

would be a lot happier in the world .

42:36

Absolutely .

42:38

So I love your heart , I love your spirit

42:40

. I haven't really enjoyed getting to know you today

42:42

.

42:43

Likewise .

42:44

I love to have some pizza

42:46

. I'm having a lot of Vegas and I

42:48

can't wait to meet people

42:50

and hang out , and I know you all

42:52

had loved it today . So your word of

42:54

the week is whatever the word is

42:56

, I ask everyone for a week to focus

42:58

on that . So your word of the week is start

43:01

. So if you've been thinking about real estate investing

43:03

for the last two years , start . You've

43:05

been thinking about franchising , start like right

43:08

, here are two people willing to bend over

43:10

backwards to help you , but you just have

43:12

to take the first step .

43:14

Love it .

43:15

That's it , all right . Everyone will be back next

43:17

week , same bat time , same bat channel

43:19

, and remember that the truth is

43:21

in the red letters . All

43:24

right , lance ? Thank you so much . Ciao

43:26

, everybody , until next time .

43:28

Thank you .