March 31, 2026 · Reva Enzminger
What should you actually ask on validation calls?
Talking to current owners is the most useful hour you will spend. Most people waste it.
Validation is the part of the process where you call existing franchise owners and ask what it is really like. Item 20 of the FDD lists their names and numbers. Use it.
Most people ask, Are you happy? Almost everyone says yes. That tells you nothing.
Better questions
How long did it take you to break even, and what did you live on until then?
What did opening really cost compared with Item 7?
What does the franchisor do well, and where do you wish they did more?
How many hours did you work in year one, and how many now?
If you were starting over, would you buy this again? Would you buy it in my market?
Call more than the list they give you
The brand will often suggest a few owners. Talk to them, then pick five more yourself, including someone who sold or closed. Former owners are listed too. They are often the most honest call you will make.
I have walked away from deals after a single validation call. That is the call working.