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While it’s true that brokers can produce new franchisees for a franchisor, you must understand that franchise brokers (like ALL brokers) are working for a commission. So, it’s reasonable to assume that MAKING A SALE is an important motivation in the broker’s life.

That being said, it’s quite possible that some sales might be made in the interests of earning a commission, not in the best interests of BEST FIT between franchisor and franchisee. Many factors besides making a sale must be considered in the equation, and the most important one is whether or not a particular candidate should be a part of the franchise system.

Franchisors and franchisees alike must put the broker’s role in perspective.