Buying a Franchise? Here's What You Need to Know

How to Nail Your Franchise Confirmation Day: Key Dos and Don’ts

If you’re in the process of buying a franchise, you’ve likely heard about Confirmation Day, also called "C-Day." This is one of the final—and most crucial—steps in your journey to becoming a franchisee. But what exactly is Confirmation Day, and how can you make sure you walk away with approval?

What is Confirmation Day?

Confirmation Day is the final step in your discovery process where you meet face-to-face with the franchisor and their team. It’s not just about learning more about the brand (you’ve already done that), it’s about the franchisor confirming you as a fit for their business.

This day isn’t just about you deciding if the franchise is right for you. It’s about proving to the franchisor that you are the right person to join their team. Think of it as a mutual interview, or as one advisor put it:

"Confirmation Day flips the script. It's no longer about you learning the business. It’s about you showing the franchisor why they should partner with you."

What Should You Expect on Confirmation Day?

In most cases, Confirmation Day involves a mix of business meetings, social interactions, and even some more relaxed events like dinners or networking opportunities with other franchisees. It's an entire day (or sometimes two) spent meeting the franchise’s leadership team, learning the culture, and making your final impressions.

Here are some key things to keep in mind:

Be Prepared: You should already know most of the ins and outs of the franchise by this point. The franchisor expects you to be well-versed in their model. If you're asking basic questions that could’ve been covered in earlier calls, it may come across as unpreparedness.
Engage with Everyone: It’s not just the founder or CEO you need to impress. How you interact with everyone—corporate employees, other franchisees, even the hotel staff—can impact the franchisor’s decision.
Ask Smart Questions: The most prepared candidates ask great questions. These questions should demonstrate your understanding of the business and show that you’re thinking strategically about your role within the franchise.

What Not to Do on Confirmation Day

While many candidates excel on Confirmation Day, there have been some horror stories. Below are a few major no-nos:

Over-Indulging: Whether it’s at dinner or a casual happy hour, it’s essential to keep your consumption in check. As one advisor shared:

“We’ve had clients who indulged a little too much at dinner and let their guard down. It led to sidebar conversations with the franchise, and ultimately, it hurt their chances of approval.”
Showing Up Unprepared: You should not still be poking holes in the franchise model or asking negative questions. Confirmation Day is about finalizing your decision. If you’re still unsure, it's likely a sign you’re not ready.
Getting Political: One client made the mistake of diving into politics during casual conversations. This is never a good idea, especially in a business setting. Keep the conversation neutral and professional. As another advisor added:

"One of my clients started talking about politics during Confirmation Day. It made everyone uncomfortable, and it didn’t end well."
Ignoring Etiquette: Even though Confirmation Day may have social elements, it’s still a business setting. Being late, falling asleep, or acting unprofessionally at any point is a big red flag. Believe it or not, one candidate fell asleep during their one-on-one meeting!

Tips to Stand Out (For the Right Reasons)

If you want to shine on Confirmation Day, here’s how you can do it:

Build a Business Plan: Bring a business plan to present to the franchisor. This shows that you’ve thought deeply about how you’ll operate the franchise and how you’ll add value. Not many candidates go the extra mile, so this is a surefire way to stand out.
Be a Problem Solver: Franchisors want partners who can help them fill gaps, not customers looking to be served. Ask how you can help grow the brand in your market and showcase your strengths.
Be Yourself, But Be Professional: Franchisors want to get to know the real you, but remember, this is a 10-year (or more) business partnership. Keep it professional, friendly, and positive.
Focus on Cultural Fit: Franchisors are looking for candidates who align with their company culture. Show that you’ll represent the brand well in your local market and beyond.

Real Confirmation Day Horror Stories

Sometimes, things can go hilariously wrong. Here are a couple of outrageous stories of what not to do:

Hit on the Founder’s Wife: Yes, you read that right. One franchise hopeful made the fatal mistake of hitting on the founder’s wife during Confirmation Day. Needless to say, that deal was dead on arrival.
Didn’t Check Into Their Hotel: Another candidate failed to check into their hotel room the night before and showed up the next day exhausted, barely making it through the day.
Fell Asleep During Their One-on-One: Believe it or not, one candidate actually dozed off during a one-on-one meeting with the franchisor. Let’s just say it didn’t end well for them.

Final Thoughts: How to Nail Confirmation Day

Confirmation Day is an essential step in your franchise journey. Remember, this is your chance to show the franchisor that you’re not just financially qualified, but also a great cultural fit. Stay professional, be prepared, and engage thoughtfully throughout the day.

If you’re working with a franchise advisor, they’ll help you prepare, making sure you’re ready to shine on Confirmation Day. As one advisor put it:

“We help our clients build out business plans and prepare for Confirmation Day because we want every single one of them to get approved. They’ve put in the work, and it’s our job to make sure they cross that finish line.”

Ready to take the next step? Schedule a 10-minute call with one of our advisors and get expert guidance throughout your franchise journey.