Instead of a typical seller-buyer relationship, I began working with each franchisee in a collaborative and transparent way from the first call to them opening their business. I turned away prospective franchisees who weren't right for the system, and I was clear about the challenges they could face. The first franchisee who launched with the systems in place was seeing positive cash flow within the first month of operation. Over the next two years, I awarded 223 units to 83 franchisees. But more importantly: They all opened on time and were thriving.