Franchise Friday - Episode #200 with Adam Peterson, Franchise Sales Director with Ori’Zaba Scratch Mexican Grill

Melissa Pang Speaks with Adam Peterson the Franchise Sales Director with Ori’Zaba Scratch Mexican Grill

In this episode, we meet Adam Peterson the Franchise Sales Director with Ori’Zaba.  He and Melissa Pang review the opportunity and why this franchise might be right for you.
Ori’Zaba’s serve the freshest, all scratch Mexican food around. Whether you are looking for a homemade quick lunch or need your business party catered, they provide top quality service and food. You can check them out at www.zabas.com. #HechoFresco #MadeFresh

https://futureoffranchising.com/podcast/adam-peterson-the-entrepreneurs-source/

According to Adam…

“You do not need to have restaurant experience?  Our latest owner was a CFO at a large hospital chain. An executive with a business mind in general. But the thing overall that resonated with him is that we’re expanding. We’ve added new franchise owners, specifically in Texas to where we are growing in Houston and Dallas and now San Antonio. So, the market demographics really jumped off the map for us there.

But I think the opportunity itself really resonated with him because we are still small.  We are growing, we are expanding across the country. And now it’s really the perfect time for somebody who’s willing to kind of take a little bit of a risk, you know, with a young brand, but also at the same time, the upside is far greater with something like this where we’re not fully saturated in a lot of markets. So, these early adopters that come into a system like this early on, I think really have an opportunity to build a fantastic business and that it was important for him to have something where his older age kids can get involved in the business and really learn the ins and outs of entrepreneurship and that kind of thing, too.”

Melissa says…

“It’s a brand that’s so family oriented, you want to bring on families, you want people to kind of like pass it down from generation to generation. Within franchising, we know that there’s a lot of different things you can bring in your family, you can build wealth, you can do these different things. And it doesn’t just have to be these massive, like Empire Builder, franchisees who already are in the system. And what the coaches do is introducing people who didn’t think about franchising before and showing them like, Listen, you can have all these things you can bring your family, and there’s great cultures, these brands have people attached to them that love the people that they’re working with I just love drawing attention to the fact franchising is not this big, bad, scary thing. It’s this amazing opportunity for people”

About Franchise Friday

Our mission is to help individuals explore self-sufficiency as an alternative career. We help them define their Income, Lifestyle, Wealth, and Equity goals and provide education on the best ways to achieve them. We don’t sell franchises – we help people achieve their dreams of self-sufficiency through business ownership. The approach is different, the experience is different. And it works.

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More About our Guest, Adam Peterson with Ori’ Zaba’s Scratch Mexican Grill Franchise Sales Director

Why Ori’Zaba’s? In the world of fast food, consumers have grown weary

Franchise Friday, where you can watch or listen as we explore franchising, entrepreneurship, and small business ownership, speaking with the franchise industry thought leaders and subject matter experts that shape the Future Of Franchising. #FranchiseFriday – For more about our podcast, visit our website: https://futureoffranchising.com/ Produced by Franchise Source Brands International and The Entrepreneur’s Source.

Transcript

Unknown: 0:00

Hello, welcome to Adam Peterson with Ori Zaba is very excited to speak with you today. How are you? I'm good. How are you, Melissa? I'm doing well, I can't complain. I'm excited to talk to you. So, today we're gonna talk a little bit about yet a recent placement with one of the TS clients and through one of our TS coaches, which is very exciting. But before we jump into that, I just wanted to just get your background a little bit on how did you get into franchising? How did you find Arizal buzz and get into this whole side of things? So yeah, the floor is yours. Tell us a little bit about yourself. All right. Yeah. Well, good question. I've been in franchising for quite a while now. And going on probably 1213 years or so worked with a number of different brands that kind of cut my teeth and franchising with a company called Novus, which is an auto glass repair and replacement industry. And that was kind of my first foray into franchise development. From there. I went to work for a salon concept for a couple of years did a stint with Molly maids for a little while. And I've been with a handful of different brands, more recently, now with already sabas, kind of the five years prior to me joining this organization, I left franchising and kind of went into the financial sector for a little while. Yeah, had a good run, but always really wanted to get back into franchising. That was, that's always been my passion is selling franchises working with prospective franchise owners, you know, I happen to find an opportunity with a small brand called Oreos office, which was based out of Las Vegas, Nevada, and only had four locations, were really trying to figure out how they were going to approach franchising. And we're looking for somebody that had some background and experience in franchise development that could kind of help you know, set things up and and set them on the right track. So So I took the opportunity. And it's been really one of the best decisions, I think, that I've ever made. Because this brand, I think, really has a lot of potential, the fast casual Mexican space, which obviously is led by, you know, the big dogs like Chipotle and Cordoba and, and some others, you know, we do things a little bit differently, we've got some different menu items that you're not going to find at those other places, a lot of vegan vegetarian options, but everything's fresh, everything's made fresh that morning. That's why we have the word scratch in our name, scratch kitchens, you know, no freezers, nothing's ever frozen, very good quality food. And I like you know, everyone that I've kind of invited to come out for discovery day or anything else really falls in love with the food almost immediately. It's such a great brand. And I think we really have an opportunity to take this thing and and blow it up nationwide. And so far, we're, we're on the right track. So I love hearing that. And also just, you know, in that space, like you said, there's a lot of interest, but you see these really big name brands and ICR is offices, like it's that boutique, kind of, I don't know, like that local, like that's what people are looking for, like everyone's looking at the craft breweries, everyone's looking at these little like, you know, kind of really come that special, unique feel. And so I feel like all Rizal buzz, you get that. And it's in that space, and still that like kind of investment level and all that. So which Yeah, I agree with that. I think, you know, there's a lot to be said about, I guess, using that word boutique, or I guess I'm not really sure what the right word for it is. But you know, having that that local kind of feel and flavor like we were born, you know, with in Las Vegas with the idea that we're going to bring the flavors from this mount or he's on his region of Mexico into our restaurants. And so that flavor profile, the sauces, the spices, the marinade, the seasonings, the sauces, everything that we do is kind of derived from that area of Mexico. So so we have this kind of authentic quality behind us, there really is something that comes through in the flavors of the food, you know, when you're talking about a company like us that is sort of in that unique, boutique kind of space. But you know, we're trying to make sure that we can do this the right way and roll these restaurants out so that we don't lose that as we continue to grow and expand across the country. And you guys are in a really exciting spot of growth. Because again, you and you started in Las Vegas, which is like this amazing food capital. Like there's a lot of great restaurants. And so the fact that you guys can start there with the four restaurants be really successful, get through a pandemic, and that and then switch also we can talk about and then now you're looking to really grow. I feel like that's a really exciting story to tell. Yeah, we actually started offering franchises during the pandemic, you know, that was really kind of right before I started was beginning of the year and 2020 A few weeks after I first started that everything's kind of started shutting down and you know, I was in Las Vegas when they cancelled March Madness, what's going on, you know, there's this kind of mass exodus, you know, Leaving Las Vegas at that during that week in March and so everything kind of started hitting the fan at that point. You know, I was I was a little concerned with, you know, the state of restaurants and you know, closing and how that was going to affect things but we have a really strong team, small team, but very cohesive and a lot of experience with everybody, you know, that works on this team on the corporate side. And, you know, we were able to weather the storm and really, you know, launch our franchise development efforts and have some success and sell our first couple of franchises. That year, you know, we finally got those guys open, you know, now and, you know, we've we've sold a handful of deals, multi unit deals, and single unit deals to a few other incoming franchisees. And so like I said, now we're kind of on that path to, to getting to that tipping point where, you know, we can start seeing some some exponential growth and some rapid that's exciting. And also just kudos to the team for taking the resolve as the unit, the whole system through the past two years, which has just been crazy. Now we see Yeah, room for growth, exponential momentum, all those all those good things on that, no, I want to talk a little bit about the clients that came through TTS and are now franchisees, the one of the newest of orizon buzz, maybe you can just start with looking at their background, like kind of where they were coming from and what you saw, kind of transpire as they started to work with you. I'll learn about orizon was like, Where were they? And then as they kind of went through your franchise development process, we like to call it an experience, you know, as they went through that, did you see any shifts do like what what did you see that got them to the point where they're, like, you know, what I'm moving forward with? Or he's all buzz, and I'm not just going to do what I want to do three? What was that kind of journey for them? That you? Yeah, this is this is a unique one, I'll say, Melissa, because this candidate in particular, used to live in Las Vegas for about four years with his family. So he had been a customer at already sabas at one of our original locations, time and time again for you know, that four year period and, and really liked the food. Now I'll say this, we were branded in Las Vegas as Zappos before we kind of rebranded into Oriza. So you know, he was presented from his coach with obviously a couple of different opportunities and a couple of different brands. One of those being already Zappos, he said that, that sounds familiar, or he's up as it sounds, like Saba is where I used to go to in Vegas, now he's living in San Antonio. And, sure enough, it was the same brand and he's like, I'm very interested, I love the food there. So it's always nice to have a fan of our food that I get to talk to you or somebody that's been to Vegas and, and has been to our restaurants and that kind of thing. So, so it was kind of a unique starting point, you know, with him in particular, where he, he was already such a big fan of our food and, and knew how good the quality was, and that type of thing. So we got off on a good foot. And, you know, obviously, I got him back out to his old stomping grounds in Las Vegas for a discovery day. And he tried some of his old favorites. But you know, we got him to try some new things. And he just he loved everything that he tried, just like everybody does, when they come out and visit us for a discovery day. And long story short, that process just kind of built from there. And you know, he ended up committing to opening three units in San Antonio, and we're getting that project started and going through the site selection process with him right now. That's awesome. That's like some the meeting of the worlds and like just what are the chances is like it was meant to be and with him like so I know, a lot of times when we're looking at emerging brands, brands that are, you know, kind of just starting out a lot of times you're looking for like those early adopters, someone who's going to come in and say, oh my gosh, I'm so excited that this brand, actually there is so much open space and there is so much that I get to to accomplish and work with the team closely and get in right at the beginning. Was that something the client had an also, did he have any restaurant experience? Like? What was kind of his mindset around all of that no restaurant experience. He was a CFO at a large hospital chain. So you know, his, obviously an executive past and, you know, a great, you know, business mind in general. But the thing overall that resonated with him is you know, we're expanding. We've added new franchise owners, specifically in Texas to where we are growing in Houston and Dallas and now San Antonio. So the market demographics really jumped off the map for us there. You know, we've got a lot of great prospective customers and our ideal type of customer certainly exists in Texas. They can the Tex Mex, you know, just Mexican food in general is certainly big in Texas. So So I think the clientele is there. I think that resonated. But I think the opportunity itself really resonated with him to write the fact that we are still small, but we have some legs to us. We are growing, we are expanding across the country. And now it's really the perfect time for somebody who's willing to kind of take a little bit of a risk, you know, with a young brand, but also at the same time, the upside is far greater with something like this to where, you know, we're not fully saturated in a lot of markets. So, you know, these early adopters that come into a system like this early on, I think really have an opportunity to build a A fantastic business and you know something that it was important for him to have something where his older, you know, high school, going into college age kids can get involved in the business and, you know, really learn the ins and outs of entrepreneurship and that kind of thing, too. So there were a lot of little aspects, I think that really kind of came together with this deal. In particular, I love hearing about that. And that just goes back to I, and I'm sure you hear about it with like, a lot. You see it with a lot of your other franchise owners, maybe candidates, but it is funny how like, there's different things that resonate with different people about the exact same brand we talk about like income, lifestyle, wealth, equity, that's kind of how the coach sets it up with the client, like, what are your goals around income, lifestyle, wealth, and equity, and I love that you brought up he has kids, and he wants them to kind of be a part of entrepreneurship part of the business. And I love that and it's like, okay, or his office is the vehicle that's gonna help, like, allows kids to kind of get into restaurants, I think, you know, they provide that kind of an environment to right, where, you know, we we have this sort of family environment with our stores in Las Vegas, where, you know, a lot of the people working in those restaurants have been there for a number of years, and we have this family atmosphere already. And so I think that resonates when people come out to visit us. And they see that in our restaurants, and they see that, you know, our corporate team all the way down to, you know, the frontline workers in our restaurants, you know, we know everybody by name, you know, there is just this kind of, again, family atmosphere that exists there. And so I think somebody that's looking for a business opportunity that where they can get their family involved, whether it's kids or a spouse or brothers, sisters, whoever it is, we can provide that type of business opportunity for them. I love highlighting that as well. Because I think too, and this is just in general, like I've been in franchising for about half the time you have like around six years. And so I came into it just thinking, okay, franchising is like these big restaurants, the ones that you see on every street corner, like it's this, you know, kind of big name, you might think, a little bit corporate, like all these different things. And then I love you mentioning that with this, it's the culture. It's a brand that's like, so family oriented, you want to bring on families, you want people to kind of like pass it down from generation to generation. And I think that's something that's like a massive myth. And this is why I like I mean, within franchising, we know that, you know, like, there's a lot of different things you can bring in your family, you can build wealth, you can do these different things. And it doesn't just have to be these massive, like Empire Builder, franchisees who already are in the system, you know, it's like, people can come in, and I don't think people realize that, which is why I love kind of like what you're doing. And what the coaches do is introducing people who didn't think about franchising before and showing them like, Listen, you can have all these things you can bring your family, and there's great cultures, this brands have people attached to them that love the people that they're working with. So I don't know if you want to speak to that on any level of what you see with other candidates or like, as you've kind of gone through your franchising journey, what you've seen, but I just love drawing attention to the fact that franchising is not this big, bad, scary thing. It's this amazing opportunity for people that I just think people are not have no idea it really is. And I think, you know, it's different for everybody, right? I mean, every candidate that I talked to, it's, they're looking for something maybe a little bit different in a business opportunity, you know, maybe it is get family involved, maybe it's to build, you know, more of a passive income stream, where they can get multiple locations up and running in our manager run business model where they don't have to be in there on a daily basis, you know, kind of operating things at the restaurant level. And so there's a lot of different things I think that people are looking for. But when you can combine multiple things like the ability to build wealth and equity in a business, maybe build a passive income stream where you don't have to be in there on a daily basis, but something where you can also get your older kids involved or family members involved. And so I think there's a lot of different things that people are looking for. And I think when we can bring all those things into one offering and one business model, like we are are able to do here at or he's Avaaz, I think that really resonates with a lot of people. Absolutely. And also to, I think, and we'll get into this as well, you know, collaborating with the coach to kind of keep the client going through the different steps as well to help them understand what the different pieces are. I think a lot of times people might go into he loved or Zorbas and loved the flavors and what worries was is the food, but woody have looked at closely like the business model, and what it can do and what you've actually understood, like, this is something that I can bring my kids into, and I can build generational wealth, and things like that without you without the coach, maybe maybe not. So anyways, if you want to speak to maybe working with the coach and how you kind of got the client, and maybe he was just super excited and said love the food. I'm a raving fan. I'm excited to move through this. You know, just speaking a little bit about the collaboration with the coach, how do you move the client through that to help them understand you know, he can do all these different things with this business model with or he's always Yeah, you know, and I'm getting leads from a lot of different sources, right, some of those are not leads that are working with a coach, right that they have that resource behind them to help them kind of guide through this process. And for me, I love working with candidates that I get from TTS coaches, because they have that person kind of whispering in their ear and guiding them along saying, you know, not even telling them but asking them questions about what they're looking for, and you know, what they're trying to build to. And I think the thing is, whether it go Forbes or is IBAS or not, that does the job that does the trick, right? Because I don't necessarily want to work with candidates that you know, this is not the right fit for either. So if this is not the right fit, I can also sniff that out with the coach during this process as well. So there's a lot of good aspects, I think of working with a TS coach in particular, that did seem to set their their candidates up so well for this process, and really drive into you know, exactly what they're looking for, and then find within, you know, the the plethora of possibilities, you know, that they have at their disposal of different brands, they can introduce that candidate, you know, I think it really, they can dwindle it down pretty quickly into this is what my candidate is looking for, you know, this is what they want. And then, you know, when I start working with them, obviously, we go through that discovery process. And ultimately, you know, if it works out well, like it did here with this candidate and San Antonio, great, but conversely, if it's, you know, if they want to go down a different path with a different brand that suits them more great, because, you know, that could have maybe caused problems later on, if they if their heart really wasn't into it. And, and this wasn't the right fit for them, too. So I think, you know, both sides of that equation are very helpful. And one of the many reasons why I love working with you. Yes, well, I obviously love hearing that. But also just, I think your approach in again, in franchising, just in general, I think a lot of times brands, different concepts, think, Okay, I just want to bring in as many people as I can, like, build up the brand. So you get these franchisees and then later down the road, like to your point, they're like, oh, I don't actually know that this was the right person, they did have the money and they signed the agreement. And they were really excited in the beginning. But I don't know that we actually set them up for success. And I think to your like, love your take on it as well of Listen, even if they don't move forward with or sabas number one, at least only know about it. So now you have another you have another fan. And then number two, that if it wasn't the right fit, I don't want to like you don't want that to be hurtful to or is obvious in the future or to a franchisee down the road. One of the biggest lessons I've learned in franchising over the years is that you don't want to force you know, those deals through and I've been in situations where, you know, we take on anyone and everyone that can come up with the money and move forward. And I've seen the drama and the issues that you know, that can cause within a franchise organization. And so I think having that experience, and bringing that experience to a younger brand that is looking to grow and expand across the country, you know, hopefully is something that's going to resonate with the candidates as well. And that they're going to see that, you know, we really are building a family environment here from like I said before, from our CEO all the way on down to our franchisees and their employees, you know, we want to know, get to know everybody, we're going to, you know, have their their managers go through a six week training program in Las Vegas, where they're going to get to know our staff extremely well, then we're going to have staff go out and help them train the rest of their employees prior to grand opening on site in their local area. So we get to know these people very well and, and we get very close to them, our teams get very close to them. And so we really do just have this kind of obsessive word over and over again already. But is this family atmosphere that we really do have with the brand? And so I think it has to be a good cultural fit as well. I think that's that's just a really big part of this process. I think there's a lot of talk out there like Yeah, exactly, you know, bring the people in, just sell your brand, just get the territories out. And it's like, you know what, it's a long term investment on both sides. Like you're in this you're talking about family like it is and we talked about franchising is like a marriage, like it's his 10 year long thing, and you want them to become raving fans of it, you want them to live down the road be great validators, you know, these franchises can join your system be like I love or xaba is, here's why you should join, like, you know, like, and that just and that's where we're talking about 10x growth is now you have all these ambassadors for the brand, which you wouldn't have had if you were just like, all willy nilly just bringing people in. So that's what I'm like, Wow, I love for any emerging brand, if they could just take that little piece, like just be patient, I think too, is part of it. Again, I can tell you all the horror stories of you know, forcing it through and quote unquote, selling somebody instead of allowing them to make the decision of you know, joining the brand, you know, when you sell them and it kind of forced the action. I think it certainly create more problems than it can solve you know, when you take that approach. So yeah, I'm a big believer in franchise model. I say this to every candidate that I ever worked with. The only way that we make money is if you make money, right so this is a true partnership and We want to be a true partnership, we want you to really love the brand, we want you to be in this for the long haul. It's a tenure, renewable agreement. So we could be together for the next, you know, 1020 3040 years. Who knows? Right. So it is a long term relationship. And I think everyone has to look at it that way and understand the ramifications of you know, making a bad decision up front. So, so we go through a pretty strict, you know, process of qualifying our prospective franchise owners and, and having our entire team kind of come together, you know, really to, to validate and approve them. Speaking of validation, I mean, I think that's one of the other keys in franchise development. I mean, I couldn't sell franchises, if we had a bunch of people that, you know, felt negatively, a bunch of franchisees, I should say, that felt negatively about the brand and didn't say good things about us. So, you know, having those validators that are happy with the business, whether they're making tons and tons of money hand over fist, or they just love the business, and they're, you know, they're making good money they're getting by, and they love what they do, that also resonates and comes through as well too, right. So it's kind of all the above, and we we want everybody to make money and have a very successful business. But we also want people to enjoy what they're doing, and really love the brand and love the idea of hopefully, you know, building multiple units and continuing to help us expand the brand. I feel like you guys have like your the way that you speak about it. And your approach is, again, I appreciate it so much, because I don't think that that is necessarily this, how everyone sees it. And again, with your experience and things like that, yeah, it's just really appreciate that take on it of, you know, you want it to be actually the right fit. We're not just saying that, like it is actually a culture, you know, the it's not just about the financials, it's not just about like, do you have the money? It's also are you were a good fit for us culturally? And do you see yourself here and I think the word that came to mind was like vision, like you guys have a vision for what you want this like system and the origin of this community to look like that's going to attract the right people, as opposed to either dragging people in or like repelling people, because they're just like, and it works both ways to read. I mean, we all know that. It's not necessarily easy to run a restaurant and to make money with restaurants, there's a lot of thoughts and feelings out there of people that I hear, they'll say, I'll never touch, you know, restaurant franchising, or you know, we'll go down that path and you know, maybe they don't really understand it, or it's maybe not the right fit for them. I mean, one or the other, right, and either one is fine. But I think even if you're not making millions and millions of dollars a year, if you really love and enjoy what you do, I think over the last couple of years, you know, through this pandemic, and these other things that we've gone through, I think everybody really has taken a step back and kind of decided, hey, I really need to enjoy what I'm doing. I need to have a sense of purpose I need I need some other things besides just financial, you know, things that are they're gonna motivate me and get me up in the morning to go out and try to love what I do. So they're all playing a factor in the decisions that these guys are making to whether they want to join our brand or not. Absolutely, I and I 100% agree like the past few years, people are looking a lot more closely at business ownership or just like what else is out there other than a job and to your point, other than just this thing that's gonna give me just financial stability. There's all these other pieces to where people are like, Okay, can I create something that's more passive so that I can spend more time with my family. It's like, all these other pieces are coming into play much more on that lifestyle piece. I feel what I love, too, is that a lot of people are probably not going to think, okay, restaurant lifestyle, but like, you know what I mean? Like, I think there's a lot of different misconceptions. And so, yeah, just being able to talk about Yeah, I love hearing the story. Like I said, it's just I think a lot of people are really focused on all the external factors other than money right now. You know, I just I really think that everyone has kind of taken a step back and started to reevaluate what they want out of life. And I love having those conversations with people because it allows me to kind of take them down this path of, you know, well, let's consider all these IBOs let me show you what we're all about. Let me show you let me bring you out to Las Vegas and go through a discovery day and allow you to meet all the team members and or maybe our local franchise owner out there. And most importantly, try the food, right and fall in love with that food because I haven't experienced anybody yet that hasn't fallen in love with the food once they start eating it. So I mean, it is that good. And I know it sounds, you know, hokey for me as a representative of the brand to kind of say that, you know, I was always a big fan of Chipotle and Mo's and just, you know, Mexican food in general. But I'll tell you, I mean, the quality of this food really just, it jumps off the map. I mean, I love watching people's faces and hearing the sounds they make when they try you know, our food for the first time. They're like I even had somebody who was he and his wife are both born and raised in Mexico. Hopefully an incoming franchise owner now, you know, he told me before he came out for discovery day that he's going to be the biggest critic of what I call You know, very authentic Mexican cuisine, which we were touting, he said, You know, I can't stand Chipotle and some of these other brands out there because the it's not authentic Mexican food. And so you keep saying authentic. You said, Well, we cook authentic Mexican food in our house every night for dinner. Right? So I'm going to be a big critic of you. They came out, they loved everything that they ate. I mean, it was it come to work out any better. I mean, it just it the sale just closed itself for me, basically. Right? I mean, the food did that for me. So yeah, food, is that good. I'm like, Okay, please bring it into Connecticut and remain a candidate. That's a work in progress. But um, it's just, I just love like all the pieces coming together. So it's not just like this one thing, and you have all these different stories and like that, and it is in and of itself is great validation right there where you have someone who's like, Listen, I am off that like, authentic. This authentic food is what I do. And then they come to a result and they're like, oh, wow, like, okay, now I know, we're on the right track here. So just how can we get this out to more people? And so again, I think it's like, if you're attracting the right people, you have these people who will become raving fans of the brand, they get excited about not just the model and just like what they can do, but also like the actual the stuff itself. There's like, Oh, my God, I love this to wrap up, is there anything you want that you would leave, let's say with an emerging franchisor that you would tell or to maybe someone who was looking at specifically in Oriza, buzz or just in general about franchising and where we are today, the state of franchising? You know, I think overall, some of the things that I've already kind of touched on, I think, you know, the most important thing for anybody whether you're representative of franchise brand that you're working for, whether you're a prospective franchise owner looking for that right brand, I think it's about connection to the brand I really do. I think more so than you know, a lot of people want to go straight to the item 19 and talk about how much money can I make and or, you know, what is the investment and I think those are all important factors, obviously, I mean, if you don't have the money, you don't have the money to invest in, you know, it's not cheap to build out a restaurant franchise. So so those are important factors. But I think overall, what I really want everyone to focus on is the connection to the brand and the fit with the brand right I want there to be a good fit and I think that's the most important factor above and beyond anything else is are you going to be happy with your decision? Are you going to be happy as a franchise owner of Oreos Alba's or of any other franchise brand out there if you're not going to be happy isn't always obvious franchisee I'm going to tell you to go look at another brand. Look at another opportunity. I don't want you to come into this system and not be a happy franchise owner I want like you said before great validators I want people that I can call up and say hey, how's it going and I want to hear things are great. I love all these outlets. I love owning this business. I love what I'm doing those are the things that we want to to have because we want to create that cohesive family environment where we can continue growing and expanding in a lot of markets across the country and I think we're on a good track to do that. You know, I would say especially to emerging brands I know it's hard I know you want to you know you want to sell franchises I know your owners you know maybe are breathing down your neck saying hey, you know what are we doing let's let's sell some franchises but it really does have to be the right fit and you do have to do it the right way if you want to create a long lasting brand where you are going to have the opportunity to expand into new markets and really grow into a national brand you have to do it the right way otherwise you know disaster could lie ahead Amen Hey guys, if you aren't like listen to this or if you're franchisee I think those are just great things like Can you envision yourself in the as a franchisee? Can you envision yourself in the brand like doing these things loving what you're doing and then as an emerging brand again, like just take time be patient and you will grow if you're doing it the right way and you've set up the foundation and you have that structure but also that like around the structure you have the culture and the people and the things that like give the brand life then and that's what's going to resonate with people then you're going to be okay I appreciate you sharing your your thoughts and your your wisdom with us. All right, thank you Adams. Phenomenal soccer shoe. Thank you so much.