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So you want to become a franchisee? Good idea?

But since it takes time and money to get into franchising, there�s one very important question you have to ask yourself before you tackle this undertaking: Are you qualified to become a franchisee?

The immediate, prideful answer is likely to be "Yes! I�m qualified to become anything I want to be!" That�s a good, positive attitude�but while we�re not impugning you or your abilities, we have to issue this caveat: Being a franchisee isn�t necessarily for everyone. It isn�t the same thing as owning a nonfranchised business, nor is it the same as working for someone else.

A franchisee is a unique hybrid of both boss and employee: You own and run your franchised outlet, but you follow the system and dictates of the franchisor who has (presumably, anyway) perfected the business. In return for the expertise, support and established reputation you receive from the franchisor, you pay a percentage of your sales. In the best case, this is a synergistic, win-win situation.

To be able to maintain the balance necessary to achieve success in this field, it takes a certain type of personality with very specific working traits and temperaments. What you are probably asking now is: What are these traits, and do I have them?

We�ll examine these traits (and also debunk certain myths by showing you which traits mean very little as predictors of success). But first we�re going to test your aptitude to become a franchisee.

TEST YOUR FRANCHISEE APTITUDE

Joe remembers that Don used to say that during franchising�s early days, before regulation helped clean up the acts of dubious franchisors, there were two basic and critical criteria for potential franchisees: the check test and the mirror test. First, did the franchisee�s check clear the bank? And second, if you held a mirror under his nose, did it fog up (meaning the candidate was still breathing)? Furthermore, Don joked, some franchisors didn�t believe the mirror test was that important, just as long as the check cleared!

This story exemplifies how much times have changed. Even if franchisee screening wasn�t that loose and cynical back then, it sure has come a long way since. In fact, in the marketing and sales survey that we will cite extensively here (explained and described later), nearly 90 percent of the franchisor respondents reported having rejected financially qualified franchisee applicants because of lack of other qualifications that were judged to be more important to the long-term well-being of the franchise.

It is of no use to the stable, properly run franchisor to accept a franchisee merely because he or she can come up with the money; a franchise that eventually fails costs the franchisor far more in time, money and reputation than the quick infusion of upfront money is worth. The days of the "check test" may not be history�there will always be unscrupulous operators�but times have changed.

Today, franchisors know what they want when it comes to franchisees. And to help determine who has these traits, a growing number of franchisors have turned to some form of franchisee testing. How do you measure up against the traits these franchisors are looking for?

To help answer this question, we have gathered some solid data. Using survey responses, and with the assistance of a clinical psychologist, we have created the following test to help prospective franchisees compare their traits to those found in many of the most successful franchisees.

ARE YOU SUITED TO BECOME A SUCCESSFUL FRANCHISEE?

(The following test) for potential franchisees was specially prepared with Dr. Harry E. "Bud" Gunn, Ph.D. In addition to writing books and speaking on a variety of psychology-related topics, Dr. Gunn specializes in developing tests to assist various industries and corporations in hiring and evaluating personnel.

To determine your potential for success as a franchisee, answer each question as accurately as you can in terms of your own feelings and experiences, rather than providing the answer that you think a candidate should provide to be a successful franchisee.

Remember, this test is designed to measure your aptitude to be a franchisee, not your worth as a person or your overall business acumen. As we have noted, the life and career of a franchisee is not for everyone, and it is important to find out if it is right for you before investing considerable time and money to explore specific options within franchising.