Every year, I review the numbers across our basketball franchise network. What always stands out is this: different results can happen inside the same system.
In 2025, our top-earning franchisee generated $450,000 in revenue. Our lowest earner did $72,000. Same franchise. Same brand. Same support. Same fees.
This article is for anyone researching franchise opportunities and wondering why results vary so much. It’s also for business owners who feel busy, work hard, and still don’t see the return they expected.
I’ll break down the five habits our top-performing franchisee follows every single week—and why those habits matter more than location, luck, or timing.
This article is based on a recent live breakdown by Little Boomers Basketball founder, Emile Koorey.
Watch the Full Breakdown
Lesson 1: Top Franchisees Obsess Over the Customer
The biggest difference I see between high and low performers is customer focus.
Our top franchisee doesn’t just “service” families. They obsess over the experience.
That looks like:
Regular check-ins with parents
Following up on a child’s progress
Handling make-up classes without friction
Fixing small issues fast—usually within 24 hours
Most struggling business owners only contact customers when money is due. That’s a fast way to lose trust.
In a competitive market, people stay where they feel looked after. Customer obsession isn’t soft. It’s a growth strategy.
Lesson 2: Strong Local Area Marketing Wins
Our top earner takes local area marketing seriously.
They don’t rely on one post or one ad. They show up everywhere in their community:
Consistent social media posts
Local ads targeting parents
Banners, posters, and signage
Clear local language in their messaging
The goal of local area marketing isn’t instant sales. It’s staying top of mind.
If parents see your brand repeatedly, you’re the first call when they’re ready. Many people quit marketing too early. The top performers stay consistent.
If you’re researching franchising, this is worth understanding. Marketing isn’t optional. It’s part of the job. This is also why understanding the real costs—like royalties—matters. We’ve covered that in detail in our article on What to Look for in a Franchise (That No One Tells You).
Lesson 3: Speed to Lead Is Non-Negotiable
Speed to lead means how fast you respond when someone shows interest.
Our top franchisee responds within minutes. Sometimes seconds.
Why this matters:
Interest is highest right after an enquiry
Fast replies reduce shopping around
Trust builds immediately
Most business owners wait hours or days. By then, the moment is gone.
Simple systems help:
Auto-reply texts
Clear follow-up rules
Dedicated time for enquiries
This habit alone creates a huge gap between average and top results.
Lesson 4: They Know Their Numbers
Top franchisees know their numbers cold.
They track:
Enrolments
Retention
Churn
Capacity per class
They don’t guess. They use a simple scorecard and update it regularly.
Think of it like a scoreboard in basketball. You always know if you’re winning or losing.
Many business owners avoid numbers because they feel uncomfortable. High performers lean into them. That’s how they make better decisions faster.
Lesson 5: They Hire, Train, and Coach Great People
The final lesson is about people.
Our top earner invests time into:
Hiring the right coaches
Training them properly
Coaching instead of micromanaging
Bad hires don’t just cost money. They damage the customer experience.
Great people free up the owner’s time and protect the brand. Hiring isn’t a chore. It’s leverage.
If you’re considering a basketball franchise or any franchise opportunity, ask yourself this: are you willing to build and lead a team? The most successful owners always are.
Common Mistakes People Make
These are patterns I see often:
Blaming the franchise model instead of habits
Doing marketing inconsistently
Responding slowly to enquiries
Not tracking core numbers
Hiring quickly just to “fill a role”
None of these are system problems. They’re execution problems.
Key Takeaways
Same franchise systems can produce very different results
Customer obsession drives retention and referrals
Local marketing must be consistent
Speed to lead creates real leverage
Numbers tell you what to fix
Great people protect your business
High performers don’t do more things. They do the right things consistently.
FAQ: Common Questions People Ask
Why do results vary so much in the same franchise?
Because execution varies. The system stays the same, but habits change outcomes.
Is $450K profit or revenue?
Revenue. Profit depends on costs, staffing, and structure.
Does location matter more than behaviour?
Location matters, but behaviour matters more. We see strong results in many different areas.
Can these lessons apply outside of a basketball franchise?
Yes. These principles apply to most service-based franchise opportunities.
Is support enough to guarantee results?
Support helps, but it doesn’t replace action. Franchisees still have to execute.
Keen to learn more?
Want to explore whether owning a Little Boomers Basketball franchise could suit you?
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