He Said “Flyer Drops.” Then He Said the Number — and the Room Went Quiet

A franchisee was asked to share his secret. He’d hit 150 enrolments in his second term.

He said two words: “Flyer drops.” People laughed. Everyone’s done flyer drops.

Then he said the number. 10,000. Every term, start and end. For two terms straight.

The room went quiet.

That story sits on top of a real question. Once you buy a franchise, who’s actually responsible for getting customers through the door? Head office, or you?

This is the story behind a recent Courtside Conversations episode by Little Boomers Basketball founder, Emile Koorey.

Watch the Full Episode

The Fear Nobody Says Out Loud

Here’s a scenario. You sign a franchise agreement believing marketing is handled at head office.

A year in, you find out 5% of your revenue is locked into a marketing fund. For life.

How would that feel? Deceived. Blindsided.

Most people never get the marketing split explained clearly before they sign. That gap is where doubt creeps in.

Two Sides of the Whiteboard

Split the marketing job in half.

On one side: local area marketing. Flyers, local sponsorships, a stand at the shopping centre, a billboard in your suburb. That’s the franchisee’s job, not head office’s.

In the Little Boomers Basketball franchise agreement, franchisees commit a minimum of $500 a month to local area marketing. About $6,000 a year. Not a huge number.

On the other side: head office marketing. Facebook, Google, SEO, sometimes national TV or radio. Its job is brand awareness, not filling your specific classes.

Some franchise networks fund this through a marketing fund, a percentage of revenue pooled and audited monthly. Little Boomers Basketball doesn’t run one. There’s a flat 10% royalty instead, and head office decides where it goes.

Head office marketing builds the brand. It doesn’t replace what you do in your own territory.

What 150 Members Actually Proves

Miguel’s result wasn’t luck. It wasn’t a head office campaign landing in Werribee, Victoria.

It was one franchisee doing the thing fully in his control, term after term.

The network average sits around 154 enrolled members per territory. Miguel hit that in his second term, using a channel available to every franchisee from day one.

You don’t need to invent a strategy. You need to pick a proven channel and stick with it.

What Franchisees Learn the Hard Way

Consistency beats intensity. That’s the whole lesson.

Plenty of franchisees start strong. A flyer drop here, a billboard there. A week or two in, results feel slow, so they stop.

The channel wasn’t the problem. They just didn’t give it long enough.

The second lesson: track where your customers come from. One franchisee was running shopping centre stalls, school flyer drops, and a handful of other channels, all at once, with no idea which one worked.

Brisbane found shopping centres worked well. Sydney found the opposite. Every territory behaves differently. Guessing costs more than testing.

Common Mistakes People Make

“Head office will bring me customers”

Head office builds the brand nationally. It won’t fill your specific classes. That’s on you.

“More channels means more customers”

Running five channels at once with no tracking just means you don’t know what’s actually working.

“If it’s not working in week one, it’s not working”

A slow start doesn’t mean the channel’s broken. Most local marketing needs a full term to prove itself.

“What worked for them will work for me”

Every territory behaves differently. Test it in your own area before you commit to it.

“I’ll just estimate the numbers”

Guessing at fees, wages, and profit margins leads to decisions built on the wrong foundation. Use a real calculator.

“I skimmed the agreement, that’s enough”

The marketing clauses are exactly where the surprises hide. Read them properly before you sign.

“Local marketing is optional if the brand’s strong enough”

It’s not optional. It’s the single biggest lever franchisees have over their own revenue.

“Consistent local marketing must be expensive”

A modest, steady spend, like $500 a month, is often all it takes if you actually stick with it.

Key Takeaways

• – Local area marketing is the lever you control, and it drives most of your revenue
• Head office marketing builds the brand. It won’t fill your classes for you
•  Consistency beats intensity, every time
• Track every enrolment back to its source so you know what to repeat
• What works in one territory won’t always work in another
• A modest, consistent local spend, like $500 a month, adds up
• Real numbers beat assumptions. Use an actual profit calculator
• The best advice often comes from a franchisee a term or two ahead of you

FAQ: Common Questions People Ask

Does head office get me customers?

Not directly. Head office builds national brand awareness. Local enrolments come mostly from your own local area marketing.

How much do I need to spend on local marketing myself?

The minimum in the Little Boomers Basketball franchise agreement is $500 a month. Many franchisees do more once they see what’s working.

What if a channel that works for someone else doesn’t work for me?

That’s normal. Territories differ. Track your own results and double down on what actually works in your area.

Is there a hidden marketing fund I need to worry about?

Not with Little Boomers Basketball. There’s a flat 10% royalty instead. Always read the agreement and disclosure document closely with any franchise you’re considering.

Do I need marketing experience to make this work?

No. Miguel’s result came from a simple, repeatable habit, not a marketing background. The pro shop gives franchisees ready-made material to use.

Can I manage this alongside a full-time job and young kids?

Yes. That’s how most franchisees start. The minimum local marketing commitment is designed to fit around work and family, not take over your life.

Keen to Learn More?

Emile breaks this kind of thing down every Friday on his YouTube channel. Good next step if you’re still researching.

You might also find our articles on What Franchise Owners Can and Can’t Control, and The Hidden Drivers of Franchise Performance Nobody Talks About, helpful as you explore whether franchising is the right fit for you.
If this has you thinking about what running something like this could look like, book a free Discovery Call with Emile.

No pressure, no pitch. Just a conversation to find out if it fits your life.