Lead generation costs in franchising have skyrocketed – now at an average of $17,000 to $28,500 per deal (this has doubled in just four years).

With budgets tightening and competition increasing, 2026 needs to be the year franchisors build scalable, cost-efficient lead pipelines that don’t depend on a single channel or unpredictable market forces.

In this practical, forward-looking session, three industry leaders will share the exact strategies they’re using to drive more conversations, higher-quality candidates, and better ROI while keeping lead gen expenses under control:

  • James Stapleton, CFE, Vice President of Franchise Development at Caring Transitions, will break down what fast-growing brands are doing to diversify their lead sources and reduce their cost per placement.
  • Steven Inglefield, President, The Consultant Exchange will show how increasing the volume and quality of meetings with independent consultants can expand your lead funnel without inflating your budget
  • Nicole Kauffman, Managing Partner, Franchising Smarter will share how consultants are adapting their own lead generation strategies in 2026, and how they’re efficiently partnering with brands to match buyers with the right opportunities.

If reducing costs, increasing deal flow, and modernizing your development strategy are priorities for the year ahead, this is a conversation you won’t want to miss.

Franchise Growth Calculator to map out your numbers and set realistic lead flow goals.

https://calculator.theconsultantexchange.com/

WHAT YOU’LL LEARN

  • The New Economics of Franchise Development
  • Franchisor-Broker Communication Channels
  • Quality vs. Quantity: Redefining Leads in 2026
  • How to Reduce Lead Generation Costs
  • Your 2026 Growth Blueprint

You will also receive access to our exclusive Franchise Growth Calculator to map out your numbers and set realistic lead flow goals.

Moderated by Keith Gerson, CFE of Gerson Advisory Services his expert guests will be:

Steven Inglefield, CFE

Franchise growth strategist and founder of The Consultant Exchange (TCX)
Steven has interviewed hundreds of franchisors and consultants, uncovering the trends shaping franchise development’s future. His insights have helped brands optimize deal flow, refine broker engagement, and scale sustainably — even as lead costs climb.

James Stapleton, CFE

James is a seasoned sales professional with nearly 30 years of experience in franchise development and management. James currently serves as the Vice President of Franchise Development for Caring Transitions, the nation’s largest provider of senior relocation and estate sale services, and as a Strategic Sales Advisor for Strategic Franchising.

He also earned his Certified Franchise Executive (CFE) accreditation and will be graduating at the International Franchise Association (IFA) National Conference in 2026. Prior to these roles, he held leadership positions with Regus, Combined Insurance, and The Industrial Athlete, where he consistently drove growth, built high performing teams, and delivered exceptional service.

Nicole Kauffman, CFE

Nicole Kauffman has been a Certified Franchise Consultant for over 5 years, and is both a contributing member of the International Franchise Professionals Group (IFPG) and recipient of 1851 Franchise’s Top Franchise Brokers of 2023. Nicole partners with both aspiring entrepreneurs and international investors—matching them with reputable, scalable franchise brands. Before consulting, Nicole owned award-winning franchise locations recognized for Retailer of the Year, Business Excellence, and Top Automotive honors, as well as being named a 40 Under 40 and Women Entrepreneur of the Year nominee.

MEET YOUR MODERATOR: Keith Gerson

Keith Gerson, CFE is renowned for his ability to spark transformative conversations in franchising through thought-provoking questions that others hesitate to ask. His unique approach to moderation, based on 50 years of leading franchise brands and as President of Franchise Operations for the leading franchise management system, consistently draws out practical wisdom and innovative strategies from industry leaders, ensuring attendees walk away with game-changing insights they can implement immediately.