I recently went one on one with Ray Titus, CEO of United Franchise Group.

Adam: Thanks again for taking the time to share your advice. First things first, though, I am sure readers would love to learn more about you. ​How did you get here? ​What experiences, failures, setbacks or challenges have been most instrumental to your growth?

Ray: What experiences have been most instrumental?  The experience as a whole, the journey. I’m an example of a family business that started with one location, and through 36 years, a lot of work and great people, we are now 10 brands, 1600 franchises, in over 60 countries. You can’t be in any business for any amount of time without having challenges, failures, and setbacks. 

When I started Signarama with my dad, it was with the intent to eventually franchise it, and grow more locations. That is what my dad had done with Minuteman Press and that was what I wanted to do with Signarama.  But I really didn’t think about being in the “franchise” business.  I thought I was in the sign business with a focus on helping other businesses grow their business.  It was through the process that I realized, after building brands and buying and selling several brands, that I was really in franchising the business, helping businesses grow. And along the way I became a life-long learner and good at accepting change, that has been critical.  

Adam: In your experience, what are the key steps to growing and scaling your business? 

Ray: The first step in growing a business is to make the current business successful.  This is done by building relationships, hard work, communication, and a positive attitude.  These are all choices you must make every day.  

People like to do business with people they know, so getting to know people, (your team, your customers, your vendors and suppliers, your business network, your community) will help you build a successful business. 

I find that people will work hard for others if they know they can count on them to work hard too, if you set the example, and the expectations, you attract people who do the same.  

Communication matters in maintaining good relationships, whether it is with your family, the people you work with, or your customers, find ways to communicate and stay in touch. 

Most of all, be positive, you reap what you sow – we all find it easier to do business with people who are positive. So, be positive, we all have many choices, and that is an easy one. 

The way to scaling your business is by franchising. Then the scaling is done by other entrepreneurs. It’s a win, win for everyone.

Adam: What do you believe are the defining qualities of an effective leader? 

Ray: Having a continuous vision for the company. Communicating that vision over and over. Being the coach for the company and all the employees.

Adam: How can leaders and aspiring leaders take their leadership skills to the next level? 

Ray: The best way for both (leaders and aspiring leaders), to take their skills to the next level, is mentoring.  I mentor younger, sharp business-minded people that learn from my experiences, and I learn from them, especially around technology and current jargon, it keeps me young!

Adam: What is your best advice on building, leading, and managing teams? 

Ray: Ask questions, don’t give them the answers; get them to come up with the answers. Build confidence in your team, by showing your confidence in them; build them up in front of others. Challenge everyone to be better; better than they even think they can be!

Adam: What are your three best tips applicable to entrepreneurs and business leaders? 

Ray: Don’t give orders, instead, ask questions.

Have a consistent focus on improvement, for yourself and for each individual on your team.

Have no more than 3 goals each year.

Adam: What are your three best tips applicable to franchisors? 

Ray: You will only be as successful as your franchisees.

Stay focused on growth - no one wants to be a franchisee of 1 or 2.

Take care of your resales, prioritize what you have and ensure its growth. 

Adam: What are your three best tips applicable to franchises? 

Ray: Our mission statement is: “We have one customer, our Franchisees, whenever they are successful, we are successful.” That says it all. 

Adam: What is the single best piece of advice you have ever received?

Ray: There are always two sides to a story, make sure you listen to both before you make up your mind. 

Adam: Is there anything else you would like to share?

Ray: Franchising is the most incredible industry. Imagine spending your time helping people reach their dream of owning and running their own successful business while getting paid to do it!  Welcome to franchising!


Adam Mendler is the CEO of The Veloz Group, where he co-founded and oversees ventures across a wide variety of industries. Adam is also the creator and host of the business and leadership podcast Thirty Minute Mentors, where he goes one on one with America's most successful people - Fortune 500 CEOs, founders of household name companies, Hall of Fame and Olympic gold medal winning athletes, political and military leaders - for intimate half-hour conversations each week. Adam has written extensively on leadership, management, entrepreneurship, marketing and sales, having authored over 70 articles published in major media outlets including Forbes, Inc. and HuffPost, and has conducted more than 500 one on one interviews with America’s top leaders through his collective media projects. A top leadership speaker, Adam draws upon his insights building and leading businesses and interviewing hundreds of America's top leaders as a top keynote speaker to businesses, universities and non-profit organizations.

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