More Than Just a Lease

Over the past 30 years at MX Properties, I’ve worked with dozens of franchisees across QSR and convenience brands—national names, regional players, and single-unit operators trying to build their first store. What I’ve learned is this: franchisees need a lot more than a piece of dirt and a lease to be successful. And more often than not, they won’t come right out and ask for it.

Sometimes it’s because they’re focused on getting open. Sometimes it’s because they don’t want to push back on their landlord. And sometimes it’s because they don’t even know what they need—until it’s too late. As developers, we have a responsibility to anticipate those needs, ask better questions, and build smarter from the start.

This post is my take on what franchisees are really looking for—but don’t always say. If you’re in development, real estate, or franchising, these are the things that separate a “good” site from a great one.

Drive-Thru Done Right

Let’s start with the big one: drive-thrus.

Since COVID-19, drive-thru sales have skyrocketed. For many QSR operators, they now represent 70% or more of their total revenue. But here’s the thing—most sites were never designed for the kind of drive-thru volume we see today. That’s where developers can either make or break the franchisee’s experience.

It’s not just about having a drive-thru lane. It’s about:

• Stacking capacity: Can it handle 10+ cars without spilling into traffic?
  
• Bypass lanes: What happens if someone wants to leave before reaching the window?
  
• Employee flow: Is there space for delivery drivers, curbside pickup, and staff parking?
  

Franchisees won’t always spell this out. They might assume you know. But I’ve seen great operators struggle on great sites because the drive-thru wasn’t properly engineered. At MX Properties, we treat this as a priority from day one—because it’s not just a design issue. It’s a revenue issue.

Visibility and Access Still Rule

Franchisees know that brand recognition matters. But visibility and accessibility matter just as much—especially for new locations.

I’ve had operators tell me privately, “I love the rent, but if people can’t see the store or turn in easily, it won’t matter.” They’re right. A great pad site that’s buried behind landscaping or tucked behind a gas station can kill performance. Likewise, a right-in/right-out driveway with no nearby U-turn opportunity can frustrate customers and reduce repeat business.

If you want to support franchise success, fight for visibility and access in your site planning. Work with DOTs and local municipalities on signage, lighting, and turn lanes. Help franchisees understand what’s possible—and what’s not—before it’s too late.

Flexible Lease Terms (Within Reason)

Franchisees often operate on razor-thin margins, especially in their first few years. One thing they may not say outright—but definitely appreciate—is a lease that allows for some level of flexibility.

That doesn’t mean giving away the farm. But offering:

• Graduated rent in the first 12-24 months
  
• Co-tenancy protections if anchors go dark
  
• Options to expand or contract within a multi-unit agreement
  

…can make a world of difference.

It shows that you’re not just a landlord—you’re a partner in their success. When franchisees feel supported early on, they’re more likely to renew, expand, and speak highly of your properties within their network.

Clean and Clear Communication

Here’s something I’ve learned the hard way: franchisees don’t have time to guess what you’re thinking.

They’re juggling brand approvals, construction deadlines, staffing, and training. The last thing they need is confusion over TI allowances, site readiness, or delivery dates. Developers who communicate clearly—and regularly—build long-term trust.

We make it a point at MX Properties to provide:

• Clear timelines with milestone check-ins
  
• Real-time updates on sitework progress
  
• A single point of contact who understands both the deal and the dirt
  

And when there’s a delay or issue (which there always is), we address it directly. Franchisees respect honesty and transparency. They don’t expect perfection—they expect partnership.

Room to Grow

Franchisees may open one location now—but many are thinking ahead. The best developers are too.

Whether it’s building a second pad site in the same center, allowing cross-access between parcels, or even identifying future locations nearby, we always ask, “What does growth look like for this brand in this market?”

Helping a franchisee think beyond the first store can create loyalty that lasts. They’ll remember the developer who not only delivered the first site, but helped shape their expansion roadmap. And they’ll often choose to work with you again—even when other options are available.

Be the Partner They Didn’t Know They Needed

At the end of the day, franchisees are entrepreneurs. They’re betting on themselves. And when they partner with a developer, they’re trusting that you’ll do more than just hand them a set of keys. They’re trusting that you’ve thought ahead, sweated the details, and designed a site that helps them succeed.

They may not always say what they need. But if you listen closely—and learn from experience—you’ll pick up on the patterns. You’ll start to see what works, what doesn’t, and what separates top-performing locations from the rest.

At MX Properties, we’ve built our reputation on being the kind of developer that franchisees want to work with—again and again. Not because we’re perfect, but because we care about the outcome.

Behind every pad site is a business, a family, and a dream. And if we do our job right, we get to be a small—but essential—part of that journey. That’s what makes it worth doing. Every single time.