You have to build it before they come. You have to have one successful business before you franchise it. otherwise you will be investing only on an idea.
People want to see how an actual business works before they invest in it. That is one of the reasons JB is spending so much time on getting things right on this first Famous Eddie's. Even the power washing we made so much fun of is part of getting it right. When people come to this FE, they see a clean and orderly business that they will want to invest in.