Find out what the business 'qualifies for' in purchasing power. Those are some of the avenues a broker can guide you down. It is more than price and terms. There is also transition period and a time of non-compete. The process of due diligence and closing can take weeks or months.
Some franchises require the buyer to attend their school before the closing.
Franchises typically have a 30 day right of first refusal to match any offer. Most buyers are required to sign a personal guarantee of non-disclosure regarding the possible availability of the business. Many times, the business is not marketed locally or in a multi list system. It is important to also qualify the prospective buyer for the availability of liquid funds to go ahead with the business purchase. Just as a buyer will balk at you not having prepared records, the broker will balk at a buyer's reluctance to disclose his financial wherewithal.