Case study: TYLER & GINNA VAN ZANDT
From “Not Interested” to Owning 5 Territories in Raleigh-Durham
Candidate Snapshot (Context & Starting Point)
Featuring: Tyler & Jenna Van Zandt (Oxford, NC)
Franchise Chosen: Top Rail Fence
Territory: Raleigh–Durham area (5 territories)
Tyler and Jenna weren’t actively shopping for a franchise—or any business, really. Tyler took a LinkedIn message from FranChoice and replied bluntly: “Nothing. I don’t want to learn anything about franchises.”
But curiosity won. He agreed to a call anyway—mostly because he enjoys learning and wanted to hear the pitch.
Key detail: Tyler initially didn’t even tell Jenna about the first couple calls, because he assumed it wouldn’t lead anywhere.
The Surprise: There Was No Pitch
Tyler went into the first conversation expecting the typical “close”:
- someone pushing a deal
- pressure at the end
- a credit card moment
Instead, Ray’s approach disarmed him. The call was mostly about getting to know each other, learning what mattered, and simply asking if Tyler wanted to continue the conversation later.
After the second conversation, Tyler asked Jenna to join the third call. Her reaction was exactly what you’d expect: “What are you getting us into?”
Jenna was open-minded, but hesitant on timing. She didn’t believe 2025 would be the right year for something like this. Still, she showed up to learn … then found herself grateful they did.
The Exploration: Five Options, Zero Pressure
Ray brought them five franchise options and gave them one rule early:
“Please do not marry one yet.”
Like most candidates, they immediately had a favorite. Top Rail was actually ranked #4 at the start.
Over time—through calls, research, and conversations with brands—what felt like “choice A” slowly slid down the list, and Top Rail kept rising.
Big takeaway: their ranking changed because they learned more, not because anyone steered them.
The Informed Decision Process: Focus Beats Overwhelm
Tyler and Jenna repeatedly emphasized how valuable the structure was. They’re both information-driven people, so they could’ve easily drowned in details …. but Ray prevented that by sequencing the work.
What stood out most:
- Step-by-step clarity: “This is your job this week.”
- A method to the madness: the order matters
- Targeted focus: “the next target, the next target, the next target”
- Better comparisons: they could evaluate brands apples-to-apples
Avoided pitfall: falling in love too early or rushing ahead without asking the right questions in the right order.
Why Top Rail Fence Won: ROI + Culture + Alignment
Top Rail ultimately stood out for three reasons they named clearly:
- ROI and unit economics were compelling
- The “courting process” with the franchisor felt strong
- Culture and values aligned with the future they wanted
They weren’t “looking” for fencing… but they could suddenly see themselves building real ownership around it.
Their journey wasn’t a clean, linear “quit corporate → buy franchise” story.
- Tyler: project manager at an electrical company (still working)
- Jenna: transitioning out of a role and looking for what’s next
- Family: kids + strong desire for flexibility
- Background: Tyler previously active duty Army (still in Reserves); Jenna had been a stay-at-home mom and ran a flexible home-based sales business
They also partnered with Jenna’s brother and his wife, which had been a long-time goal.
What they were really buying: options, freedom to choose, and multiple income streams.
Advice to the person reading / watching this ...
Tyler & Ginna’s final words were ….
- Trust the process
- Don’t marry your first favorite
- Slow down if you’re craving faster certainty
- Take a chance on learning … you never know where it might lead
- Even if it’s not right now, it might be right in 5 years
“If you’re reading or watching this and you’re hesitant, I get it … we were too. But be open-minded, trust the process, and take a chance on learning. Even if it’s not right for you right now, it could be right in a few years …and Ray will be genuine and kind either way.” – Ginna Van Zandt
“When we first got our five options, we thought we already knew our #1. Ray warned us not to ‘marry’ any of them too early, and I’m glad we listened. The more we learned, the more our rankings changed … and Top Rail Fence ended up being the clear fit.”
Tyler & Ginna Van Zandt
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The most important thing anyone can do who is going through this process of discovery, of resetting their life, of trying to start their own business, is to work with Terry Coker. I absolutely recommend Terry Coker.
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