What does an aspiring journalist, an airline employee, an event planner, and a franchise executive have in common?
For Melissa Davis, the answer is simple:
People.
In this episode of The Franchise Woman Podcast: Where Passion & Purpose Collide, Melissa Davis, Vice President of Franchising for Express Employment International, shares an inspiring and unexpected career journey that ultimately reveals a powerful truth: success in business begins with understanding people.
An Unexpected Path to Franchising
Melissa’s career journey was anything but linear.
Originally, she planned to become a journalist. Drawn to writing, storytelling, and human-interest pieces, she pursued journalism before transitioning to a communications degree.
What attracted her most wasn’t necessarily the writing itself.
It was the opportunity to learn people’s stories.
To understand what motivates them.
To uncover the experiences that shape who they are.
Those same interests would eventually become the foundation of a successful career in franchise development, even though Melissa didn’t realize it at the time.
After college, a self-described “quarter-life crisis” led her from California to Oklahoma. What was supposed to be a short-term move turned into a permanent one after she met her future husband.
Along the way, she worked in event planning, catering, and customer service before accidentally discovering franchising through an interview for an executive assistant role.
Fortunately, the leadership team interviewing her recognized something she didn’t yet see in herself.
They saw someone uniquely equipped for franchise development.
And they were right.
The Common Thread: People
When Melissa looks back at her various career experiences, she sees one consistent theme.
Every role centered around people.
Whether helping travelers during airline delays, supporting families during milestone celebrations, or guiding entrepreneurs through business ownership decisions, she was always connecting with people and helping them navigate important moments in their lives.
Those experiences taught her empathy.
They taught her resilience.
Most importantly, they taught her that everyone has a story.
That understanding would eventually become one of her greatest strengths as a franchise development leader.
Everyone Is an Onion
One of the most memorable moments of the interview came when Melissa described her perspective on people.
“Everybody is an onion.”
Everyone has layers.
Everyone has experiences.
Everyone has motivations, fears, goals, and challenges that aren’t immediately visible.
The key is being curious enough to discover them.
For Melissa, curiosity isn’t simply a personality trait.
It’s a leadership skill.
It’s a relationship-building tool.
And it’s something she believes could make the world a kinder place.
If people spent less time making assumptions and more time asking questions, many misunderstandings could disappear.
Why does someone hold a particular belief?
Why are they frustrated?
Why are they hesitant?
Why are they excited?
Curiosity helps bridge gaps that judgment often widens.
The Art and Science of Franchise Development
Melissa offers a fascinating distinction between the science and art of franchise sales.
The science is the process.
Discovery calls.
Validation.
Financial reviews.
Legal documentation.
Decision-making milestones.
The art is everything in between.
Building trust.
Developing rapport.
Asking questions.
Creating relationships.
Understanding motivations.
Helping candidates make informed decisions.
For Melissa, franchise development isn’t about convincing someone to buy a franchise.
It’s about determining whether the opportunity is genuinely the right fit.
Sometimes the answer is yes.
Sometimes the answer is no.
Either outcome can be a success if it leads to the right decision.
What Makes a Great Franchise Owner?
At Express Employment International, Melissa and her team have refined the characteristics they look for in successful franchise owners.
One of the most important requirements is full-time owner involvement.
Express has learned through decades of experience that owner-operators consistently achieve the strongest outcomes within their model.
Beyond operational commitment, they seek people who:
- Love working with people
- Enjoy building relationships
- Have leadership potential
- Can coach and mentor teams
- Possess ambition and drive
- Are energized by human interaction
The common denominator?
People skills.
Because staffing isn’t simply about filling positions.
It’s about connecting businesses with individuals and creating opportunities that benefit both.
Emotional Intelligence Matters
One of the most insightful discussions focused on emotional intelligence.
Melissa acknowledged that business acumen, financial expertise, and operational skills are important.
But they’re not enough.
A person may be highly successful as an individual contributor while struggling to lead a team.
The ability to manage relationships, build trust, communicate effectively, and develop others often determines whether a business owner can scale successfully.
For staffing businesses in particular, emotional intelligence is critical.
Clients want familiar faces.
Employees want strong leadership.
Communities respond to genuine relationships.
Without those foundations, long-term success becomes much harder to achieve.
The Challenge of Leadership
Melissa also shared a personal leadership lesson.
As a high-performing individual contributor, she excelled at achieving her own goals.
But transitioning into leadership required developing entirely new skills.
Delegation.
Coaching.
Empowering others.
Shifting focus from personal success to team success.
Rather than asking:
“How do I hit my goal?”
The question became:
“How do I help my team hit theirs?”
That mindset shift transformed the way she approached leadership and ultimately strengthened her effectiveness as a leader.
The Future of Staffing
Looking ahead, Melissa sees significant opportunities within the staffing industry.
While economic cycles inevitably create fluctuations, staffing has historically demonstrated remarkable resilience.
One area she believes will experience substantial demand is skilled trades.
As labor shortages continue, businesses will increasingly need qualified workers with specialized skills.
She also addressed concerns surrounding artificial intelligence.
Rather than replacing workers outright, Melissa believes AI will increase demand for individuals who understand how to use these tools effectively.
Organizations will need employees who can leverage technology to improve productivity and efficiency.
The future workforce won’t compete against AI.
It will work alongside it.
Lessons Beyond Business
While the conversation centered on franchising and staffing, its lessons extend far beyond either industry.
Melissa’s message is ultimately about people.
It’s about asking better questions.
Being more curious.
Giving grace.
Looking beneath the surface.
And recognizing that every individual has a story worth understanding.
In a world that often moves too quickly, Melissa reminds us that meaningful relationships are built one conversation at a time.
Final Thoughts
Melissa Davis may have started her career pursuing journalism, but in many ways, she never left it behind.
Today, she still tells stories.
She still helps people navigate important life decisions.
She still asks questions.
And she still remains deeply curious about the people she serves.
That curiosity has become the foundation of her leadership philosophy—and perhaps the secret to her success.
Because as Melissa reminds us:
Everyone is an onion.
And every layer has a story worth discovering.