Case study

Home & Care Services Franchise Platform achieved more than 5x franchise sales

Categories

Revenue OperationsSalesMarketing

Solutions provided

Sales Process

Playbooks

Enablement

RevOps

CRM

Broker Strategy

Training

The key insight

By standardizing franchise development and activating broker and digital channels, the platform unlocked 5x growth and higher-fee deals.

Results at a glance

5x+

Franchise sales growth

Take an assessment

A multi-brand home and personal care franchise platform was underperforming across several acquired brands. Despite a large addressable market and strong consumer demand, fragmented sales processes, limited broker engagement, and inconsistent digital infrastructure prevented the platform from scaling franchise growth.

The challenge

The platform faced an overarching challenge: it lacked a scalable, disciplined franchise development engine to support growth across brands.

Franchise development teams were closing only 21 new franchises per year across three brands.

Sales cycles averaged 7 months, with no consistent structure from lead to close.

Broker networks and lead sources were under-leveraged, with minimal visibility into channel performance.

The Cortado Group solution

Assess & Align

Mapped the end-to-end franchise development journey and aligned leadership on target candidates and territories.

Redesign Sales Process

Built a structured, stage-based sales process from lead to Discovery Day to close, with clear guardrails.

Codify Playbooks

Documented outreach cadences, objection handling, and a 12-touch follow-up rule to standardize execution.

Revamp Lead Generation

Audited all marketing channels, consolidated websites, and implemented SEO-optimized digital funnels.

Re-Engage Brokers

Created broker outreach playbooks, incentive programs, and events to dramatically increase active broker partners.

Enable & Train

Delivered consultative selling, question-based discovery, and calendarized next-step training for all franchise reps.

Instrument the Funnel

Implemented lead tracking and reporting to measure CPL, conversion by source, and broker performance.

Results

5x+

Franchise sales growth

Franchise sales increased more than 5x,: from 21 to 112 sales per year across the portfolio.

Close rate improved from 46% to 79%: after adopting the structured process and consultative selling approach.

Inbound lead volume grew: by ~170%, supported by optimized digital channels and broker re-engagement.

Average sales cycle dropped: from 7 months to ~7 weeks, with later cohorts reaching 6.5 weeks from lead to close.

Franchise fees increased: by roughly 30% on average, with more than double the prior fee on one brand and a higher mix of multi-territory deals.