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Case Study

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

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.

  • Revenue Operations
  • Sales
  • Marketing

Company’s 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.

Cortado Group Results

  • 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.

Cortado Group Solution Strategies

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.

Solutions Provided

  • Sales Process
  • Playbooks
  • Enablement
  • RevOps
  • CRM
  • Broker Strategy
  • Training

Key Insight

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

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