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

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.

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• 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
• Redesign Sales Process
• Codify Playbooks
• Revamp Lead Generation
• Re-Engage Brokers
• Enable & Train
• Instrument the Funnel

• Mapped the end-to-end franchise development journey and aligned leadership on target candidates and territories.
• Built a structured, stage-based sales process from lead to Discovery Day to close, with clear guardrails.
• Documented outreach cadences, objection handling, and a 12-touch follow-up rule to standardize execution.
• Audited all marketing channels, consolidated websites, and implemented SEO-optimized digital funnels.
• Created broker outreach playbooks, incentive programs, and events to dramatically increase active broker partners.
• Delivered consultative selling, question-based discovery, and calendarized next-step training for all franchise reps.
• Implemented lead tracking and reporting to measure CPL, conversion by source, and broker performance.

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• 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.