THE FRANCHISEFLOW WALKTHROUGH · 12:06
Scaling your franchise
acquisition system
Connect your ads, lead qualification and sales process. Ivan Janku walks through the system behind FranchiseFlow.
IN THIS VIDEO
From inquiry
to sales conversation.
Why can a campaign produce leads without producing franchise sales? Ivan discusses qualification questions, the handoff to sales, and how advertising, your website and your CRM need to work together.
The walkthrough covers the green, amber and red lead-grading system, feedback from sales calls, weekly reporting, and tracking cost per signed franchise. It also explains FranchiseFlow’s delivery process and ownership commitments.
Explore how FranchiseFlow works →PUT THE WALKTHROUGH TO WORK
A franchise recruitment system your team can inspect.
For franchisors and franchise development teams, the practical question is whether advertising, qualification and sales records connect. Start with one recent inquiry: can you trace its source, explain its grade and see what happened next?
Sell More Franchises is Digital Rocket’s franchisor resource site. FranchiseFlow is the service described in the video. The walkthrough explains our approach; it is not a controlled study or evidence of a particular sales uplift.
Download the implementation checklist (CSV) →
A blank working template for your team, with owners, evidence and next actions. No email required. Editorial notes and checklist updated October 29, 2026.
Five checks to take to your development meeting
- Follow the record. Check that the inquiry and its answers reach the CRM. Keep reported advertising credit separate from the accepted CRM record. Transcript: 05:15 · CRM attribution
- Agree on qualification. Use Qualified (green), Nurture (amber) and Disqualified (red), with documented reasons. Keep “Not yet graded” as a pending status when evidence is missing. Transcript: 06:27 · Lead grading
- Test the sales handoff. Confirm who receives the inquiry, what they can see and what the candidate is told to expect. Transcript: 07:56 · Inquiry form questions
- Use real sales questions. Collect recurring questions and objections from calls, then answer them in the opportunity page and follow-up content. Remove identifying information before using examples publicly. Transcript: 08:51
- Review outcomes as the cohort matures. Track costs and signed agreements for the same acquisition cohort and observation period. Keep recent inquiries separate from older candidates signing this week. Transcript: 09:46 · Cost per signed franchise
How to interpret the recording
The video describes intended delivery and optimization. More spend or more feedback does not guarantee more qualified candidates, lower costs or a set number of franchise sales. Results depend on the offer, territory, candidate fit, data quality and sales follow-up. Qualification feedback must also meet the advertising platform’s current rules and your privacy requirements.
Source attribution records observed touchpoints; it does not prove which channel caused a sale. Compare brokers and advertising using your own costs and outcomes rather than treating the recording’s recommendation as a universal rule. For current delivery commitments and terms, read how it works and the delivery guarantee.
READ ALONG
Video transcript
Transcript supplied by Tella. The recording is the original source; timestamps refer to the video. Published on this page October 27, 2026.
Hey franchisor, let's figure out if this is for you.
The main thing that I'm gonna ask you: are you signing enough people from the leads that you're currently getting?
are your sales reps currently spending most of the time with tire kickers and are not closing nearly as much as they should be?
If your ads and website are barely converting and you know that there's something that could be done to enhance your results, but you're just missing some of the puzzle pieces.
And if you're stuck babysitting all of your vendors or agencies or team members, freelancers, doesn't matter, but you're spending most of your time telling experts what to do instead of actually growing your business.
and lastly, if you don't know your cost per signed franchise.
So if you said to all of these or most of these yes, What we developed is gonna change the franchise acquisition game for you.
Because most of you are doing the same thing—you're hiring a new agency, new budgets, and then you end up just getting a lot more leads, but they end up not getting you any conversions, or you barely close anybody.
And then everything falls apart.
so you keep changing your agencies but you never change your system and you keep complaining how the problem keeps on staying regardless of who you try.
So why does this even happen?
Why do you go through this as a franchisor?
First of all, it's because your ads chase form fills.
It's not that they're getting leads.
It's because your funnel is not set up properly.
And when I say funnel, I mean that you're just acquiring name, last name, email, phone number, and then there's nothing for the sales team to understand between a good lead and a bad lead.
So they are stuck calling everybody the whole day, and you're paying people to be a manual filtering system.
And you could actually do that front-facing on your website.
So you're asking the wrong questions, and that's why you're failing.
Second of all, that's what causes your sales team to end up chasing tire kickers because because Meta learns how to get more of what you told it to get you for less money.
So in this case, you get more form fills for less money, A K A lower cost per lead.
And then what happens is your sales team spends the whole day talking to people that don't have a dollar, they're asking for a job, and you're asking people actually to buy a 6-figure offer.
So this is not gonna work out, this is exactly why you're going through this.
Another thing that I just keep seeing on and on is that I hear the best information, the most critical information from the franchisors on the call.
So every time I just keep hearing amazing offers and amazing stories that never ended up on the website.
But even before that, franchisors still expect people to pay them 6 figures to open their licenses shop, and then their website looks like this.
Like this pop-up is catastrophic, this whole website is incredibly bad, and yet you expect people to buy your business model without you actually knowing how to build a properly converting website with proper messaging and actually addressing the questions and objections they might have.
So this is a big problem, and most of you are not actually doing enough to fix it.
you're just rushing to send the ads.
You're hiring amateurs that don't protest running ads to a shitty-looking website like this, and then you end up crying why your results look bad.
the main thing how I solve this is I just ask the business owner, okay, open the website to your phone and check if you can convert and what does the process look like.
Let's figure out your buyer's journey.
Do you like it?
because you're hiring a lot of different vendors, basically it's a Frankenstein team that you're trying to manage.
What happens is they don't want to play ball.
Everybody has their own angle.
On what they do and how they do it.
there's a lot of small overlapping areas on how things connect that there's nobody actually properly managing from a top-down perspective.
So basically what ends up happening is you lack clear digital strategy, there's nobody actually leading this process for you, so you end up grabbing the reins as the business owner and spending all of your time managing people that should be experts at what they do.
And so if you want to regain your time, if you want to regain your energy and actually feel like somebody's there that knows what they're doing, you need to listen to the rest of this video.
and in this situation where you're already struggling for time because you're micromanaging different teams, you end up getting into a situation where you lose control over your growth.
and you end up going back to the franchise brokers because that's the thing that actually delivered.
You got a lot of bad leads, you spent a lot of bad time, you paid an agency, nothing delivered.
You tried that multiple times.
And then you ended up again not having control.
All of the franchises that open, open in random places, and the zip codes that you actually really want end up not being claimed by the people you want.
you have this situation where you're just spinning in circles and in loops and it's costing you money, it's causing you emotional pain, it's causing you a lot of stress, and you don't know how to get out of it.
with Franchise Flow, we fix all of these 5 symptoms in one go.
We cover everything that you need under one roof.
No excuses, we solve it all.
and now depending on who's watching this, sometimes with people that's changed 2 or 3 agencies, and sometimes I talk with people that changed 15 agencies.
so for you guys that changed 15 different agencies, you understand how valuable this is and how hard it is to find somebody that caters to the whole stack of services that you need so with that said, I need to point out we fix what everybody else doesn't.
Ads agencies just run ads, website agencies just build websites.
There's nobody actually setting up the tracking properly.
there's nobody talking to the sales team and making everything flow.
There's nobody actually tracking leads to revenue and fixing any tracking issues that happen and actually proving which sale came from which each lead, and with that, being able to calculate the cost per signed franchise.
We solve all of that with our systems.
and because we own the whole pipeline, if ever we have any issue, we fix it right away.
We don't need to wait 2 weeks for an external agency to come in and fix anything.
so we can do everything that the business might need from a rebuild of the website to restructuring of the system, building the proper infrastructure, setting up the tracking, setting up the CRM, making sure all of the call systems flow, collecting all of the data, making sure the data is frequently used to update and launch new ads, landing pages, offers, developing better systems for nurturing leads and especially aiding the sales team while they're in the sales process because of course you can run remarketing ads to the people that already talked to your your sales team.
So if you do that, you can actually help them close more people with ads and email and text messages than actually just expecting the poor salesperson to chew off the ear of the potential prospect.
And as you know, I expect all of you to have experience in sales as franchisors—the more you talk, the harder it is to sell, the less the person trusts you.
And that's why you want a nurturing system aiding the sales team.
one of the most important solutions that we bring to the table is what we call the green, amber, red system or the lead qualification system, meaning that we develop a model that teaches your algorithm what is good, what is medium, what is bad, A K qualified, nurture, disqualified.
with that, we enable the sales team to right away know who they need to hit first and who is the highest priority with the best outcome chance.
We're also able to send that data back to our advertising platforms and optimize them based on the best performance, meaning that more money we spend, the more green leads we get.
The algorithms become smarter, they know what we want, and they go after that more.
Of course, this is gonna be much more expensive than just generating form fills, but these are gonna be the leads that can actually buy your franchise.
And with that, if you spend $10,000, $15,000, $20,000, you can roughly expect to have a set number of franchises that you're gonna close because these leads are actually the people you want to talk to.
And of course we do this custom for every business.
We talk to you, we talk to the sales team ideally, and then as the data comes in, we tweak it.
We might make the green lead harder to complete, we might make the nurture easier to complete, or we make hard or we completely disqualify the red leads from ever talking to your sales team.
It really depends on what you come back to us as results from the battlefield.
what should you expect if you decide to work with us.
First things first, we go in and do a baseline assessment and a free diagnostics, meaning that we figure out what you're doing now, what your current results, and what is the baseline.
After that, if you decide to move forward with us, we develop the full system for you.
So we have lead grading, tracking of the system that goes into the CRM.
We also develop a better qualification form and improve your franchise site.
Meaning conversion rate optimization, and we drastically improve the messaging because we've done this for multiple businesses in the past.
We know what the prospects are thinking about and what they want to see.
After that, when we have the funnel ready to take on traffic and convert, we launch the ads, make sure that every lead is graded.
That lead teaches Meta what it needs to do next, and then we start out sending Monday reports.
So each Monday you're gonna get a set number of leads and which lead qualified where.
And then at that moment, the algorithm is actually gonna learn.
The data is actually gonna come in and we're gonna start optimizing the results.
Of course, month 1 is the worst results, but as the leads come in, as the data flow comes in, we are gonna get better and better optimization.
So with that, on month 3, what happens is that we get more information.
We also pull the data from your sales team's calls, A K A transcripts, and then we use that information.
We use their questions, hesitations, ideas, whatever we hear the prospects repeating, and then we start building better landing pages, better email campaigns, and better offers.
This is gonna then enable us to actually tell a better story, convert them better because they feel better understood, and we get more qualified leads and less unqualified junk.
And we just keep completing the cycle over and over again until we reach a growth cycle that you can actually sustain, and then basically you just tell us how many you need.
And then after we complete the system, it all ends up being a weekly report.
You get a weekly email from us.
You also have a Slack channel with our team, but basically the email report contains everything you might need.
How many leads, what we're doing, if we saw any problems, what we're gonna fix, what we talked to the sales team about.
So you know exactly what's going on on the whole side of the business.
It's all in that weekly report.
It's all qualified, and on top of it, we track with the sales team together the cost per signed franchise.
That way we can tell you the ROI of your investment.
And lastly, you should be aware of our Get Shit Done guarantee, because I know what you're thinking.
You talk to 15 agencies, they all said we're gonna deliver, you pay the invoice, and then when it wasn't completed or when it didn't work as advertised, you ended up asking for a refund or something like that, and then they refused.
With us, we guarantee you that Everything I just told you about, every system that we built, everything that you need here is gonna be delivered and is gonna work exactly as promised.
So when I say exactly as promised, you're gonna be able to track even though you have a long sales cycle, even though it's a 6 months to a year, you're still gonna be able to see it based on our system that we set up for you.
You're gonna own everything and it's gonna stay yours even if you fire us.
You're gonna be trained to understand how the system works and how to maintain it yourself if needed.
On top of it, everything that we described, have a lead qualification system that talks back to your platforms for ads and teaches the algorithm on what you wanted to do.
You're gonna also be able to edit that, and if needed, you can raise or lower the benchmarks so you get more or less of what you want.
so if you ever went to an agency that talked the talk but didn't walk the walk, we give you a guarantee that everything we promise you is gonna be delivered at a minimum.
so if you learned something from this video, is that you should stop spending all of that money on brokers and actually start investing money into a system that's gonna help you grow your business.
so what should you do after watching this video?
you should book a call with us.
What we're gonna give you is up to 5 leaks.
So we're gonna go through all of these 5 things we mentioned before the call.
If you can, you can also leave us some information on what specifically you want us to dive in deeper.
And right away on our first call, we're exactly telling you what we think needs to be fixed, what are the next steps if we were the business owners.
and even in the case you don't hire us, all of that information stays for you.
Our goal is to find business partners that want to build long-lasting relationships and grow together.
So if you just need a pointer and help to grow, it's also welcome.
You should jump on a call with us, we will help you.
but ideally, we're searching for people who want to work with us for years because this system becomes more powerful with more time and more money spent with it.
and as you can imagine, we want people that want to have multiple hundreds of franchises.
so if you're only interested in closing and spending a couple of thousand dollars, this is not for you.
and for everybody else, let's talk.