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Franchise sales runs on two things: a process the team can follow, and a clean document trail the FDD requires. SalesThumb's playbook gives every rep a reference for each stage of the sale — target days, target conversion, and the real conversion rate your org is actually running — while the FDD library keeps every edition of your disclosure document versioned (draft, publish, retire) and the compliance page keeps a live audit log built from real activity, including automatic detection of a franchise agreement signed before the FDD's 14-day FTC review window elapsed.
Franchise playbook
4 editable steps · target vs. your pipeline's real conversion
Initial Call
target 1d · 60% convMake first contact within 5 minutes of inquiry. Open with a question, not a pitch. Confirm timeline, budget range, and the market they care about.
Qualify
target 7d · 50% convValidate financial pre-qualification. Confirm partner involvement and exit plan. End with a clear yes/no on moving to application.
Discovery Day
target 14d · 55% convHost at HQ. Tour, lunch with founders, live demo, validator intros, territory walk-through. Close with a clear yes / no / when on the LOI.
Award
target 21d · 80% convFranchise agreement signed, deposit collected, territory awarded. Hand off to onboarding within 24 hours.
Features, zoomed in
Three capabilities built specifically for the day-to-day of a working shop.
Deep dive · 01
The playbook ships with 4 editable steps — Call, Qualify, Discovery Day, Award — each carrying a title, guidance text, a target number of days, and a target conversion percentage you set. Next to each, SalesThumb shows the conversion rate your pipeline is actually running, computed live from real prospect and stage data. It's a coaching reference, not an enforcement layer — the only stage transition SalesThumb actually blocks is moving a prospect into the award stage before the FDD's 14-day review window has elapsed.
Franchise playbook
4 editable steps · target vs. your pipeline's real conversion
Initial Call
target 1d · 60% convMake first contact within 5 minutes of inquiry. Open with a question, not a pitch. Confirm timeline, budget range, and the market they care about.
Qualify
target 7d · 50% convValidate financial pre-qualification. Confirm partner involvement and exit plan. End with a clear yes/no on moving to application.
Discovery Day
target 14d · 55% convHost at HQ. Tour, lunch with founders, live demo, validator intros, territory walk-through. Close with a clear yes / no / when on the LOI.
Award
target 21d · 80% convFranchise agreement signed, deposit collected, territory awarded. Hand off to onboarding within 24 hours.
Deep dive · 02
Draft a new FDD edition, publish it, and the prior active version retires automatically — a document never has zero or two active versions at once. Separately, the compliance page reads your org's real activity log and flags anything relevant: a franchise agreement signed before the 14-day review window is an automatic violation; a note about a material FDD modification after delivery is a warning. There's no per-state registration tracker (filing dates, renewal dates) — that's an honest gap, not something SalesThumb invents.
FDD document · Sample Shop LLC Franchise Disclosure Document
Covers: California, Multi-state · 3 versions
Version history
FDD 2026 · v3
Published Mar 12 by S. Brennan
FDD 2026 · v2
Retired Mar 12 · superseded by v3
FDD 2025 · v1
Retired Jan 4
What this isn't: "States covered" is a free-text label on the document, not a per-state registration tracker — there's no filing date, renewal date, or DFPI status here, and delivering an FDD to a prospect (in the pipeline) doesn't auto-match a version to their state. Track registration status directly with franchise counsel.
What's included
Everything that ships on day one. No feature-gating surprises inside a single plan.
See every angle
Every meaningful view, the path through it, and the moments that matter — so you know exactly what you're buying.
FDD document + version library
Publishing one always retires the prior active version.
FDD document · Sample Shop LLC Franchise Disclosure Document
Covers: California, Multi-state · 3 versions
Version history
FDD 2026 · v3
Published Mar 12 by S. Brennan
FDD 2026 · v2
Retired Mar 12 · superseded by v3
FDD 2025 · v1
Retired Jan 4
What this isn't: "States covered" is a free-text label on the document, not a per-state registration tracker — there's no filing date, renewal date, or DFPI status here, and delivering an FDD to a prospect (in the pipeline) doesn't auto-match a version to their state. Track registration status directly with franchise counsel.
Compliance audit log
Compliance · audit log
Live, built from real activity across every prospect in the org
Violations
1
Warnings
1
Audit entries
5
Franchise Agreement signed
CompliantMay 4, 11:20aK. Drummond · Document signed via DocuSign
Franchise Agreement signed before FDD window elapsed
ViolationApr 30, 4:18pJ. Whitfield · FDD delivered Apr 21 — signature came 9 days in, 5 short of the 14-day window
Material FDD modification
WatchApr 26, 9:05aM. Okafor · Note flagged an amended royalty term after delivery
FDD delivered
CompliantApr 21, 2:14pJ. Whitfield · 14-day review window opened
FDD delivered
CompliantApr 14, 9:32aM. Okafor · 14-day review window opened
State registrations tab: not tracked here — SalesThumb doesn't have a state-by-state FTC registration tracker. Track that directly with franchise counsel.
The violation above is real detection logic — a Franchise Agreement signed before the FDD's 14-day review window elapsed always flags here.
Who it's for
What it replaces
How it works
Edit the 4 steps' guidance and targets. Watch the real conversion rate per step move as your pipeline data changes.
Draft a new edition, publish it when it's ready — the prior version retires automatically.
Every FDD delivery, signature, and flagged material modification lands in a live, org-wide audit log — including automatic detection of an early signature.
What this looks like in a shop
Illustrative scenario: A franchise development team had a franchise agreement countersigned nine days after the FDD went out — five days short of the FTC's 14-day window. In a spreadsheet-based process, nobody would've caught it until legal review. In SalesThumb, the compliance audit log flagged it automatically the moment the signature activity was logged.
Questions
Fits in with
DocuSign
E-sign FDD acknowledgements + franchise agreements (or a demo stub when not connected)
Explore more
Inquiry → qualified → discovery day → mutual evaluation → award. Custom, renamable stages; a weighted forecast; a real territory-conflict flag.
Track existing franchisees who take validation calls, request or schedule a call with one from the roster, and rate the outcome — a rating of 4-5 auto-advances the prospect's pipeline stage.
A rolling 60-day calendar of every scheduled prospect visit, a 5-item prep checklist backed by real data (not a note field), and an AI briefing that pulls the prospect's real history — replaces the spreadsheet most franchisors still run this on.
Server-enforced brand-color locks, network-wide minimum pricing, and a structured visit-checklist runner that turns every failed item into a tracked corrective action — not a spreadsheet note.