A validator roster your franchise-development team runs themselves.
Validation calls are one of the most valuable moments in franchise sales. SalesThumb's Validation Calls page is an internal tool for your franchise-development team: keep a roster of franchisees who've agreed to take these calls, filter by vertical, book a call with one manually (a date and time are required), then log the outcome — one rating (1-5) plus notes.
The quick version
Validation calls: Line up prospects to talk with current franchisees.
- Validator roster: name, shop, location, vertical, tenure, units owned
- Filter validators by vertical; toggle any validator available/unavailable
- Book a call with a chosen validator at an agreed time, rep-driven
A rating of 4 or 5 automatically advances the prospect to the next pipeline stage, gated so it never auto-advances into a signed stage before the FDD's 14-day FTC review window has elapsed.
A closer look
01
A roster your team manages
Franchise-development staff add validators to the roster (name, shop, city/state, a vertical, tenure, and units owned) and can mark any validator available or unavailable with one toggle. There's no ranked match score and no time-slot availability calendar — reps filter the roster by vertical and pick a validator manually, then book the call with its time themselves. It's a rep-run coordination tool, not a validator-facing self-serve app.
- Roster fields: name, shop, city/state, vertical, tenure, units owned, bio
- Available/unavailable is a single toggle, not a scheduling calendar
- Rep filters by vertical and picks a validator manually
- Every booking, outcome, and cancellation writes to the prospect's activity timeline
02
One rating, one auto-advance rule, always FTC-gated
When a rep closes out a call, they enter a single 1-5 rating plus optional notes — there's no separate prospect-side and validator-side rating. Sentiment (Positive/Mixed/Negative) is derived automatically from that number. A rating of 4 or 5 advances the prospect to the next pipeline stage automatically; anything lower leaves the stage unchanged with no automatic escalation. If the next stage is a signed/won stage, the auto-advance is held back until the FDD's 14-day review window has passed, regardless of the rating.
- One rating (1-5) per call, entered by the rep who closes it out
- Sentiment auto-derived from the rating, not a separate field
- Rating 4-5 → auto-advance; rating 1-3 → no automatic action
- FDD 14-day FTC window (16 CFR Part 436) always blocks advance into a signed stage
Everything it does
The complete list. The plan tag above shows which plans include it.
- Validator roster: name, shop, location, vertical, tenure, units owned
- Filter validators by vertical; toggle any validator available/unavailable
- Book a call with a chosen validator at an agreed time, rep-driven
- Track REQUESTED / SCHEDULED / COMPLETED / NO_SHOW / CANCELED status
- One 1-5 rating + notes per completed call — sentiment auto-derived from the rating
- Rating ≥4 auto-advances the prospect's pipeline stage
- FDD 14-day FTC review window always blocks auto-advance into a signed stage
- Rolling average rating + calls-completed count per validator
A tour of the screens
Every meaningful view, the path through it, and the moments that matter — so you know exactly what you're buying.
Book → complete
A rep-driven lifecycle: book a call with a time, then log the outcome.
No auto-match; booked calls email the validator and prospect.
Roster stats
Calls completed and rolling average rating per validator, updated automatically — no comp tracking or export..
Who it's for
Built specifically for…
- Franchise development teams coordinating validation calls
- Franchisors with a pool of franchisees willing to take prospect calls
What it replaces
The old way…
- A spreadsheet of who's validated for whom
- Sales-rep email chains coordinating a single call
Setting it up
- 1
Add validators to the roster
Franchise-development staff enter each willing franchisee's name, shop, location, vertical, tenure, and units owned, and can toggle them unavailable any time.
- 2
Filter and book a call
A rep filters the roster by vertical, picks a validator, and books the call with the agreed date and time — it lands as Scheduled. To change the time, cancel it and book a new one.
- 3
Log the outcome
After the call, the rep marks it Completed with a 1-5 rating and notes, or No-show. A 4-5 rating auto-advances the prospect's stage, subject to the FDD review-window guard.
What this looks like in a shop
Illustrative scenario. A franchise-development rep needs a Window Tint validator near Scottsdale North for a prospect in discovery. They filter the roster to Window Tint, pick an available validator, and book the call with the agreed time, so it lands as Scheduled. After the call, the rep logs a 4/5 rating with a note — the prospect auto-advances to the next pipeline stage, and the validator's rolling average and call count update.
Good to know
- Which plan includes validation calls?
- It's part of the CRM/Franchise Sales add-on, which you can add to any plan. See the Pricing page for everything in each plan.
- Does a validator get notified automatically when matched?
- When a call is booked with a future time, SalesThumb emails the validator and the prospect (if each has an email on file), emails them again if it's cancelled, and sends both a reminder about 24 hours before. There's no SMS or Slack ping and no automatic matching — the rep still picks the validator and agrees the time.
- Is there a match score or algorithm?
- No — reps filter the roster by vertical and pick a validator themselves. There's no territory/tier/tenure scoring or ranked alternates.
- Do validators get paid for taking calls?
- Not through the product — there's no built-in referral-compensation or payout tracking. Any comp arrangement between a franchisor and its validators is handled outside SalesThumb.
Pairs well with
Franchise Pipeline
New Lead → Contacted → Discovery Call → FDD Review → Validation → Onboarding. Custom, renamable stages; a weighted forecast; a real territory-conflict flag. Part of the +CRM/Franchise Sales add-on.
Sequences & Dialer
Multi-touch email/SMS/task cadences with day-based spacing. A Twilio power dialer. AI turns the rep's own call notes into structured, disposition-tagged summaries. Part of the +CRM/Franchise Sales add-on.
Discovery Days
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. Part of the +CRM/Franchise Sales add-on.
Playbook & FDD Vault
A 4-step sales playbook with target timelines and live conversion rates. A versioned FDD document library. A real compliance audit log built from actual pipeline activity. Part of the +CRM/Franchise Sales add-on.