Flight Plan · Week 2

Week 2 — Qualifying

Continue Intake outreach. Move active leads deeper. Practice the Qualifying motions: FDD review, application, interview.

Goal: 3 new intro calls + Qualifying role play complete

We live here this week Stage 2 of 5 · Qualifying

Qualifying

"Can this candidate fund, open, and operate successfully?"

FDD review completed and clarifying questions answered
Application completed — minimums met, realistic funding path, no red flags
3Q question write-up completed
Interview assessments passed
Realistic expectations confirmed by lead
Next meeting scheduled

Week 2 anchor: FDD review is the first motion of the Qualifying bucket. Some of your Week 1 leads should now be sitting at Application Sent or further — your job this week is to keep them moving and start FDD review conversations with the ones who are ready.

What "Done with Week 2" Looks Like

By Friday of Week 2:

Each Qualifying step learned and applied — first in role play, then with real leads (building on Week 1's Intake foundation)
Call outreach attempted on every lead emailed/SMS'd in Week 1 — phone follow-up for the non-responders
Lead status change automation actively leveraged to re-contact 50+ disengaged leads
All new inbound leads worked through the Intake Checklist Progression in Lead Engagement (bypassing the Re-Engagement section) — Clay sets up the workflow so SMS + email come from you
Role play with Clay completed — first 20 FDD items reviewed, FDD review call done, application submitted, intro to Lisa, interview conducted
Stretch: 3 new intro calls scheduled this week

Week 2 success = parallel motion. You're keeping last week's leads moving, working new ones in, AND building muscle memory on Qualifying through structured role play. By Friday, the Qualifying bucket should feel familiar — not foreign.

This Week's Goal

Continue Intake outreach. Move active leads through Qualifying. Practice the FDD review and interview motions.

You're now juggling two parallel workstreams: continuing Intake with last week's leads (and new ones coming in), and starting Qualifying with whoever made it through the application. Plus structured role play with Clay so you've experienced FDD review and the interview before doing them live.

Stretch goal: 3 new intro calls scheduled this week.

Lead Engagement This Week

Three streams to balance:

Last week's leads: call outreach attempted on every lead you emailed/SMS'd in Week 1 — pick up the phone for the ones you haven't reached yet.
New inbound leads: Clay is wiring the workflow so SMS + email come from you on new form submissions. Work them through the Intake Checklist Progression (not Re-Engagement) section of the Lead Engagement tab. Logging is critical — every channel, every outcome, every date.
Disengaged leads (50+): actively leverage the lead status change automation to re-contact disengaged leads at scale. The status change fires the right comms — your job is moving leads into the right status.

Qualifying Role Play — Katie as the Lead

Walk the candidate's path before guiding others through it

This week's role play flips the seat: Katie plays the prospective franchisee going through the Qualifying journey. By experiencing it as a candidate, you'll understand what your real leads are feeling, where they get stuck, and what reassurance they need.

Review the first 20 items in the FDD.
Read them as a candidate would. Jot down the questions, concerns, or "wait, what does that mean?" moments as you go. These become your real-world FAQ.
Complete the FDD review call with Clay.
Clay runs the call as he would for a real lead. You're in the candidate's seat. Ask the questions you wrote down. Notice how Clay handles the tougher ones.
Submit the application.
Fill out the franchise partner application as if you're applying. Now you know what your leads experience when you tell them "complete the application."
Get introduced to Lisa.
Clay hands you off to Lisa for the interview. Same handoff flow we'd run with any qualified lead.
Conduct the interview with Lisa.
Lisa runs a real interview. You're the candidate. Debrief afterward — what felt comfortable, what was uncomfortable, what would make a real candidate hesitate.

Format: Zoom or phone — match how the real motions run.

From Clay: "You're going to be working two streams at once this week — that's intentional. The role play is so you've already lived the candidate's experience before you guide a real lead through it. By the time you do FDD review live, you'll know what they're feeling because you felt it last Tuesday."