THE HUBSPOT SYSTEM,
END TO END.

ONE PRINCIPLE RUNS THE WHOLE BUILD.

This is the guiding principle behind the entire build. Understand it and everything gets easier: optimizing, troubleshooting, and adding new initiatives. It looks simple on the surface, then layers up as the automations get more complex.

Sequences are the backbone of the whole system. This one runs without anyone lifting a finger. A candidate submits the form, we confirm they belong in Franchise Development, and the first email goes out inside five minutes. Then the developer gets a task to call. This is how new candidates land in a developer's pipeline.

Once the deal exists, the old way piled on work. A second manual call to re-cover the MEG, chasing paperwork, fielding the same territory and FDD questions. This video shows what the system does instead, and what that hands back to the team.

Why it matters

→92 active deals. Forty-six each across Mark and Dylan, right now.

→About 96 hours saved. Over an hour per candidate, on the early stages alone.

→Less busywork. Developers spend time on the candidates most likely to move forward.

The back half is hands-on. This covers the mid and late stages, how candidate files stay organized up to the VP approval call, and the development action plan that keeps a candidate on track.

What this covers

→The development action plan. The timeline tool that runs the late stages.

→VP approval call. A required stage that works when the pipeline stays clean.

→Why some automation is off. Without stage discipline, emails fire at the wrong time.

Territory checks run on their own ticket pipeline. This shows how to work one in the portal, set its disposition, and tie it back to the candidate, plus the time-to-close view that lets a leader keep the team accountable.

What this covers

→The ticket pipeline. Reply in the portal, then set the status to the outcome.

→Correlate the contact. Tie each check to the candidate to track activity.

→Time to close. A leadership view of how fast the team responds.

The scorecard is the management tool. It shows each developer's pipeline health at a glance, flags every deal stuck in a stage too long, and surfaces the hot leads sitting with no next step. You run it in your weekly one-on-ones. And because the developers know exactly what you measure, they clean up their own pipelines before the meeting ever starts.

The construction record for the entire system. Sixty-four workflows, the property dictionary, the known issues, and the decisions waiting for the next owner. This video walks you through how to read it, then the document itself is yours to keep.

THE COMPLETE BREAKDOWN

The whole candidate journey on one screen. Open any stage to see both sides at once: the page and email the candidate gets, and the workflows and health underneath. The build-side walkthrough lives in the Build Documentation above.