Most young franchisors have their sales executive initially screen and pre-qualify prospects. This makes sense during the start-up period when dollars and people are scarce. As soon as feasible, however, I strongly recommend using a qualification specialist to perform the initial follow-up of inquiries. This person can be worth their weight in platinum! Thirty percent of franchisors now employ qualifiers, according to Franchise Update's 2014 Annual Franchise Development Report. You'll save time, money, and increase sales performance.