When Deb Tandy describes her first year as a franchise consultant, she doesn’t talk about closing deals or hitting numbers first.
She talks about impact.
“I’ve climbed the corporate ladder. I’ve made money,” she said. “Now I’m motivated by impact.”
It’s that purpose-driven mindset that has helped Deb, one of Business Alliance Inc.’s rising consultants, build six-figure success in her first year—all while helping others discover the same freedom she found through franchising.
From the Boardroom to the Toy Aisle
Before stepping into consulting, Deb’s journey took her from the automotive industry to franchise ownership. After nearly two decades in corporate America—culminating as a Ford account manager—Deb was laid off after 9/11. The event sparked a re-evaluation of everything she valued.
She and her husband decided to start a family and eventually moved to Houston, where she took a leap into entrepreneurship by buying a specialty toy store franchise.
“I love people. I love toys. I love kids. It was perfect for me.”
For 12 years, she built that business into a community staple before selling it to a new owner who hit $1 million in her first year. “Leave them wanting more,” Deb said. “Go out on a high note.”
After decompressing with volunteer work and family time, she found herself asking, What’s next? A friend introduced her to franchise consulting—and after one call with BAI’s leadership team, Deb knew she’d found her next chapter.
“Once I talked to everyone and learned what BAI stood for, it was a no-brainer. I was all in.”
Building a Business That Builds People
Deb’s transition into consulting brought her full circle: she now uses her experience as a franchise owner to help others find their perfect fit.
“The one thing I tell every client is, you don’t know what you don’t know. But I’ve been where you are.”
Her first year wasn’t without challenges. The early months were filled with new systems, CRMs, and learning hundreds of brands—“like drinking from a fire hose,” she said. But she credits training, mentorship, and persistence for her rapid growth.
Four months in, she closed her first deal. A few others fell through—one candidate even left the country after a family emergency—but Deb stayed the course.
“It’s not easy, but when you build relationships instead of chasing sales, everything changes.”
By her second six months, Deb was thriving—closing multiple deals and crossing the six-figure mark in just four months. Her secret? Relationships.
“No matter the industry, you’re not selling anything. You’re building relationships. When you and your franchisor partners present a united front, clients feel that trust.”
Lessons in Listening and Leading
Deb’s approach today is rooted in empathy and insight. Gone are the rigid scripts and rehearsed pitches.
“Early on, I followed the script. Now, every conversation is personal. I ask questions, listen deeply, and pay attention to what clients don’t say. You have to read between the lines.”
That mindset led her to one of her most memorable clients—a former restaurant owner who lost everything during COVID and was rebuilding from scratch. His funding? Gold.
“He literally converted gold bars into cash to fund his business. Everyone was pulling for him. He told me another broker never listened to what he wanted. I did—and we got him the exact franchise he was looking for.”
Character Over Commission
From day one, Deb embraced a core principle that has guided her success: never call with “commission breath.”
“I don’t even look at the commissions. If you do the right thing and treat people with integrity, the financial success follows.”
Her advice to new consultants is simple but profound:
- Be genuine. “Your reputation is all you have.”
- Be consistent. “Get up one more time. Keep going.”
- Stay connected. “Have friends who can lift you up. Don’t seek emotional validation from your clients.”
Deb credits the BAI network for enabling her success. From brand partnerships and training to the proprietary FriendLink system, she says the support is unmatched.
“I don’t have to worry if a franchise is legitimate—BAI does that for me. I just focus on the people, the culture fit, and helping them find the right business.”
Impact Over Income
For Deb, franchise consulting isn’t about transactions—it’s about transformation.
“I help people make one of the biggest decisions of their lives,” she said. “And I get to see them build something that changes not only their life, but their family’s future. That’s impact.”
Whether she’s working from her home office or from a beach chair on the Gulf of Mexico, Deb is living proof that freedom and fulfillment can coexist—if you’re willing to bet on yourself.
Author Bio
This article is part of Business Alliance Inc.’s ongoing spotlight series on successful franchise consultants within our network. Deb Tandy is a former franchise owner, corporate executive, and mentor who now helps entrepreneurs find the right franchise fit through her work with BAI.
