Episode Transcript
[00:00:06] Kim Daly: Welcome back to Create wealth through Franchising podcast and Kim Daly TV in my studio today, she's actually setting up for a trade show. Her name is Briana Dyer. She is an Art of Drawers franchisee from Fort Lauderdale, Florida. Brianna, welcome back to the studio of Kim Daly tv.
[00:00:26] Briana Dyer: Thank you, Kim. Glad to be here.
[00:00:28] Kim Daly: Brianna, why don't you tell the listeners a little bit about your corporate journey from your corporate America job into franchising and why you chose franchising.
[00:00:38] Briana Dyer: Sure. So I spent 20 years in banking and fintech up in New York and down here. Now I'm in the South Florida area working for some of the big banks like Citigroup and I am JP Morgan and then with a fintech company for just about 11 years before I moved into franchising. I was kind of tired of the direction corporate was going and the work I was doing wasn't as fulfilling as it once was. And I knew in the back of my mind I always wanted to go into business for myself.
I also had, you know, some, some personal changes in my life that really reiterated to me how short life is and how important it is to kind of do what you want to be doing and what's going to make you happy.
So in talking with a friend who is, I've known since the third grade, she's actually a successful franchise owner of a different franchise but out in Texas.
And she had pointed me to the wonderful Melissa Lewis, franchise consultant.
And I like the idea of franchising in particular because you're not on your own starting a business from scratch, that can be really difficult and I really, not that, you know, anything isn't difficult, but I like the idea of having the support system of a franchise processes to follow and guidance from them. So in talking with Melissa we looked at a few different opportunities.
Art of Drawers really resonated with me because A, I really liked the product. I thought here's something that we can sell that's great quality, that actually helps people in their home, in their day to day life and is something tangible, something that was frankly lacking in corporate for me towards the end there. And love the Art of Drawers team got the opportunity to meet some fellow franchisees along the way and it really felt like a great fit. So I took the plunge and July 2024 turned in my notice and signed on to our Art of Drawers and we jokingly say, you know, become the drawer lady of South Florida.
[00:03:11] Kim Daly: So from banking to drawers. Banking to drawers.
[00:03:14] Briana Dyer: Yes, right. There are some parallels.
In my last role that, that I was like, oh, this actually there are some similarities that. And some same processes that I was doing back then too. So.
[00:03:29] Kim Daly: Well, in this episode we really want to focus on what do successful people do differently? And this will speak to why I have been recording Brianna over and over for my documentary, for testimonials, for my Instagram. So if she looks familiar, perhaps it's because you've seen her on my Instagram.
Briana joined me in the Z Suite in November of 2025 and she was at a very different place in her business than she is today at the time of this recording, which is September, almost that August, September of 2026. And this is the story that we want to tell because there is this fundamental question that's raised over and over in franchising. Why do two franchisees invest in the same business with the same systems and the same training and the same technology, the same basic territory? Everything external to them is the same and yet they create two very different results.
Well, inside the Z Suite, we have been demonstrating over and over and over again how the same franchisee can own the same franchise in the same territory with the same system and the same everything external to them and create two very different results.
Brianna's turnaround from meeting me to where she is today is so, so profound and life changing.
It's why I have been recording her over and over again and it's the story that we want to dive into today.
So for those of you out there who are sitting on the sideline and you haven't yet invested in a franchise because you're trying to figure out how to mitigate all the risks, how to figure out what success is going to look like and how to get there. This is the episode for you because I want you to lean in to what she's about to share with you because she's the same her with the same business and she's going to share with you the dramatic difference in her revenue and her average tickets and all of the things, all of the KPIs using the same system.
And if you're already in a franchise and you're listening, I want you to lean in because I want you to also take away from this what it is that you may not be doing, that you could be doing to help you build wealth in all its many definitions and the life of your dreams through that franchise. There's far too many people who just sort of settle in and accept what is. And they know they're capable of more, but they don't know how to get it they continue to hear from their franchisor, Just follow the system. But. Follow the system. But what if you are following the system and you can't produce anything more? Then I want you to stay tuned as Briana starts to share the dramatic turnaround in her story. So with that set up, Briana, let's go back to the end of 2025 when you met me, the state that you were in, the state of your business, just in general, and why you, Melissa, encouraged you to come to the Z Suite, or let's start there.
[00:06:49] Briana Dyer: Yeah, I mean, November 2024. I was incredibly frustrated. You know, I felt like I was.
[00:06:56] Kim Daly: November 2025.
[00:06:57] Briana Dyer: 25 November, yes. This is 2026.
[00:06:59] Kim Daly: Already hasn't even been a full year.
[00:07:01] Briana Dyer: I know, but I was frustrated. I, you know, I was following all the processes.
Revenue just wasn't where it needed to be. I was spending a lot on marketing. That wasn't working really for me.
Um, and I was having a lot of doubts if, you know, this was the right decision. I was, you know, I had to, you know, a few times put more money into the business. I didn't want to keep doing that.
And so I had a very candid conversation with Melissa about it. And, Kim, I had already met you once at the. Our franchise conference that April, and Melissa had encouraged me to get on the phone with you and look at your program.
And that made an immediate difference. Like. Like, immediate. Like within, you know, what a couple of sessions that, you know, I started seeing a turnaround in sales.
I was still following the process, but, you know, instead of all this doubt and fear in the back of my mind when I'm going and meeting with clients and thinking like, oh, well, I missed this part of the script. Oh, I did this wrong. Or, you know, I should have done this a different way. And.
And just the only feedback we were getting candidly and, you know, sorry to, you know, home office, but the only feedback we were getting, well, you're not. You're not following the script enough. You're not building the value enough. And that negative reinforcement doesn't really help mindset. And so doing the mindset work with you, that allowed me to just be way more relaxed, way more confident in meeting with clients and, you know, going in with the mindset of, you know, if they don't buy whatever, it's fine, you know, onto the next one. But I'm here to help them. I'm here to just figure out a way to help them and do we have a solution for them?
And I Think that energy obviously translates to the customer and being in the home with them and seeing that confidence and they feel that negative energy. When you go in with negative energy and you in the back of your mind, you're worried about the bank account and you're worried about, did I make the right decision? And how's this going to work? But if you go and just be like, hey, I got to, you know, I'm here to help you, you know, and I believe that I can make this successful, then that makes all the difference.
[00:09:33] Kim Daly: Let's go back to what you said. So she was following the process, but she just wasn't getting the result. So if you're a franchisee out there and you're like, I identify with that, like, I understand. I'm so frustrated that I'm just being told to follow the process. And you are following the process. There's a strategic process, but the process that we really dive into in the Z suite, which we call mindset, because what's the other word for it? I mean the word when I say, oh, I offer mindset coaching. A lot of eye rolling back at Kim Daly, a lot of, oh, what does that even mean? Like, is that just woo woo.
So it's not. This is what I teach in the Z Suite, is how results actually come. I'm teaching a mix of quantum physics and spiritual law. So in the Z Suite, we joke and we say that it's Einstein meets Jesus. Because turns out Einstein used mathematical equations to explain the nature of reality and Jesus used parables, but they were both saying the same thing. So whichever angle you want to come at it from, we can come at it from inside the Z suite. So what happens when a franchisee who's frustrated comes into the Z Suite? The result is so quick and so dramatic in almost all cases that because that frustration, when you understand that the energy that you're holding in your body, that is frustrated energy, is what you're signaling to every customer subconsciously, and you become aware of how these results are coming, you can immediately do something about it. And then when we shift that negative energy to a more neutral place and then even slightly to a positive place, by thinking about showing up at this, you know, sales consultation to serve a customer versus to get a sale, like, I'm here to listen, I'm here to help you. I'm not just here to get something. And we start again changing the dynamic of the energy exchange, well, everything about that process changes quickly and dramatically.
So you. She followed the exact same process, but she got Two very, very different results.
So let's go to, like, if you even recall, like, monthly revenue, if you want to say it, or give us a rough number from, like, October.
[00:12:00] Briana Dyer: Yeah.
[00:12:01] Kim Daly: And then let's share what happened in December of 2025 and then what happened in February of 2026, and then what happened in May of 2026. Take us on that little trajectory around your world, Brianna.
[00:12:16] Briana Dyer: Yes. So.
So the biggest jump was like, that November through the end of Q1, 2026 and November, you know, I think my sales were somewhere around 18,000 or something for the month, like, nowhere near, you know, what I needed them to be. And 50,000 seem like light years away. And then December I hit that, and then, you know, I.
[00:12:44] Kim Daly: 51,000.
[00:12:46] Briana Dyer: Yeah. Is that what it was? I forget the exact.
[00:12:48] Kim Daly: Yes, ma', am, but yeah.
[00:12:49] Briana Dyer: And then, you know, so did you
[00:12:51] Kim Daly: hear that in November, 50,000 seemed light years away. These are her words. And then December 31, she had done 51,000 in revenue from following the exact same process using all the same scripts and tools. But she shifted something inside of her. And that shift is the shift that changed everything. Continue.
[00:13:15] Briana Dyer: You know, I continued. My numbers continued to grow through Q1.
I was hitting, you know, close to 100k a month those months. And that was, you know, that was with just me. I was the only sales team that I had at the time. So, yeah, that was. That was huge. That was such a big leap for me.
[00:13:37] Kim Daly: In February, she reported $93,000 in revenue.
[00:13:42] Briana Dyer: Yeah.
[00:13:42] Kim Daly: And then in May, this woman walked across the stage as the number one franchisee for her system for the first half of the year.
[00:13:51] Briana Dyer: Correct for Q1. Yes. Yes. And I did. I did get some other awards, too, at our. At our conference, which was great, you know, for like, different. Different milestones and things. And I hadn't gotten a single award the year before. So I was like, you know, this was. That was wild to say that this
[00:14:10] Kim Daly: turnaround was quick and dramatic is not overly dramatic, is it?
[00:14:16] Briana Dyer: Yeah, I was also going to say too. Since then, my focus has really been on grow. The. Growing the team side of it. And I had, you know, in my mind and, you know, written it down, you know, what do I want my team to look like? And I've gone from having, you know, just me, sales team owner, you know, every hat and two installers to now we've got three designers up and running, a fourth and a fifth in training. And I. It was kind of. My target was kind of five designers, four or five installers. I have a third installer coming on as well. So it's kind of all coming together now as I envisioned it and as I wrote it down to have my specific goals. Right, Kim?
[00:15:05] Kim Daly: So I love, love, love this story. And it's not atypical of the 50 or so students that I have inside the Z Suite so far at the time of this recording.
They're, they're following the script, they're doing what their franchisor told them to do.
But it doesn't always translate to wealth in all its many definitions. Yes, wealth means money and we love the money and we celebrate the money. But there's a lot of other things in that wealth definition like time, freedom, like the growth you actually bought the business for, like a feeling of confidence, like a feeling of being in control. There's an optimistic tone, there's a joy to life that so many franchisees are missing because they can't get the money. Right.
Right. So it, but it all goes together and this is what we teach in the Z suite. So Brianna, so if you were to, if you were to go back to November of 2025 and imagine that you did not have a resource in the Z Suite, what do you think would have happened?
[00:16:18] Briana Dyer: I don't know, Kim.
I mean, maybe I would have done
[00:16:22] Kim Daly: a little bit better back to corporate job.
[00:16:24] Briana Dyer: I thought about it, I know I have a path back if, you know, if I want it, you know, I still have my connections there and I have my friends that still work in corporate and there definitely were days where I'm like, you know, maybe I should get on indeed and start looking and see what's out there and, or LinkedIn or whatever. But yeah, I don't know. I like, but I do. What I do know is that this dramatically helped change my trajectory and how I feel about the business. And I stopped kind of thinking in the back of my head about well, maybe should I go back.
[00:17:04] Kim Daly: And that was going to be my follow up question. And so now that you have the resource of the G suite that's helped you to dramatically change your result and start to build the business that you were dreaming about when you were working with Melissa and you decided to become a franchisee, what are your thoughts now about your future as a business owner and your confidence in those thoughts?
[00:17:26] Briana Dyer: I know I can make this successful.
You know, I already am and I know I can use that success to, you know, invest in the additional businesses or investments that I want, want to down the road. So I have the passive income for financial freedom.
Our franchise is not very passive, candidly at all.
So, you know, but like, I know, I know it's a great product. I feel good about it for me.
[00:17:54] Kim Daly: I remember when we had a conversation in May after your homecoming event, and you were, you know, awarded number one. And that just feels so good to be recognized for the work that you're doing at home on your own, but to be recognized in your franchise and for this accomplishment. But also just the dramatic change. I mean, it was so dramatic that the CEO of her franchise reached out to me and was like, what the heck are you doing over there with Brianna? Because, like, how do I get all my other franchise partners involved in what you're doing? Because to take someone who was basically in her mind, you know, kind of checking out because it just wasn't working out after a year, and who's going to fault you for that? Who's going to judge that? It was hard. It was not. You were. You were losing hope that either this was the right opportunity for you or you were suited to own a business, but yet you were doing everything you were trained and taught to do by your franchisor. So no fault of the franchisor and no fault of yours, but there's a missing link, and that's what I identified in my own business and in my own journey over 13 years ago, when I went from the average performing group to the history maker that I became and then built that legendary life for 13 years. And this is the story that I knew I would one day tell the franchising industry when I felt the calling on my heart to say, I think I can package what has made me legendary for 13 years and I can help franchisees.
And there were people who doubted that I could do it. And I, you know, listen, I don't judge anybody because I was like, you might be right, you know, I don't know. But the calling in my heart was so strong, and I knew that it was. There was nothing special about Kim Daly.
It was how I was applying the natural laws of the universe to what I was doing.
And that's why I was able to, like, find the gas pedal and then just drive it, but not drive it in a, like, efforting, struggling, hard, aggressive way. Work more way.
It was more of this effortless way that we teach in a Z suite, which doesn't mean no effort. It just means there's an ease and there's a flow and that people and opportunities and events find you. It's like the world looks at you and says, gosh, you're so lucky. No, you can create that. There is no luck in the universe. Every single thing is precise. And I want to bring this back to some of the amazing opportunities that Briana now has due to the networking she's been doing and she's been sharing in our community some of these amazing wins. But just to finish, what I started to say there is that when she came back from her homecoming event and I remember the conversation so great because yes, we celebrate money, but what Coach Kim loves, loves, loves to hear is people fully stepping into ownership of their business, feeling in control, feeling confident and dreaming bigger dreams. Like, that's why I'm doing this in the Z suite. The money is going to come. Yes, but it's not going to be about the money. It's about the confidence. Because that's what we all ultimately wanted the day we signed a franchise agreement. You want control.
Well, control is a confidence. A confidence that says even if I lost all the money, I could do it again.
She knows how she went from 18,000 to 51,000 less than 60 days later and then another 60 days after that to 93,000 and to walking across the stage as number one. She knows exactly what she did so she can maintain those results. They're sustainable. It's not a one hit wonder, it's not a, oh my gosh, you know, I got so lucky there, I don't know if I can keep doing it. There's a sustainability to what she's doing that then gives her the confidence to be able to start hiring people and training them in the very same mindset and toolbox given by the franchisor.
So now they can go and deliver.
That's what we're talking about when we're talking mindset. That's the missing link between the vehicle that you buy in a franchise and the wealth that you desire. The missing link is what we study and what we learn how to apply.
It does not contradict what franchisors teach. It is complementary.
And so, Brianna, so now you have this vision of what you want to build. You're building out a team, your dreams are back on track. They're growing every day. You're waking up confident, you're going out and you're attending these networking events and share with the listeners a couple of the amazing opportunities that you've recently had to either bid or, you know, the showroom opportunity in particular.
[00:23:01] Briana Dyer: Oh, right, yes. So, yeah, that was a huge one. So, you know, I've been wanting to lean into the senior space. I feel like you Know, senior citizens are a lot of our clients.
Those projects are very rewarding because a lot of our seniors have mobility issues or, you know, they, they shouldn't be climbing up on a ladder to get to something on a high shelf.
You know, you don't want someone to fall. I had one client who couldn't see very well and couldn't bend down and she had all her stuff on her countertops because she's like, if I put them away, I can never get to them again and I don't know where they are. And we put drawers in for her and she sent me the cutest video like, of showing me how clean her countertops were and opening all her drawers and I can get to all my stuff. I could see everything.
And so I've really wanted to partner with like assisted living or independent living communities 55 plus. So there is a community down here in Fort Lauderdale that I'm working with and we are, we are putting a drawer design in their model units for their residents so we can offer that as an upgrade so that they can also get to their stuff and, and have storage space. A lot of these seniors moving into those communities are, you know, often downsizing. They're moving from their home to, you know, a one or two bedroom apartment and you know, they're concerned they may not have even enough room for their stuff. So we can help them in that way too. So that was a big win. Excited to get those drawers in those model units and be able to offer it to the senior citizens and hopefully partner with some other ones too going forward.
[00:24:52] Kim Daly: It's an amazing win. I mean, this is business that when you're thinking about owning a business and you're dreaming about how it's going to go, you may sit and think about that, but then you venture down the path and you can't figure out by following the system what you're doing wrong to get there. And then we add in this very powerful mindset coaching piece and every, every single bit of her business and her life has dramatically changed and to now she's building out showrooms of her ideal customer so that the product will sell itself for her in a showroom. I mean, it hasn't even been a full year. I was like, Brianna, you have to come be bless me and all of my listeners to be a guest on my show so they can really understand. And also for those franchisors who may be listening, you can really understand that this isn't.
There's some feeling, I think, between the franchisors and the Z suite that the franchisor should be the one teaching their franchisees what Kim Daly is teaching. And Brianna, what would you say to that? I mean, knowing like my style of coaching, how I've never once contradicted anything you've ever been taught to do. Inside Art of Drowsy. I don't even know what you've been taught to do. But it's not what we talk about.
What, what would you say to a franchisor who felt, I don't want to say threatened, but more like, yeah, I don't know, we, we should learn how to be all things to our franchisees.
[00:26:26] Briana Dyer: Yeah, I, I think you are in a unique position, Kim, given your journey and the success that you've had with these methods and with these teachings.
That makes you the, the subject matter expert on this. You know, I would say a lot of Frank. Well, I can't speak for a lot of franchisors, but I would imagine many of them have not been through that and not experienced that. And they're, you know, they may have a very different mindset. So like, you know, sure, they could read a few books and pass it along to the franchisees, but I think that's very different from what you bring to the table where it's your, your story as well and you can literally speak to it. Exactly. Yeah.
[00:27:09] Kim Daly: And thank you for that. And what she's speaking to is this 24 year journey where I spent eight years spinning around in the average pack of my franchise and then, you know, one year later growing by 350% in a 12 month period, which we'll define as a quantum leap, but then sustaining that and growing that even more for 13 years. And it's on that story that all of my teachings come from, because I look at these franchisees, not like we're across the table from each other and I'm some guru and you're a franchisee. We are sitting side by side and I'm like, I am you. I've been you. Right? This is the most judgment free place in the world here in the Z Suite. Because, like, I get it. I used to, I used to say all those things too and think all those things too, but now I don't. And this is what happened. And that's what Briana's doing now. She doesn't think her franchisor owes her anymore. She doesn't worry about a marketing plan. She doesn't worry about whatever she was down in the dumps. Worried about, frustrated about, because she has a new sense of ownership and control because she understands the nature of reality and how the results are coming. And then it just comes down to using your discipline and your will. Correct Brianna. To think the thoughts that you want to think that are wealth building and to follow through.
[00:28:34] Briana Dyer: Yeah. And you have, you do have to do the work. Like you can't just, you know, come to a session and then say, okay, I'm changing my mindset and, and everything's going to change. Like you, you do have to work, you know, and I do notice, you know, a difference if I don't do that thinking work, you know, for a couple of days or something like that, or if I like, I'll start to feel like, oh my gosh, I got to reset. Like I'm not in the right frame of mind and you kind of have to keep coming back to it. And like that's why I love having the sessions because it'll, you know, maybe I'll be having a day and I'm like, oh good, we have a Z suite tomorrow. Like just what I need to hear. So yeah, perfect.
[00:29:10] Kim Daly: Yeah. Because we're human, you know, so we're your, your, your, your habits of being and thinking are for most of us are deeply ingrained. We're even unaware of them. We just call it us. Right. That's just who I am.
[00:29:22] Briana Dyer: Right.
[00:29:22] Kim Daly: And then you're going to come in and I'm going to challenge you on who you believe you are and the thoughts that you commonly think to help you reprogram those thoughts to more powerful thoughts. If the thoughts that dominate your mind are not ones that are suited to your wealth building goals. That's what she's talking about. And so yes, you can learn the foundation of what I'm going to teach you what in a couple of weeks in the franchise wealth accelerator course. But the reason it's a year long program is because you will spend the rest of your life because you're human like all of us. Right Brianna, you will spend the rest of your life trying to figure out how to overcome that human in you.
[00:30:01] Briana Dyer: Yes, definitely.
[00:30:04] Kim Daly: Just, it's just how it works. But so to wrap this up, I mean obviously the Z Suite has, and the material that we've cover, we talk about in the Z Suite has completely changed your life.
[00:30:18] Briana Dyer: Yes, it truly has.
[00:30:20] Kim Daly: Love it, love it, love it so much. This is exactly, this is me living my greatest dream. This is the dream. I dreamed that when I knew that I could build the Z Suite and now we've got again about 50 students from, I think, about 24 different franchise organizations at this point.
And their stories are very similar to Brianna's. She was one of my earliest, probably the fastest rising star out of the early days.
Um, and that's why, I mean, I just continue. We just continue to follow what she's doing and with no pressure and no judgment for the human side that sometimes makes us wobble and doubt because again, that's the work of our lives. But that she's maintaining a certain new level of being that's enabling her to produce an even higher level of result. And at every stage of her growth, she will have to stay in that place and build a new identity and there will be new opportunity to wobble back to the old identity. Like, you're never, we're never going to get it done and we're never going to get it right. That's the human experience that we're here for. But this is the growth journey that literally separates the average and struggling franchisees to the top performing. Would you, would you agree?
[00:31:36] Briana Dyer: I would totally agree, Kim, if the
[00:31:38] Kim Daly: title of this video is what do successful franchisees do Differently? What they do is they add in the mindset coaching piece that literally changes everything.
So, Briana, thank you so much for being my most special guest. Thank you for being the star of the Z Suite early on. Thank you for, you know, contributing so many videos and so much of your time to all of my marketing materials to help me build this and keep sharing the story. You're so, so inspiring. I mean, I just can't wait to see where you're going to be. You know, the one year mark is coming up in a couple of months,
[00:32:14] Briana Dyer: but even beyond that, yeah, it's exciting and thanks to you, Kim.
[00:32:20] Kim Daly: It's so exciting. Well, thank you. So for those who are out there who are not yet in the franchising game, now you understand there's a little bit more than just investing in a franchise to lead to your success. Well, I'm still a franchise consultant. So if you are looking for help to identify the right franchise to help you build wealth in the life of your dreams, I would love to be your franchise consultant. And for all the rest, if you're out there because you're struggling in your franchise or you're. You've hit a plateau and you can't break through, that is an identity shift that I can help you through like that. I want you to follow the link in the description below because I would love to be your daily mindset coach.
