Episode Transcript
Speaker 1 00:00:04 Hello everybody. Welcome to another episode of All Things Considered Franchising, powered by Scott, my franchise coach.com. I am your host, Scotty. My All Things Considered Franchising is a podcast dedicated to the franchising industry and the future or current entrepreneur, people looking to, uh, learn more about business ownership, whether through franchising or just as an independent. Scott Mylo franchise. coach.com is a company that I own, a consulting organization that helps people research and explore business opportunities, helping you build the business model, and then presenting options to you that are a best fit scenario. So today I have somebody that I have gotten to know over the years, um, who has, I think probably the best handle, the best finger, uh, on the pulse when it comes to business financing, uh, when there's, uh, when, when you're considering options. Um, and that is the president and founder of Creative Funding. Uh, I'm pleased to welcome Mona James. Mona, welcome to the show.
Speaker 2 00:01:14 Hey, Scott, and glad to be here.
Speaker 1 00:01:17 Yeah, it's good to have you. Um, you know, you and I have been connected for a while now. I, I don't wanna say how long, but, uh, we've been connected for a while. And, uh, your expertise in funding options, uh, and I think there's a big difference between speaking to somebody who works for a specific organization and is selling a service versus speaking to someone like you is that you are someone who listens, paints a profile of somebody, and then presents options on the financing side based on the, I guess, the financial picture of a individual or a, uh, couple, or whatever it may be. Um, is that correct? About what you're doing?
Speaker 2 00:02:06 And I think one of the things that is important to me in helping clients strategically figure out their funding is I have to get to know them types of businesses they're looking at, so we can kinda put that puzzle together.
Speaker 1 00:02:20 So you are, you are really just kind of in, in an essence as a consultant, a financial consultant, and, and primarily working with some brands directly, but in most cases, working with consultants like myself and helping their clients or our clients kind of get a better idea of whether they would qualify for something, whether they're over their head in something or they're kind of zeroed in at exactly where they should be, and then presenting all of the different financing options that would be available for that particular situation. Is that correct?
Speaker 2 00:02:59 Absolutely. I think that funding can be, you know, uh, figuring out their strategy can be a little daunting. And there's programs out there that a lot of clients don't realize that are available to them to put that funding together. And I think the most important thing, Scott, is while somebody is capitalizing their business today, it's important for me to make sure that they wanna expand their business. Um, you know, putting the right find funding together today is important, is expanding that business down the road. So it's not about just helping them figure it out today, what's their future look like, and be able to expand that business where they didn't vet the farm.
Speaker 1 00:03:44 No, that, that's a great point from
Speaker 2 00:03:46 The outset.
Speaker 1 00:03:47 Yeah, no, that's a great point. So, to educate our audience, um, let's start with what I call funding one oh one. And maybe you can explain, take some time here and explain the different types of funding options that are potentially available to qualified clients. I mean, uh, let, let's play funding 1 0 1. So what are some of the basic, uh, ways for people to fund a startup, assuming that they qualify for, you know, they're qualified for funding, and again, qualifications really become, become liquidity and credit score. But talk about the different options that are out there that people can explore that you work with. Uh, uh, helping clients, uh, kind of learn more about,
Speaker 2 00:04:35 Well, in my, I'm gonna say my age here in my 30 years of experience of helping clients figure out this strategy, if it is a small business loan, an SBA loan, I want the clients to understand that it is not the small business administration lending money, it's the banks lending the money, and the banks all have certain criteria, and that client has to fit into that bank criteria. So it's almost like the parting of the C you've got loans under one 50, which are called Working Capital Express loans. They've got loans, you know, I call seven a, which is over one 50 and up each have similar criteria. The rates and terms are the same, but the cash injunction is different on either side of the fence, but a lot's gonna come down to is this a home-based business or is this a brick and mortar?
Speaker 2 00:05:28 And Scott, I will tell you one of the classic mistakes people make when they're doing a brick and mortar business, and what I emphasis to them is to pay attention to their buildout costs, because we don't want them to get to closing to find out they estimated a certain project cost and then it's lower or higher than what they anticipated. So my goal is to make sure we go down every line item on that item seven, and make sure we have enough money to close on that loan so they can open their doors. So there's definitely SBA loans, depending on is it a single unit or a multiple unit? That's one option. Um, sometimes clients don't wanna do, uh, lending and then don't wanna do a loan. So we look at ways they can capitalize it more on a personal side, maybe a home equity line of credit.
Speaker 2 00:06:21 They talk about that criteria, cash, um, bar against the stock account, um, you know, cashing out Roth accounts, you know, tapping into retirement money without being taxed or penalized. Maybe there's partners. And we gotta puzzle this together with partners. So it really comes down to who my far aware is and what they're buying so we can puzzle that together so they're comfortable with making that step to move forward with their business. And they have plenty of money to do that. And again, we don't put them at the poor house or divorce court, so to say.
Speaker 1 00:06:54 You're, you're absolutely right. I mean, obviously, you know, some of the, one of the main reasons that people fail at business ownership or a business really never get started is because they've undercapitalized themselves. They didn't get the proper funding, or they overcapitalized and now are paying back a loan that they never really thought they would have to pay back, whatever the circumstances. But you brought up a really interesting point about SBA loans and, and I'm glad you brought it up, because there is this misnomer about people, at least on, on, on, on a lot of the clients that I talked to, that it's not the SBA that's lending, it's the SBA backing the loan to the bank in the, in the event that it did default. And it's the bank that's actually lending the money. So the criteria for each bank, a, b, C bank, d e f bank, if you presented the same loan to those two banks, it is conceivable that one bank would say yes, and one bank would say no. It's based on what the, the bank itself, the financial institution is comfortable lending within its portfolio. Some may do food, some may not do food, some may do more or less brick and mortar, some may do more brick and mortar, or, you know, and less service-based or home-based businesses. Is that a great, is that a good way of looking at it?
Speaker 2 00:08:16 That's a great way of looking at it. Sky. Um, again, it comes down to a lot of people confus confusing consumer lending with small business loans, lending, you know, consumer lending is your car, your credit card, your mortgage. Those are a different set of rules on con on lending. And then you've got the sba, which is usually bank rate, you know, plus prime. But what I tell clients is, an SBA loan is almost like two folds. The first thing the bank has to do is to make sure the bar passes SBA eligibility. And there's a criteria that the bank has to go through, you know, is a hard borrower. Remember, this is backed money. So if they're gonna do a background check, you know, if a client had a bankruptcy in the past, doesn't mean it's a deal breaker where they can't get an SBA loan.
Speaker 2 00:09:06 There's criteria that we have to go forward to say, you know, just because you had a bankruptcy, a lot of people go, wow, I, I can't get a business loan. Well, that's not true because there's many factors I have to dig into to make sure that we can go forward with an SBA loan. You know, a lot of people say, I don't have a job. I can't get an SBA loan. That's not true. It's really understanding my client and putting together that puzzle that says, this is why you could qualify because you had a bankruptcy or you're not currently working. Um, uh, and, and when clients say, well, my credit score is, you know, seven 20, that's a good score, but I have to take it into a further accountable, it's great you have a great credit score, but let's talk about maybe credit card debt.
Speaker 2 00:09:53 Are you over the maximum amount? Right. And Scott, I'm gonna say this to you, but there is sometimes where somebody has too much liquid based on the business that they're looking at, they may not qualify for an SBA loan because they are too liquid. Now that's a kind of a crazy number. If somebody's sitting with 2 million in a stock account wants to borrow 200,000, they're probably are better avenues for funding than an SBA loan. So again, it's really understanding my client's profile and who they are and how much they're buying. There's so many factors. It's peeling an onion you gotta peel
Speaker 1 00:10:32 Exactly. To get results. No, and, and I think that's why your, your methods and un and and, and working with my clients, um, has really helped them understand what they should be looking at. In other words, somebody may call me up and say, Scott, I'm interested in food. And you know that brick and mortar is five, $600,000. But when you start peeling back the onion on the profile financial profile, you know, this five, $600,000 investment is really gonna be a seven, $800,000 investment. You know, I may be exaggerating here. So, um, so peeling back that onion is very important. So let's jump the gun because outside of the S P A, there's, uh, what we call the robs, there are term loans. Um, there's, uh, well, there are merchant type loans, uh, that we don't get involved in that a lot. That's typically for people that are looking for immediate cash or a remodel.
Speaker 1 00:11:31 But talk to the audience about when they should look at a, Rob's a rollover utilizing, uh, a retirement fund. When is the best case scenario to really consider using retirement funds in your role in, in your IRA or in a corporate, uh, uh, being administered by a corporation, um, because it is your retirement money. And, and let's face it, I mean, there, it, it, it's, it may be free money or interest free, but it is still your retirement money. So walk us through that program and when should, when people should really, you know, kind of look into that.
Speaker 2 00:12:12 So the way to explain the rob rollover to clients is again, getting a financial picture of, you know, each option that they have. And if I feel that we have to access that retirement money, it's because of a multitude of things. It could be because they don't have the percentage of cash injection that the bank wants them to see to bring to the table for their skin and the game. Or if it's such a low investment that it doesn't make sense to do an SBA loan and they're sitting with, you know, several hundred thousand in a retirement account that we can't access, we can't access all retirement money. It has to be more of money that's in a previous retirement account from a previous employer. Uh, a traditional ira, not inherited ira, uh, cannot be a Roth. Um, so we have to one, identify what retirement account is accessible, right?
Speaker 2 00:13:10 But I think the biggest thing, Scott, you kind of pointed out, which you were dead on as you is, is their retirement money. So I think the way I explain the Robs to clients is there's the ability to set this up and, and this could be an hour call on a Rob, so it's not like I can get, you know, through the whole process. But at the end of the day, the whole purpose, I think that I believe in the Robs is to be able to, the way it's set up, because there's different accounts you can set up, right, that allows the business to be able to take some of that profit, share it with them as an employee, and build wealth in a retirement account. And it's really helping the client understand that you can lower your corporate tax liability and you can continue to build wealth in a retirement account if it's set up properly.
Speaker 2 00:14:04 So it's kind of a win-win for the owner, which is looking for tax deductions when they become an employee, they're looking to build wealth in their retirement account. So if it, again, if it's explained properly, there's two advantages to this Ross. And sometimes, let's face it, it's great to have a business where you're not, you don't have any business debt, right? So all the revenue that you're getting, or a percentage of it could help you continue to build wealth for your future. So it's really strategically explaining the routes of the client and the way they identify it in layman's terms, instead of throwing, you know, certain things at him, really breaking it down piece by piece. I, I, I tell clients that the rods is kind of like having an iPhone <laugh>. An iPhone can text messages. You can watch, uh, YouTube, you can watch, uh, you know, you can do little things on your phone, but if you haven't really dug into the man that iPhone and the creative things that that iPhone can do, you haven't dug into the Robs to understand the benefits of ongoing benefits. And I, I think that's where a classy people go out, read on the internet, the Robs, and they're completely lost, but I break it down is beginning, middle, and end. And I think that's where they finally have that aha moment. Wow, this makes sense for me to tap into it. I wanna be sensitive that people are using their retirement money. So I wanna help them continue to build and grow and expand their business and continue to build retirement money. It's gotta be explained properly,
Speaker 1 00:15:46 Right? No, absolutely.
Speaker 2 00:15:47 In those integral parts.
Speaker 1 00:15:49 So we're talking to Mona James, president and founder of Creative funding, uh, Mona's, uh, organization, uh, helps people research and explore the financial options to financing a startup business or an existing business, a potential resale. Um, I'm Scotty, my, I'm the host of All Things Considered, and we kind of take talking about right now the options to financing. So Mona, let's, let's jump into something that I think is very, very important. And it seems to go to the wayside for a lot of people. I shouldn't say a lot of people, but a good percentage of people that are exploring business ownership. They seem to think that the financing side or understanding the financing side is more of the last resort, whereas I try to preach and guide my clients to get to them to talk to you sooner earlier in the process than later. I always look at it that it would really, it's really difficult to get somebody excited about something and then find out after they talk with you or talk to a few banks directly, which I don't encourage because they're not presenting the business opportunity correctly. Um, they're not, they're turned down for financing. So when you look at, and, and you've been doing this for years, you're an expert at this. So if you were talking to our audience that people who are considering business ownership for the first time, a startup, a franchise, let's say, when should they start investigating or learning about the financing options in their process?
Speaker 2 00:17:21 Great question, Scott. I would say as soon as possible, and here's why. When I have a call with a client, my only goal on that call is to educate them on different finance options. So when we go through their financial, you know, profile, you know how much is in cash and you know, equity and when I'm giving a good financial picture on them, that's when I can come to the client saying, now listen, you've got three to four options to capitalize this business. Then I go through each option, each component in more detail in what we're doing now, of course. And that gives the client kind of an haha moment that says, wow, I didn't realize I had too many options. And Right, these are great options. Now I don't know what I'm buying and I don't know what they're buying. So what I want them to do is knowing that we've got options from lending of a hundred thousand to what, half a million?
Speaker 2 00:18:20 Cause I'm gonna tell them exactly you've got options from a low end of a hundred to a high end of a half a million. I only want that client to go out and find that business that makes sense for them. They're doing their due diligence to see if business ownership is even for them at this stage, right? But as they progress with you and they find the business that they're looking for, when they get down to typically two businesses, they're kind of comparing. They didn't they us we circle back the client and I to break down. Now we know how much money they need. Now we can get a better feel. Is this option better? Is this option better? Is this option better? I mean, I get pretty much tell somebody on the phone, as long as they don't have these crazy skeletons in their closets, what they could qualify for long without considering them to a bank. Cause I've been doing this so long, right? Not that I wanna put anything in writing, but like let them clearly see why they can afford it. It's not just throwing out, you can get this and break it down. You've got the cash injection here, you've got the post post closing and liquidity here. So they really envision that, how they can afford it. Cause I've explained what the bank criteria is and how they qualify.
Speaker 1 00:19:38 So it's, it's almost, you know, it it, it's almost like, I guess the audience should look at this like, it's, it's almost like buying a house. Matter of fact, it's probably the same thing in, uh, buying a house, buying a car. You have to know what you're gonna qualify for and understand the financials behind the numbers. I call it a reality check. A gut check. I mean, the person you're calling.
Speaker 2 00:20:01 Yeah.
Speaker 1 00:20:02 I
Speaker 2 00:20:02 Mean, yeah. I mean, here's what I wanna add to that. It's like that nobody's pulling their credit
Speaker 1 00:20:09 Right, exactly.
Speaker 2 00:20:11 About that. I'm not, I don't need to pull credit is a client is being forth, you know, forthcoming with me and not 100% of 'em are. Cuz they know I'm on their team to try and help 'em do this. I've haven't run into issues later down the road because that client was forthcoming with me of what they had either in their past or, you know, where they're had it in their job. They're leaving their job. So they really, they, they really am honest with me so I don't have to pull credit. And that's, it's kind of like a house. Yeah.
Speaker 1 00:20:50 It's the reality check. Like I said, you know, somebody calling up mm-hmm. <affirmative> saying, Hey look, I wanted, I saw this a b ABC brand and I'm really interested in it. Um, it's a half a million dollar investment, but when they gun get done talking to you, they may realize that that half a million dollar investment based on their profile may be slightly outta reach. Whereas you would turn around and say, Hey, look, instead of a half a million dollars, maybe based on your profile, unless you bring in, as you mentioned before, a partner, um, you know, uh, some type of other investor in the business, uh, you should really probably stick between 200, 300,000 in an investment. It kind of, you know, kind of manages the expectations of that client. And of course, that client can make a decision at that point, I'm gonna go save some more money so I can get that half a million dollar business or Thank you, Mona, I'm gonna, I'm gonna, I'm going to, uh, I'm gonna, I'm gonna work on the two to $300,000 investment. I don't want to go that, uh, far deep into the process.
Speaker 2 00:21:56 Who know Scott, it's like a client on the phone that really wants to buy a business, but maybe they've got some credit hiccups, right? Uh, they're passionate about owning something. I don't wanna squash their dreams, but we're gonna help them figure out how can they move forward that next chapter, because they got a few dings on their credit dings often can be repaired, right? So I guide them through how to repair that. And I also want another timeframe of it. So I'm not saying, you know, everybody that, you know, uh, I I have a really sincere need to help people, you know, better themselves and better their future. No,
Speaker 1 00:22:40 That's great. I mean, it's great. So let's, let's jump guns. I mean, I think we've given everybody a, a, a, a a a, a comfort margin here that, uh, at least my clients are introduced to you. Obviously there's an option to talk to you. I always encourage it, uh, because it doesn't cost them anything. Uh, and most of the consultants that you're working with like me, uh, don't, you know, there isn't a fee for setting up a conversation with you. Um, it's only helpful in the process. It eliminates any distractions. It eliminates any disappointment later on. If anything, it helps speed up the process to get a better understanding. But let's talk about financing today because, uh, you know, we're all reading about what's going on. Uh, you know, this great recession we were supposed to have hasn't come yet. Uh, interest rates have risen, uh, that was expected. Uh, we all saw that coming. Um, how is this all playing in the decision process for people? Or how should it play in people's decision process to become a business owner, an entrepreneur kind of get into that, you know, American dream. I mean, is that, is it, is lending still viable? I mean, is it, I mean, are banks still talking to people, considering people?
Speaker 2 00:24:00 Scott, I haven't seen any of this. You know, what's going on in the world today stopping many people from buying businesses. They're focused on their future. They're focused on building something on their own. Um, it, it, it hasn't, it hasn't affected anybody I'm speaking with because they're, you know, I believe in whatever, you know, I mean, whatever goes up must come down. Sure, the rates are going to come down eventually when nobody knows. But has it changed the mindset of the buyer? Not really. It could be more of, you know, a different strategic planning other than Right. An SBA loan. Cause rates tend to be a little high right now. But anybody that, you know, can't have any other way of capitalizing a business and they do do an SBA loan, it's not stop them. Not many people I'm talking to, they're focused on their future. So it's actually, I'm very busy. <laugh>
Speaker 1 00:25:01 Very busy. Yeah, no, it's busy. It's busy time. I mean, you know, uh, I, I think, you know, a couple of years ago when the, uh, when when Covid hit, I think all of us in this industry probably had our disaster plans, uh, all in place. And, you know, what are we gonna do next? Cuz we all figured that the ball was gonna drop, but, uh, it, it opened a lot of doors and got people thinking about business ownership. And, uh, I, I know my business has, you know, quadri, you know, quad, uh, quadrupled, uh, triple quadrupled and I know you're busier than ever. So, uh, any last thoughts here, Mona, about, you know, um,
Speaker 2 00:25:38 I'll tell you one thing that's, I'll tell you one thing, Scott, that's changed. You know, again, being in this industry as long as I've been in it, my average client looking for a business their age was about 48 to 60. That was the average age, what am I seeing today? 21 to 60.
Speaker 1 00:26:04 Yep.
Speaker 2 00:26:04 Looking at businesses. So a lot more younger people wanting to do things on their own, kind of nothing like their parents worked the job 30 years, gonna watch for retirement and see you later <laugh> these, right? Don't they wanna, they wanna build something. And I'm seeing people buying more and more multiple territories and multiple units because you and I both know to, to be very successful. A single unit territory is fine, but a multiple makes sense and a multiple brick and mortar makes sense. So I'm seeing people buy more and more of those.
Speaker 1 00:26:43 Yep. So there's
Speaker 2 00:26:43 Been a, a change in that area.
Speaker 1 00:26:48 Yeah, no, you're absolutely right. I wanted that. Yeah, no, it, uh, I'm glad you did. Um, Mona, you know, um, it's been great talking to you. We've been talking to Mona James, president and founder of creative funding, uh, financial consulting organization that works with people, uh, providing guidance, research and education. Uh, much like what I do on the franchising side, but they do it on the financing side, is making people comfortable about what their investment is all about and how they're gonna, uh, finance the business. And in some cases, uh, Mona has been direct with, uh, clients, and I think she indicated this earlier in, in a conversation that, hey, look, you've got all this cash go out and pay cash for the business. Uh, so it isn't always about the financing side, it's always about the best decision on what direction to go in that roadmap. I call, um, for those of you who would like to, uh, reach out to Mona and speak to her about financing options, Mona, what is the best way for someone to get ahold of you? Is there a website that they can go to or
Speaker 2 00:27:52 Email or phone? Uh, okay.
Speaker 1 00:27:54 Yep. We'll have your contact.
Speaker 2 00:27:56 Creative funding.net creative funding by designers Lost my train of my own company.
Speaker 1 00:28:03 Yeah, we'll put up the, we'll have you
Speaker 2 00:28:04 Creative funding by design.
Speaker 1 00:28:06 Yeah. We'll all have it up there on the screen, but I didn't know if there was anything, uh, uh, additional. But, uh, Mona, it's been great talking with you. I look forward continuing working with you. Um, uh, you bring a lot of
Speaker 2 00:28:17 Scott, it's been great. It's been,
Speaker 1 00:28:19 Yeah, you bring a lot of value. Yeah. You bring a lot of value to the table and, uh, you know, I was talking to somebody the other day, um, about you and your services and I said, you know, in all the years that I've been using your services or pointing my clients to your services, I don't think I can ever recall anything negative or anybody calling me up and saying, the information she gave me was incorrect. And I think that goes a long way
Speaker 2 00:28:49 To the value.
Speaker 1 00:28:50 Well, it goes a long way to the value that you're bringing to the table. And much like, and one of the reasons that we have some synergies working together, and I feel comfortable is that as I run my business, it's always about my client's best interests. Mm-hmm. You are always looking at the client in their best interest and not in your best interest. Um, so, uh, it's, uh, I think there's a, there, there, there, it's something to be considered when people are looking at business to speak with you. Um, because it may not be the right time for them to open the business financially. And, uh, and I know you don't hold back telling people that.
Speaker 2 00:29:26 Well, Scott, I think your clients also, your clients also appreciate that you do that introduction. They feel like you have their best interests of bringing me into this picture for you because you wanna make sure that they too can afford the business. Um, and, and you wanna give them that peace that helps their continue on with their due diligence. So I'm an extension of you, um, as well. And it is just, uh, it's a puzzle. My job is to put together the funding. Your, your role, your goal is to find them the right business. So I think they feel appreciative that you did put that us together because they feel like you're looking out for their best interests as well. So don't short so yourself.
Speaker 1 00:30:15 I think they, the nail on their
Speaker 2 00:30:16 Appreciate the work you do. No,
Speaker 1 00:30:18 I appreciate that. I, I I think you just hit the nail on the head that this part of the process, the financing side is not a vanilla or chocolate sundae. This is a, this, this, this is a, a, a, this is a process that should be looked at and explored out from every direction northeast, south and west. So, uh, but everybody we've been talking to
Speaker 2 00:30:38 Mona 9 57 <laugh>.
Speaker 1 00:30:40 Yes. <laugh>. We've been talking to, uh, Mona Janes, president and founder of Creative Funding. Uh, you've been listening to All Things Considered Franchising. I'm your host, Scott Scotty, my, uh, president and founder of Scott, my franchise coach.com. If you need more information or like to reach out to Mona, follow the, uh, follow the contact information. Uh, if you're watching the video, if you are listening on audio, you can, uh, call me at (860) 751-9126 or email me Scott at scott my franchise coach.com and I'd be glad to for possibly, and I'd be glad to forward your information or have you reach directly out to Mota for financing questions. So this is Scotty, my all Things Considered Franchising. Until next time, have a great day and we'll talk to you soon.
