1.
Financial Risk: You must demonstrate to people who might be potential lenders
that your business has a reasonable chance of success, and that their
investment in it is a smart one. Lenders will want to see that you have the
necessary skills, have thought about the risks involved and have a plan in
place to minimize these risks while growing your business.
2.
Emotional Risk: You must convince people who might be potential lenders that
investing in your business will not jeopardize their relationship with you.
When it comes to borrowing money from people you know, we realize that small
business owners will be at different points in the process–some of you may be
uncertain as to where or how to begin, while others may already
have specific lenders in mind.
Businesses
in existence for less than two
Years
typically find it difficult to get loans
From
commercial lenders because the
Businesses
are viewed as a high credit risk.
Debt
vs. Equity Financing
Although
this guide focuses on how to borrow money from people you know, it is still important
to understand the types of financing that are available to small business
owners. This way, you can determine which type, or combination of types, makes
sense for your situation. After all, it is not uncommon for small business
owners to receive financing from several sources, one of which is usually
friends, family, and other private parties.
Debt
Financing is money that you will pay back, usually
with interest, over a set time period and in accordance
with pecific terms. Some traditional sources
for debt financing are banks and credit cards. There
are also numerous programs offered by federal, state,
and local governments that hope to encourage the
growth of small businesses because of the positive
effects they have on the economy. Another
source for debt financing is borrowing from people
you know, such as family, friends, and business associates.
Many of today's successful companies, including
Motown Records and Crate & Barrel,
started
out this way.
Equity
Financing involves giving up a portion of the ownership
of your business in exchange for money received
from equity investors. Because
equity investors are buying a piece of your business
and essentially becoming joint owners, if the business
fails you generally are not obligated to pay the
money back. On the other hand, if the business succeeds,
equity investors share in the financial success
well beyond recouping the money they originally
invested into the business.
Common sources of equity funding:
•
Venture Capitalists: professional investors who are looking
for a higher rate of return by investing in
high-growth
business ventures
•
Angel Investors: high net worth individuals who invest
in businesses on a private basis
Debt
Financing
Pros:
- Typically easier to get than equity financing
- Wide range of options available (e.g., bank loans, lines
of credit, family and friend loans, etc.)
-
Allows you to retain control of your business
-
Cons:
-
Collateral is sometimes required
- Amount you can borrow is usually limited
- If business fails, you still may have to pay back
the money
Equity
Financing:
Pros:
- Investors can provide expertise and key contacts
- Usually available in larger amounts than debt financing
- If business fails, you usually don't have to pay back
the money
Cons:
- Investors may demand a say in running your business
- Requires additional time to manage investor expectations
- You forfeit sole ownership of the business and its profits
Debt
vs. Equity Financing: Pros & Cons
Common
Concerns of Small Business Borrowers
Section 2
While
family and friends can be an excellent potential source of financing for
your business, as a borrower you may still have some concerns about mixing
money with people you know. You are not alone. Below
we have listed the top concerns of small business borrowers that we
have identified based on our experience. Underneath each concern we have
provided a rationale that should help ease your worry.
1) Borrower
concern: "I am worried lenders will meddle in how I run my
business."
How
to minimize this concern: By formalizing the loan through
proper documentation you will make it clear that this is indeed a loan, and not
a favor, which means your lender's role does not extend beyond just that–a
lender.
2) Borrower
concern: "I'm concerned that my lender will scrutinize everything I do
financially that isn't related to the business. For example, if I take a
vacation will they wonder if I'm doing it with their money?"
How
to minimize this concern: By setting up a mutally agreed upon
repayment plan, your lender will know that you are serious about paying back
the loan. Because they will be receiving steady payments, any concerns they
might have about how you are spending money should be alleviated.
3) Borrower
concern: "Won’t my lender worry about my business failing?"
How
to minimize this concern: Yes, that is a risk they’re made
aware of. However, if you secure your loan with collateral, your lender's risk
is significantly reduced. In the event that you default on the loan, your
lender will be entitled to receive something (e.g., a vehicle, office
equipment, etc.) in lieu of being repaid.
4) Borrower
concern: "Even after I pay my lender back, are they going to feel as
though they did me a favor, and that I still owe them something?"
How
to minimize this concern: By talking to your lender up front
and formalizing the loan process, you make it clear that this is a business
opportunity, not a favor. By making sure they know that all you owe them is the
amount of money borrowed plus interest, you will prevent them from holding the
loan over your head in the future.
5) Borrower
concern: "What if I have trouble paying back the loan?
How
to minimize this concern: Generally, when you borrow from
friends and family, you have more flexibility (compared with a commercial
lender) in how you pay back the loan. If you are having difficulty making
payments, be upfront with your lender about your situation, then suggest an
alternative repayment plan that works for both of you. In most cases, your
lender will appreciate your proactive response and accommodate your request.
Many
times, family-and-friend loans are often
modified
to be more affordable midway
through
the repayment term.
Did
you know?
Thinking
like a Lender
Section 3
Before
you approach someone you know for money, you should first understand the
typical loan approval thought process of a traditional lender, such as a bank.
This is important for two reasons:
- The person you approach for money may follow a similar thought process, and you will need to provide the necessary information just like you would to a traditional lender.
- Even if the person you approach doesn't follow this thought process, by providing some or all of this information you are demonstrating your business knowledge and professionalism, both of which can increase your chances of obtaining the money you need.
The
typical loan approval
thought
process:
1. Management Experience
&
Expertise. Lenders
need to feel comfortable
that a borrower has the necessary
background and skill set to effectively
operate the small business.
2. Detailed
Business Plan.
Lenders
usually require start-up businesses to
have a business plan that includes income
and expense projections for the first three years
of operation.
3. Cash
Injection.
Lenders
want to know how much money the borrower has
at risk. For start-up businesses, commercial lenders
typically require at least a third of the total project
costs to be covered by the borrower.
4. Collateral. To
reduce their risk in case of default,
lenders often require the borrower to secure the
loan with collateral. This is usually hard goods such
as office equipment, vehicles, etc., but sometimes it
can be against accounts receivables depending on
the business' current cash flow.
5. Personal
Character. In addition to your
experience, lenders also try to understand
who you are as a person.
As
a result, some lenders will conduct
background checks that can
include looking for any previous litigation
or bankruptcy information.
6. Credit
History. Lenders like to see
a good credit history. If there are any
credit issues, an explanation will be
required.
Different lenders have different levels of tolerance
when it comes to credit issues.
7. Personal
Financial Statements. Lenders like
to see a list of personal assets and personal liabilities.
Do not include debt paid by your business. Include
other sources of personal income.
Investments
by family and friends account
for
more than 50 percent of all investment
dollars
for start-ups.
Did
you know
Determining
Who to Approach for Money
At
first, trying to determine who to approach for financing may seem like a
challenge.
Many
small business borrowers feel they don't know enough people who are in a
position to lend them money, and who they are comfortable approaching.
To
formulate a list of potential lenders, consider these helpful steps:
•
Write down the names of everyone you know, regardless of
how remote the relationship. This might include family, friends,
colleagues, mentors, teachers, neighbors, etc.
•
Circle the names of the people who have some insight into your
character and/or personal and business skills.
•
Think about a realistic amount of money each person might be able to lend you,
and write down that amount next to their name.
Ahmet
Ertgun, founder of Atlantic
Records,
borrowed money from his
family
dentist.
Consider
borrowing from several people rather
than trying to get it all from one
person. This way, you can ask for
an
amount from each person based on what
they can afford to give you, and not
on what you need.
IMPORTANT
BORROWING TIP FACT
Target Lender
Target Lender Amount Amount
Description Name
Requested Obtained
Elements
of a Strong Loan Proposal
When
approaching someone you know for money, it is important that you develop a
strong loan proposal that backs up your request with facts and figures. Merely
asking for the money is practically a guarantee that you will be turned down.
Consider
the following:
1. Financing
Overview. Show potential lenders exactly
how much money your business will require, and
tell them what othersources (if any) you are using
to obtain financing.Use Worksheet B to determine
the start-upand ongoing costs that your
business will incur.
2.
Legally-Binding Loan Agreement.
Let
potential lenders review an actual loan agreement. Seeing
an agreement in writing will show your commitment
and make potential lenders feel comfortable
about giving you the money. Use one of
the Sample Promissory Notes to show them
an
example.
3. Collateral
List. By identifying items you are willing
to use as collateral to secure the loan you are demonstrating
that your lender's investment is protected. If
you will be securing your loan with collateral, use
Worksheet C to develop your own collateral list and
review it with your potential lender.
4. Loan Type
Options. From start-up business loans
to seasonal loans, the type of loan you propose impacts
how you will repay it. Review the Loan Type Options
chart to determine which loan works best for your
business situation.
5. Payment
Schedule. Based on which loan type
you select, review a sample payment schedule to show
potential lenders how the loan would be repaid. Use
the Sample Payment Schedule.
6. Outsourced
Loan Servicing. Consider using
a loan servicing company to manage the repayment process,
which includes payment processing and
record keeping. This will reassure your lender that they
won’t have to deal with awkward conversations that
might inhibit your relationship.
Default
rates on informal loans drop from 14 percent
to less than 5 percent when a repayment
installment plan is used in lieu of a
lump sum payment.
Did
you know?
Overcoming
Common Lender Objections
Potential
lenders may object to giving you money for a variety of reasons. Sometimes they
may tell you why, other times they may not. Either way, it is important for you
to understand these objections so you can respond to them appropriately.
Below are four
categories of lender objections, as well as suggestions for how to overcome
them:
1) Financing
Objections: These objections typically focus on the lender's financial
situation.
Lender
objection: "I don't have the money to give you."
Suggestion
to overcome objection: Consider asking for a lower amount.
Try to find out how much money your lender can afford to give you.
Lender
objection: "I can't access the money. It's tied up in an investment,
retirement plan, etc."
Suggestion
to overcome objection: Encourage your lender to contact
their [financial advisor, accountant, etc.]to find out if they can move the
money without being penalized. For example, some retirement accounts and
annuity plans allow money to be lent to a small business without paying a penalty
or taxes.
2) Business Risk
Objections: These objections typically focus on the lender's perception of
your business.
Lender
objection: "I don't believe your business will succeed."
Suggestion
to overcome objection: Review your business plan with your
lender to show them why you believe the business will succeed. Consider asking
your lender for suggestions on what improvements you could make so they feel
more comfortable about your business.
Lender
objection: "I don't think you have the skills to run your
business."
Suggestion
to overcome objection: Emphasize your experience. Talk to
your lender about former jobs you've held that relate to your small business,
entrepreneurial classes you have taken, or people you plan on hiring.
3) Relationship Risk
Objections: These objections typically focus on the lender's perception of how
lending you money will impact their relationship with you.
Lender
objection: "I'm concerned that our relationship will suffer if there's a
problem paying back the loan."
Suggestion
to overcome objection: Recommend using a loan administration
company to manage the repayment process. This way, there's a buffer between you
and the person from whom you borrow.
Lender
objection: "What if we disagree over the terms of the loan after the fact?"
Suggestion
to overcome objection: Emphasize that everything will be
documented in writing, and that detailed records will be kept–all of which can
be handled by a neutral third party.
4) Outside Pressure
Objections: These objections typically focus on external factors that affect
the lender.
Lender
objection: "My [significant other] won't like the idea of my lending you
the money."
Suggestion
to overcome objection: Offer to review your loan proposal
with your lender's significant other. Also, consider recommending the use of a
neutral third party to handle the process.
Lender
objection: "I have a friend who lent someone money and never got paid
back a dime."
Suggestion
to overcome objection: Emphasize that if the loan is set up
and managed correctly, the chance of successful repayment is much higher.
Additionally, you should stress why you are a good borrower. You might even
offer to share your credit history to prove it.
An
SBA-sponsored study found that solo entrepreneurs
expected their start-up costs
to average $6,000.
Did
you know?
Summary
The
key to approaching friends, family, and other people you know for money is to
be open and honest. Focus on the people you believe not only have the
resources, but are also likely to have insight into your character and will be
interested in your business.
Ask
only for an amount that your potential lender will be comfortable giving, and
make it clear that a refusal won't offend you or hurt the relationship. Agree
to terms formally in writing, and detail how you will repay the loan. Consider
using an outside loan servicing company to manage the payment process and
maintain accurate records.
Above
all, be as business-like as possible.
When
someone lends money to a small business
owner, they are investing in an opportunity.