Loading...

Resources for LGBTQ+ Small Business Owners & Entrepreneurs

Published: June 23, 2023 by Gary Stockton

We are celebrating Pride this month at Experian, and today’s episode focuses on resources available to LGBTQ+ small business owners and entrepreneurs.

 

Every business owner faces challenges, whether they’re just starting out or have been in business for years. But statistics around access to funding, representation and business health indicate that LGBTQ+ small business owners can face additional unique challenges as part of a marginalized community.

Our two guests are from national organizations that work to level the playing field for LGBTQ+ folks in business, and we’re eager to share their work with you.

Whether you are a seasoned small business owner or a budding entrepreneur, join us as we dive into the world of LGBTQ+ entrepreneurship and uncover an array of resources available to support your business journey.

Ten Takeaways – action items you can do right now as an LGBTQ+ small business owner or entrepreneur to help your business

During the episode, we compiled a list in real time with our guests of things our listeners could do right away to help their businesses. Here are those resources as promised:

  1. Visit NGLCC’s website to learn about resources for your business.
  2. Learn about certification through the NGLCC and decide if it’s right for your business.
  3. Join your local chamber.
  4. Visit StartOut.org and join; learn about resources on that site.
  5. Check your business credit report.
  6. Download Experian’s Blueprint for Establishing and Building Business Credit
  7. Check out resources from the SBA specifically for LGBTQ+ small business owners, including free local business coaching
  8. look up resources at SCORE, including webinars, mentoring, networking events and workshops (all free)
  9. Check out this list from EveryQUEER of grants designed just for LGBTQ+ entrepreneurs
  10. Interested in venture capital funding? How about this list of VC funding specifically for queer entrepreneurs.

What follows is a lightly edited transcript of our interview:

Emily Garman: Welcome to Experian’s Small Business Matters podcast. I’m Emily Garman. My pronouns are they and she and I’ll be your host today. Happy Pride Month to all our listeners. Today we have two guests. Each has a wealth of information to share specifically for LGBTQ+ small businesses and entrepreneurs.

I’m really pleased to welcome our guests. We have Sabrina Kent, the Executive Vice President of Programs and External Affairs for the National LGBT Chamber of Commerce, which we’ll refer to as the NGLCC. You might remember Sabrina from last year’s Pride Month podcast about inclusion in the workplace; that was a great episode that’s worth another listen again this year. We’re also joined by Brian Richardson, the new CEO of startout.org. He just joined startout.org a few months ago, but this organization has been working since 2009 to make sure that LGBTQ+ entrepreneurs have the support and resources they need to fairly compete in today’s business world.

Sabrina, can you talk a little bit about the NGLCC and what resources and benefits your organization offers to LGBTQ+ small businesses & entrepreneurs?

Sabrina Kent: Yeah, Emily, thank you so much. So first and foremost, we’re a certification organization and you might be asking yourself, what is certification as an LGBTQ owned business? And those are businesses that are 51% or more owned, operated and controlled by an LGBTQ person or persons. And that certification grants them access to contracting opportunities. With our corporate partners, we work with about 450, mostly Fortune 1000 firms who accept our certification and want to include LGBTQ vendors in their supply chain.

So first and foremost, certification is our primary product. But outside of that, we believe that we need to educate our business owners, help them grow, scale, provide them with resources and opportunities to be able to meet that corporate contract. So whether that means you opened your doors yesterday, or you’re a well established business, there’s an opportunity and a resource for you in the NGLCC network to help you get connected, contract with corporations and with one another to grow your companies.

Emily Garman: Great. Brian, can you tell us a little bit about startout.org?

Brian Richardson: Absolutely. And thanks for having me today too. I really appreciate it. So Start Out, as you mentioned, we started in 2009 to really help LGBTQ+ entrepreneurs get the resources, networks, information, and knowledge skill they need to turn their business ideas into a reality.

You mentioned the 4% of small businesses are owned by LGBTQ folks. If you look in those numbers a little deeper and specifically look around high growth startups and entrepreneurs over the last 20 years, $2.1 trillion have been given to Founders and entrepreneurs in VC funding. Of that $2.1 trillion, which is a massive amount, only 0.5% has gone to founders who openly identify as LGBTQ+.

So it’s an even smaller number, and what our goal at Start Out is, is to really help make sure that those LGBTQ+ founders who are looking for funding, who are looking for opportunities, who want to launch their business, have the opportunities and resources they need to do that.

We do it through a variety of programs, activities, community engagement, access to capital, mentorship, you name it. And encourage anyone to go to our website, startout.org to learn more about what we provide and how we can provide support directly for them too.

Emily Garman: Great. Thank you very much, Brian. So we talked a little bit about your organizations and what you do, and in a bit we’re going to talk about what our business owners listening can do.

But first I want to bring up a point, a question that some folks might be thinking about, and it’s got kind of a long setup here. So you both might be familiar with the recent release of the Firms in Focus Data from the Federal Reserve Banks, which covers data from the 2022 Small Business Credit Survey.

So from this, we know that LGBTQ+ individuals are underrepresented when it comes to business ownership. LGBTQ+ small businesses and entrepreneurs are 10% more likely to siphon money from their own personal savings to get their business through a rough spot than businesses not owned by LGBTQ folks. We know that LGBTQ+ small businesses and entrepreneurs are more likely to be denied funding in terms of business loans, cash advances, lines of credit.

So, I think of these statistics when, when people say, “Well, why do we need resources specifically to assist entrepreneurs and business owners in this community? So I want to talk a little bit about the challenges and barriers faced specifically by, LGBTQ+ entrepreneurs and how your organizations overcome them.

So I’m going to go to Brian first. Brian, one of the things that your organization talks about is equal access for LGBTQ+ plus folks to participate in the economy as entrepreneurs. Can you talk more about that? Does this mean that the playing field is not level for queer folks who want to start businesses?

Brian Richardson: It does, and I think you’re absolutely right. It, it’s not level; truth be told, it’s not level for a lot of different groups and there’s a need for people across this country to have access to resources and networks that they don’t. But that definitely includes LGBTQ+ small businesses and entrepreneurs. I think the numbers that you cited, are absolutely true and challenging.

But some of the numbers that we found as well too, at Start Out through our Start Out Index, is that actually once our LGBTQ+ entrepreneurs get funding, we also get less funding than our straight and cisgender peers. Of that 0.5% who get startup funding, out of that 2.1 trillion, we typically get 84 cents on the dollar.

There’s a whole host of reasons why that’s the case. Oftentimes it’s because we may not have the exact networks or the connections, or we may not look like the folks at the table making the decisions. And so what we need to focus on is equity and bringing in the opportunity for different folks like that.

On the flip side and on the good side, once we actually get those dollars in and once we’re able to start our companies, what happens is the LGBTQ people and our companies have a greater economic impact. And we hire more people than that 99.5% otherwise. So it’s a good economic investment if you’re looking to invest in a company.

LGBTQ founders and LGBTQ+ small business owners are the place to invest. But people don’t know this. Investors don’t know this, and they’re making decisions oftentimes, like we all do, based on connections.

I think of one example that sticks in my mind. I was at a recent panel and someone said was talking about the pre-seed investment round. When you first have a business idea and you’re looking for a little bit of funding, they say, “go to your friends and family. That’s the best place to start.” And someone who’s LGBTQ, who is trans, raised their hand and said, “you know what? My family disowned me when I came out as trans. I can’t go to them. Even if they had the funding, I can’t ask them and they definitely won’t give it to me.” That’s a real challenge that LGBTQ+ people are facing. And so what can organizations like NGLCC and Start Out and other sibling organizations do? One is to make this information readily available so we know what the problem is, and two, create programs and opportunities and networks so we can help solve these challenges for one another.

Emily Garman: One of the things you mentioned was those connections, the people who are in your circle, whether that’s family or acquaintances. And when I think about Chambers of Commerce, Sabrina, I think about networking and connections and making business connections. Can you talk a little bit how the NGLCC provides those opportunities?

Sabrina Kent: Yeah, absolutely. Thank you for that. So first and foremost, I mentioned certification. Certification is great, but you have to leverage that. That means showing up, that means being in the spaces, whether they’re virtual or in person, that are going to allow you to meet the individuals that can impact your business, whether that be on the lending side or whether that be potential individuals who you might contract with.

And so, we always say that our model is both national and local. Your certification is national and your membership is local. We ask that our businesses join their local LGBTQ affiliate chamber, so they’re being tapped into opportunities on the ground in their local network to engage, and then they can take advantage of the education, resources, conferences, and other opportunities provided to NGLCC.

We do a yearlong mentorship program where we pair our LGBTQ owned businesses with corporate leaders and procurements, supplier diversity and other aspects of purchasing. And the expectation isn’t necessarily that there’s going to be a contracting relationship at the end of that one year term, though oftentimes that does result in that, but it’s really that these business owners are able to capitalize on the expertise of the corporate stakeholder to help them tackle issues of importance to their business and grow and scale, and also leverage the network of that corporate partner to be able to achieve their goals.

Outside of that, we have a variety of different accelerator programs, that are tapped into cybersecurity, strategic and leadership development, marketing, financial resources, and more so that businesses at all levels are able to gain access to the tools, resources, and again, networks from experts from MIT and from Fortune Five CEOs, to be able to expand opportunity and really meet other LGBTQ+ small businesses and entrepreneurs who are walking similar paths.

Emily Garman: So if we’ve got somebody listening who, maybe they’ve been in business a long time, or maybe they are just starting out and they’ve never heard of the NGLCC, where should they start? So it sounds like you’re saying the first step, join your local chamber of commerce.

Sabrina Kent: It doesn’t necessarily need to be the first step, but it can definitely go hand in hand with certification. My first piece of advice is go to nglcc.org. That’s our website. You can learn more about certification there. You can start the process for certification right there on the website. And part of that will be joining your local affiliate chamber. But we have several grant opportunities also available to our trans and gender expansive business owners and our LBT business owners of minority experience.

So, we are able to offset some of the cost in the first year of affiliate membership. So those businesses are able to gain access to the certification network. But I, I had a Hispanic Trans business owner say this best to me. He said, “if I had known about certification five years earlier, when I opened the doors to my company, I would’ve certified then. And as soon as I was able to make that investment, I did. And it changed everything for me.” And so he says that he always urges every business owner he meets to get certified as soon as possible. Because the sooner you can plug into that network, the more opportunity you get right out of the gate.

Emily Garman: And you can do that even if you just started out like, like you were saying.

Sabrina Kent: Correct.

Emily Garman: Great. Okay, so, one of the things I wanted to take away from this episode, is to kind of have a list of action items that people can take when they, turn off their podcast, they get out of the car and they go inside.

So it sounds like so far, we’re going to go to the NGLCC website, learn about certification. That’s number one. Whether you’re brand new, been in business a long time–start that process. Join your local chamber. Find out about that. There are grants available to help offset the cost of some of these things. Maybe look into these mentorship programs. I know that can make a huge difference. I mean, just the visibility alone, to see someone who’s like you being successful in business can be a real game changer. So, we’ve got these items to start with.

Now, Brian, I know that startout.org just recently wrapped its, is it the third annual Start Out Equity Summit? So congratulations on that. I would think attending that or making sure you get on the email list so you won’t miss the next one is a great first step. How can LGBTQ+ small businesses and entrepreneurs leverage the resources and expertise of startout.org? What’s the first step?

Brian Richardson: Well, similar to what Sabrina said, go to startout.org to get started and find out the programs that we provide, the community partnerships that we’ve got. If you’re an entrepreneur, sign up for our Founders Experience Project, where you can have access to our mentorship program, our Access to Capital program, where we can make warm connections to venture capitalists and other investors looking to invest specifically in LGBTQ+ entrepreneurs because they know that we make a difference and we do good work. But also I think what I love about our community, and I’ve seen growth in the three months since I’ve started at Start Out, is that if you’re an LGBTQ+ small business or entrepreneur and you join us, you can join our mentorship program as a mentor and as a mentee. Both. Because we have so much to learn from one another. And I think Sabrina was talking about one of the greatest parts about the LGBTQ+ plus community is that we are diverse, we’re resilient, and we’re a community, and any way that we can help one another is great. for me, one of the biggest points is representation, as Sabrina was talking about too, and joining and getting certified.

One thing that you, we can all do is, is put a flag up in our window if we feel comfortable and able to do that, because that’s going to signal to those other small business owners or perspective small business owners and entrepreneurs to think that, oh, here’s someone else. I’m not the only one doing this.

One thing that we found, and another program people can join, is our community event programs. In seven cities currently across the country. We have regular events, a couple every month or every couple months. And we have virtual programs on a wide array of topics that are educational. And then we also have virtual programs that are just social so we can connect to one another, because that’s where the real ideas start to happen and percolate, and where people realize, oh, you’re succeeding in your business, maybe I can succeed in my business as well. And so there’s a real opportunity from just getting to know one another, and leveraging that community to make that difference.

Emily Garman: That’s just fantastic. So tell me, I know I had heard about startout.Org and then Sabrina mentioned it to me too. So how do you all work together? How do your organizations partner on things?

Sabrina Kent: We have a long history of working together. I think we, are on similar sides of the same coin. So it’s vital, I think, for LGBTQ+ small businesses and entrepreneurs to be able to link up with one another. We do a lot of resource sharing between our respective organizations, educational opportunities. We’re looking at how we can collaborate in other LGBTQ spaces so that we are educating corporations and LGBTQ+ small businesses and entrepreneurs on the resources provided by our respective organizations.

But for example, whenever I have a business owner that’s coming to me to ask questions about financing and lending. I’m like, you really need to meet Start Out and you really need to talk to them if you’re not engaged. And, and likewise on the certification side and the corporate contracting side Start Out sends businesses our way. So I think it provides a really nice ecosystem between our two organizations for any business owner that’s looking to grow, scale or identify opportunity.

Brian Richardson: I agree entirely. And NGLCC has been a phenomenal partner of Start Out’s, and, and we’re able to do our work better thanks to them and also other partners, both within the LGBTQ+ plus community and also partners in the entrepreneurship and small business world. I think the Equity Summit’s a great example.

Yesterday we had our fourth annual Equity Summit, which brought together about 80 different panelists and moderators and experts across a wide array of backgrounds and experiences in startup, in managing teams, in starting a company from scratch. NGLCC was a participant and is part of that program as well as another 40 or 50 different partner organizations.

And it was fantastic to hear so many people talk about issues that are important to LGBTQ+ people and BIPOC folks and female- identified founders; the entire rainbow of our coalition. Because that’s where we’re going to learn the most. We all have a long way to go and the only way we’re going to get there is to get together.

I think one thing that I always think about is NGLCC and Start Out both. Our goal is to not supplant anything or anyone. Our goal is to grow the pie and we know that when there’s more opportunity for more people, we’re going to create more across the board and, and a world of abundance, and working together and cooperating is the only way to do that.

Business Credit Score & Information

Emily Garman: One thing I want to talk about briefly is your business credit. This is important for LGBTQ+ small businesses and entrepreneurs to know about, so I want to make sure you know that every business has a credit score that’s separate from your own personal credit score. So just like your personal credit score, this score determines whether your business can get funding, how much at what rates a bank will loan it to you.

So this helps companies decide whether to extend credit or or trade lines to a business. So if you’re a brand new business or you haven’t ever gotten a loan or, or credit trade lines, you might. Be what we call “credit invisible,” or you might have a “thin file,” meaning that your business doesn’t really have a score or anything reported yet, and that is something you can take action on no matter how long you’ve been in business, so you can build better business credit faster.

We actually have just released a free resource about this. It’s called our Blueprint for Establishing and Building Business Credit. The first thing you want to do is establish your business separately from your personal finances.

Download eBook

So you set up a business bank account, you get an EIN number, you choose a business structure, things like that. You want to get it set up correctly from the start. You should never use your personal credit for business expenses, and that could sometimes be difficult to do, but it’s important to really remember and stick with that.

Then you want to establish trade relationships early on in your business. This can mean where you order your supplies or your raw materials or equipment for your business, or just using a business credit card to purchase your business items. The key here is to always make your payments early, if possible. Not just on time, but early. So by developing these good payment histories, good trade relationships, you can get good references from your creditors and be more likely to get approved for credit and loans in the future.

Now if your suppliers are not reporting your payment history to Experian or the other credit bureaus, you can ask them to. There is a template letter we have on our website you can send, and that’s available in the blueprint that I mentioned.

So just like with your personal credit, you want to use a lower percentage of your available credit. Don’t get maxed out on your credit cards if you can help it. Again, easier said than done sometimes in the small business world, but you don’t want to be using more than about 30% of your available credit.

And don’t apply for a whole lot of credit cards or loans all at once. This results in hard credit inquiries on your business’s report, which is kind of a warning sign to lenders, and this can impact your score too. So finally, you want to make sure you’re staying on top of your business credit. Just like you can monitor your own credit profile for identity theft, you want to continuously monitor your business credit score to make sure that you’re not a victim of identity theft or fraud in your business, and make sure you have the opportunity to notify us of any errors that might appear. Experian does offer a Business Advantage credit monitoring service. So you can always know what’s going on with your credit score and take action quickly if you need to. And I’ll pop a link in the notes if you want to learn more about that.

Success Stories

Emily Garman: Can each of you maybe share a success story or two of LGBTQ+ small business owners or entrepreneurs that you’ve worked with? I know, Sabrina, you shared about the Hispanic trans owner., What are some stories of business owners who have availed themselves of these resources and been successful because of it.

Sabrina Kent: Well, I guess I’d be remiss if I didn’t call out Braxton Fleming, who was on this last year with me, and Stealth Bros and Co. I always use Braxton as my shining example of everything we would love a certified business to do, which is take advantage of our programs and our opportunities. His products are on store shelves in CVS now. He, he’s been on Shark Tank. He’s really doing incredible, incredible work. But, while I love Braxton, I really like to use this example of one of our business owners. He’s a gay man who’s Latino and he participated in our Accelerate accelerator program.

And, because of a small piece of anecdotal advice he received from one of the subject matter experts in that program, he was able to actualize $500,000 of new revenue in a three month period. And that’s huge. And that’s life-changing. That means that he’s able to hire more people. He was able to open additional brick and mortar facilities.

And his company has continued to grow and expand, as a result of that. And so that’s why I always say show up, participate, sign up for things. You never know who you’re going to meet or what kind ofadvice you’re going to get that’s going to help you go to the next level.

Brian Richardson: And when I think about folks, I, I can’t help but think about Maca, who is one of the first entrepreneurs I met when I joined at Start Out. She is a Latinx lesbian out of Miami, an immigrant, and when she came to Start Out, she said that she was just doing her company Avocademy, is the name of it, as a side hustle, really trying to create a UX coding camp for people who couldn’t take time off of work or invest thousands of dollars in order to get the skills they need to transition into the tech economy.

And so she had an idea of creating a part-time academy with a low enough price point that would be more accessible for more folks. She came to us, it was a side hustle. And then she applied for our growth lab, which is a five month accelerator program where we help businesses at the early stage accelerate and move forward and be prepared for that next level.

One month into our five month program, she hired her first full-time staff person, and by the end of it, her annual revenue was 2.4 million. More important than that, her company now is providing training to a whole host of people who may be locked out of the tech sector, otherwise. More than half of her current clients are female identified. And 84% are people of color. That’s huge. And that’s changing the face of technology.

But when you talk to Maca about how Start Out and our growth lab impacted and helped her, she’ll say, yes, I was able to hone my business plan, I was able to connect to investors, I was able to take it to the next level. But what really mattered the most to her was that she found her community. Because being an entrepreneur, being a small business owner sometimes can be rather lonely. And being connected to other LGBTQ+ small business owners and entrepreneurs, she realized she wasn’t alone and she had people that she could bounce ideas off with and talk to and vent with, and really build that community from the ground up.

And that’s what we do at Start Out. That’s what NGLCC does, is finding ways for us to connect with one another and move forward. And I think especially with queer joy, I think it’s pride month and happy pride for that! I think it’s so important for organizations like ours to exist because in our society and in our culture and in our economy, small business owners are the glue that hold us together. They’re the people who are creating new jobs. Entrepreneurs are the harbingers of the future who are innovating new technologies and moving us forward. And queer people need to be a part of both of those groups and need to be a part of that conversation. Because if we want to be part of every facet of this country and and this world, then we need to have the opportunity to be included and have our voices heard everywhere.

And that’s exactly what we do every day by providing economic opportunity and economic justice for queer people. Then we’re changing the face of our world and making it a more inclusive, affirming, and welcoming place for all.

Emily Garman: Well, I just got chills hearing you talk about that, because that is amazing, and both of the stories you shared, you’re right. It is life changing, not just for LGBTQ+ small businesses and entrepreneurs, but for the person who goes to work for them, for every person who interacts with that business and gets a deeper understanding that queer people are exceptional, but they’re also just like everybody else and want to go about their business and be successful.

So, uh, this is really, really exciting to hear. We’ve learned so much about the NGLCC, so much about StartOut.org and we’ve created a good list of things that people can take action on right now, which I’m excited about. I love lists. So if you’re an entrepreneur or business owner listening, I’m going to make this list and I’ll, I’ll post it, uh, on our website along with the recording of this podcast.

So Sabrina, Brian, I just can’t thank you enough for being here today. I know it’s a very, very busy time of year with pride and everything else going on, but it’s been so good to see you. I really appreciate your insight and all the information that you provided on how we can help LGBTQ+ small business owners and entrepreneurs access resources to be more successful. So, Sabrina, one more time. Can you tell me where, uh, we can find the NGLCC on the web, social?

Sabrina Kent: www.nglcc.org. We are on all social media platforms as @NGLCC.

Emily Garman: Great. Brian, where can people connect with the folks at startout.org?

Brian Richardson: Startout.org or at @startout on most every social media site as well too.

Emily Garman: Fantastic. And to our audience, thank you for listening. We’re so glad you joined us today, and I hope you’ve heard some information that’s going to make a difference for your business right away.

Loan Ready: How To Approach Your Lender With Confidence

Business finance leader Craig Calafati shares how to be prepared when seeking financing In this episode of Small Business Matters, we tackle one of the most crucial steps for any small business owner: preparing to approach a lender for financing. With over 19 million new businesses formed in the last two years, accessing capital has become a common challenge for many entrepreneurs. However, many small business owners are simply not prepared when they step into a lender’s office. Whether it's underestimating their capital needs, being unsure about the necessary documents, or misunderstanding how the lending process works, these gaps can prevent them from securing the funding they need to succeed. Watch our interview We invited on a great expert who knows the ins and outs of small business lending like few others: Craig Calafati. He is the Vice President of Arkansas Capital Corporation (soon to be rebranded as ACC), and he brings over 30 years of experience in commercial lending—including 25 years as an SBA lender to the conversation. Craig has helped countless businesses navigate the financing process. In this episode, he offers invaluable advice on what every small business owner needs to know before they approach a lender. We discuss the common pitfalls entrepreneurs face, how to prepare your business for financing, and how to position yourself for success when speaking with a lender. Whether you're a startup, an established business looking to expand, or somewhere in between, this episode is packed with actionable advice. Topics Covered: Understanding Your Financial Needs: Why knowing the exact amount of capital you need is critical, and how to determine it accurately before applying for a loan. Real Estate Decisions: The pros and cons of leasing versus owning property, and why leasing may be a smarter option for many new businesses. The Importance of a Business Plan: How having a well-researched, detailed business plan can make or break your chances of securing financing. SBA Loans Explained: The role of the U.S. Small Business Administration (SBA) as a guarantor rather than a direct lender, and how to work with an SBA lending partner to secure financing. Building Relationships: The value of seeking advice from seasoned business owners or mentors to help guide your financing strategy. Managing Risk in High-Risk Industries: How Arkansas Capital Corporation successfully navigates lending to startups and industries like hospitality that traditional banks often avoid. Understanding Your Credit: Why it’s important to check both your personal and business credit before applying for a loan, and how lenders use this information. This episode is packed with practical insights and tips that will help you approach your lender with confidence, ensuring that you’re fully prepared to secure the financing your business needs to grow and succeed. What follows is a lightly edited transcription of our interview: Gary Stockton: Over the past two years, an incredible 19 million new small businesses have been formed in the U. S., marking a historic surge in entrepreneurship across the country. And while this is an exciting time for innovation and growth, it also brings a significant challenge, access to capital. For many of these new businesses, securing the right financing is essential to getting off the ground, expanding, and creating, or simply maintaining operations beyond the first few years. But here's the rub. Many small business owners are not fully prepared when they approach a lender. Whether it's not knowing how much money they need, misunderstanding their requirements, or being unsure of what documents to provide. And these gaps can be a major roadblock in securing the funding necessary for success. Today we're going to break down what every small business owner needs to know before applying for financing. We've brought a great expert who knows the ins and outs of small business lending like few others. Craig Calafati is Vice President of Arkansas Capital Corporation. He has over 30 years of experience in commercial lending, including 25 years as an SBA lender.He's helped countless businesses navigate the complexities of securing financing. And today he's here to empower you with lender-side insights, Craig, welcome to the Small Business Matters podcast. Craig Calafati: Thank you very much, Gary. It's a pleasure to be here. Gary Stockton: We're very, pleased to have you on. So let's get into it, you have extensive experience in commercial lending, particularly in building successful SBA programs. How did your background as a former small business owner shape your approach to lending? Craig Calafati: I think it gave me empathy if nothing else. I think I have a better understanding than a lot of lenders on what the day to day life is of a small business owner. So, these lenders will say, hey, let's set up a meeting for one o'clock and we'll all get together and, business owner's going, man, I gotta work during the day. And so I do have empathy for that. I know what it's like to try and run a small business and be doing other things on the side, trying to get things together for a loan. And it could be, a challenge. So I think that empathy has helped me out a great deal. Gary Stockton: And you've been with Arkansas capital corporation for about four years now. What motivated you to transition from a traditional banking environment to non-banker lender focused on undisturbed communities? Craig Calafati: I half jokingly say I'm paying my penance for being a banker for 30 years. Arkansas capital approached me and we probably talked for about eight months before I finally decided to come down here and I actually moved to Arkansas for this position. And it was the opportunity to do some good. I had been running large programs, nationally, top 10 nationally ranked programs up to this point up to that point and just the opportunity to go talk to borrowers again I was used to only talking to the CEO and answering to a board of directors. I actually get to go and talk to borrowers now to help people. We concentrate on helping underserved communities, and rural communities and it's just fun it's fun to help people and to see that end result, which I'd been removed from for so many years. Gary Stockton: That's fantastic. And Arkansas Capital Corporation recently obtained a SBLC license from the SBA, making you one of only three organizations to receive this in 40 years. Can you explain what this license entails and how it enhances your ability to serve small businesses nationwide? Craig Calafati: Sure, the SBLC license is a small business lending company and it's, a license that's granted by the SBA to non bank lenders, and, there are four, there were 14 up until, the beginning of this year. They allowed three more new licensees. And as you said that first time in 40 years, they had allowed new ones. and what it does is it allows a non bank lender to lend nationwide as opposed to just their state up, up to this point, Arkansas Capital we've been around since 1957, but we've been, as far as small business lending goes, relegated to just Arkansas and, some of the surrounding communities. This allows us to go nationwide. So what we're doing with that is, obviously we're ramping up. We're doing a slow rolled out. Right now we're operating in the surrounding states and pretty much across the southern united states. We'll take it. We'll take it nationwide when we feel we have our all our ducks in a row and the entire infrastructure set up, but for right now, we're going to concentrate on just the south. And, but that's what the SBLC license allows us to do. It puts us under the, regulation of the SBA. And, right now we're regulated by the state of Arkansas. Gary Stockton: There's often confusion around SBA loans with some entrepreneurs mistakenly believing that the SBA provides direct loans. Can you talk a little bit about the role of the SBA as a guarantor and explain the process of working with an SBA lending partner? Craig Calafati: Yeah, absolutely. There's a huge misconception that, the SBA is another government entity just throwing money out all over the place. That's not the case at all. The SBA is set up. The SBA has been a remarkable resource for small businesses over the years, and what they do is they provide the lenders with a guarantee. So and what i'm talking about now specifically is the 7a program, which is what most people are familiar with The SBA provides a guarantee of that loan for say on a larger loan, 75 percent of that loan amount when the bank goes and makes the loan, they know that if there's a problem and the loan defaults, after all the settlement's done and the collateral is sold and everything else, there is still a guarantee there from the U. S. Government for 75 percent of that original loan amount or the remaining actually of the remaining outstanding balance will be covered by the, U. S. government. And so what that allows is the bank, when there is a shortfall, say in collateral, or the bank can't quite get comfortable with it, they can look to that guarantee and say, okay, maybe that makes it better. And that allows the bank to go forward and make those loans. That's the hope anyway. Gary Stockton: That's great. And ACC specializes in areas that traditional banks often shy away from like startups and hospitality. What makes your approach to these high risk industries successful and how do you manage the risks involved? Craig Calafati: I think we take our time underwriting each individual deal. We look at every one of them. It's not a matter of checking boxes with us. For instance, we have everything that we do, our, application, our document uploads, everything you need to do the loan. We do online. It's, we have a full online application and, all that. And a lot of banks and mortgage lenders will do this too. They have a set. Minimum credit score that they have, it's usually around 680, maybe even as high as 700. And if you're below that, boom, it kicks you out. That's the end of the story. We have our set incredibly low far. It's 600 actually is where we have a set because I want to look at that individual deal. You might have somebody who has a really terrible credit score, but that's because three years ago, their spouse had cancer and they had all kinds of medical bills that were unexpected and they couldn't pay him right away and they were sent to collections. It has no bearing on the character of the person has no bearing on whether or not they pay their business bills or anything else. It's an extraordinary circumstance and they should be heard. And so that's one of the big differences with us is we take that time. We look at each deal individually and we trust our underwriters. If the underwriters come in and they say, look, yeah, we have these certain hiccups, but these are the mitigations. This is what makes us comfortable with it. Then we go forward on that. And, we specialize, as I said earlier, on underserved communities, people of color, rural areas, that kind of thing. Banks typically don't, they shy away from that, sort of lending. We like startups too. We, do a ton of startups. But, again, we underwrite the people and we underwrite the business and we don't go for just check boxes and how does this look and how does this compare to everybody else? We take each one on an individual basis. Gary Stockton: That's great. Let's, pivot to preparing for financing. One of the first things, that you advise is for business owners to know exactly how much money they need to get started.Why is it so important to have a clear understanding of your financial needs before approaching a lender? And how can entrepreneurs accurately determine this amount? Craig Calafati: It varies by what it is they're trying to do. If they're trying to refinance something, that's one thing. If they're trying to buy a building, that's another they're trying to buy a business another too. But you would be amazed how many people come into the office and they sit down in front of me and I say, okay, how can I help you? And they, I want to do this, how much money can I get? And I have no idea because I don't know your business. What I'm looking to you for, especially those initial conversations is how much understanding do you have of your business? Do you know? You should know exactly how much money you need. Know what equipment you need, what you're going to need to operate, how much you'll need for advertising and all the other ancillary expenses, you should have a very good understanding of how much you need. That's going to tell me that you've done the research, that you know your business. And that for me is, everything. that's what I want to see. Gary Stockton: Yes. And you touched when we were talking previously, can, you talk and elaborate on exactly what a business owner should bring to the meeting with their lender? What is the lender most interested in? Craig Calafati: Again, depending on what they're trying to do, if they're starting a business, we want to see a business plan. And that kind of goes back to the earlier question. We as lenders, any of us, we want to know that you understand your business and what it's going to entail to not only start that business, but get it up to speed and maintain it long term. And we want to see that you've done that research, that you have a very good understanding of how it's going to operate, because how can you impart it to us and make us understand it if you don't understand it? We know a lot about a lot of different businesses, but we don't know any, we don't know anything about your particular business, so it's really important that they bring that with them. You're going to be asked for a number of different things, tax returns, tax returns, background stuff, credit information, all that, but that business plan and the projections and everything else that tells us what you want to do and what your understanding is. And it's also something that's going to follow that loan through the process. So it's going to go to the underwriter. The underwriter is going to read it, say, Oh, okay, this is what they want to do. And this is how they're going to do it. And so that document is very important in the beginning. Gary Stockton: How about, checking their own business credit report before asking for financing? Craig Calafati: Absolutely. your personal and your business, because they both enter into it. It's not just, people need to understand that too. Their personal credit is every much as important as their business credit. Some companies don't even really have much business credit just because they're they're very small and they're flying under the radar. And, so, naturally, everybody kind of gloms onto your personal credit and, fair or unfair, that's just the way it is. And they look to that to judge the character and everything else. But you should definitely have a good understanding. It's like going to buy a car. Hopefully, when you go to buy a car, when they walk back in the office after you've negotiated, you're not totally surprised by what they say about your credit. You have a pretty good idea. Yeah, I pay my bills. It's, I have a good credit. Yeah. I would have an understanding about all that. Gary Stockton: Listening to other, interviews you've given, you've mentioned that new business owners don't necessarily need to own real estate right away, and that leasing can be a viable option. Can you elaborate on why leasing may be a better choice? Craig Calafati: For a myriad of reasons. First and foremost, if you're going, if you're going to buy the real estate up front, you need that much more money. At minimum, you're going to need probably 10 percent to put down and a lot of banks are going to ask for a lot more than that. So, because it's tying up cash that you're desperately going to need in the beginning. Lease that building. You may, your business may morph over the first year or two, and you may find certain aspects that you thought were going to be very important to the business are not and something else became very important. And now your location doesn't work as well as you thought it was going to now you're stuck in the thing because you own the building. It's a lot different than trying to get out of a lease and moving to another facility that works better. They're just a lot of different reasons, but particularly in the startup hold on to your capital that's the key. It's typically on a startup, we look for and this is an anomaly in the business. Most banks want to see 20-25 percent investment by the borrower in a startup business. We're looking for 10 percent typically, we want you to hold onto your money. We, know that some kid's gonna ride by and break your picture window the second week you're open and you're going to need a thousand dollars to fix that window. You don't want to close down because you couldn't fix a window. So, hold on to your cash. And I, think that's very important. And it's, there are very few businesses that have to buy their property. Most businesses can get by with a lease property for, in the beginning in particular. Gary Stockton: Yeah, that's good advice. You encourage entrepreneurs to reach out to others who have experience in running a business. How can connecting with seasoned business owners or mentors help in financing? And, what should entrepreneurs look for in these relationships? Craig Calafati: It can help in, several different ways. Just the fact, talking to somebody who's been through it. They might help you avoid some of the pitfalls. They can also advise you on their experiences with financing. Maybe what they should prepare for ahead of time. How their lender worked and whether or not they were happy with them or not, we, I, we survive and thrive on our customers talking about us. That's the best advertising I can get. yeah, I would always talk to, what was their experience in borrowing the money? Good and bad. Would they advise going to where they went? That kind of thing. But just in general, talking about the businesses, I mentioned, how your business might morph in the beginning that you didn't know. We talked about me being in a small business and I was in the restaurant business. When we initially opened, we were a full service italian restaurant. Over the years, we morphed into pizza because that's where the money was. And that's what sold. And, the, first location did not resemble the second and third location. I can tell you that. And so, that's where I'm coming from, and a lot of that was just experience and, I imparted that to anybody who would listen when they'd come and talk to me, I would tell them the pitfalls and, the certain things that I learned the hard way, and you can avoid a lot, of costly mistakes. Gary Stockton: Yeah, and I can see how your direct experience as a restaurateur brings value to your current role as an executive on the finance side, because you bring a certain empathy to those, conversations, what it's like, to be maybe in the early startup phase or in, the struggling phase. Right Now, you mentioned the importance of micro lending, particularly for businesses that feel it's hopeless to apply for a loan. Can you talk about the challenges these businesses face and how microlending can provide a solution? Craig Calafati: Yeah, microlending is interesting. we're, starting a microlending program right now. And it's, very interesting because, and what it is, to be very frank about it, banks don't want to do little loans. It's not costly. We are going into microlending knowing that we're not going to make money at it. it's strictly mission based for us. We believe in it. And we happen to be fortunate enough, we make money in other things that we do because we're a non-profit and I'm not a bank, so I don't have other people giving us money to lend out, but we've got to raise that money. Gary Stockton: Let's talk a little bit about the pandemic and how it forced many businesses in the restaurant and hospitality sectors to innovate quickly. You know, from your perspective, what lasting changes. Have you seen in these industries and how should new businesses adapt? Craig Calafati: One of the biggest things that we saw was so many things going online, with, ordering and contactless pickup and that, that sort of thing. I think it trained a lot of people to start doing things online to not show up at a restaurant for as an example, show up at a restaurant to order to go, and then wait there to pick it up and that kind of thing. So a lot of these places they adapted they created you know, ways to do takeout ways to do delivery that didn't exist before they had to do them to survive. And so you're seeing a lot of that and but the people adapted it too And in a lot of ways they decided hey, we like that a lot better. You can see in the banking businesses is a great example. They were starting to downsize ahead of time, but the pandemic really showed a lot of people that. I don't have to go to a branch bank anymore. I can do all that stuff online. And, and so now you're starting to see a lot of banks, not so much in Arkansas, but in other states, they're closing down branches. They're learning from it and other businesses adapt as have adapted the same way. Gary Stockton: Yeah. I like the change. I do. I've become very accustomed to, Sweet Greens is a great brand. I'm not sure if you have them down there in Arkansas, but they've got the full digital experience, pick up the food. You can eat it in some locations, but they've got that nailed in, terms of, making it just easy for the customer to just go in, grab, or even have it delivered and the delivery services as well. I do lean on those because, you get time back in your day in a lot of cases. And, then if you want to go out and be social with people, you still get into restaurants. So, I think it's an exciting change. And I think we're seeing some of that, bleed into other industries too, so it's, really cool. And now we've got AI, we didn't have AI during the pandemic. Now AI is really powering a lot more. The new phones from Apple are real exciting. you're going to have Apple Intelligence built into them. So I can imagine this. Craig Calafati: Ordering my iPhone 16 gets here in a little bit. So I can take advantage of that. Hey, one thing I did want to bring up, and this is a, this is something that I think is, apropos to this conversation and something that changed with the pandemic and is still last a long lasting effect and new businesses in particular need to think about this. When you're doing your business plan, labor is a big problem right now, particularly in when you're looking for minimum wage or, that, that strata. So if you're opening a restaurant, if you're opening a retail establishment, anything where you're requiring people on the floor, lower paid people, they're difficult to find now. And I ask people all the time, they bring me, I keep going back to restaurants, but it's a good example. I look at their business plan and they have between, lunch service and dinner service and seven days a week, they have 30 to 40 employees they got to hire. Where are they going to come from? You start talking to small business owners out there, they are struggling. They're cutting back hours. They're doing a number of different things because they can't find the people. So that's something really to think about when you are doing your business plan, or you're thinking about expansion or anything else is the labor pool isn't what it used to be. And you need to really think about that. Gary Stockton: Yeah. Yeah, definitely. So when we talked earlier, you hinted at a name shift for Arkansas Capital Corporation, moving toward the ACC brand. Can you share a little bit more about that and the reason behind the shift and what it means for the future growth of your company? Craig Calafati: Sure. I think it's just in keeping with, the, with Arkansas Capital's mission and what we plan on doing as we go nationwide, ACC seemed to make more sense as a name than Arkansas Capitol, just because people would automatically think we were located, we are located in Arkansas and we're proud of it, but that we only served Arkansas. And so we think ACC is just a better, way to go about it. We'll, start rolling that out the next few months. I think it'll just better identify what we really do. and so you'll, see that in the next few months. Gary Stockton: And that's a, good opportunity to expand into those, underserved communities and small businesses that haven't had access to, capital. So that's, exciting, Craig. Craig Calafati: Yeah. and, we've talked about this earlier, I touched on it briefly, but the thing with, a micro lending with, banks, they don't want to do, they don't want to do the small loans because they just don't make sense financially for them. They take a lot of time to do. The banks also don't really typically like rural settings. If they end up with properties, they have to sell, they can sit for a long time and shareholders don't like that. Shareholders don't like it when you have, businesses out in the middle of nowhere, or, it's mainly the small thing. it's, and it's not just the banks. A lot of banks want to do the smaller loans. The loan officers just don't want to mess with it. Let's face it. A lot of loan officers work off commissions and they have a choice of doing a $30,000 loan to help out a business get started or a $2 million loan to help a business buy a couple of trucks and a garage for it. They're going to do the, bigger one that they make more money off of. And it's, unfortunate, but it's just happens to be the way the business is set up. And so we're, excited about getting into micro lending. We think we can do a lot in that space. There are a lot of people clamoring for it. It's getting through to people and convincing them, hey, I will actually listen to you and I am interested in helping you. I'm not going through the motions here. I'm not going to bleed you of all your information and then say, sorry. It's not for us. We're, serious about this and it's part of our mission and we believe it. Gary Stockton: Well, Craig, this has been so helpful. I got a lot out of that. Can you let our audience know how best to get in touch with you to start a conversation? Craig Calafati: Actually, the best thing to do is go to arcapital.com, it's Arkansas Capital's website. And there you can not only find all our contact information, but our application's online. You could apply right then and there if you'd like. And it's all automated. You'll go through, you'll fill out everything. Then there's a next page. It'll tell you what documents you need. And it's very straightforward. There's always somebody you can contact if you need help. And we're, that's what we're here for. I really appreciate it. Thank you very much, Gary. Gary Stockton: Craig Calafati, with Arkansas Capital Corporation, soon to be ACC. Thanks very much for coming on Small Business Matters.

Oct 07,2024 by Gary Stockton

Unleashing Productivity and Energy Resources with Kris Ward

Discover Kris Ward’s revolutionary productivity strategies on The Small Business Matters podcast to transform your business and beat burnout.

Sep 03,2024 by Gary Stockton

Follow Us!

Subscribe to our blog

Enter your name and email for the latest updates.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Get your business credit report now. Start by searching for your business.