Time to Borrow, but Where Are the Lenders?

October 24th, 2009

Tough Market for Small Business Financing

These are tough times if you are in the market for loan funding. Banks are not as friendly any more and in general want you to have money before you apply for money. Yeah, self-defeating, I know.

What do you do?

One place where you can get a lot of help and possibly even find the funding sources that will work for you, would be the SBA. The small business administration has been actively pursuing the small business loans area and seems to have a pretty good success rate in finding funds for the small business community.

SBA to the Rescue on Small Business Loans

Although there are a number of programs being offered to the small business community, the most popular programs are the 7a and the 504 packages. There are significant differences on these packages and a thorough reading of their requirements will help you find out if this is for you.

Loan Packages: 7a and 504

The 504 program is available to established businesses and is primarily used to buy fixed assets, such as an equipment that is going to help your business but isn’t going to be included on the products you use. A business truck could be considered a fixed asset and your best bet would be to consult with the SBA. The other loan package 7a could be used to pay off debt or to buy inventory and again you should consult with the SBA to find out if this will help your situation.

Loan Guarantees

These are great times for you to take advantage of these programs as well as find out what other options are available to you. The SBA maximum guarantee on these and many other loan programs has increased from the 70’s to the 90 percents now so that it makes it more acceptable to those same banks that won’t talk to you. What this also tells you is that you will be required to come up with 10% or so to make the deal work and as with any other government program, be prepared for a long process of compiling paperwork.

If you are in the market for a loan package and are being turned down by snooty unhelpful banks that advertise just the opposite, then make sure you consider these loan packages or consult with the SBA for additional options.

Wishing you the best in your venture.

Email List as Online Marketing

December 8th, 2008

One very important form of marketing is the creation of an email list.

It’s very interesting but many business owners ignore this when they put together their marketing program. When it comes to online marketing list creation is the mainstay and the main push by many online vendors.  You should seriously consider email marketing as at least one tier of your Internet marketing campaign. Many business owners shy away from email marketing because they believe all email marketing campaigns are purely spam. However, nothing could be further from the truth and not doing this type of marketing can cause your business to lose out on a great deal of business. By not appealing to potential customers via email, your business may lose a great deal of business to competitors who are using email marketing campaigns to reach customers around the world. However, the first step of an email marketing campaign should be creating an email distribution list. We will discuss some popular options for doing this and we’ll help you learn more about what is acceptable and what is not when it comes to email marketing.

Email Marketing

Once you have made the decision to start using email marketing to promote your business your next task will likely be compiling an email distribution list. This is essentially a list of email addresses to which you will email your advertising and promotional materials. One common way to gain a list of email addresses is to purchase a list from distributors. However, this may be a waste of money. Stay away from it.  The problem with purchasing an email list is that you have no way of knowing whether or not the members of the list would have any interest in your products or services. This is very important because while you want to reach a large audience with your email marketing you also want this audience to be members of your overall target audience.

Purchasing Email List

When you purchase an email list you may be sending your email messages to some users who might be interested but this is largely coincidental and is not likely to be well received because the message was not solicited. This would be what I call SPAM! Not worth it.

Online users are very quick to delete materials they believe to be spam without even opening or reading the emails. In fact some Internet service providers include spam filters which may automatically delete your emails if your messages are deemed to be spam. These filters run complex programs on the subject heading and content of the message to determine whether or not it is spam and are quite adept at weeding out spam. Therefore you run the risk of having your email marketing effort turn out to be a complete waste if your message doesn’t get read.

Creating an Email List: A far better Way

A far better way to create an email distribution list for your email marketing campaign is to ask current customers as well as interested potential customers to register with your website to receive additional information and periodic updates about your products and services as well as other information which might be of interest to them. This provides you with a database of email addresses from current customers as well as potential customers who have a genuine interest in your products and services and who are interested in learning more about these products and services.

Offer something that will entice your visitors to subscribe with you:

Subscribe to this blog and receive a free Feng Shui Manual

First Name:
Email address:

Content is still king!

Once you have a list of interested customers or potential customers you can send them emails or create  and send them newsletters. These documents should contain a wealth of valuable information as well as a soft sell pitch for your products and services. This information will be valued by the readers and may help even  persuade them to buy your products and services.

PostScript:

You might also want to include useful links to either your website as well as other websites which may be of interest to your readers. Each contact whether it is an email with information or newsletter should also contain a portion which urges the reader to take a specific action such as making a purchase or at least investigating your website offerings further.

Best wishes in your ventures

Are You Already Marketing Online?

December 7th, 2008

When considering marketing online the business owner wonders about the cost, process, and what it involves, but may not realize that whether or not they intentionally organized an Internet marketing campaign, they may already be marketing their products and services on the Internet. This article will examine some subtle ways business owners may already be marketing their business on the Internet.

Does your business already have a website online?

If your business is already marketing your products or services online just by virtue of the fact that you have a website online means that you are marketing online. Having a live website means there is the potential for curious Internet users to access your website. You may not be actively promoting your website but you may still find that your website generates interest in your products despite the lack of promotional endeavors; this is a form of passive marketing.

Forum, Message Board participation, and Signature notation with link back to your website.

If you regularly participate in forums, message boards, and use signature notations on your messages, you are already marketing your website online.  Savvy business owners should realize the importance of participation in industry related message boards to create an interest in their products and services. Combine that with a signature notation linking the post to their website and they will be establishing themselves as knowledgeable about the industry and products they offer. However, even business owners who do not realize this may already be inadvertently enjoying the benefits of Internet marketing which result from message board participation just by doing something they enjoy such as message board participation which they may be doing as a pasttime.

On the technical side, do you research and include keywords relevant to your business or website content?

Business owners who do are already marketing on the Internet by optimizing their website for these keywords. These search engine optimization (SEO) affects the websites whether or not they were even aware of the concept of keyword density and how it can help to SEO a website. Business owners will likely use certain words often depending on the type of products and services they offer just because it is natural and logical to do so. This behind-the-scenes work, can result in search engines boosting your website rankings for these particular keywords whether or not you realize it. The concept of SEO is much more involved and complex than simply using keywords frequently (keyword density) but business owners can gain some benefit just by naturally applying relevant keywords to their website.

Do you solicit feedback from your customers online?

This is yet another example of how business owners may be marketing their business online and not realize it. Most business owners realize the importance of soliciting feedback from customers for business purposes and business owners who offer products online might solicit feedback in the form of online surveys. Although the business owners may be doing this simply for a business purpose, it is another form of online marketing.

Increase your online marketing impact.

This covered several ways in which business owners may already be marketing online but what about business owners who want to have an increased online presence? Business owners who may already be marketing online accidentally may wish to launch a full scale Internet marketing campaign. There are a number of ways to do this, one is to hire a consultant who is already an expert on this area; another is through self-training; another maybe to simply work with mentors. Irrespective of which way you decide to work on, remember, one size does not fit all in online marketing. You must make sure that your marketing fits your target market. Anything else will be a waste of resources, money, and time.

Rude Customer Service!

November 24th, 2008

Rude Customer Service Does Not Equal Sales!

Someone said that politeness isn’t all that’s cracked to be and that was because the person who said that was not polite. So, we tend to avoid that type of individual.

Rude Customer Service tends to do the same for customers.

We go to stores where we feel comfortable and appreciated. Even if we don’t end up spending a dime. Why is it that business owners have a hard time understanding this?

When I go to an organization, be it a retail store, a manufacturing, a service organization, or whatever other type of business it is, two things strike at me immediately after I enter the business, one is how clean the business is and the other is how friendly the organization is. Often, the business is sterile clean and any friendliness there could have been there is also wiped out. That’s usually enough to get me moving as quickly as I can to get out and to avoid dealing with such a business.

It is interesting that many business owners could care less about this and will go to great lengths to emphasize the fact of their rudeness. Interestingly enough, they are the ones typically spending thousands of dollars to attract customers, which they typically do, but aren’t able to translate all that traffic into sales.

Are you a rude business organization?

How easy is it to find out?

There are some very simple ways to do this.

One is to contact the customer who just finished doing business with you and asking.
You will be surprised how much you can find out when you ask the right question. Yes, ask at most two questions, or you will come across as another dreaded poll taker.

Another is to hire someone to do a secret shop for you. You don’t have to pay an arm and a leg to get this done. Simply find a relative, friend, church member, who ever, that you trust, and ask them to go to your store and do a quick overview of their experience. For this, you would have a much more detailed list of items to be on the lookout for, and that should be enough to let you know how your business is perceived in the community.

Another way is to send out a survey to your existing customers and asking them to rate your business on a number of areas. Offer a small gift for anyone who returns those surveys.

Any one of these will be enough to provide you with information on how your business is being perceived by your customers.

Finally, make sure that you treat your employees as you wish they would treat your customers. The rude behavior an employee exhibits is nothing more than the behavior he or she copies from the manager above. GIGO is a computer acronym that stands for garbage in garbage out, so make sure that you are not filling the garbage can.

Remember, a customer who is treated with respect will value that enough to often overlook other issues.

Best wishes on your venture

The Joint Venture - 2 Are Better Than One!

November 23rd, 2008

Two are Better Than One.

One of the most powerful images that I came across was that of a thick rope fraying and coming undone. There’s nothing spectacular about a thick rope coming undone. Age will do it, use will do it. But, it is a powerful image nevertheless.

two are better than one

two are better than one

When the rope is intact, it is powerful enough to move a ship, hold a heavy container, or hold something in place. But when it frays, it barely is enough to hold itself.

It is the same for many new businesses. Alone, the owner is often asked to take on many tasks, such as being a marketer, salesman, stockman, artisan, and so on and so forth. Soon, all these demands start shuting down his or her ability to hold the ship together. The business owner is being pulled from all sides and is barely able to hold himself together.

At that point the business owner has a choice, continue on the same path and breakdown altogether or change direction.

Breakdown is easy to figure out: This is the situation where a business owner starts missing deadlines, being unresponsive to customers requests and simply ignoring the basics of business. The “could-care-less” attitude. It is easy to fall into this and it really isn’t something that the business owner planned for but he should have. From this point to closing the business takes very little but may take a long time.

Changing direction is the way to go. When the business owner is looking at what he is planning on doing, part of the planning should be on the management team and part of the planning should be on the operational team.

The management team is that group of people that will help the new business owner reach the next level. This could be a group of advisers or an actual group of professionals hired for specific roles, such as accountants, or lawyers. Insurance broker would also fall on this category. It could be anyone and everyone who is helping with the managing portion of the business.

The management team does not have to be paid up-front and may stay as counselors until the business grows to the point where these advisors can be paid for their time and expertise. But, treat whoever you approach professionally. Don’t just use them and then abuse them by ignoring their services.

The operational team is a little more specific in the sense that they are the ones who will help you create the product, distribute it, and depending on your business, simply generate revenue. These could be artisans, craftsmen, and so on. These will not be able to work on the promise of future payment. As a rule, these individuals work on a per job or per period (hour, day, whatever) basis and depend on their ability to earn their rate to survive. As a business owner it is important that you understand this or you will be fighting a losing battle.

So, how do you acquire your partners?

As far as the management team, you could start by approaching an accountant, your banker, an insurance broker, and an attorney, and discussing with them what your needs will be. Work on this until you find a “kindred soul” some professional that not only understands the small business concept but understands the risks of a small business.

For many of these individuals, what will count is how much they think they are going to be able to make from you. Although there’s nothing wrong with that, you may be better served by someone else, someone who understands what it is like to start a new business and struggle to reach the next level. Keep searching until you find those professionals. Make sure you check your local chamber of commerce or community hall for referrals to these individuals.

As far as the operational team, the artisans, craftsmen, etc, you will need to really work hard at weeding out the ones who are in it for the money and have little professional integrity. These are the ones who quote you for a job without knowing zip about your situation. These are the ones that will be rude, obnoxious, and lack any professional integrity. There are, unfortunately, far too many out there, so you will have to work hard to find the jewels. But, once you do, take good care of them. They will help you succeed.

There’s everything to be gained by taking on partners in these ways and you and your business will benefit as a result. So, don’t run your business alone, make sure you invite others to help you succeed. But, treat those that do help you, as well as you can. They are worth every penny.

Wishing you the best in your ventures

Seriously, What do You do for a living?

November 18th, 2008

Business Owner, Entrepreneur, Dreamer, Wastrel!

How often have you wished that you could come up with a great sounding title for what you do instead of what you actually do?

“I’m a business owner!”(Said sotto voice)

‘Yeah, sure! Where’s your shop?”

“I work out of my home!”

“How’s the weather?”

Seriously though, don’t you wish people would take you seriously when you say you are a business owner?

I do and one of the things I do that makes a difference to me, at least, is that I (am working on this) consistently do some small step to get closer to my goal of generating a serious income so that I don’t have to justify anything. What you or I do has nothing to do with anyone else other than as a customer or vendor. If you are a customer and are interested in my products or services, you should be concerned primarily on the quality of what I provide and on the reliability of my business. You want to know that I’m going to provide an above average product that will provide you long term satisfaction and that I will be around when you decide you need either more of what I provide and or need support for what I provide.

As a vendor, on the other hand, you should be looking at my ability to pay for what I order from you and that I will be a long term customer.

That should be all that matters.

So, how do we as business owners go about satisfying those goals?

First off, make sure that you are able to deliver and if at all possible, over-deliver, before you even think about opening your doors. Also, make sure that you have made yourself very visible to your customers. you don’t want them to guess where they think you live. Customers or buyers will be very reluctant to part with their money if they don’t know it is going to be returned in some form either product or the service your promised in exchange for the money. So, if you have a website, make sure there is contact information there.

Second, when you enter into a contract with a buyer make sure everyone knows exactly what is going to happen at every stage of the game. You don’t want to deliver a door to a customer who was expecting a half-door. Sometimes, the extra time you take to go over the order will pay dividends when the time to deliver is at hand. Under promise and over deliver.

Third, when you are starting out it is easy to promise the moon, the stars, and everything else in between. That is not a good idea. Your work is your very unique contribution to society and should be valued highly. Each minute you devote to complete a job for a customer is a minute that you won’t have for your family or for something else you would rather be doing. Treat it as a great treasure that you are making available to someone else to enjoy, so don’t give it away.

Overextending your reach!

Next, When you are starting out, you will be overjoyed to receive many orders, and have customers wanting to do business with you. The problem is when you start getting into delivery conflicts where you aren’t able to meet your deadlines and then your ability to stay in business gets impacted. This could be from lack of resources - not enough cash to pay for inventories, not enough cash to meet payroll, and so on, or it could be simply from burnout from working such long hard hours to meet those deadlines while working at a full time job and taking care of a family. Having lots of orders is great but not having a contingency plan can lead to disaster.

Another area that is a problem is dealing with vendors that are also working on building their reputation. When you started working with them you were an unknown and they treated you carefully, then as things improved on your end they started overextending their promises hoping to keep you coming back. Then, the realities of the business start impacting their bottom line and the vendor starts pushing back on promises made earlier on. At this point you could be placed on a hard place where you have no choice but to use the vendor in spite of the broken promises. So, diversify and even work with more than one vendor for the same product. It’s not lack of loyalty but business reality. Your customers expect you to meet the commitments you made to them, every thing else is an excuse.

Working for yourself is a challenge for sure, but you can make it a fun time too.

I’ll revisit this next time with my take on helping you reach out and touch someone to make working for yourself even more interesting.

Until the next time,

Good luck with your business venture.

Marketing Small Business

November 12th, 2008

The Art of Schmoozing!

When a business gets started it’s pretty much like a new baby. You get much advice by a few who have been there and know it all, by a few who pity you your sleepless days and nights, and by a few who wish they could be there. But, you, the new business owner, live in your enchanted castle and every thing looks rosy, fluffly, beautiful. What’s a few sleepless nights when customers are beating a path to your door? You have read all the right books, and listened to all the tapes, and went to college, so you know what to do.

I hope so! I really do!

When my son was 12 and 13 he would not listen to advice either and would get himself in serious trouble, as we knew he would, and then would work himself out of it, to our utmost surprise! As a new business owner, you are probably a mixture of caution and optimism and you will also find yourself in serious trouble and like my son, will get yourself out it, to the surprise of everyone who knows you.  There’s nothing wrong with going through experiences to learn the lessons you need to learn, however, sometimes it makes more sense to experience the situation through someone else’s life. Let them have the pain!

Marketing is one area where many small businesses try to do it all by themselves and end up in trouble and eventually figure it all out, at some considerable cost.  So, this is a way to help you avoid some of that.

First off, don’t do what everyone does, specially if you are looking for a better result. I worked with a small business owner who was spending close to US$3,000.00 in newspaper advertising and was getting nothing for it. When I asked what kind of response she was getting, she responded that she didn’t know. So, why are you spending the money like that?  Many small business owners behave just like that. They do things because they were sold on it by someone who wanted a commission and nothing more.

Next, measure your advertising process. If you still use newspaper advertising find out who actually responds to similar ads, what their impact is, and so on. Newspapers, as far as I’m concerned, are a thing of the past. I haven’t opened a paper in a long, long time. I believe I am not alone in this. Find out exactly what kind of reach the paper has and then spend your money accordingly.

Third, test, and then test some more. There is more than one way to reach the audience you intend to reach. Sometimes all you need is one less word or one more to make the impact you wish to make! Without testing you won’t know whether or not your customers will respond to what you are asking them to do. “Free! Today Only … Come And See!” Or “Come and Get your Very Own Free Report, Valued at $997 …Find The Top Secrets The Gurus Don’t Want You To Know!” or “Click Here for Your Very Own Free Report!.” Until you put it out there and let your customers vote you won’t know which one works best and leaving it to chance isn’t a good business marketing strategy.

Fourth, capture your visitors, find out what they want, and create a relationship with them. Any time a visitor stops by, find a way to get their contact information. Only the exception proposes to someone on a first blind date! So, why do you think your visitors will buy from you on the first visit? Get their permission to go to them on another date, –just kidding :) — and finding out what would delight them to have you around, then do whatever it takes to fulfill their wishes. Dazzle them and they will reward you for a long time.

Fifth and last, let your customers educate you. Listen to them. Let their advice fall on your fertile little ears. Then, sift through all that information to respond to them based on your business goal. And, for those you can’t dazzle, tell them so! Let them free to pursue their dream so that they won’t burden you. There is nothing more energy-draining than satisfying a customer who has no interest in what you can offer.

Marketing for a small business is very much like going on a blind date in hopes of finding a partner. You have to preen yourself well at all times. You never know when you will be on display! You must continually let others know that you are available. And, you must stand out in the crowd! (Even if you have to carry your own soap box!) It’s a lot easier online as you can experiment as much as you want and often your cost will be minimal and you can change on the proverbial dime, as well, if you need to.

Without marketing though it’s like you going to an old fashioned water pump and pumping away hoping to get water out of it, forgetting that you need to prime it before you can get it to work.  Once you prime it, it won’t take long before you start the water flowing strongly and when you taste of it, how sweet it tastes!

Good luck with your business endeavors.

Financial Crisis For Beginners

October 17th, 2008

Check out this very informative and easy to understand article on the Financial Crisis we are going through right now. This article can be found in it’s entirety at BaselineScenario.com and it will be well worth reading. Enjoy the Financial Crisis for Beginners.

QUOTE:
Financial Crisis For Beginners

We believe that everyone should be able to understand how the financial crisis came about, what it means for all of us, and what our options are for getting out of it. Unfortunately, the vast majority of all writing about the crisis - including this blog - assumes some familiarity with the world of mortgage-backed securities, collateralized debt obligations, credit default swaps, and so on. You’ve probably heard dozens of journalists use these terms without explaining what they mean. If you’re confused, this page is for you… (Some of the explanations on this page are simplified and not 100% accurate; their goal is to explain the key concepts to a general audience.)

Historically local banks took deposits from savings account customers and lent money to homebuyers. They paid 1% for the savings accounts and collected 6% on the mortgages, and the spread (5 percentage points in this case) was more than enough to compensate for any homebuyers who couldn’t pay their mortgages. (The numbers are illustrative only.)

Then, as any explanation of the subprime crisis says, banks started reselling and securitizing mortgages. But what does it mean to resell (let alone securitize) a mortgage?

To understand this, you have to look at it from the bank’s point of view. To them, a mortgage is a product. This product gives them a monthly stream of payments - about $1,000 per month for a 30-year, fixed-rate mortgage on a loan amount of $150,000 (numbers are very approximate), but that stream is not guaranteed; the homebuyer might not be able to pay (in which case they might have to renegotiate or foreclose, both of which are costly), or might pay the whole thing [off] early. The price they pay for this product (this stream of payments) is just the loan amount; from their perspective, they are “buying” the stream of payments by paying you the loan amount. The lower the interest rate you get, the higher the price they are paying for your payments.

If Bank A resells your mortgage to Bank B, Bank B buys your payment stream from Bank A in exchange for a lump sum of money. Under stable market conditions, the lump sum that B gives A will be about the same as the lump sum you received from A (in which case A only makes money from various fees). You can also think of this as Bank B loaning you the money for your house, with Bank A acting as an intermediary.

Now, in practice, Bank B (or C, or D, …) is often an investment bank. And Bank B often securitizes your mortgage. This means they take your mortgage and combine it with many (thousands of) similar mortgages. If the mortgages are similar according to certain objective criteria - creditworthiness of borrowers, loan-to-value ratios, etc. - they can be treated as homogeneous. (Something similar happened with corn in the 19th century; certain standards were established for different grades of corn, and from that point bushels of corn from different farms didn’t have to be separately shipped and inspected by buyers, but could be poured together into huge vats.)

Now you have a pool of, say, 10,000 mortgages, with about $10 million in payments coming in from borrowers every month. That pool as a whole has a price - the amount someone would pay to get all of those payment streams of that riskiness. In a securitization, the investment bank divides the pool up into many small slices [also referred to as tranches] - say 1,000 in this case. Each slice can be bought and sold separately, and each slice entitles the buyer to 1/1,000th of the payments streaming into that pool.

The price of these slices is based on current assumptions about the riskiness of those payments - the riskier those payments are perceived to be, the lower the price anyone will pay for a slice of them. The problem is that at the time those mortgages were securitized, the buyers assumed that housing prices could only go up, and therefore the payments were not very risky; when housing prices began to fall, many more borrowers became delinquent than had been expected. As a result, if you own a slice of that pool, you still own 1/1,000th of the payments coming in, but your expectations of how many payments will come in are much lower than they were when you bought the slice.

(A collateralized debt obligation [CDO] is a securitization where the slices are not created equal. Some slices are entitled to the first payments that come in each month, and hence are the safest; some slices only get the last payments that come in each month, so when people start defaulting, those are the slices that lose money first.)

This brings us to writedowns and, eventually, to the subject of banking capital. Let’s say you are an investment bank and you paid $1 million for a slice of a securities offering (a pool). You put that on your books as an asset (in the world of finance, a stream of payments coming to you is an asset) valued at $1 million. However, a year later, that slice is only worth $200,000 (you know this because other people selling similar slices of similar pools are only getting 20 cents on the dollar). You generally have to mark your holding to market (account for its current market value), which means now that asset is valued at $200,000 on your balance sheet. This is an $800,000 writedown, and it counts as a loss on your income (profit and loss) statement. And that is what has been going on over the last year, to the tune of over $100 billion at publicly traded banks alone.

The next problem is that, over the last two decades, most of our banks have become giant proprietary trading rooms, meaning that they buy and sell securities for profit. Let’s say you start a bank with $10 million of your own money. That’s your “capital.” You go out and borrow $90 million from other people, typically by selling bonds, which are promises to pay back the money at some interest rate. Then you take the $100 million and buy some stuff (like slices of mortgage pools), which pays you a higher interest rate than you are paying on your bonds. Suddenly you are making money hand over fist. But then let’s say that housing prices start falling, securitized subprime mortgages start plummeting in value, and your $100 million in assets are now only worth $80 million. Since the value of your debt ($90 million) hasn’t changed, you are technically insolvent at this point, because your losses exceed your capital; put another way, the money coming in from your slices of mortgage pools isn’t enough to pay your bondholders.

According to some observers, this is where Fannie and Freddie were until they were bailed out by the U.S. government; by certain accounting rules, they had negative capital.

Crises of confidence and bank runs

The discussion above describes how a bank can become technically insolvent - that is, their assets become worth less than their liabilities. However, since the Lehman bankruptcy on September 15, the crisis has moved into a new phase. In this phase, financial institutions are facing liquidity runs, or bank runs, whether or not they are solvent. How can this happen?

To understand this, first you have to understand the time dimension of assets and liabilities. A 30-year mortgage, for a bank, is a long-term asset. They will get a mortgage payment every month for 30 years and, most importantly, they can’t call in the loan before then; that is, they can’t demand that the homeowner pay it back [early]. Bank assets have different maturities, or durations, but a lot of them are medium and long term. On the other side, banks have liabilities with different maturities. For example, deposits (savings accounts) can be withdrawn at any time, so their maturity is essentially instant. Banks also issue bonds: in exchange for some money up front, the bank typically has to pay the bondholder (lender) a fixed monthly payment for some period of time, and then pay back the face value at the end of that period. Banks also engage in many more exotic forms of financing, such as repo agreements, where the bank sells a security to a counterparty for $99 and promises to buy it back for $100 some time later.

The general point, though, is that banks tend to borrow short and lend long. In the classic case, the bank takes money from depositors and loans it out as mortgages. The bank may have $100 in deposits and may lend $80 of it out as mortgages, which means it has $20 in capital and a leverage ratio (assets to capital) of just 5, which is pretty low, and it is very solvent on paper. But do you see the problem? If every depositor tries to withdraw his money at the same time, the bank can’t call in its mortgages, and there won’t be enough cash for everyone. Now why would this happen, since it is unlikely that everyone will need his cash at the same time? It happens if each depositor starts worrying that his or [her] money might not be safe, and that every other depositor will try to withdraw money, then everyone tries to withdraw his money at the same time.

In ordinary times, bank runs don’t happen. First, the FDIC insures all deposit accounts up to $100,000 [now $250,000] per account holder, precisely to prevent this kind of panic. However, in a real bank many of the liabilities are not deposit accounts and hence are not insured. Second, banks can ordinarily borrow money “against” their assets; that is, a bank with $100 in good mortgages can borrow almost $100 from another bank - or, under certain conditions, from the Federal Reserve - by pledging those mortgages as collateral. If the bank’s assets are securities - mortgage-backed securities or CDOs, for example - they can also be used to raise short-term money.

These are no ordinary times, however. The fundamental problem is that all players in the financial system have realized that a bank that is solvent (assets > liabilities) can still be subject to a bank run. Once that happens, Bank A doesn’t want to lend money to Bank B for two reasons: first, Bank A wants to hold onto its cash in case it becomes the target of a bank run; and second, Bank A is afraid that Bank B could be the target of a bank run, and hence is afraid that if it lends to Bank B it won’t get its money back. Like all such panics, of course, this becomes self-fulfilling: because banks don’t want to lend, banks can’t get short-term credit, which makes them vulnerable.

This hits home when a bank has to “roll over” its short-term liabilities. Remember, banks borrow short and lend long. So periodically - almost continuously, in fact - banks have to pay off and replace their short-term liabilities (or just agree with the lender to extend the loan another 30 or 90 days). And even though depositors are insured, all the other liabilities are not insured. The bank run happens when none of the short-term lenders want to extend their loans, and no one else is willing to offer a short-term loan.

In short, this is what has been going on during the last few weeks. The key characteristic of such a crisis is that banks can be hit by bank runs - and go bankrupt - even if their assets are worth more than their liabilities. The Fed has vastly expanded the amount of money it is willing to lend to banks and the range of collateral it is willing to take in an effort to provide the short-term funding banks need to fend off bank runs. In the longer term, though, the Fed is a relatively small player combined to the entire market for short-term credit, and the problem will not go away completely until that market is working properly again.

Credit default swaps

A credit default swap (CDS) is a form of insurance on a bond or a bond-like security. A bond is an instrument by which companies raise money. A company, say GE, issues a bond with a face value of $100 and a coupon of, say, 6%. This means that if you hold the bond, they will send you $6 per year (6% of $100) until the bond matures (say in 10 years); at that point, they will pay you $100 (the face value). To buy that bond, you pay them about $100. If you pay exactly $100, the yield is 6% ($6 divided by $100). If you pay less, the yield is more than 6%. How much the bond actually sells for depends on how risky you think GE is (the chances that they will go bankrupt and won’t pay you) and on what interest rates you can get for other, similarly-risky bonds in the market. Bond-like securities, like CDOs, are similar in these basic respects.

When you buy a bond, you are taking on two types of risk: (a) interest rate risk and (b) default risk. Interest rate risk is the risk that interest rates in general will go up. If interest rates go up, the value of your bond goes down (bonds are traded in the secondary market), because you are still only getting $6 per year. Default risk is the risk that the bond issuer goes bankrupt and doesn’t pay you back. A CDS is called a “swap” because you are swapping the default risk - but not the interest rate risk - to another party, the insurer. The bond holder pays an insurance premium - typically quoted in basis points, or one-hundredths of a percentage point, per year - to the insurer. In exchange, the insurer promises to pay off the bond if the issuer goes bankrupt and fails to pay it off. At the time the CDS goes into effect, the expected value of the premium payments (a small amount every year) should exactly equal the expected value of the insurance payments (a large amount, but only if the issuer defaults).

This sounds pretty simple, right? So how did CDS become a dirty word? There are two main wrinkles to be aware of.

First, in order to buy a CDS (I call the bondholder in the above example the “buyer,” and the insurer the “seller”), you don’t actually have to own the bond in question. These are over-the-counter derivative contracts, which means they are individually negotiated between buyers and sellers. As a result, CDS became the tool of choice for betting on the likelihood of a company going bankrupt. If you thought the chances of company A going bankrupt were higher than everyone else thought they were, you would buy a CDS on company A. Three months later, when everyone else realized company A was in trouble, the market prices for CDS would have gone up, and you could either sell your CDS to someone else at the higher price, or you could sell a new CDS at the higher price. (In the latter case, you still have your original contract, and you [write] a new contract with a new buyer.) As a result, there are a lot of CDS out there; estimates are generally around $60 trillion, which means the total face value of the bonds insured is $60 trillion.

Second, CDS are not regulated, and in fact there was a measure inserted into an appropriations bill in December 2000 that blocked any agency from regulating them. Traditional insurance, by contrast, is highly regulated. Insurers have to maintain specific capital levels based on the amount of insurance they have sold; certain percentages of their assets have to be investments of specified quality levels; and, for personal insurance and workers’ compensation at least, private insurance companies are generally backed up by state guarantee funds, which charge a percentage of all insurance premiums and, in exchange, pay off claims for bankrupt insurers. The CDS market had none of that, so a bank could sell as many CDS as it wanted and invest the money in anything it wanted.

So, 2008 rolled around, and bonds started going bad. There were CDS not just for traditional corporate debt, but also for mortgage-backed securities, CDOs, and secondary CDOs. During the boom, when everyone was optimistic, CDS for these exotic products were cheap; when they started failing, the price of CDS shot up, and anyone who had sold these swaps was looking at losses on them. So CDS were one way that losses on subprime mortgages triggered writedowns at other financial institutions. This only got worse as banks, such as Bear Stearns and Lehman, started failing, and people who had sold CDS on their debt faced even larger losses. So the most basic problem with CDS is that the insurers selling them (and many of the companies selling them were not insurance companies) sold them at excessively low prices, and now they are facing major losses.

Second, you have the risk that the insurance companies won’t be able to pay. If a financial institution - say, AIG - sold a lot of CDS based on the debt of a particular company - say, Lehman - there is a risk that it won’t be able to honor all of those swap contracts. In that case, their counterparties - other banks - may be looking at losses they thought they were insured against. If Bank B bought a CDS from Bank C on the debt of Company X, and Company X defaults, Bank B thinks it has a payment coming to it from Bank C; but if Bank C doesn’t have the cash, Bank B won’t get its payment. Even worse, let’s say Bank B bought a CDS from Bank C, and then sold a different one to Bank A. Bank B thinks it is perfectly hedged, and Bank A thinks it has a payment coming. But if Bank C can’t pay out, Bank B may not be able to pay Bank A - and these chains can go on and on and on. So CDS are one of the things that create uncertainty in the banking sector; a bank may look healthy, but it may be counting on CDS payouts from other banks that you can’t see, so you can’t be sure it’s healthy, so you won’t lend to it.

The cumulative effect of CDS is to spread risk, which sounds good, but to spread risk in unpredictable and invisible ways. One of the major reasons why the government refused to let AIG fail - one day after letting Lehman fail - was that AIG was a large net seller of CDS, and if it had defaulted on those swaps no one could predict what the implications would be for the rest of the financial sector. At this point in the financial crisis, it would be a mistake to blame the whole thing on CDS, but they have had the effect of amplifying and spreading uncertainty in ways that have reduced confidence in the financial sector.

Stock market vs. credit market

Fears of a global economic slowdown are reflected in the stock market. Stocks are claims on the future cash flow of companies, and companies do better during economic growth periods than during recessions. When sentiment shifts from the belief that we will see a short, mild recession to the belief that we will see a long, harsh recession, the stock market goes down. By contrast, the acute credit crunch is reflected in the credit market in the record-high prices that banks are charging to lend to each other and to ordinary companies.

Although you and I and most people with investments have more money in the stock market than in the credit market, the stock market is more a gauge of sentiment than an independent force in the economy. Lower stock prices make it more expensive for companies to raise equity capital, but most companies raise more money by issuing debt than by issuing stock. And when people’s investments go down, they tend to spend less, but only a little; if their 401(k) goes down by $10,000, they don’t cut back on spending by $10,000. The credit markets, by contrast, have direct and immediate effects on how companies behave; in an extreme case, no credit can mean no cash with which to make payroll.

Now the credit and stock markets are related, because when the credit market freezes up, people’s expectations about the future turn downward, and hence stock prices fall. Ironically, all the attention the credit crisis has gotten over the last three weeks has undoubtedly hurt stock prices because of all the talk about potential dire consequences. So in this context, what does the fall in the stock market mean? Probably two things. First, people are only beginning to realize that Europe is in big trouble - given its difficulty in coming up with coordinated economic policy, perhaps bigger trouble than the U.S. Because U.S. companies operate in a global economy, that will hurt all companies. Second, it means that more people are realizing that the Paulson plan is only a partial solution, which is something we (along with many other people) have been saying for a while.

As long as the credit market remains tight, fears of recession will remain high, and stock prices will suffer. The important question is when the credit market will loosen up. Right now it looks like there are still enough open issues with the Paulson plan (what price, which securities, how fast) that lenders are still waiting and seeing. In the long term, though, the stock market will only turn up when people believe there is a credible plan for fighting the recession in the real economy. END QUOTE

This article was written by James Kwak, a former McKinsey consultant and co-founder of Guidewire Software, and is found @ baselinescenario.com.

Home Affordability, Myth, Possibility?

October 17th, 2008

Home affordability, is it possible?

Retirements down the drain, housing prices at rock bottom, gas prices still too high!

With headlines such as those, it is a wonder that many individuals and families think twice about being able to afford a home. This may be just the right time to change your mind.

For many young couples, the idea of owning their own home or one just like their parents is an attractive idea, but do not think it very realistic. A recent poll conducted by the Associated Press and America On Line Real Estate showed that 80 percent of respondents believed that it is hard for first-time buyers to afford a home. A majority of those polled – 59 percent – also said that they believe it is harder to buy a home now than it was five years ago.

Taking a closer look at the poll reveals that young adults and those that classify themselves as minorities consider the affordability of homes a bigger problem now than five years ago, compared to those over the age of 50 and those that identify themselves as white.

Broken down by region, almost 70 percent of those living in the western United States and almost 65 percent of those living in the Northeastern US say that it’s harder to buy now than five years ago, compared to only 54 percent of those living in the South and 51 percent of those living in the Midwest.

The poll also found that almost half of those surveyed thought that the real estate market in their home area was overpriced.

A recent report by the census bureau seems to back up the findings of the AP/AOL survey. The census report found that approximately one third of all homeowners in the US that have mortgages spent at least 30 percent of their income on housing and housing related costs. It’s widely considered excessive if your housing costs make up more than one third of your income. The census took things like mortgage payments, insurance and utilities and taxes into account.

The biggest reason for this lack of faith in new home ownership can be directly attributed to the recent housing boom over the last five years. Also, a recent increase in mortgage rates has also dampened optimism. And while incomes are up, as well, most don’t even keep up with inflation.

Another recent trend that has kept optimism for first time home buyers down is the 32 percent jump in median home value from 2000 to the end of 2005. The current median price is around $167,500.

Whatever you may be thinking, the time is right for you to buy a home. The home prices are coming down and if you don’t find the right kind of home, or the palace you want, don’t give up altogether and instead consider buying something that you can spring from later on. Mortgage rates aren’t all that high either which is another misconception. With interest rates hovering around 6% your would be crazy to think that that is a bad option. Don’t listen to the doomsayers instead invest in your first home.

If you are looking to start a business, owning your home gives you a lot of perks that you wouldn’t have as a renter and when all is said and done, the tax rebates you will benefit from will be almost the same as having another deduction on your tax return.

Don’t look back. Go ahead and research the area and find a good real estate agent and mortgage banker and take the plunge. It is well worth it.

Share your thoughts on this and let us know what you think.

If you are still unsure of what your next option is, try renting to own.

Wishing you all the very best.

Start-up Business Funding Sources

October 17th, 2008

This blog will be a break from the You, Inc series of blogs, and it gets back to the main goal of this site which is funding your small business.

One Unique Start-up Business Funding Source

Although this isn’t normally thought about when business owners start looking at funding for their small business start-ups, it should be high on the list as it probably is the easiest source to approach.

You’ll read about it in just a minute, in the meantime, let me start with a disclaimer: Although I say that this is the easiest to approach it isn’t the easiest to sell your idea to.

Character and Capacity

Whenever you approach a funding source, you are going to sell them on your business idea and that will require you to be very specific, very clear, and have a definite goal. Let me explain further.

Specific: You, the business owner, will need to know exactly how much money you believe you will need and how you came about that. You also need to know exactly how you are going to return the investment to the investor - the ROI.

Clear: You, the business owner, will need to be very clear on what it is that makes your business a winning investment for the person who is going to fund this project, especially in terms of what you believe your market can afford, and what your products or services will do, as opposed to another business just like yours (and, believe you me, you may have a unique product or service, but the business concept is probably around somewhere else.)

ROI: You, the business owner, will need to know exactly what the payoff (the Return On the Investment) will be for the investor and how that will impact your business. In other words, if the investor wants a return of 15% will your business be able to absorb that? If the investor wants a return of 24% will your business be able to absorb that and still stay solvent? Do you understand what the investor expects from you and are you prepared to work with investor if he or she decides to be a hands-on (part) owner of your business because [fill in the blank] disaster?

Until you have these items very clear in your mind and somewhere on a operational document or business plan, you are going to be fighting an uphill battle to convince investors that you have a winning project that is worth investing in.

So, what are these very approachable funding sources?

These very approachable funding sources are your local attorneys and accountants, who deal with several wealthy clients.

What do they expect from you?

Professionalism!

Why?

These professionals worked long and hard to acquire and keep these well-off customers and they are going to do their hardest to make sure that their anonymity is protected and will work doubly hard to make sure that their wealth is well protected. There will always be exceptions but the above are pretty much the rules.

How do you reciprocate this professionalism?

First, research your business venture thoroughly, and specially its potential. With so much history behind business creation, at least here in the United States, it will be fairly simple to gather the needed information to create a very believable business plan.

Second, err on the side of caution. If you think your business is going to need x amount of money to get started and going, double it, because you will probably need that or more.

Third, create a professional presentation and make sure that you have it proof-read, listened to, and criticized thoroughly and if need be, hire a consultant to help you with the details. If it is important to you to secure the funding, then make it first class and show how much value you place on the professionals you are going to be working with.

Fourth, show passion for your venture because you will be the only one who will have it. It’s your baby so why not paint it as the greatest kid around? If you aren’t passionate about your business venture no one else will be no matter how winnable it may be.

Fifth, persevere. There are enough attorneys and accountants around that you should be in a great position to take advantage of this opportunity. If one won’t help, buy him or her, a half hour of their time and ask for honest feedback. You may be able to find out what it takes to get to the next step or the person may simply refer you to someone else who may be closer to helping you get your funding.

Final Thoughts on Start-up Business Funding Sources:

This is another tool in your arsenal and it isn’t the end all specially at this moment in time. Funding is going to be looked at very thoroughly as investors are afraid that the collapse that is going on in the marketplace may beat a path to their doors and that will cloud their judgment. Don’t give up.

This too shall pass and soon enough you will be able to find the funding you need for your venture.

Until the next time, best wishes in your venture.