Contents. Introduction/Executive Summary. What s Involved With Owning A Franchise? Owning Your Own Business The Franchise Model

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2 Contents Introduction/Executive Summary What s Involved With Owning A Franchise? Owning Your Own Business The Franchise Model Where to Start? Is A Franchise For You? Do You Have What It Takes? Finding Your Franchise Fit The Nuts and Bolts of Buying a Franchise Getting Through the Franchise Disclosure Document Discovery Days Financing and Start Up Costs Along The Way Questions to Ask Before You Buy Warning Signs! Make The Move Getting The Doors Open The Foundation Locating a Location Talk With Other Franchisees On Your Way

3 Introduction/Executive Summary This white paper will examine the facets of researching and possibly opening a franchise. The landscape of franchising has changed over the years. No longer do you think of fast food when you think of franchise ownership. And because of the variety offered, careful thought and thorough enquiry must precede any action. Buying a franchise can be confusing because of the variety of franchise models and the enormous amount of information that is available. The options may be overwhelming and finding a company with a culture that fits you is one strong component of success. Many entrepreneurs are looking to be their own boss but do not necessarily know how to start a business from scratch. For many, franchising is a practical route. This paper is intended to help anyone considering franchise ownership make an educated decision with both feet planted on solid ground. What s Involved with Owning a Franchise? Owning Your Own Business The American dream of business ownership is the most common route taken by a substantial number of successful entrepreneurs. However, getting to ownership seems to be an elusive and complex dream for many. The benefits should outweigh the challenges, but if they do not, perhaps owning your own business isn t the route for you. CEO John Hewitt personally holds an open-discussion conference call with those interested in learning more about a Liberty Tax franchise no commitment, no strings attached. The advantages to owning a business that can change your life: Independence from a boss setting your schedule Freedom from worrying about having a job tomorrow Flexibility to work the hours you choose Pride in the work you do because you are helping others Stimulation from daily challenges, no dull office routine Leadership, the ability to mentor and motivate others can be extremely fulfilling The challenges to owning a business can be the breaking point for those going it alone: Finding the finances to back your business Legal issues such as contracts, trademarks, rental agreements, etc. Hiring and training staff to run your business Building a brand takes a lot of time and money

4 The Franchise Model One reason franchise ownership is growing so rapidly is due largely to the fact that a franchise model provides you with a system that addresses the challenges of owning a business. You are instantly buying into a proven business model, typically with financial assistance, marketing plans and training available. The very basis of the franchise model addresses another challenge of business ownership branding. When you enter a business relationship as a franchisee, you are getting permission to operate a business under the trademark of the established business (franchisor). Essentially a franchisee is running a business using the concept and success of the franchisor s brand and operating methods. Even though the franchisor has created and set up the actual business model, the franchisee is still considered an independent business owner. Day-to-day operations of running a business are left up to the franchisee. Handling the local media, promotions, hiring, maintenance of the building, bank accounts and various multitasking are the sole responsibility of the franchisee. Where to Start? Is A Franchise For You? Franchising, with its variety of options and different models may seem appealing, but that does not mean it is for everyone. There are financial risks and long-term commitments to take into account. Before going any further, you need to have a heart-to-heart with yourself to make sure you would be happy in a position as a franchisee. You will need to ask yourself and honestly answer some tough questions. Such as: Are you comfortable with all of the daily decisions being left to you? Are you comfortable with cleaning toilets and firing an employee all in one day? Do you have confidence in yourself to handle all aspects of a business? Are you an optimist even when things go south? If you have a family, are they supportive? If you answered yes to the above questions, then chances are you may be a good match for franchise ownership. Liberty Tax Service started franchise operations in 1997 and has been the fastest growing company in the tax industry s history. Two questions that may rule you out for owning a franchise would be: Do you consider yourself extremely independent or fiercely stubborn? Do you mind answering to a superior? Because if you answered yes to either of these two questions, you may prefer to start your own business from scratch rather than attempting to follow someone else s proven system. Do You Have What It Takes? Franchisees are expected to work independently but not in isolation. While every franchise model implements fixed procedures and regulations, it is a tightrope to run a business while adhering to a franchisor s stipulations.

5 Managing that balance takes a special individual, one who has drive and motivation countered with a good bit of unpretentiousness. Business ownership taxes both your mental and physical fitness. Pushing through daily office frustrations, while continuing to follow the concrete path to success is a constant battle. Owning your own business will drain your energy and raise your stress level; therefore, closely consider your motivation level, your finances, and the reality of what s expected of you. Even with those considerations, the payoff of self-fulfillment, freedom, and profitability versus being a spoke in the corporate wheel is why the franchise industry is growing exponentially each year. Finding Your Franchise Fit Throw a rock in the air and you will likely hit a franchise. Shopping centers, strip malls, on neighborhood corners, franchises are everywhere. Finding your fit may not be as easy as it appears, particularly if your community is saturated with franchise shops. In fact, that favorite yogurt shop you ve been eyeing could be booked in your area (and even the surrounding territories). And further investigation may expose the need to be on your feet for twelve hours straight, which may not be your idea of franchise ownership. Research is required. No sugar-coating it, you are going to have to research and then research deeper. And the first thing you will need to research is yourself. Decide what will make you happy, what are you looking to get out of ownership. What was the motivating factor that got you to this point? Liberty Tax offers tuition free tax schools to the public. Anyone interested in educating themselves on the tax codes and laws can do so in one of the many Liberty Tax classes held year-round nationwide. The purchase of books may be required. As mentioned earlier, if being on your feet for twelve hours is not what you had in mind then perhaps a service-provider business will better suit your needs. Having free time for family is high priority for many prospective franchisees as well. Perhaps a more flexible schedule that a seasonal business can provide is the perfect fit. A seasonal franchise allows you to spend more of your spare time with family and enjoying vacations. Jot down a list of your wants and needs, your budget and any skills you want to utilize; this will help guide you in choosing a franchise that will fit your expectations. Do not get pigeon-holed into believing you cannot own a business because you have no experience in the industry. Training should be a large and ongoing part of the investment process and as long as you have the passion to succeed, the rest will come. The Nuts and Bolts of Buying a Franchise Getting Through the Franchise Disclosure Document It has been called many things in the franchise world, such as a Uniform Franchise Offering Circular or UFOC, but the Franchise Disclosure Document (FDD) is more like the franchise owner s play book. It is not an easy read, but it is an essential and educational part of purchasing a franchise. It is designed to inform you of all the obligations and restrictions of the particular franchise you are interested in purchasing along with disclosing

6 various matters regarding the operation of the franchise. And the Federal Trade Commission requires its delivery to you. Do not be fooled, though, the FTC has not reviewed or approved this specific document. Due to this misconception and the size of some FDDs (some are as long as 500 pages); some prospective buyers do not read all of it. And that could be a costly mistake. There are typically 23 items in the FDD covering the majority of questions you may have. Here is an index of those items: Item 1: The Franchisor, It's Predecessors And Affiliates Item 2: Business Experience Item 3: Litigation Item 4: Bankruptcy Item 5: Initial Franchise Fee Item 6: Other Fees Item 7: Initial Investment Item 8: Restrictions On Sources Of Products And Services Item 9: Franchisee's Obligations Item 10: Financing Item 11: Franchisor's Obligations Item 12: Territory Item 13: Trademarks Item 14: Patents, Copyrights and Proprietary Information Item 15: Obligation To Participate In The Actual Operation Of The Franchise Business Item 16: Restrictions On What The Franchisee May Sell Item 17: Renewal, Termination, Transfer And Dispute Resolution Item 18: Public Figures Item 19: Earnings Claims Item 20: List Of Outlets Item 21: Financial Statements Item 22: Contracts Item 23: Receipt The purpose of the FDD is basically to communicate and disclose the nature of the franchise business and the vision of management before you buy the franchise. Discovery Days Possibly the first face-to-face meeting you may have will be at an event commonly known as Discovery Days. As excited as you are to actually shake hands with the people you hope to do business with, they are just as excited to get to know you. These meet-and-greet seminars are held to give potential franchisees an opportunity to ask questions and learn more about the franchisor in an environment with no obligation to purchase a franchise. Usually held at the corporate headquarters or an exciting destination, Discovery Days allow the franchisor to give an overview of the history of the company, explain the business operations, explore the training, discuss real estate options, and evaluate the financial investment. Typically it is the chance to meet the corporate team as well as existing franchisees.

7 The recommended time to attend Discovery Days is toward the end of your search. You should invest the time and money only after you have narrowed your choice to a particular franchise which stands out above the others. You want to confirm - in person - everything you have researched and learned regarding this franchise. And while you are studying the franchisor during Discovery Days, they are also ensuring you would make a good fit to their culture and team. For example, Liberty Tax Service hosts Discovery Days in Las Vegas, Nevada, and at the company headquarters in Virginia Beach, Virginia. During Discovery Days, potential franchisees get the opportunity to speak individually with CEO John Hewitt, himself. This is extremely important, not only because For twelve consecutive years, John Hewitt has been named one of the Top 100 Most Influential People in the Tax Industry by Accounting Today. John founded two of the top three tax franchises in the nation and has a wealth of experience to offer, but it also gives you the opportunity to ask your specific questions. When you go into business with someone, it is crucial that both partners know what makes a business successful. The basis for Discovery Days is to understand the company s direction, its management s goals, and whether your interests align with those goals. Financing and Start Up Costs So that long-lost, millionaire relative passed away and you have inherited it all no? You won the lottery? Not yet? Then chances are you are going to need a loan to finance your business. And the good news is you don t have to go far to find financing options. A quick check at will provide a list of 600+ preapproved franchises that the Small Business Administration (SBA) offers loans to help get the franchise business started. A few large franchisors, like Liberty Tax Service, have financial assistance for those wanting to get into franchising but unable to find the resources. Some franchises take the loan process one step further and offer special financing for qualified individuals. For example, Liberty Tax Service offers a Veteran s Package and Minority Incentives to assist those interested in owning a Liberty Tax franchise. Even if the franchisor does not offer a loan program, they typically will offer a business plan, which lenders may require during the loan application process. You may want to establish a relationship with a local bank. Having a long-term relationship with a bank may help you get financial assistance in some cases. Find a bank that will be close to your franchise location as well. The bank will still look at important details regarding the franchise, such as the length of time the franchise has been in existence, the number of franchises that are currently open, the number that closed, and the overall stability of the franchise market. The bank will also take a close look at you to ensure you are a sound investment as well. Your credit score and personal financial history will be examined. The bank may want your small business loan to have an SBA guarantee (picking a franchise from that registry mentioned above early on saves headache and heartache down the road). Here are a few steps to take to qualify for a loan: You will need to pull your credit report from each reporting agency and check the accuracy (pull all three from Do not make any large purchases or big career moves (no new house or having your spouse quit a job).

8 Get your credit score above 650. One way to do that is to pay off your smaller credit cards and debts. Save up for a down payment. The majority of lenders expect you to have a down payment to demonstrate that you are committed to the investment. If you do not qualify for a bank loan and do not have a retirement plan, you may want to consider borrowing from a relative. If this is your only option, it is best to treat family loans as a professional transaction, with a loan agreement documenting the terms of the loan. Present the same paperwork to your family lender in the same manner that you would present to a bank you were borrowing from. Have a professional accountant draw up loan papers and have an attorney review its terms. Along The Way Questions to Ask Before You Buy Not all franchises are created equal. While it is sometimes hard to spot trouble zones, here are some basic questions to ask: How long has the franchisor been operating and how many franchises are operational? Has the franchise received any accolades from the industry? Have the leaders of the franchise been involved in other franchise systems that have failed? How many lawsuits are pending (look for a pattern here)? Does the franchise or leaders have any prior bankruptcies? Do they have an FDD and are they willing to provide you one? Some of Liberty Tax Service s Industry Accolades:

9 Warning Signs This is a large investment, so taking your time to make the right decision is crucial. If a franchisor is rushing you, advising that you do not need an attorney, or even threatening that time is running out, you may want to reconsider doing business with this franchisor. Other facts that you should consider before purchasing a particular franchise: A franchise that has less than two years in business; A franchisor that supplies vague answers (red flags: as needed, our discretion, or any ambiguous answer); A franchisor that holds no registered trademarks to its operating system A franchisor that is anxious to finance your endeavors rather than helping you run a prosperous business Make The Move Getting the Doors Open So you have researched, dreamed, planned and talked it over with your loved ones. Now it is time to move forward and actually open the doors to your new business. The first steps towards your big opening are to secure your finances, attend any training offered, find a suitable location, and hire employees. If you have a specific date in mind for your grand opening, you will need a timeline to ensure everything is done well in advance. Liberty Tax Service offers training programs tailored for Hispanics. Additionally, Liberty has an entire marketing division devoted solely to this large and growing population. The Foundation Your finances should be pretty much in order by this point. All of your accounts should be open, and the next focus should be training. You should get as much training as possible to create a solid foundation for your business. A word of caution: make sure your training isn t too far in advance of your opening date; otherwise, you may forget some aspects of the training. Putting your education into immediate action will make more sense because there is nothing like on the job training. Furthermore, with a great franchise, training will be a constant evolution as new strategies and trends emerge. Some franchisors are so thorough and forward-thinking that they are able to detect marketplace shifts and offer advance training to anticipate those changes and target more than just one audience.

10 Locating a Location If you don t have one, you may want to hire a good lease attorney or a commercial real estate broker. Most franchisors have real estate teams available to support you with site location, but the level of that support varies from one franchise system to another. Some real estate teams will not only help with site location, but they also provide information on specific customer demographics; while others will simply approve your location and take a very hands-off approach. Do not underestimate the importance of site visibility, traffic flow, entrance access (from both sides of the street), and convenience to the attainment of your business. Many franchises regardless of how strong the business model was failed because getting to the location was not feasible for potential customers. To offer support as well as update all the franchisees, John Hewitt, the granddaddy of the tax industry, holds daily conference calls during peak tax season. Talk With Other Franchisees The best advice comes from those who have been through the experience and who are current franchisees. Talking with an existing franchisee will provide more information than any website or marketing presentation. Franchisees can answer most of your questions, from support and training to fresh marketing ideas. Just be cognizant of their own interests. Some franchisees may see you as competition or, alternately, a contributor to the regional ad fund and so their answers may be slightly skewed. That being said, you still want to talk with as many franchisees as possible to get an overall feel for the day-to-day life as an owner of that particular franchise. On Your Way The most wonderful thing about owning a franchise is that you are never alone. You are participating in something larger than yourself and growing your business and personal success with other like-minded business owners. You might be on your way but not on your own. Best of luck and do not hesitate to contact Liberty Tax Service whether you want to know about franchise ownership or perhaps you simply need tax advice.