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Mortgage Company

BUSINESS PLAN     NATIONAL MORTGAGE, INC.

123 N. Main Blvd., Suite 201
Seattle, Washington 98108

This mortgage company specializes in lending money to people who have poor credit or who are self-employed and have problems qualifying for conventional loans. It plans to offer complementary credit cards and debit cards, as well as insurance, for this niche market. Future plans include national expansion. This plan was provided by Ameriwest Business Consultants, Inc.

Confidentiality Statement

The information, data, and charts embodied in this business plan are strictly confidential and are supplied on the understanding that they will be held confidentially and not disclosed to third parties without the prior written consent of National Mortgage.

EXECUTIVE SUMMARY

BUSINESS DESCRIPTION

National Mortgage has developed a unique concept of lending to people who have less than perfect credit or self-employed people who have a hard time qualifying for conventional loans. The money loaned out is typically used by borrowers to consolidate debt and can provide a source of huge savings for our clients by paying off high interest credit card debt. We charge competitive interest rates. Our customers are very ready to work with us because they have usually been turned down by one or more lenders and we can provide them peace of mind and a way to solve their credit problems. The loans are secured with a second mortgage on their property. Hours of operation are Monday through Friday, 10:00 A.M. to 7:00 P.M., and Saturday, 8:00 A.M. to 3:00 P.M. The processing center is open 8:00 A.M to 8:00 P.M., Monday through Friday, and 8:00 A.M. to 6:00 P.M. on Saturday.

CURRENT POSITION AND FUTURE OUTLOOK

The business is in its third year of operation. Operations are conducted from facilities located at 123 North Main Boulevard in Seattle, Washington. The premises consist of approximately 1,600 square feet. The first several years were used to build the business, equip the office and hire a competent staff. Key employees are Jill Stone, Sue Brown, Helen Hunt, and Rachel Rosana. The company currently employs five people. National is now ready to move to a higher level and can handle a much greater volume. We are currently working with Merrill Lynch and ABC to franchise our unique concept on a national scale.

MANAGEMENT AND OWNERSHIP

The company is set up as a corporation with Jill Stone owning 100% of the stock. She initially helped set up the operations and even though she is now less active in the operations, she is available for consultation and advice. The corporation is an "S" corporation, but will be changed to a "C" corporation by the end of 1997 to satisfy requirements for becoming a franchiser. The corporation type of entity was chosen for liability protection, tax considerations, growth plans, stock option plans, and the opportunity to raise capital from investors more easily. Sue Brown serves as vice president. She has five years of experience in the mortgage business. Helen Hunt serves as operations manager. Rachel Rosana is the processing manager. National currently employs five additional people in various capacities. When volume picks up, additional part-time or full-time employees will be hired as the workload requires. National will continue to utilize the services from consultants in areas such as planning, budgeting, accounting, general business advising, and law.

UNIQUENESS AND DIFFERENTIATION OF THE SERVICE

National, Inc. will continue to specialize in serving individuals who have less than perfect credit or who are self-employed and cannot qualify for conventional loans. The company was formed to provide loans to this niche market. The company utilizes the most current technology to enable it to not only provide competitive pricing but also excellent service. In the future, we plan to offer complementary products such as secured credit cards and debit cards, insurance, and other investment tools.

It is rare in today's business world to find a true market void. That is exactly what National has done. It has combined the latest in technology with an unfilled need and promises to deliver a high quality product at a competitive price. Our services have limited competition in Washington and even nationally because of the nature of our clients. We have built an excellent reputation in the area and wish to capitalize on it to enter the national marketplace. To reach an even larger market we will develop and utilize a web page on the Internet.

FUNDS REQUIRED AND USAGE

To continue to fund its growth and provide the money for franchise operations, National Mortgage will be seeking $150,000 in additional funding. This may come from either investors or from additional loans. Any additional funds obtained will be for working capital, equipment purchases, advertising, and expenses associated with setting up franchise operations.

Mortgage Company

Projected Projected Projected Projected Projected
MOST LIKELY CASE Year 1 Year 2 Year 3 Year 4 Year 5
Total Revenue $2,341,050 $3,046,200 $3,986,400 $5,190,000 $6,957,000
Cost of Sales 411,047 688,059 1,016,531 1,427,031 1,976,229
Gross Profit 1,930,003 2,358,141 2,969,869 3,762,969 4,980,771
Selling, General, Expense 1,439,171 1,566,407 1,569,519 1,664,975 1,769,794
Income Before Taxes 490,831 791,734 1,400,350 2,097,994 3,210,976
Income Taxes 177,475 286,275 506,339 758,593 1,161,025
Income After Taxes 313,356 505,459 894,012 1,339,401 2,049,952
OPTIMISTIC CASE
Total Revenue 2,809,260 3,655,440 4,783,680 6,228,000 8,348,400
Cost of Sales 493,257 825,671 1,219,837 1,712,437 2,371,475
Gross Profit 2,316,003 2,829,769 3,563,843 4,515,563 5,976,925
Selling, General, Expense 1,727,006 1,879,688 1,883,422 1,997,970 2,123,753
Income Before Taxes 588,997 950,081 1,680,420 2,517,593 3,853,172
Income Taxes 212,970 343,530 607,606 910,311 1,393,230
Income After Taxes 376,028 606,551 1,072,814 1,607,282 2,459,942
PESSIMISTIC CASE
Total Revenue 1,872,840 2,436,960 3,189,120 4,152,000 5,565,600
Cost of Sales 328,838 550,447 813,225 1,141,625 1,580,983
Gross Profit 1,544,002 1,886,513 2,375,895 3,010,375 3,984,617
Selling, General, Expense 1,151,337 1,253,126 1,255,615 1,331,980 1,415,835
Income Before Taxes 392,665 633,387 1,120,280 1,678,395 2,568,781
Income Taxes 141,980 229,020 405,071 606,874 928,820
Income After Taxes $250,685 $404,367 $715,209 $1,071,521 $1,639,961

OBJECTIVES & GOALS

  1. To provide a high quality service so that customers will perceive great value.
  2. To expand into the national market.
  3. To obtain additional funding to fuel the expansion.
  4. To become one of the premier nationally known equity lenders serving individuals with less than perfect credit or who are self-employed.
  5. National Mortgage plans to closely monitor changing technology to be certain that the company is using the latest and most cost-effective equipment to keep up with current trends in the marketplace.
  6. To provide National Mortgage with at least $700,000 in retained earning over the next five years.

In addition to the above goals, we will survey our customers and make changes in our programs and add services to meet their changing ideas in the marketplace.

STRATEGIES FOR ACHIEVING GOALS

To achieve the above goals, we will concentrate on providing outstanding quality and aggressively promote our franchises throughout the country. We will utilize the assistance of Merrill Lynch and ABC to make the franchising work. Both of these companies have achieved national recognition and do an excellent job in getting franchise operations off the ground. National Mortgage currently serves the Seattle and Spokane markets and their surrounding areas with its loan operations. By the end of first year of expansion, we expect to be serving up to 60 additional markets as a result of the franchise operations. As the Washington economy continues to see rapid growth, National Mortgage will take advantage of an even greater share of the local marketplace than it has in the past. It will be able to capitalize on the reputation it has built.

Our major goals include maximizing sales and building our client/customer base with a close eye on profitability. It is very important to continue to fill the market void for those borrowers that cannot obtain loans through conventional lenders. Our experience has shown that people with less than perfect credit or who are self-employed are very grateful for the professional manner in which their loans are processed.

BUSINESS DESCRIPTION, STATUS & OUTLOOK

National, Inc. will continue on its current path of growth. Its main office will be fully staffed and equipped and able to handle nearly double the amount of processing with little additional expenses.

The biggest problem this venture will face will be creating customer awareness of our services and funding the growth. We will use a combination of advertising techniques and word of mouth to increase this awareness. We will also utilize the services of Merrill Lynch and ABC, nationally recognized and respected companies, to help us in this area. Once a general awareness is present, the company has a virtually unlimited growth potential.

Through the franchise operations we will be able to handle large numbers of loans through our processing center.

Once the franchising operations are established, loans will be processed from each franchisee through our processing center. Loans will be processed for the franchisees as well as those generated by our company-owned office.

National Mortgage is a member of the Seattle Metro Chamber of Commerce and the Housing and Building Committee.

The future holds the promise of almost unlimited growth and income as the business matures and considers other markets and products. Complementary products such as secured credit cards and debit cards will be considered in the future in response to customer requests.

MANAGEMENT & OWNERSHIP

Jill Stone serves as the President and Chief Executive Officer. She worked several years for a nationally known equity lender. She spent nearly twenty years in the United States Army in a variety of top level management positions and attended the University of Kentucky. She is also fluent in reading, writing, and speaking Spanish. Jill is responsible for the overall operations of the loan processing area. She assists in processing files, understanding and adhering to lender's guidelines, ordering and follow-up on verifications. She attends on-going training conducted by lenders, title companies, and other outside agencies. She ensures Quality Control for each loan package prior to submission.

Sue Brown serves as Vice President of National Mortgage and has five years of experience in the mortgage industry and has "hands-on, ground-up" knowledge of all facets of the mortgage business. She has worked with a variety of nationally known equity lenders. She has played a key role and functioned in a management capacity in most impact areas of the industry. Her supervisory positions in the administrative, operational, technological, and fiscal areas of this discipline have afforded her the skills, experience, and talents necessary to lead National Mortgage through this new century. Sue is heavily involved in sales, advertising, banking, operation, planning, insurance, purchasing, and equipment. She also will be involved with locating, interviewing, qualifying, and training the initial franchisees. She will oversee the training of future area representatives and instructors.

Helen Hunt serves National Mortgage as its Operations Manager. She attended Seattle Business College and studied business management. Her duties include office management, insuring client satisfaction, resolving customer complaints, and client interviewing for prequalification. She also is involved in the hiring, firing, scheduling, and training of employees.

Rachel Rosana has worked with several nationally known mortgage lenders. Her main duties with National Mortgage are in the capacity of Processing Manager. She trains processors, funding representatives, and team leaders. She provides quality control for file processing and ensures files are maintained properly.

The business is set up as a "C" corporation. This form of legal entity was chosen primarily for liability reasons and makes it easier to secure investors. The company employs five highly trained employees in office management and loan administration. As the business grows, additional part-time or full-time employees may be added to handle the increased workload.

National Mortgage has applied for membership in the National Association of Mortgage Brokers and with local Associations of Mortgage Brokers. Memberships in these organizations help us monitor changes in the industry and government regulations.

MARKET ANALYSIS

MARKET OVERVIEW, SIZE, AND SEGMENTS

Listed below are just some of the reasons the industry is expanding and why it is a good time for a business such as ours:

CUSTOMER PROFILE

Typical characteristics of our customers include the following:

COMPETITION

In theory, the competitors National Mortgage faces in the marketplace include bankers, finance companies, and mortgage brokers. In reality, the concept of lending to people with less than perfect credit or who are self-employed, means that very few of the above mentioned competitors offer true competition. These competitors also have limitations as a result of their loan programs, higher interest rates, and lack of advertising dollars.

Risk Analysis— Strengths & Weaknesses

National Mortgage is strong in operations, production, quality of service, product mix, company policies, desirability, and facilities. National Mortgage is about average in management, marketing, distribution, servicing, product features, advertising, overhead, pricing, and delivery time. National Mortgage is weak in finance and planning, market leadership sales force, and location. In these areas of weakness we have hired professionals to supplement our management abilities.

We have low risk exposure in the areas of dependence upon other companies, vulnerability to substitutes, technology, suppliers, inflation, and interest rates.

We perceive medium risk exposure industry maturity, market position, competitive position, distribution, and strategy. We perceive high risk in the areas of financial performance and management performance. These are the areas we have specifically addressed when we hired business management, franchise, and marketing professionals to help us. It is also a major reason we are franchising our concept.

We will continue to obtain help when needed in areas we feel it is necessary to complement our abilities.

MARKETING STRATEGIES

PRICING AND VALUE

Our pricing strategy involves pricing at competitive rates. Our customers are people with either less than perfect credit or who are self-employed and have a difficult time obtaining an equity loan from conventional lenders. We do keep an eye on competition so we do not price ourselves out of the market. We will continue to review our pricing every six months or more often when the economy or competition dictates.

Currently, there is a certain amount of price inelasticity in this service due to government regulations. On the other hand, if we offer additional services we can open up other opportunities to increase revenues. Pricing will be reviewed on a semi-annual basis.

SELLING TACTICS

Our company's marketing strategy will incorporate plans to promote our line of services through several different channels and on different levels, along with the use of referrals, telemarketing, and advertising. We also plan to utilize a website as a selling tool.

Advertising tools we will utilize include brochures, catalogs, targeted advertisements, lead generation, lead referral and follow-up systems, information gathering, and dissemination. To better reach the local market we will network with groups that help people with credit problems. In addition, we will greater utilize local newspapers extensively.

Nationally, we will advertise through the use of a very extensive multi-level advertising campaign in conjunction with our franchises.

ADVERTISING, PROMOTION, AND DISTRIBUTION OF SERVICES

We recognize that the key to success at this time requires extensive promotion.

Advertising goals include all of the following:

PUBLIC RELATIONS

We will develop a public relations policy that will help increase awareness of our company and product. To achieve these goals we will consider some or all of the following:

ASSUMPTIONS, DEFINITIONS, AND NOTES

Throughout this business plan we have taken a very conservative approach to developing our financial projections.

FIVE-YEAR PROJECTIONS — Financial Inputs & Summary

First Year of Start-Up 1997 Corporation Type C—"C" Corporation format selected; income taxes WILL be computed.

Mortgage Company

Operating Data Year 1 Year 2 Year 3 Year 4 Year 5
Days sales in accounts receivable 0 0 0 0 0
Days materials cost in inventory 0 0 0 0 0
Days finished goods in inventory 0 0 0 0 0
Days materials cost in payables 30 30 30 30 30
Days payroll expense accrued 20 20 20 20 20
Days operation expense accrued 25 25 25 25 25
Expense Data
Direct labor as % of sales 13.28% 18.30% 21.21% 23.16% 24.20%
Other payroll as % of sales 4.19% 3.38% 2.71% 2.19% 1.71%
Payroll taxes as % of Sales 4.37 5.42% 2.53% 2.42% 2.24%
Insurance as % of sales 0.89% 0.72% 0.58% 0.47% 0.37%
Legal/accounting as % of sales 2.563% 2.068% 1.659% 1.338% 1.048%
Other overhead as % of sales 48.16% 38.86% 31.18 25.15% 19.70%

Mortgage Company

Expense Data
Direct labor as % of sales $310,922 $557,559 $845,531 $1,202,031 $1,683,729
Other payroll as % of sales $98,008 $102,910 $108,056 $113,458 $119,131
Payroll taxes as % of sales $102,233 $165,117 $100,715 $125,340 $155,850
Insurance as % of sales $20,900 $21,945 $23,042 $24,194 $25,404
Legal/accounting as % of sales $60,000 $63,000 $66,150 $69,458 $72,930
Other overhead as % of sales $1,127,345 $1,183,712 $1,242,898 $1,305,043 $1,370,295
Other Operating Expenses 1,408,486 1,536,685 1,540,861 1,637,493 1,743,611

Mortgage Company

Financing Data (1997 on) Deprec. Capital Tot. Debt Curr. Portion LT Portion Rate
Long-term debt $150,000 $9,201 $140,799 10.00%
Short-term debt $0 10.00%
Capital stock issued
Additional paid-in capital $0
Accumulated depreciation (as of 1996) $0

Five-Year Financial Summary—Balance Sheet

Mortgage Company

START-UP FIVE-YEAR FORECAST
ASSETS 1997 Year 1 Year 2 Year 3 Year 4 Year 5
"C" Corporation (Y/N) Y
Cash balance positive or (negative) Positive Positive Positive Positive Positive Positive
Amount sheet is out-of-balance $0 $0 $0 $0 $0 $0
Amount cash flow out-of-balance $0 $0 $0 $0 $0
Current Assets
Cash and cash equivalents $81,615 $671,740 $1,306,659 $2,434,930 $4,050,797 $6,539,710
Accounts receivable $0 $0 $0 $0 $0 $0
Inventory $0 $0 $0 $0 $0 $0
Other current assets $0 $15,000 $20,000 $25,000 $30,000 $35,000
Total Current Assets $81,615 $686,740 $1,326,659 $2,459,930 $4,080,797 $6,574,710
Fixed Assets
Land $0 $0 $0 $0 $0 $0
Buildings $0 $0 $0 $0 $0 $0
Equipment $83,500 $83,500 $83,500 $83,500 $83,500 $83,500
Subtotal $83,500 $83,500 $83,500 $83,500 $83,500 $83,500
Less-accumulated depreciation $0 $11,900 $23,800 $35,700 $47,600 $59,500
Total Fixed Assets $83,500 $71,600 $59,700 $47,800 $35,900 $24,000
Intangible Assets
Cost $21,000 $21,000 $21,000 $21,000 $21,000 $21,000
Less-accumulated amortization $0 $4,200 $8,400 $12,600 $16,800 $21,000
Total Intangible Assets $21,000 $16,800 $12,600 $8,400 $4,200 $0
Other $0 $15,000 $20,000 $25,000 $30,000 $35,000
Total assets $186,115 $790,140 $1,418,959 $2,541,130 $4,150,897 $6,633,710
LIABILITIES AND
STOCKHOLDERS' EQUITY
Current Liabilities
Accounts Payable $8,000 $8,229 $10,726 $14,055 $18,493 $24,041
Notes Payable $0 $0 $0 $0 $0
Current portion of long-term debt $0 $10,165 $11,229 $12,405 $13,704 $15,139
Income taxes $0 $177,475 $286,275 $506,339 $758,593 $1,161,025
Accrued Expenses $0 $112,166 $134,394 $150,389 $176,468 $210,053
Other current liabilities $0 $10,000 $10,000 $10,000 $10,000 $15,000
Total Current Liabilities $8,000 $318,035 $452,624 $693,188 $977,258 $1,425,258
Non-Current Liabilities
Long-term debt $150,000 $130,634 $119,405 $107,000 $93,296 $78,157
Deferred income $0 $0 $0 $0 $0 $0
Deferred income taxes
Other long-term liabilities
Total Liabilities $158,000 $448,669 $572,029 $800,188 $1,070,554 $1,503,415
Stockholders' Equity
Capital Stock issued $10,000 $10,000 $10,000 $10,000 $10,000 $10,000
Additional paid in capital $0 $0 $0 $0 $0 $0
Retained earnings $18,115 $331,471 $836,930 $1,730,942 $3,070,343 $5,120,295
Total Equity $28,115 $341,471 $846,930 $1,740,942 $3,080,343 $5,130,295
Total Liabilities and Equity $186,115 $790,140 $1,418,959 $2,541,130 $4,150,897 $6,633,710

Five-Year Projections—Financial Inputs & Summary

Mortgage Company

FIVE-YEAR FORECAST
Sales Year 1 Year 2 Year 3 Year 4 Year 5
Sales $2,341,050 $3,046,200 $3,986,400 $5,190,000 $6,957,000
Cost of sales $411,047 $688,059 $1,016,531 $1,427,031 $1,976,229
Gross profit $1,930,003 $2,358,141 $2,969,869 $3,762,969 $4,980,771
Expenses
Operating expenses $1,408,486 $1,536,685 $1,540,861 $1,637,493 $1,743,611
Interest $14,586 $13,622 $12,558 $11,382 $10,083
Depreciation $11,900 $11,900 $11,900 $11,900 $11,900
Amortization $4,200 $4,200 $4,200 $4,200 $4,200
Total Expenses $1,439,171 $1,566,407 $1,569,519 $1,664,975 $1,769,794
Operating income $490,831 $791,734 $1,400,350 $2,097,994 $3,210,976
Other income and expenses
Gain (loss) on sale of assets
Other (net)
Subtotal $0 $0 $0 $0 $0
Income before tax $490,831 $791,734 $1,400,350 $2,097,994 $3,210,976
Taxes (Federal & State) $177,475 $286,275 $506,339 $758,593 $1,161,025
Rate 36.16% 36.16% 36.16% 36.16% 36.16%
Net income $313,356 $505,459 $894,012 $1,339,401 $2,049,952
Retained earnings-beginning $18,115 $331,471 $836,930 $1,730,942 $3,070,343
Dividends paid $0 $0 $0 $0 $0
Retained earnings-ending $331,471 $836,930 $1,730,942 $3,070,343 $5,120,295
Detailed Supporting Information
Cost of sales
Direct labor $310,922 $557,559 $845,531 $1,202,031 $1,683,729
Loan expenses $100,125 $130,500 $171,000 $225,000 $292,500
Other costs
Depreciation: Enter the numbers of years.
0 year Buildings $0 $0 $0 $0 $0
5 year Equipment $11,900 $11,900 $11,900 $11,900 $11,900
Interest: Percentages from Data sheet
10.00% short-term $0 $0 $0 $0 $0
10.00% long-term $14,586 $13,622 $12,558 $11,382 $10,083

Mortgage Company

FIVE-YEAR FORECAST
Cash from operations Year 1 Year 2 Year 3 Year 4 Year 5
Net Earnings (loss) $313,356 $505,459 $894,012 $1,339,401 $2,049,952
Add-Depreciation and amortization $16,100 $16,100 $16,100 $16,100 $16,100
Net cash from operations $329,456 $521,559 $910,112 $1,355,501 $2,066,052
Cash provided (used) by operating activities
Accounts Receivable $0 $0 $0 $0 $0
Inventory $0 $0 $0 $0 $0
Other current assets ($15,000) ($5,000) ($5,000) ($5,000) ($5,000)
Other non-current assets ($15,000) ($5,000) ($5,000) ($5,000) ($5,000)
Accounts payable $229 $2,497 $3,329 $4,438 $5,548
Current portion of long term debt $10,165 $1,064 $1,176 $1,299 $1,435
Income taxes $177,475 $108,800 $220,064 $252,254 $402,432
Accrued expenses $112,166 $22,228 $15,995 $26,079 $33,585
Other current liabilities $10,000 $0 $0 $0 $5,000
Dividends paid $0 $0 $0 $0 $0
Net cash from operations 280,035 $124,589 $230,564 $274,070 $438,000
Investment transactions Increases (decreases)
Land $0 $0 $0 $0 $0
Buildings and improvements $0 $0 $0 $0 $0
Equipment $0 $0 $0 $0 $0
Intangible assets $0 $0 $0 $0 $0
Net cash from operations $0 $0 $0 $0 $0
Financing transactions Increases (decreases)
Short term notes payable $0 $0 $0 $0 $0
Long term debt ($19,366) ($11,229) ($12,405) ($13,704) ($15,139)
Deferred income $0 $0 $0 $0 $0
Deferred income taxes $0 $0 $0 $0 $0
Other long-term liabilities $0 $0 $0 $0 $0
Capital stock and paid in capital $0 $0 $0 $0 $0
Net cash from financing ($19,366) ($11,229) ($12,405) ($13,704) ($15,139)
Net increase (decrease) in cash $590,125 $634,919 $1,128,271 $1,615,867 $2,488,913
Cash at beginning of period $81,615 $671,740 $1,306,659 $2,434,930 $4,050,797
Cash at the end of period $671,740 $1,306,659 $2,434,930 $4,050,797 $6,539,710

Break-Even Analysis - Franchise Operations

Mortgage Company

—————Per Month-1st Year—————
Cost Variables Optimistic
-20.00% 		Most Likely
Case 		Pessimistic
20.00%
FIXED COSTS:
Rent $711 $593 $474
Salaries (fixed) $3,920 $3,267 $2,614
Insurance $480 $400 $320
Depreciation & Amortization $644 $537 $429
Interest $583 $486 $389
Utilities/Phone $1,873 $1,561 $1,249
(Other fixed costs) $0 $0 $0
Total Fixed Costs $8,212 $6,843 $5,475
VARIABLE COSTS
Cost of Goods Sold $0 $0 $0
Equipment Rental/Leases $2,640 $2,200 $1,760
Other Salaries $16,526 $13,772 $11,017
Inter Alios $3,168 $2,640 $2,112
Workers Compensation $356 $297 $237
Advertising/Marketing/Public Relations $72,800 $60,667 $48,533
Professional Services $2,400 $2,000 $1,600
(Other variable costs) $6,902 $5,752 $4,602
Total Variable Costs $104,793 $87,327 $69,862
Pricing & Unit Sales Variables
Average Income per Franchise $25,000 $25,000 $25,000
Average # of Franchises sold per month 6.00 5.00 4.00
Fixed Costs per Month $1,642.36 $1,368.63 $1,095
Variable Costs per Month $20,959 $17,465.45 $13,972.00
Break-Even Number of Franchises Sold 1.1 0.9 0.7
Number of Franchises over Break-Even 4.9 4.1 3.3
Break-Even Sales Amount $27,247.12 $22,705.94 $18,164.75
Gross Profit per Franchise $9,041 $7,534.55 $6,028
Gross Profit (over Break-Even) $36,996 $30,830 $24,664

This break-even analysis includes as costs directly identified with the franchise operations and assumes 40% of all other expenses can be attributed to supporting franchise operations. This analysis show that the break-even number of franchises to be sold is 0.9 per month and the break-even sales is 22,706 per month.

Break-Even Analysis - Loan Operations

Mortgage Company

—————Per Month-1st Year—————
Cost Variables Optimistic
-20.00% 		Most Likely
Case 		Pessimistic
20.00
FIXED COSTS:
Rent $1,067 $889 $711
Salaries (fixed) $5,880 $4,900 $3,920
Insurance $720 $600 $480
Depreciation & Amortization $966 $805 $644
Interest $875 $729 $583
Utilities/Phone $2,809 $2,341 $1,873
(Other fixed costs) $0 $0 $0
Total Fixed Costs $12,318 $10,265 $8,212
VARIABLE COSTS
Cost of Goods Sold $10,013 $8,344 $6,675
Equipment Rental/Leases $3,960 $3,300 $2,640
Other Salaries $24,789 $20,658 $16,526
Inter Alios $0 $0 $0
Workers Compensation $534 $445 $356
Advertising/Marketing/Public Relations $3,000 $2,500 $2,000
Professional Services $3,600 $3,000 $2,400
(Other variable costs) $13,805 $11,504 $9,203
Total Variable Costs $59,701 $49,750 $39,800
Pricing & Unit Sales Variables
Average Income per Loan $684 $570 $456
Average # of Loans processed Per Month 133.50 111.25 89.00
Fixed Costs per loan $110.72 $92.27 $73.81
Variable Costs per loan $537 $447.20 $358
Break-Even Number of Loans Processed 83.6 83.6 66.9
Number of Loans over Break-Even 33.2 27.7 22.1
Break-Even Sales Amount $57,172.85 $47,644.04 $38,115.23
Gross Profit per Loan Processed $147.37 $122.80 $98.24
Gross Profit (over Break-Even) $4,077 $3,397 $2,718

The break-even analysis for loan operations indicates that the break-even number of loans is 83.6 per month and the break-even sales is $47,644 per month.

RATIO COMPARISON

Ratio analysis can be one of the most useful financial management tools. It becomes important when you look at the trend of each ratio over time. It also becomes important when compared to averages of a particular industry. Because of the unique nature of National Mortgage we are unable to find comparable industry figures for the combined operations of both loan operations and franchise operations. However, the review of the following ratios is still worthwhile.

Mortgage Company

Projected
Year 1 		Projected
Year 2 		Projected
Year 3 		Projected
Year 4 		Projected
Year 5
Liquidity Ratios:
Current Ratio 2.16 2.93 3.55 4.18 4.61
Quick Ratio 2.16 2.93 3.55 4.18 4.61
Sales / Receivables N/A N/A N/A N/A N/A
Days' Receivables N/A N/A N/A N/A N/A
Cost of Sales / Inventory N/A N/A N/A N/A N/A
Days' Inventory N/A N/A N/A N/A N/A
Cost of Sales / Payables 49.95 64.15 72.33 77.17 82.2
Day's Payables 13.69 17.57 19.82 21.14 22.52
Sales / Work Capital 6.35 3.49 2.26 1.67 1.35
EBIT / Interest 34.65 59.12 112.51 185.32 319.45
Net Profit+Depr+Amort/C.L.T.D. 32.41 46.45 73.37 98.91 136.47
Leverage Ratios
Fixed Assets / Tan Net Worth 0.22 0.07 0.03 0.01 0
Debt / Worth 1.31 0.68 0.46 0.35 0.29
Operating Ratios
Profit Before Tax / Tan Net Worth 143.74% 93.48% 80.44% 68.11% 62.59%
Profit Before Tax / Total Assets 62.12% 55.80% 55.11% 50.54% 48.40%
Sales / Net Fixed Assets 32.70 51.03 83.4 144.57 289.88
Sales / Total Assets 2.96 2.15 1.57 1.25 1.05
Other Ratios:
% Deprec Amort / Sales 0.01 0.01 0.00 0.00 0.00
% Officer's Compensation/Sales 0.01 0.01 0.01 0.01 0.01
Gross Profit $490,831 $791,734 $1,400,350 $2,097,994 $3,210,976
Key Percentages as a Percent of Gross Profit
Rent 3.62% 2.36% 1.40% 0.98% 0.67%
Interest Paid 2.97% 1.72% 0.90% 0.54% 0.31%
Depreciation & Amortization 3.28% 2.03% 1.15% 0.77% 0.50%
Officers Compensation 27.20% 23.08% 17.10% 15.01% 12.75%
Taxes Paid 36.16% 36.16% 36.16% 36.16% 36.16%

1. The Current Ratio is an approximate measure of a firm's ability to meet its current obligations and is calculated as Current Assets/Current Liabilities.

National's current ratio is on a upward trend. This would indicate that the amount of current assets is increasing steadily as is the "cushion" between current liabilities and the ability to pay them. It could suggest that National Mortgage has a relatively stable position and that there is an opportunity for expanded operations.

2. The Revenue to Working Capital ratio is a measure of the margin of protection for current creditors. It is calculated as Net Revenue/{Current Assets-Current Liabilities}.

National's recent revenue to working capital ratio is on a downward trend. This indicates the level of safety is increasing for creditors.

3. The EBIT to Interest ratio is a measure of ability to meet annual interest payments. It is calculated as Earnings before interest and taxes/Annual Interest Expense.

National's recent EBIT to interest ratio is on a upward trend. This indicates that the company should not have a problem servicing its debt. This could indicate that the company is better able to make interest payments and could possibly handle more debt.

4. The Current Maturities Coverage ratio is a measure of ability to pay current maturities of long-term debt with cash flow from operations. It is calculated as {Net Income + Depreciation, Amortization and Depletion}/Current Portion of Long-Term Debt.

National's recent EBIT to interest ratio is on a upward trend. This indicates that the cash flows available to service debt are increasing relative to the level of debt. This indicates that the company is able to service debt and could possibly indicate additional debt capacity.

5. The Fixed Assets to Tangible Net Worth ratio measures the extent to which owner's equity has been invested in property, plant, and equipment. It is calculated as Net Fixed Assets/ {Equity - Net Intangible Assets}.

National's fixed asset to tangible net worth ratio is on a downward trend. This indicates that the investment in fixed assets relative to net worth is decreasing and results in a larger "cushion" for creditors in the event of liquidation.

6. The Debt to Equity ratio expresses the relationship between capital contributed by creditors and capital contributed by owners. It is calculated as Total Liabilities/Net Worth.

National's recent debt to equity ratio is on a downward trend. This indicates the company is achieving greater long-term financial safety.

7. The Earnings Before Tax to Tangible Net Worth ratio expresses the rate of return on tangible capital employed. It is calculated as (Earnings Before Taxes/{Net Worth-Net Intangible Assets} * 100.

National's earnings Before Tax to Tangible Net Worth ratio is on a downward trend. This indicates that the company is performing well.

Common Size Income Statement

Mortgage Company

Projected Projected Projected Projected Projected
Year 1 Year 2 Year 3 Year 4 Year 5
Total Revenue 100.0% 100.0% 100.0% 100.0% 100.0%
Cost of Sales 17.6% 22.6% 25.5% 27.5% 28.4%
Gross Profit 82.4% 77.4% 74.5% 72.5% 71.6%
Operating Expenses 61.5% 51.4% 39.4% 32.1% 25.4%
Operating Profit 21.0% 26.0% 35.1% 40.4% 46.2%
Other Expen/Inc (Net) 0.0% 0.0% 0.0% 0.0% 0.0%
PRE-TAX PROFIT 21.0% 26.0% 35.1% 40.4% 46.2%
Income Taxes 7.6% 9.4% 12.7% 14.6% 16.7%
INCOME AFTER TAXES 13.4% 16.6% 22.4% 25.8% 29.5%

Common Size Balance Sheet

Mortgage Company

Projected Projected Projected Projected Projected
Year 1 Year 2 Year 3 Year 4 Year 5
Cash & Equivalent 85.0% 92.1% 95.8% 97.6% 98.6%
Accounts Receivable 0.0% 0.0% 0.0% 0.0% 0.0%
Inventory 0.0% 0.0% 0.0% 0.0% 0.0%
Other Current 2% 1% 1% 1% 1%
Total Current Assets 86.9% 93.5% 96.8% 98.3% 99.1%
Fixed Assets (Net) 9.1% 4.2% 1.9% 0.9% 0.4%
Intangibles 2.1% 0.9% 0.3% 0.1% 0.0%
Other Assets 1.9% 1.4% 1.0% 0.7% 0.5%
TOTAL ASSETS 100.0% 100.0% 100.0% 100.0% 100.0%
Liabilities:
Accounts Payable 1.0% 0.8% 0.6% 0.4% 0.4%
Short-Term Notes 0.0% 0.0% 0.0% 0.0% 0.0%
Current Maturities (LTD) 1.3% 0.8% 0.5% 0.3% 0.2%
Income Taxes 22.5% 20.2% 19.9% 18.3% 17.5%
Accrued Expenses 31.1% 29.6% 25.5% 22.6% 19.6%
Other Current Liabilities 1.3% 0.7% 0.4% 0.2% 0.2%
Total Current Liabilities 57.2% 52.0% 46.9% 41.9% 37.9%
Long-Term Debt 16.5% 8.4% 4.2% 2.2% 1.2%
Other Non-Current 0.0% 0.0% 0.0% 0.0% 0.0%
Total Liabilities 73.7% 60.4% 51.1% 44.2% 39.1%
TOTAL EQUITY 26.3% 39.6% 48.9% 55.8% 60.9%
Total Liabilities & Equity 100.0% 100.0% 100.0% 100.0% 100.0%

Cash Flow Projection - First Year

Mortgage Company

Month Start-Up Month 1 Month 2 Month 3 Month 4 Month 5 Month 6
Jun-97 Jul-97 Aug-97 Sep-97 Oct-97 Nov-97 Dec-97
CASH RECEIPTS:
Loans Closed 15 30 50 70 85 100
Franchises Sold this Month 2 2 4 5 5 5
Total # of Franchises 2 4 8 13 18 23
Royalties 8,550 17,100 28,500 39,900 48,450 57,000
AdFund 900 1,800 3,000 4,200 5,100 6,000
Franchise Fee 50,000 50,000 100,000 125,000 125,000 125,000
Loans Closed 150,000
Total Cash Received 150,000 59,450 68,900 131,500 169,100 178,550 188,000
DISBURSEMENTS: 1 Team 1 Team 1 Team 1 Team 1 Team 1 Team
Loan Expenses 1,125 2,250 3,750 5,250 6,375 7,500
Salaries-President 2,917 2,917 2,917 2,917 2,917 2,917
Salaries-Operations Manager 2,333 2,333 2,333 2,333 2,333 2,333
Salaries-Processing Manager 2,917 2,917 2,917 2,917 2,917 2,917
Salaries-Processors 1,500 3,000 5,000 7,000 8,500 10,000
Salaries-Team Leaders 347 694 1,157 1,620 1,967 2,314
Salaries-Funding Rep. 231 462 771 1,079 1,310 1,541
Salaries-Customer Service 416 832 1,387 1,941 2,357 2,773
Salaries-Office Workers 113 225 376 526 638 751
Salaries-Area Reps 233 467 933 1,517 2,100 2,683
Salaries-Instructors 2,383 2,383 2,383 2,383 2,383 2,383
Payroll Taxes & Benefits 3,348 4,058 5,043 6,058 6,856 7,653
Equipment, Software 18,000 3,500 1,000 3,150 7,700 2,500 3,150
Inter Alios 3,333 3,333 3,333 3,333 3,333 3,333
Maintenance Repair 1,000 1,000 1,000 1,000 1,000 1,000
Insurance-Work. Comp/E&O 350 550 550 550 550 550
Insurance-Other 1,100 1,000 1,000 1,000 1,000 1,000 1,000
Telephone/Utilities 0 1,189 1,378 2,630 3,382 3,571 3,760
Advertising NSI 18,000 10,000 10,000 20,000 25,000 25,000 25,000
Advertising-Novex 2,500 2,500 2,500 2,500 2,500 2,500
Advertising-Franchisor 35,000 35,000 35,000 35,000 35,000 30,000
Professional Services 3,000 5,000 5,000 5,000 5,000 5,000 5,000
Office Expenses/Postage 595 689 1,315 1,691 1,786 1,880
Organ. Exp./Amortization 350 350 350 350 350 350
Depreciation 992 992 992 992 992 992
Equipment/Furniture/Leases 21,000 5,500 5,500 5,500 5500 5,500 5,500
Licensing/Fees 700 300 300 800 800 500 500
Rent 1,460 1,460 1,460 1460 1,460 1,495
Miscellaneous Expenses 15,000 2,973 3,445 6,575 8455 8,928 9,400
Total Cash Paid Out 76,800 92,904 96,035 120,122 139254 139,623 141,177
LOANS SECTION:
Interest 1,250 1,244 1,238 1,232 1,225 1,219
Principal 732 738 745 751 757 763
Cash Pyts to Loans 1,982 1,982 1,982 1,982 1,982 1,982
Taxable Income -34,704 -28,379 10,141 28,615 37,702 45,604
Income Tax -12,548 -10,261 3,667 10,346 13,632 16,490
NET INCOME -22,156 -18,118 6,474 18,268 24,070 29,115

Mortgage Company

Month 7 Month 8 Month9 Month 10 Month 11 Month 12 TOTALS
Jan-98 Feb-98 Mar-98 Apr-98 May-98 Jun-98
115 140 155 170 195 210 1,335
5 6 6 6 7 7 60
28 34 40 46 53 60
65,550 79,800 88,350 96,900 111,150 119,700 $760,950
6,900 8,400 9,300 10,200 11,700 12,600 $80,100
125,000 150,000 150,000 150,000 175,000 175,000 $1,500,000
197,450 238,200 247,650 257,100 297,850 307,300 $2,341,050
1 Team 2 Teams 2 Teams 2 Teams 2 Teams 2 Teams
8,625 10,500 11,625 12,750 14,625 15,750 $100,125
2,917 2,917 2,917 2,917 2,917 2,917 $35,004
2,333 2,333 2,333 2,333 2,333 2,333 $28,000
2,917 2,917 2,917 2,917 2,917 2,917 $35,004
11,500 14,000 15,500 17,000 19,500 21,000 $133,500
2,662 3,240 3,587 3,935 4,513 4,860 $30,898
1,772 2,158 2,389 2,620 3,005 3,236 $20,574
3,189 3,883 4,299 4,715 5,408 5,824 $37,024
864 1,052 1,164 1,277 1,465 1,577 $10,027
3,267 3,967 4,667 5,367 6,183 7,000 $38,383
2,383 4,767 4,767 4,767 4,767 4,767 $40,516
8,451 10,308 11,135 11,962 13,252 14,108 $102,233
4,000 7,050 3,150 4,000 6,050 3,150 $48,400
3,333 4,550 950 950 950 950 $31,681
1,000 1,000 1,000 1,000 1,000 1,000 $12,000
800 800 800 800 1,600 1,000 $8,900
1,000 1,000 1,000 1,000 1,000 1,000 $12,000
3,949 4,764 4,953 5,142 5,957 6,146 $46,821
25,000 30,000 30,000 30,000 35,000 35,000 $300,000
2,500 2,500 2,500 2,500 2,500 2,500 $30,000
33,000 38,000 38,000 38,000 38,000 38,000 $428,000
5,000 5,000 5,000 5,000 5,000 5,000 $60,000
1,975 2,382 2,477 2,571 2,979 3,073 $23,411
350 350 350 350 350 350 $4,200
992 992 992 992 992 992 $11,900
5,500 5,500 5500 5,500 5,500 5,500 $66,000
500 500 500 500 500 500 $6,200
1,495 1,495 1,495 1,495 1,495 1,510 $17,780
9,873 11,910 12,383 12,855 14,893 15,365 $117,053
151,146 179,834 178,349 185,213 204,651 207,326 $1,835,633
1,213 1,206 1,200 1,193 1,187 1,180 $14,586
770 776 783 789 796 802 $9,201
1,982 1,982 1,982 1,982 1,982 1,982 $23,787
45,092 57,160 68,102 70,693 92,013 98,794 $490,831
16,304 20,668 24,624 25,561 33,270 35,722 $177,475
28,787 36,492 43,477 45,132 58,743 63,072 $313,356

Mortgage Company

CATEGORY/YEAR Year 1 Year 2 Year 3 Year 4 Year 5
Current Assets $686,740 $1,326,659 $2,459,930 $4,080,797 $6,574,710
Fixed Assets $71,600 $59,700 $47,800 $35,900 $24,000
Other Assets $31,800 $32,600 $33,400 $34,200 $35,000
TOTAL ASSETS $790,140 $1,418,959 $2,541,130 $4,150,897 $6,633,710
Current Liabilities $318,035 $452,624 $693,188 $977,258 $1,425,258
Long-Term Liabilities $130,634 $119,405 $107,000 $93,296 $78,157
Other Liabilities $0 $0 $0 $0 $0
TOTAL LIABILITIES $448,669 $572,029 $800,188 $1,070,554 $1,503,416
Stock $10,000 $10,000 $10,000 $10,000 $10,000
Current earnings $313,356 $505,459 $894,012 $1,339,401 $2,049,952
Retained Earnings (minus dividends) $18,115 $331,471 $836,930 $1,730,942 $3,070,343
NET WORTH $341,471 $846,930 $1,740,942 $3,080,343 $5,130,295
Liabilities + Net Worth $790,140 $1,418,959 $2,541,129 $4,150,897 $6,633,710
Working Capital $368,705 $874,035 $1,766,742 $3,103,539 $5,149,452
Sales $2,341,050 $3,046,200 $3,986,400 $5,190,000 $6,957,000
Earning Before Taxes & Interest $505,417 $805,356 $1,412,908 $2,109,376 $3,221,060
Book Value (minus intangibles) $324,671 $834,330 $1,732,542 $3,076,143 $5,130,295
WC / TA = (X1) 0.47 0.62 0.70 0.75 0.78
RE / TA = (X2) 0.42 0.59 0.68 0.74 0.77
EBIT / TA = (X3) 0.64 0.57 0.56 0.51 0.49
Book Value / TL = (X4) 0.72 1.46 2.17 2.87 3.41
Sales / TA = (X5) 2.96 2.15 1.57 1.25 1.05
CALCULATED Z SCORES 5.94 5.46 5.28 5.20 5.20

The Z Score Formula = 0.717*(X1) + 0.847*(X2) + 3.107*(X3) + 0.420*(X4) + 0.998*(X5)

If the Z Score is Greater than or Equal to 2.9 the subject firm is apparently safe from bankruptcy.

If the Z Score is Less than or Equal to 1.2 the subject firm may be destined for bankruptcy.

If the Z Score is between 1.23 and 2.9 the firm is in a gray area and steps could be taken by management to correct existing or potential problems in order to avoid bankruptcy.

Z Score analysis is a statistical method developed to forecast bankruptcy.

It is over 90% accurate one year into the future and 80% accurate for the second year.

In this instance we used the projected figures to determine the above scores.

The Z scores indicated above are all well over 2.91 which indicates that the company will not be a candidate for bankruptcy if it can achieve the goals outlined in this plan.

Mortgage Company

NET INCOME IRR MIRR ANNUAL DIVIDENDS TOTAL ASSETS
Initial Investment (28,115)
Year 1 $313,356 $0 $1,569,347
Year 2 $505,459 1157.52% 935.10% $0 $1,952,999
Year 3 $894,012 1175.10% 861.52% $0 $3,075,170
Year 4 $1,339,401 1177.11% 819.85% $0 $4,684,937
Year 5 $2,049,952 1177.35% 794.75% $0 $7,167,750

ASSUMPTIONS:

Income figures are after taxes

Dividend Payout = 50% of After Tax Income

Reinvestment rate = 7%

IRR = INTERNAL RATE OF RETURN

MIRR = MODIFIED RATE OF RETURN

ROI = RATE OF RETURN ON OWNER'S INVESTMENT

ROA = RATE OF RETURN ON TOTAL ASSETS

IRR = the interest rate received for an investment and income that occur at regular periods.

MIRR = adds the cost of funds and interest received on reinvestment of cash to the IRR.

Mortgage Company

Year 1 Year 2 Year 3 Year 4 Year 5
Return on Assets 19.97% 25.88% 29.07% 28.59% 28.60%
Return on Investment 0.00% 0.00% 0.00% 0.00% 0.00%
Income Per Share $11.15 $17.98 $31.80 $47.64 $72.91
Dividends Per Share $0.00 $0.00 $0.00 $0.00 $0.00

CONCLUSIONS & SUMMARY

A review of the first several years of National's existence show that it has been very successful in serving customers with less than perfect credit in the Seattle and Spokane markets. Each subsequent year has shown significant improvement in profitability and operational performance.

During the first two years, the company concentrated upon being profitable, building its staff, and equipping its office. National Mortgage is now ready to step up to the next level and utilize economies of scale to make the projected numbers even more striking. It wishes to take its unique concept to a national level by selling franchises to people throughout the country. These franchises would generate loans which would be processed by the main processing center in Seattle.

The projections in this business plan are extremely conservative according to Merrill Lynch and ABC. With their help the chances for continued growth are excellent. Once franchise applicants are qualified, they will join the growing network of brokers, under National Mortgage, who specialize in helping people with less than perfect credit.

To achieve our goals, we must be able to raise $150,000 in new funding. This may come from investors, lenders, or a guaranteed loan through the Small Business Administration.

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