https://JustinePetersen.org

Robert Boyle from Justine Petersen talks about CDFIs

CDFIs: Supporting Underserved Communities

Mary introduced Robert Boyle from Justine Peterson, a CDFI in St. Louis, to discuss the importance of CDFIs for startups. Robert explained that CDFIs, or Community Development Financial Institutions, were established by the U.S. Department of Treasury in the mid-90s to assist underserved communities and business owners. He mentioned that CDFIs come under the CDFI Fund and can provide various financial services, including New Market Tax Credits, to support community development and small businesses.

CDFI Funds for Small Businesses

Robert explained the role of CDFI funds, specifically Great Rivers Community Capital and Justine Petersen Housing and Reinvestment Corporation, in providing financial support to small businesses and startups. He highlighted that CDFIs offer more flexibility than traditional banks, including the ability to fund startups that banks may not support. Robert also mentioned that CDFIs can transfer credit to banks after a few years, making them a valuable resource for early-stage businesses.

CDFI Support for Small Businesses

Mary shared her experience securing a microloan from a CDFI to fund equipment for her startup video production company, highlighting the importance of such financial support for small businesses. Robert confirmed that CDFIs offer lines of credit and other financial services, though he noted that lines of credit are often not used as intended due to repayment challenges. He also mentioned that CDFIs provide workshops, mentoring, and support services to help businesses manage financial peaks and valleys, with a focus on restructuring loans when necessary.

CDFI Loan Restructuring Services

Mary and Robert discussed the CDFI's ability to restructure loans for clients facing financial difficulties, such as family emergencies or deaths, due to their regulatory flexibility. They highlighted the importance of offering services like loan restructuring, lunch and learns, legal clinics, and will and trust advisory to support small business owners in managing their assets and financial challenges.

CDFIs and Business Credit Support

Mary and Robert discussed the importance of CDFIs in providing financial support to small businesses, emphasizing the benefits of step-up lending and its impact on business credit. Robert explained that most startups focus on personal credit initially, while business credit becomes more significant as the business matures.

https://www.logisticssales.com/

Daman Grewal from LogisticsSales.com gives Sales Tips for Startups

Summary

Sales Strategies for Startup Success

Mary welcomed Daman Grewal to the show to discuss sales strategies for startups, emphasizing the importance of sales before revenue generation. Daman shared his experience visiting St. Louis and acknowledged Mary's introduction. The conversation set the stage for a discussion on sales techniques, with Daman's expertise in logistics sales to be highlighted in the upcoming segment.

Reframing Sales as Customer Service

Daman and Mary discussed misconceptions about sales, emphasizing that sales is often portrayed negatively in media but can be a form of customer service or social media communication. They highlighted the importance of ethical business practices and connecting with people on a relationship basis rather than a transactional one. The conversation aimed to expose people to various aspects of sales and encourage them to pursue opportunities that align with their skills and interests.

Principles of Product and Service Sales

Daman and Mary discussed the differences between selling products and services, emphasizing that the core principle remains helping people solve problems and improve their lives. They highlighted the importance of mindset and intention in both product and service sales, focusing on relationship building and creating win-win situations. The conversation also touched on teaching students and entrepreneurs to understand consumers and work collaboratively, with an emphasis on serving others and aligning personal values with professional goals.

Service Mindset in Sales Strategy

Daman discussed the importance of fostering a mindset of service rather than self-interest in sales and emphasized the need for alignment between a person's skills and their career goals. He explained how to identify and address objections by listening carefully to what potential customers or employers mean when they express concerns, such as being overqualified for a position.

Sales Strategies and Team Dynamics

Daman and Mary discussed the importance of listening and asking clarifying questions in sales to better understand customer objections and provide suitable solutions. They also touched on how experienced individuals, despite potential age-related biases, can bring valuable knowledge and accelerate team performance. Mary emphasized the relationship aspect of sales and the need for different pitches and strategies for various audiences, including startups.

Client Communication and Sales Strategy

Daman and Mary discussed the importance of understanding client profiles and communication preferences to create effective sales pitches. They emphasized the need to adapt sales strategies to changing communication methods and the value of listening to potential clients. Mary noted that she keeps track of clients' preferred contact methods in her CRM, while Daman stressed the importance of being able to say "no" to unsuitable clients to save time and resources.

Long-Term Sales Relationship Strategies

Daman discussed the importance of building long-term relationships in sales, emphasizing the value of working with customers over extended periods. He highlighted that some sales relationships have lasted for over 20 years and stressed the significance of choosing the right partners. Mary, representing Business Roof, encouraged startups to seek success by booking a call with her. Both agreed to add notes about the free resources offered by Logistics Sales in the comments and to clarify that their services are provided at no cost.

https://evolutionaccelerator.co

Alex Chompff from Evolution Ventures Fund Management talks about Getting Investors to Lean In.

Startup Support and Collaboration InsightsS

Mary welcomed Alex Chompff from Evolution Ventures to the Stuck? Time to Improv! podcast, where they discussed the importance of supporting startups and their journey to success. Alex expressed gratitude for the opportunity to share insights with the community and emphasized the value of collaboration in the startup ecosystem.

Narrative Focus for Startup Investors

Alex advised early-stage startup founders to focus on developing a compelling narrative when presenting to investors, particularly friends, family, and angel investors. He emphasized the importance of creating a story that explains the company's purpose and the founder's vision. Alex also recommended that startups create their own professional marketing materials in-house and use early investment funds to handle legal matters.

Entrepreneurship Passion and Investor Attraction

Mary and Alex discussed the importance of passion and communication in entrepreneurship, emphasizing the need for founders to convince themselves and others of their vision. They touched on the challenges of balancing determination with openness to advice, and the role of the founder's approach in attracting investors. The conversation was cut short due to a distraction.

Leadership's Enduring Role in Success

Alex emphasized that the importance of the leadership team never diminishes, even with traction or revenue, as investors and acquirers always focus on the team. He highlighted the criticality of having the right mindset and purpose when starting a journey, as the founder often sustains the effort.

Essential Team Roles for Startups

Alex and Mary discussed the importance of leading with integrity and ethics in entrepreneurial endeavors. Mary emphasized the need for startups to have three key team members: a marketing person, an accountant, and a lawyer. Alex agreed with this approach, adding that a product-based, market-based, and finance-based person are essential for building a successful team. They also highlighted the distinction between a market-based person and a marketing person, noting that marketing is a product in itself.

Market Insights and Leadership Strategies

Alex emphasized the importance of market-oriented personalities who actively engage with the world to gather insights for leadership teams. He highlighted that while social media is a significant marketing tool, it is not the sole means of reaching potential customers. Alex also stressed the significance of personal integrity and character when considering investments, using a personal anecdote to illustrate his approach.

Startup Tree https://hssu-cie.startuptree.co/

Kristy Jackson from the Center of Innovation and Entrepreneurship (CIE) at Harris-Stowe State University talking about challenges to minority founders

Supporting Minority Entrepreneurs in St. Louis

Mary and Kristy discussed the challenges minority founders face, including funding gaps, knowledge gaps, and a lack of mentorship and sponsorship. Kristy, as the Executive Director of the Center of Innovation and Entrepreneurship at Harris Stowe State University, highlighted their entrepreneurship program's efforts to address these issues by providing resources and support to St. Louis entrepreneurs. They also mentioned Kristy's personal experience as an entrepreneur and her involvement in creating a co-working space in St. Louis.

Challenges for African American Entrepreneurs

Kristy discussed the challenges African American entrepreneurs face, including access to capital, business plan development, and financial statement management. She emphasized the importance of market validation, mentorship, and having both industry-specific and diverse mentors to support business growth. While resources like Small Business Development Centers and SCORE can be valuable, Kristy noted that early-stage entrepreneurs might find them intimidating and suggested that culturally aligned mentors can be more beneficial.

Entrepreneurial Mentoring and Incubation Programs

Kristy discussed the challenges and benefits of mentoring early-stage entrepreneurs through SCORE, emphasizing the importance of matching expectations and providing resources. She highlighted the innovation center's programs, including the 24-week Next Level business incubator, which focuses on building trust, community, and business skills. The center offers business coaches, performance coaches, and additional support, such as meals, to help entrepreneurs develop resilience and apply business knowledge to their specific needs.

Entrepreneur Support and Resources Overview

Mary and Kristy discussed the importance of supporting entrepreneurs holistically and shared information about upcoming events and resources.

Culture and Commerce Fair https://hssu-cie.startuptree.co/event/s/fjWFGDcqJSe9hNQB6RzZyq/Culture-and-Commerce%253A-Black-History-Vendor-Fair/19

https://www.farzanachohan.com/

Dr. Farzana Chohan from Optimized Excellence talks about AI for Startups

AI Strategies for Startup Success

Mary introduces Dr. Farzana Chohan from Optimized Excellence to discuss AI strategies for startups. They plan to explore common mistakes startups make when approaching AI and how to work effectively with it.

AI Adoption: Fear vs. Blindness

Dr. Chohan discussed the two extreme approaches to AI: fear and blind adoption. She emphasized the need for leaders to learn about AI and its potential benefits for their specific business areas. Mary asked about a healthy approach to using AI, and Dr. Chohan suggested learning about AI and having a clear purpose for data analysis.

AI Tools for Professional Use

Dr. Farzana Chohan discussed the use of AI tools like ChatGPT, Perplexity, and Copilot for professional purposes. She emphasized the importance of using the paid version of ChatGPT to protect data privacy and explained how these tools can be used for deep research and target client analysis. Dr. Chohan advised starting with ChatGPT and learning to use it effectively through prompt engineering, while also mentioning that there are many other specialized AI tools available for different purposes. Mary encouraged attendees to learn more about AI tools and offered to share Dr. Chohan's contact information for further tips on AI usage in startups.

Responsible AI Adaptation Discussion

Dr. Chohan discussed the importance of adapting to artificial intelligence responsibly, emphasizing the need to understand and harness its benefits before it becomes a super intelligent technology. She encouraged learning about AI to maintain control over one's life and business.

Connect with Dr. Farzana Chohan Websites: https://www.aia818.com

Appointments: https://www.aia818.com/appointments

Book on Amazon: https://a.co/d/5aDsrBk

https://tencapital.group/

Hall Martin from TEN Capital talks about Success Factors in Early Stage Diligence

Due Diligence for Startup Investors

Mary and Hall discussed the importance of due diligence for early-stage startups. Hall explained that investors examine pitch decks, legal structures, cap tables, financial projections, and revenue models to assess a company's potential. He emphasized the need for entrepreneurs to demonstrate knowledge of their business and to show evidence of support from others, such as family and previous customers. Hall also stressed the importance of being transparent about a startup's current stage to help investors draw a realistic five-year plan and make informed decisions.

Entrepreneur Investor Transparency Strategies

Mary emphasized the importance of honesty with investors, advising entrepreneurs to be transparent about their business's current state and future plans. Hall added that entrepreneurs should provide compelling answers to investors' questions, demonstrating their understanding of the market and their ability to make good decisions in challenging environments.

Customer Validation for Startup Success

Hall and Mary discussed the importance of customer validation and market fit for startups. Hall emphasized the need to show customer interest, even if there's no revenue yet, and advised founders to always have customer-related information when meeting investors. They also talked about the common mistake of startups focusing too much on product details and not enough on other crucial aspects like market size, competition, and team composition when presenting to investors.

Startup Exit Planning Strategies

Mary and Hall discussed the importance of calculating potential returns for investors over different timeframes, emphasizing the need for startups to plan for exits. Mary highlighted the significance of due diligence for startups and encouraged them to book a call with her for guidance.

Kent Voran from SCORE talks about What Type of Business Are You.

Business Structure Selection Guide

Mary and Kent discussed the different types of business structures, including sole proprietorship, partnership, limited liability companies, and corporations (C-Corp and S-Corp). Kent emphasized the importance of considering factors such as tax liability, personal liability exposure, operational setup, funding options, and future growth when choosing a business structure. He encouraged early planning and evaluation of business goals to make an informed decision.

Business Structure Pros and Cons

Kent explained the pros and cons of sole proprietorships and partnerships as business structures. He noted that sole proprietorships are easy and inexpensive to set up, with full control of business decisions and simple tax filing, but carry unlimited personal liability and can make it difficult to separate business and personal expenses. Partnerships offer shared responsibilities and flexibility, but also involve shared and increased liability. Both structures are popular for starting businesses, but Kent emphasized the importance of considering personal liability and expense documentation when choosing a business structure.

LLC Advantages and Considerations

Mary and Kent discussed the pros and cons of forming a business as an LLC. Kent highlighted that LLCs offer limited personal liability, minimal administrative costs, and flexibility in management, while also being a pass-through entity for tax purposes. However, they require more paperwork and can be somewhat limited in attracting equity investors. Mary noted that LLCs are easier to sell and can be converted to an S-Corp or C-Corp if necessary. Both agreed that business structures are not permanent and can be adjusted as the business grows or funding needs change.

Business Structure and Team Planning

Kent advised Mary on setting up a business, emphasizing the importance of considering personal situations, growth objectives, and asset profiles when deciding on business structure. He recommended consulting with a CPA and legal counsel to make informed decisions, noting that an LLC is not mandatory but encouraged. Mary added that new businesses should have at least three team members, regardless of whether they are paid or friends.

Business Planning and Professional Advice

Mary and Kent discussed the importance of consulting an accountant and lawyer when starting a business, emphasizing the need to consider business structure from the beginning. Kent highlighted the complexities beyond just filing paperwork for an LLC and encouraged early planning and consultation with experienced individuals. Mary recommended reaching out to SCORE for free mentoring and encouraged viewers to book a call with her for business assistance.

https://www.score.org/stlouis

https://businessriff.com

Marie Patterson from InfinityPath Ventures talks about AI infrastructure for Startups

AI Infrastructure: Hardware and Software

Marie explained that AI infrastructure encompasses both hardware and software components at the server and chip levels, including supporting systems like cooling and power supplies. She emphasized the importance of creating "frictionless planes" for software solutions to drive efficiency, particularly for companies that sell AI as their product. Marie clarified that AI infrastructure benefits are not limited to companies that primarily use AI, as many businesses leverage it in various aspects like marketing, production, and inventory management. She also highlighted the current concentration of compute power in four major companies and the risk of outages in this brittle system.

Sovereign Compute: A Secure Solution

Marie discussed the concept of sovereign compute, which involves businesses maintaining their own hardware in secure locations rather than relying on public cloud services. She explained that the investment for such data centers is in the tens of thousands, and highlighted inefficiencies in current computer systems that are designed to run AI, leading to energy waste and environmental impact. Marie emphasized that the problem affects not just AI companies, but everyone, due to the cascading effects of inefficient energy use in data centers.

Data Centers in Opportunity Zones

Marie explained that new data centers are being built weekly in the United States, primarily in opportunity zones, which are economically challenged areas offering tax breaks to large tech companies like Meta and Google. She noted that while these data centers bring jobs and stimulate local economies, they often require utility companies to upgrade grids, sparking controversy over community acceptance. Marie emphasized the importance of addressing efficiency issues at their root cause through engineering analysis, rather than solving problems downstream.

Efficient Server Cooling Solutions

Marie discussed a software solution that could significantly improve server efficiency, reducing the need for extensive cooling systems and energy consumption in data centers. She explained that this solution is being developed by startups she is investing in as an emerging fund manager. Mary expressed interest in connecting investors with Marie's group and encouraged startups working on similar solutions to reach out to Marie.

Marie's LinkedIn profile https://www.linkedin.com/in/marie-e-patterson