Entrepreneurs Building Wealth Through Franchising with Gregory Mohr + Others

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Episode Transcript

(00:00):
The following is a paid podcast.iHeartRadio's hosting of this podcast constitutes neither an
endorsement of the products offered or theideas expressed. Clients don't necessarily know you
exist until they need you. Aftermy divorce. It's like I've got my
keys and I don't have a formto eat with. I spread the message,
and this is just people help youspread it as well. I'm Richard

(00:22):
Gearhart and I'm Elizabeth Gearhart. Youjust heard some snippets from our show.
Stay tuned to hear tips about howyou can start your business ramping up your
business. The time is near.You've given it hard, now get it
in gear. It's passage to profit. With Richard and Elizabeth Gearhart. I'm
Richard Gearhart, founder of Gearhart Law, a full service intellectual property law firm

(00:45):
specializing in patents, trademarks, andcopyrights. And I'm Elizabeth Gearhart, not
an attorney, but I do marketingfor Gearhart Law, and I have my
own startups and podcasts. Are youone of the two and five Americans wanting
to start your own business or alreadya business owner? Stay tuned this the
show is about starting and growing yourbusiness. Welcome to passage to profit,
the Road to entrepreneurship where we learnwhy and how ordinary people just like you

(01:08):
started and grew their businesses. Andwe also talk about the intellectual property that
helps protect your innovations. Today onthe show, we have Greg Moore,
franchise consultant and author of Real Freedom, why franchises are worth considering and how
they can be used for building wealth. And then we have Renee Mandy,
the founder of Dear John the Box. If you have a friend getting divorced

(01:33):
who's a woman, this is theproduct for her, stay tuned. And
after her, we had Nashiah Johnsonwith Broken Baby Apparel. This stems from
her own pain in her life andit's just an amazing story. So stay
tuned. But before we get toour distinguished guests, it's time to talk
about your exciting new business journey.Two and five Americans want to start one,

(01:55):
So should you start a new businessjourney? Often our listeners ask how
do I start my own business?So let's ask Greg how he started his
own business. Thank you, Richard, I appreciate that that was back probably
about thirteen years ago. I gotinto my first business. Actually, probably
a little bit before that. Iwas actually an engineer at the time,

(02:15):
received my MBA degree, and oneof the books I read was Robert Kiyosaki's
books Rich Dad, Poor Dad.At that point in time, it really
ruined my corporate career for me,and I realized that there are better ways
of doing things out there. Sothe first thing I got into was within
the fellow engineer. We bought adry cleaner, so privately owned one,
and some storage units and some rentalproperties. So that's where I really got

(02:35):
started with a partner, starting outmy own businesses and starting that journey towards
entrepreneurship. That's great, Renee,how did you start your own business?
I was inspired to begin Dear Johnthe Box when I went through my own
divorce about fifteen years ago. Iremember being in grad school at the time
and working full time as well,and getting home like at midnight, wanting

(02:58):
to heal myself and wanting resources.And that's when I realized there wasn't a
whole lot of resources out there forwomen that were recovering from divorce and breakups.
And in my spare time, Istarted researching and putting resources together,
and some things were great and somethings weren't. So great. But through
it all, I've noticed that thethings that were most helpful were the things

(03:19):
that gave me envision what the otherside looked like and what success kind of
felt like once I got through it. And that's what inspired me to start
this business. That's great, Nashia. Starting my clothing brand actually is something
I just stumbled upon. I tooka course, a pre college course in
high school for a graphic design andvideo production and we had a project where

(03:42):
we had to make our own logoand T shirt and me, I like
to make things that are meaningful tome, and one of the things I
came up with was broken Baby,because I'm somebody who has dealt with a
lot of childhood trauma, verbal,mental and abuse. I am somebody who
survived a suicide attempt and as wellas lost people to suicide. So when
I created that, it was justsomething as a class project at first,

(04:05):
and then people loved it, andit's kind of grown with me over the
years, because I mean this waswhen I was eighteen. I'm twenty three
now, so five years in it'sgrown from just being T shirts to an
entire movement. That's great, Elizabeth. My newest venture which is a podcast
studio, grew out of our needto find a way to repurpose real estate.

(04:26):
We have a building that the lawfirm's in, but everybody's remote now,
so we're trying to decide what todo with it. I said,
well, let's take the podcast studiowe used all during COVID for Passage to
profit and spruce it up and broughtit out to other people to start their
podcast. So I started asking people, would anybody be interested in this?
And I got a lot of interest, So here we go. That's great.

(04:46):
So for me, how I startedGearhart Law the law firm was I
wanted to start my own practice,and I, of course one of the
main things that you have to dowhen you start your own practice is fine
clients. So this was back intwo thousand when lawyers really weren't using the
Internet to find clients, and soElizabeth and I put up a website and

(05:08):
people started calling a couple days later, and once that started to happen,
I realized that this was a goodway to find clients, and I just
kind of started from there. Sosometimes sticking your neck out there a little
bit and trying something new can payoff. That's how I started my new
business journey. And now it's timefor us to talk with Greg Moore.

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He is the CEO of franchise Mavenfor over ten years, and he is
also the Wall Street General best sellingauthor of Real Freedom, Why franchises are
worth considering and how they can beused for building wealth. Greg has helped
hundreds of people invest in a fewhundred franchise units. So welcome to the
show, Greg. What is afranchise for sure? To franchise is basically

(05:50):
where you're running out their business modelfor that. So they've got that proven
step by step process to go through. They've done it before, and what
you're doing is you're basically rent orreleasing that business model from them in order
to duplicate what they've done. Canyou give us some examples of common franchises.
I mean, I think everybody's heardabout McDonald's and Chick fil A,
and all of those are those expensivefranchises to get into, which are the

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great question. Most of the timewhen you and I are out there driving
around, that's what we see.We see those brick and mortar franchises,
the mining keys, the macOS,the supercuts, the great clips, you
have your fitness studios. Those areall brick and mortar. Those are big
investments four thousand, five hundred thousanddollars on it. What we don't see
on a regular basis is the serviceindustry, and the service industry on average,
you're probably looking at around one hundredand fifty thousand dollars total investment.

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But that's just where your clients don'tnecessarily know you exist until they need you.
So think of things like restoration services, senior care, tutoring, home
improvement services for examples of that.Let's take a look at the belfour group.
The belfour group did half of thecleanup for Katrina, the disaster over
there with the hurricane. They ownone eight hundred water damage which is restoration

(06:56):
franchise. They also own hoods whichis cleaning out the hoods of restaurants things
like that. So it's a hugegroup. Or the Neighborly Group which has
twenty different franchises encompassing many different homeservices models on that. So there's many
different huge franchises you don't see outthere in the service industry unless you need
those services relatively inexpensive to get startedin those So what are the best franchise

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opportunities right now. The best franchiseopportunities, I'd say, are the ones
that interest you the most. Youdon't necessarily have to have experience in the
field or even know the industry.As long as you're interested in that,
the franchise is going to teach youhow to do everything. Well, that's
cool. I'll tell you what.Till I'm not cleaning out hoods on the
rest other people that actually wanted todo that, that's great for them.

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The amazing things about those, Elizabeth, is that most of the franchises out
there do not want you working inthat business. If you're doing the cleaning
of the hoods, you're not outthere generating business. You hire somebody to
do the work for you. Youwork on the business, not in the
business. You go out there andmeet people, tell them what you do,
tell them a local owner that youbuild that business up with the help
of the franchise system, but youdon't work in it. Somebody else does

(08:01):
that work. So like a McDonald'sfranchise is a lot of money, but
are there franchises that are affordable.Let's say that somebody is just getting divorced
and they need a job, theyneed a business and they want to buy
a franchise, can they afford one? Absolutely, So what you're looking at
there is probably the least amount.Most franchises generally charge what is called the
franchise feet, so it's generally aroundfifty thousand dollars give or take. Now,

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above and beyond that is just whatis required to build up that business
advertising and marketing expenses. So onehundred thousand or so was what you're looking
at there. As long as you'vegot a decent credit score getting it.
Loans for those franchises easy because theyhave a proven record of success. So
you basically, for services industry franchise, around one hundred and fifty thousand dollars
you need to come up with twentythousand dollars. You get an SBA Express

(08:45):
loan. As long as you've gotdecent credit and you're good to go,
that seems pretty inexpensive. I mean, to start a business, twenty thousand
dollars is of course a lot ofmoney. Are there even less expensive franchises
If you're really strapped for cash,but you're really want to get into the
franchising side of things, there areone or two that are relatively less than
that that you can get in forabout ten thousand dollars. It's just a

(09:09):
little bit more challenging because now manypeople can get into those and they aren't
necessarily the franchises. They give outa protected territory, so they'll put many
different people into the franchise. Sothe challenge will be going out and generating
the business yourself, whereas with thefranchises that are round one hundred thousand dollars
or so, you get a lotof help from the franchise system itself in
helping you generate clients giving you aprotected territory. So if I wanted to

(09:31):
start a franchise, but I'm notreally sure which one I want to start,
but I want it to be somethingthat aligns with some of my passions,
Like I like pets, I likehiking, I like reading, where
would we start find a great franchiseconsultant is probably your best bat. Now,
keep in mind franchise consultants out there. You can interview a few of
them to see which ones you likethe best. We don't charge you for

(09:52):
our services. If you decide togo with one of the franchises, we
introduce you to the franchise ors passor frow fee, so there's never any
charge to you for our services.So one of the good reasons to get
involved with the franchise consultant. WhatI will do when I sit down with
you was I will look at wherehave you been, so what do you
bring to the table, What areyour past experiences? Where are you at
now, so what are you lookingto invest time wise, money wise?

(10:13):
What do you want to be fiveto ten years from now. What do
you see that franchise doing for you? So among those questions and a few
others, and again going into yourpassions, what you like, what you
don't like. I have quite afew questions that I'll go through with folks,
so we'll narrow that down. Iwork with about five hundred different franchises,
will narrow it down to about fiveor ten different ones once that you're
looking for, and I talk withthe franchises all the time, so I

(10:35):
know who they're looking for in asuccessful franchise, and that way I can
do the matchup. So Greg,we talked about this before the show.
Trademarks are really important in the worldof franchising, right because one of the
big parts is the brand that thefranchise has established right and so one of
the ways you protect that brand isthrough trademarks definitely. So when we see

(10:56):
the franchises out there with the namebrands, a lot of people are looking
for name brand TI franchise because theyreally like the you know, their trademark
with that, they've got that popularitythat are out there as well. But
what you're looking for there as faras trademarks go, is that not only
just the trademark of the franchise itself, but their intellectual property that what they're
going to teach you, what they'regoing to show you what to do,
is protected as well. And that'sreally what you're looking for, is that

(11:20):
specialized system. A lot of themhave some name recognition, but some may
not. Some may not, likethe bellfour group with hundred water damage,
you know, the largest rerustration companyin the world. You may not have
heard of them on there. Sowhether they have their trademarks intellectual property,
you may not have heard of thembecause you never needed them. But you
really want a good trademark system,and you really want a good system,
proprietary system that's in place, that'sdifferent from everybody else, just make you

(11:43):
stand apart from the rest of thecompetition. Yeah, and I think when
you were talking about the knowledge thatthe franchise or has, the one who's
granting the franchise that is often timesin the form of a trade secret right.
Those are intellectual property rights that thefranchise owner holds and then they train

(12:03):
the franchise e to use that informationto have a successful business. So in
the world of franchising, it's notjust the trademarks, but it's also the
trade secrets and the intellectual property thatthe franchise or has and gives to the
franchise e, and they can usethat to make an amazing business. Exactly

(12:24):
what you're looking for, Richard,when you're getting into a franchise is those
things that stand out, those thingsthat are different. The franchise ors fold
them dearly to their heart, andthat's what you're paying for when you pay
for that franchise fee and those ongoingroyalties. And there's going to be things
in your agreement stating that you know, they don't want you, you know,
leaving and going out there and runningthe similar business after you've learned everything
out there. So they're going tohave some stipulations in the agreement that if
you leave the franchise, you know, you can't compete with them over a

(12:46):
period of time. That kind ofbrings up what I wanted to ask you
next is how much freedom do Ihave to run my particular little bit of
the franchise my own way? Socan I post on social media? Do
they have really strict rules about howI can advertise and everything like that?
Amazingly ENOUGHL is with you. PrettyYou've got a lot of freedom with the

(13:07):
different franchises. The rules that they'regoing to have are going to be what's
related to their trademark and as faras the advertising flyers themselves. So you're
looking at certain colors, certain themesin there, but they're going to have
all that material for you, soyou don't have to come up with it
on that you can advertise and youcan do almost anything, almost anything that
you want to with them. You'llgo over that with them and say,

(13:28):
you know, this is what Iwant to try. They're all for you
going out and doing that. Someof my people have when they first started
out, they wanted to do somethingdifferent than the franchiser told them what to
do to begin with. It didn'talways work. Out too well when they
did that on those. But thebest thing to do is get to know
that franchise, work with them fora couple of years, and then they're
more than happy to have you trydifferent things, work with other franchises,

(13:50):
try different things, see what works, to see what doesn't. They will
have all the material. You'll justbe spending the money on that, so
you can pretty much you're pretty muchopen to do quite a few things.
So great, how much money canyou realistically expect to make from a franchise.
Let's say you buy the franchise,the mid level franchise, and you're
running it pretty well. Can youmake fifty thousand a year? Can you

(14:11):
make two hundred thousand a year?Is there any sweet spot there? You
know, it doesn't want to maketoo much difference which franchise you get into,
whether it's a lesser investment or agreater investment. On that, the
potential for making a good six figureincome is there, and we're not I
was talking territories. So they giveyou a geographical area. They're going to
be specific things that they're looking for. So if it's a home services franchise,

(14:33):
they'll be looking for two hundred thousandpeople with a household income of one
hundred thousand or dollars or more foryou, So they know that you want
to replace that corporate income. Sothey're really looking for you to bring in
a great six figure income in whatyou do. That doesn't mean all of
them are like that, above themajority of them they are. There's some
of the brick and mortar ones thatthey only bring in fifty thousand dollars or
so you're per location, but they'resimple to operate, so people just get

(14:56):
more of them doing that. Butit's pretty amazing how much money you can
make out there, and you canjust pick up other territories as well to
start increasing that income. You know, horizontal growth on that one, picking
up more territories, do vertical growthon services industry where you're doing the lawn
made service, electrical work, that'ssort of thing. So there's all sorts
of different ways to grow that.But a good six figure income is what

(15:16):
most of the franchises are looking foryou to bring in. All of that
sounds great, but what does thedownside? I mean, do franchises fail
and then what happens? Then?Do you lose all your money? Franchises
do fail, it didn't happen tooterribly often. If you want to reduce
your risk, then just look forfranchises that have been around for quite some
time and have one hundred and morefranchises That puts in the top five percent

(15:37):
of the franchises in the US.If a franchise fails, you do not
necessarily lose all your money. It'sjust you no longer have the sport of
that franchise system to do that.So if you had first started out and
the franchise failed, it probably wouldn'twork out too well for you. But
if you've been around for a whilein order to running the business, you've
got a good idea of what's goingon there, so you probably won't fail
on that because you've already got thesystem going. You've already got all that

(16:00):
information from the franchise or to runthat business. What is the hardest part
about running a franchise Making sure thatyou can be coachable and that you are
following what the franchise or is tellingyou what to do on that so they
set it all out for you,all you have to do is execute.
That's kind of nice, exactly right. If you're starting a franchise, Do

(16:22):
they find the location for you oris that something that you typically do yourself.
If it's a brick and mortar franchise, you want that franchise or to
find that location for you. Notonly find that location for you, you
want them to do the least negotiationfor you as well. You're the business
person you run it. You're notnecessarily the real estate person. You're not
necessarily the least negotiation person. Ifit's a great franchise, they will find

(16:45):
locations for you, and they willdo the least negotiation. Location location,
location right, and if you pickthe wrong location, especially with a brick
and mortar franchise, that can makeall the difference between successful and super successful.
Right, Absolutely, do you doall your own marketing? Does a
franchise do all the marketing or doyou split that fifty to fifty? How
does that work? You pay foreverything that on the marketing excel on that.

(17:08):
Now, some of the franchises mayhave an advertising fund that you pay
into which they'll do national advertising foryou. Quite a few of them will
do that as well, so youpay into that, But for the most
part, you will be paying forthe marketing and advertising they will know and
tell you where and how to dothat advertising to make more successful. Greg
Moore, franchise consultant and author ofReal Freedom, why franchises are worth considering

(17:33):
and how they can be used forbuilding wealth, passage to profit. With
Richard and Elizabeth Gerhart, stay tuned, we're going to be hearing about secrets
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five forty six Now back to passageto profit once again Richard and Elizabeth Gerhardt
and our special guest Gregory Moore,and coming up later we have Renee Mondi

(19:55):
and Nisheva Johnson. They have wonderfulstories to tell and we have secrets of
the entrepreneurial mind. So stay tuned. But now back to Greg with more
questions. Richard, so, whatare the seven mistakes that franchises make when
running their franchise. Mistake number oneis not understanding the business and the industry.
If you like the industry. Ifyou like the business, go for

(20:17):
it. But you've got to understandthe model, how the margins work,
and the likely profitability. So getto know the business in the industry.
If that's what you like, youdon't have to know what to begin with,
but understand it. We talked aboutmoney, not enough capital. Make
certain that you have enough capital toget into it. Each franchise is going
to have specific guidelines for your networth and cash to make certainly you don't
run out of money, and togetheryou and I will work on that as

(20:37):
well. But not having enough capitaland mistake number three, don't let what's
in fashion clouds your judgment just becauseit's hot. Today may not mean that
it's going to be hot tomorrow,but it may just don't let a cloud
your judgment. How do you marketa franchise? I mean, what comes
to my mind is targeted digital marketingif it's a brick and mortar especially,
But what are the best marketing secretsfor a franchise? Do what the franchise

(21:00):
or tells you what to do.It sounds like you already have a boss.
Why start your own business? Ifyou have a boss who's like the
franchise are right, chances of successare much greater if you go with a
franchise system that has already proven andalready has that model that you just step
right into, that game plan thatyou step right into, so you once
become an entrepreneur. Now there's prosand cons, don't get me wrong.

(21:22):
There's pros and cons to running yourown business, doing it yourself or going
to franchise. Look at both options. You can do everything you want.
Which one's right for you? Onlyyou can decide, So, Greg,
I have one more question. Asthe franchise owner, what kind of decisions
do you make? You make allthe major decisions all day long on that
you're following the playbook, but youdecide who you're going to hire, who
you're going to bring on. Thefranchise is going to help you find the

(21:45):
people, but you make that finaldecision about who's going to be working for
you. You're going to be makinga lot of decisions about how much money
you're going to put into advertising,where you're going to advertise on that,
what kind of trade shows you mayattend. Do you want to join the
Chamber of Commerce meeting, get infront of people. Well, that business
is yours basically to run. They'llgive you the guidelines for it, but
you're making all the major decisions allday long about where to go with that

(22:07):
business and how to operate it.Greg Moore, franchise consultant and author of
Real Freedom, Why franchises are worthconsidering and how they can be used for
building wealth? Greg? Where canpeople find you? You can reach me
at Greg at franchisemabon dot com,That FRANCHISEMAVAS and Victor e N dot com.
Email me at Greg at franchisemavn dotcom, or just pick up the

(22:27):
phone and give me a call atthree six' one seven seven to two
six four zero one. Don't forgetGreg's book two Real Freedom, Why franchises
are worth considering and how they canbe used for building wealth. I think
that's available on Amazon, right,it is correct? Or just shoot me
over your email address or your physicaladdress and I'll send you a PDF version

(22:48):
or a hard copy. Great,well, thank you so much. Passage
to Profit with Richard Elizabeth Gearhart andnow it's time for IP in the news.
If you were in Australia, becausethis is where this story comes from,
and you were looking for chicken,would you confuse KFC with HFC.
They're both franchises, but KFC's global, HFC is only in Australia. Would

(23:14):
you confuse those two? Well,I know what KFC stands for. It's
Kentucky Fried Chicken. But what aboutHFC. Well, HFC is kind of
an oxymoron. It's healthy fried Chicken. So were they joking when they came
up with that one. But therewas a trademark. KFC didn't really like
having competition from HFC, that's right, So HFC filed a trademark for HFC,

(23:40):
and KFC saw the HFC trademark andthey challenged it in the Australian Trademark
office, and guess what HFC one. It's very interesting number one. It
raises the point, Yes, youcan file trademarks outside the United States.
So KFC has their trademark in Australiaand HFC and KFC differ only by one
letter, right, the letter Fand the letter H. And so the

(24:04):
question is as well, are theyreally confusing or not? HFC does sound
different than KFC, right, Iguess they thought it was different enough.
The other part is that the AustralianTrademark Office supported an Australian business, which
was the HFC business. I don'tknow if you'd get the same kind of
ruling in the United States if KFCwere fighting HFC there. But anyway,

(24:27):
very interesting trademark issue. Big companiesare always watching what everybody is doing,
especially in the trademark sphere, andyou can set up automated searches that go
out and look for people who areusing your trademark, and then when you
find them you can decide, well, are we going to try to challenge

(24:47):
them or is it not important?Do you know of any law firms that
do trademark watch services like that?Yes, I do, Girhar Law as
well as one of those. Yeah, So for all of your trademark needs,
contact your heart Law at www dotGearheartlaw dot com. And if you're
interested in learning more about trademarks,you can go to learn more about trademarks

(25:08):
dot com and download a free whitepaper on the subject of trademarks or a
consultation with me Richard Gerhart, andwe would be happy to help you with
any trademark questions that you might have. So we need to take a break
right now. We'll be back Passageto Profit with Richard and Elizabeth Gearhart coming
up Secrets of the entrepreneurial mind.You don't want to miss that, so

(25:32):
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five nine six. That's eight hundredeight two four forty five ninety six.
Passage to Profit continues with Richard andElizabeth Gearhart. Our show has heard on
thirty one radio stations across the US, so no matter where you are,
you can find us, or justcheck out our podcasts recently ranked in the
top three percent globally. And nowit's time for Elizabeth update. As you

(27:51):
know, I've been working on thiswebsite for B to B Businesses video directory.
I'm kind of putting that on holdright now because I've had such a
tough time getting this website done andit just hasn't moved forward the way i'd
hope. And plus I got excitedabout a new project which I think will
make me money sooner, because that'sreally one of the things I want to
do with this. So Richard andI have a building and the law firm

(28:14):
is in there, but we hardlyuse it anymore because everybody's remote. But
we have a studio in the topof it that we used to record passage
to profit all through COVID. Butit's not a great studio. So we're
going to spend some money. We'regoing to fix that studio up. We're
going to make it ready to gofor public consumption, and we're going to
rent it out to the public.And I want to make it a little
high end. I want to makeit a really great studio. So we're

(28:36):
looking at soundproofing, new carpet windows, all that stuff. And then I'm
also going to consult with people onpodcasting because I've asked people in just what's
really cool about this? What Ireally love about this is it's so local.
So I go to networking local networkingevents and I ask people would you
use this? And they're like,well, yeah, I would start a
podcast, but I have no idea. How could you help me? So

(28:56):
there is a lot of interest there. So that's what I'm really focusing my
time on now. So that's enoughabout me. Very excited, did you
you huh? Now? I reallywant to hear from our next two presenters
because these women have such incredible companiesand I love them. So. Renee
Mandy is the founder of Dear JohnThe Box, and she founded the first

(29:21):
black owned post divorce self care boxand registry, Dear John the Box.
Renee is a licensed therapist and afterher own divorce experience, so she knows
what she's talking about. Dear Johnthe Box was born. That was about
ten years ago, and it wasborn as a divorce support group for women
that met in various locations in Atlanta, backed by therapy research. Newly released

(29:45):
therapy aids are offered uniquely in eachbox to help women through the rough breakup
journey. So welcome. Tell usall about it, Renee. As you
mentioned, I'm a licensed therapist inthe state of Georgia and I've been specializing
in divorce recovery for about twelve yearsnow. And my inspiration was my own
divorce and I remember just looking forresources like this and wishing I had some

(30:07):
guidance on, you know, howto get to the other side of things,
collecting resources and not finding very much. So as I collected things,
I began to like make notes ofwhat was helpful and what wasn't and I
knew I was in the process ofbecoming licensed. So I said, you
know, one day, I wantto pay it forward. I want to
give back to these women, youknow, that are also in my shoes,

(30:30):
juggling more than one thing, lookingfor an out, looking for you
know, some rate of hope.And so with that, I began to
you know, counsel women, givingthem the advice that I found on my
journey. And it did start inperson, and I loved my in person
group therapy sessions. They were fantastic. COVID happened, and like so many

(30:52):
of us, I started kind ofhaving to step back and find another way
of delivering this service. And thereare some things that I did to kind
of get prepped for this care packagethat we provide now, because there were
a few things coming from the wellnessindustry that I felt needed to happen before
we took a full launch to online. But long story short, as a

(31:14):
therapist, it's been everything that I'veever wanted. I'm getting a chance to
work in an area that I'm verypassionate about, and on a personal level,
it's giving me a chance to payit forward. It's giving me a
chance to be an influence to notjust other therapists, but other industries that
are looking for ways to kind ofmigrate their services into online and hybrid models,

(31:36):
and so it's been extremely rewarding.So if I could ask a question,
Renee, so what kinds of thingsdo you do to help support people,
specifically women who are going through adivorce. What are the types of
things that they need to hasten thehealing process. What helped me, and
this is what I've actually added tothe services. What's helped me a lot

(31:56):
was just learning a how to sethealthy boundaries. Most of us are coming
from places where we're having to reestablish and look back at how we build
relationships, not just with family,friends, and you know, just you
know, intimate ones too, SoI had to re establish that. My
services helped do that. And thenthe other piece is just learning to trust

(32:17):
yourself again. Even when you comeout feeling like you've made the best decision
along that path, there's usually someself doubt that creeps in. And so
my boxes really tackle the day today things. So we're more than bath
salts and candles. We are activitiesthat you do every day, you know.
For instance, you know, wehave dinner and recipe kits where women

(32:43):
actually have step by step instructions onhow to be mindful of when they're making
these decisions and how they're doing theirrecipes. And there's always an inclusion piece
that allows them to bring in lovedones and friends, because we know how
important being connected with others is inthis process. It was extremely imp for
me, and so there's that,and then we have a registry where their

(33:04):
friends can get involved with helping themfind things like knives and forks, which
is what I forgot when I wasmoving into my first apartment after my divorce.
It's like I've got my keys andI don't have a fork to eat
with. Oops. Well, you'reso focused on like all of the stuff
that's going on around you, right, it's kind of hard to pay attention

(33:24):
to some of those bases. Itis. It's heavy, you know,
in most cases, and even ifyou're the best of planners like me,
I consider myself a pretty good planner, you still forget things. You still
miss things, And so that iswhat this service is for women. It
allows them to have some extra supportand guidance in the things that they need

(33:45):
to do to move forward. Well, I think that's important, Greg,
Do you have a question or acomment about maybe the marketing or how she
could franchise this or not divorce butrecovering from divorce right Ntunately, that it
does go on all over the US. But because it does go on all
over the US, the services areneeded across the US. And that's one

(34:07):
of the things that we look forwhen people say they want to start a
franchise is that can your services beused pretty much throughout the US anywhere?
And unfortunately or unfortunately, depending onyour point of view, yes, your
services can absolutely be used anywhere inthe US. So it's a great business.
It's something that people look for.They need help, and helping others
is always a wonderful franchise to getinto where you're giving back to your community,

(34:29):
you're helping others at the same time, you know you're making money.
It's a good thing. Yeah,So how are you promoting this? There's
a couple of ways. One isthrough my platform, the socials that we
have in place, and the secondthing is working with family law attorneys.
So I have partnerships with family lawattorneys across the country and what they do

(34:50):
is provide referrals about the box totheir clients and in turn, I give
them opportunities to share their expertise onour socials and our website. The interesting
things that we talked about before theshow, Renee, was as you asked
me a question, and that was, can you co promote events using your
trademark which you have trademark on DearJohn the Box? And can you co

(35:14):
promote those with other trademark? Thiswas an interesting question because I don't often
get that, and the answer isyes, you can as long as you
have the permission of both parties.You can both put your trademarks up there,
you can advertise them together, andwhy not combine the marketing power of
both your brands. And I'm assumingthat you're kind of doing that now with
the attorneys that you're working with topromote your events. Yes, we're heading

(35:37):
into that direction with Dear John theBox. So that's really great information.
Thanks so much for that feedback.Have you gotten feedback from the women on
the types of things they want tosee in the box? Is there something
that's really popular there? Is?It's interesting that the feedback, or i'll
say the compliments we hear the mostare women wanting to have something that brings
humor into their experience. It's thatall saying, you know, one day

(36:00):
we'll be able to look back andlaugh at this all. I think women
are really craving that. And wheneverI add and I try to our boxes
changed each season. But it's interestingthat the humor piece is what I get
the most compliments on. So whatkinds of things do you have in the
box. We have coffee mugs,which is usually something that has a very
fun logo or not so much morepositive is what we call it. There's

(36:22):
also affirmation cards. We have showeraffirmations and shower kits, and we also
have recipe and meal kit ideas andso every once in a while, not
this particular box, but the lastbox, we actually had chefs that evndated
their seasonings to the boxes along withrecipes, and me as a therapist,

(36:42):
was able to include recipe steps thatwere mindful that encouraged women to take that
chance and make a decision, evenif it's just dinner in a movie.
It gives them a chance to kindof play around with putting things together that
are very simple but essential to everyday but also drawing attention to how important
that is too larger things that they'llbe wanting to do later. So do

(37:05):
you still run the support group?Is that online now? And do most
people that get the box join yourgroup? I don't personally run divorce recovery
groups right now because I am superbusy being a mom and running this business.
It does take a lot into socialsand things like that, but women
do have a chance to network witheach other when they purchase the box or

(37:27):
subscribe to the box. And interestingenough, most of our purchases come from
friends and family members, and sothey have a chance to also join a
support group that they can learn waysto support their loved one through this divorce
process as well. What steps didyou go through to create your online business?
Again, the pandemic sort of suadedme into this direction. It wasn't

(37:50):
something that I had envisioned, youknow, initially when I began counseling in
this area. So it took meabout a year of just gathering data and
building the platforms that I have nowbecause I wanted more than just product,
I wanted experience. People ask meall the time, how did you land
on dear John in the box,And how did you land with these colors?
Either they're bright colors, and whyare they bright colors? Isn't the
worst sad? Absolutely, The approachdoesn't take away or less than the experience.

(38:15):
I think that what I'm promoting iswhat I feel is more needed,
and that is the more positive sideof what's next. And so I did
take about a year of building myplatforms and my socials. And that's kind
of my secret thing for anyone whois in wellness, who is thinking of
this, is to think of experiencefirst and hold onto that vision and what
that means for you, and thenbuild your platform and survey and survey and

(38:37):
then survey some more. Whoever isjoining you because or whoever you're selling this
to or want to follow you,want to follow you because they are going
to be the voice in Lifeline.And that's what they were for me.
They really gave me ideas that Icould cling to, and they really inspired
the colors and the logo and thewebsite and the products. Are you active

(39:00):
on social media as well? Iam. We have a very active Facebook
group and we have an active Instagramas well. Is that under Dear John
the Box? Yes? Or we'reon Instagram Dear John Box and on Facebook,
Dear John the Box. How didyou come up with that name.
So it's interesting. My husband andI were exchanging ideas and we thought,

(39:22):
you know, what represents you know, breakups, and the Dear John letter,
you know, came to mind.We chuckled to ourselves. We were
like, you know, those lettersaren't really never about John. It's about
how you feel. It's about theIt's it's telling John how you feel about
whatever they did to you or whateveryou and the vision are how you feel
they did you know what happened toyou? Is That's really what it's about.

(39:45):
And so I like the idea andI clung to it and made it
the name of the business. Ithink it's a great name. I think
it's people will remember. And whatare your plans for the future. I
hope to continue the route this isgoing, Greg, I might need to
connect with you about a franchise ideas, and I eventually, just as a

(40:05):
therapist, I'd like to partner morewith other areas that are helping people heal.
Well. Thank you. That wasa really great segment. So people
can find rename any at Dear johntheboxdot com. And now it is time
to move on to our next guest, Nashiah Johnson. She has Broken Baby
Apparel. Her website is Shopbrokenbaby Appareldot com. She's the founder of Broken

(40:30):
Baby Apparel and a voice for peoplewith mental health struggles, and she wants
to help others who struggle to findtheir voice. She developed the Broken Baby
brand as a visual representation of herown struggles, and the brand has evolved
beyond just clothing and is a movementto help inspire others to heal the broken

(40:50):
baby within themselves. So welcome,tell us all about it. Broken baby
was a term A lot of peopleask me at first, like, you
know, what is broken baby?What is broken baby mean? And I
was someone who dealt with a lotof childhood trauma, abused verbally and mentally.
I saw my mom be abused.I dealt with depression and at a
very young age, I was diagnosedwith the bipolar disorder. I'm a manic

(41:12):
depressant. So I experienced really highhighs and my mom had found out that
I was self harming my sophomore yearin high school. And I actually,
you know, I have a behindthe brand story where I explained but I
had missed fifty six days of schoolthat year due to my depression. And
things that had been bottled up andsuppressed for years and it kind of just
came up and I had a snap. And when she found out, she

(41:34):
didn't really know what to do.And as a mother, you know,
you never think it's going to beyour child, and she says that all
the time. But I ended up, you know, we ended up going
the route of you know, goingto the doctor's seeing you know, what
could be done. And the firstthings that they did was put me on
medication. And you know, medicationwhen it comes to mids a illness is
trial and error until you find theright dose, the right balance, the
right prescription. And I eventually stopped. I hated how it made me feel.

(41:59):
And you know me, I didn'thave much education on you know,
the side effects of different you know, medicines, antidepression, medications, and
I cold turkey took myself off ofit. You're not supposed to do that,
and I tell people to this daywhen you do that with you know,
whether it's anti psychotists, antidepressants,it's like it's like force ejecting a
hard drive from a computer and youget that message that says it might you

(42:21):
know, hinder the information on thehard drive, and I feel like that's
something that had messed me up foryears. But I really went down a
bad spiral and that's what led tomy attempt to take my life. And
once that happened, it was liketo survive. It is kind of an
awakening feeling, and it's like why. For a while, it was just

(42:43):
like why why. I had atthe time to a cousin and a friend
who had taken their lives, andit's like why me And the survivor's guilt
from that is something that not alot of people talk about, the trauma
that's created from actually attempting to takeyour life as well. And I was
doing better in school the following year, and I had to really beg to
get into this course. But itwas a course to do a graphic design

(43:06):
and video production and because of theprior year, my sophomore year, I
missed so much school. We hadto do a lot of explaining, so,
you know, a lot of myteachers and stuff found out about what
was really going on at home.And I got into the class and we
had a project and it was justto make a T shirt. And I
never really imagined myself having an entireclothing brand, let alone one stemming from

(43:29):
my own traumas and then creating themovement out of it. And I had
came up with Broken Baby and itwas something that's stuck in, something that
was just like, that's it.It's what I felt I was supposed to
be doing. Because the slogan ofthe brand is from one survivor to another,
we all have a story to tell, and I call Broken Baby the
official uniform of survivors. Well,I think that you're very brave. I

(43:51):
think it's amazing that you're putting yourselfout there like this, and I do
think it helps a lot of otherpeople. I think it's a great message
that. Look, I wanted toleave the earth, but I didn't,
and I'm so glad now I didn't. Yeah, things got better. Well
I attempted, and it just itdidn't go how I thought it was going
to go. And the purpose ofme telling my story is I want to

(44:12):
give people hope that you don't haveto attempt and fail at the attempt.
I'm going to try and break itbefore it gets to that point. You
know, I was a person whocomes from a household with a single mother.
We couldn't afford therapy and things likethat, which is why, you
know, in the future we're workingon starting a nonprofit to be able to
help things like that, but fornow, we actually started a podcast with
a friend that has a similar backgrounddealt with a lot of traumas, where

(44:35):
we talk about how we overcame ourexperiences from my side without medication and being
able to still deal with it withthe lack of resources as far as being
able to have access to therapy andactual services that will teach people how to
cope with these things. And it'snot saying that we know what's best.
By no means are we medical professionals, but we can only speak from experience.

(44:58):
And the thing that I'm glad thatwe do is how to positively go
about things instead of falling into youknow, substance abuse. We know positive
coping mechanisms that we've tried, andwhat worked for us might not work for
everybody else, but that can stillinstill hope that they can find positive things

(45:19):
to get them out of that darkplace. And whether it's just struggling with
being in a depressive state or actuallybeing clinically depressed, you know, is
a difference that I speak on aswell. What are some of the mental
tools you use to cope with yourchallenging past, and how do you cope
with that and still maintain a positiveoutlook for the future. I actually in

(45:40):
three days will be done with theseventy five Hard Challenge. That is a
very intense process of building mental strength, and along the way I've learned.
I mean, I've always known thatthe gym was a good thing because a
gym, it releases serotonin and endorphins, which are like you're happy drugs that
it helps with stress, it helpswith anxiety, it helps level out your

(46:00):
chemicals in your brain. So Igo to the gym seven days a week.
I also journal my thoughts. I'msomebody who is still learning to communicate
emotions and learning how to get themfrom out of my head to being able
to speak to somebody. So journalingis something that helps as well, and
that's something that I've started to pushand promote on my platform with the movement

(46:21):
as well. Aside from that,it's just learning how to reroute your thoughts,
which is, you know, alsosomething I'm promoting because for every negative,
there's a positive, For every bad, there's a good. Any loss
is a lesson you can learn fromanything. You know, you got to
try not to get so caught upin the dark side of you know,
the situation and find the light,look at the glass hat full in any

(46:43):
situation, if you can challenge yournegative thoughts and try to see the positive
in it, just say well that'sa negative thought, that's not really me,
then I think those are great toolsto help. So let's talk a
little bit about your online business now. So tell us a little bit about
that. I actually go through aplatform called Shopify. I did coding in
high school, but as far asactually building up an entire website from the

(47:07):
ground up, it just that wasn'tmy profession. So with Shopify, you
know, they give you templates andstuff that you can basically build off of.
And I haven't had any issues withShopify. I know there's a couple
other ones, but that's the onethat I started with and I haven't had
any issues with this. Sensing andthen where did you get the designs?
Do you do all of the designsfor the clothing yourself? So yes,

(47:27):
I do make all of all ofmy designs because you know the experience that
I do have in Gravity Design andvideo Production. I love the clothing that
you're wearing here today. So youhave on a cap that says broken baby
and it's got a broken heart inthe middle, and then this wonderful bomber
jacket like that is so cool.So who's buying your products? Honestly everybody.

(47:49):
There's really not a specific group becauseyou know, it's really the message.
I don't sell clothes. I spreadthe message, and you know this
is just people helping spread it aswell. So this is something that's for
everybody. It's for anybody. It'sanybody that is a broken baby, anybody
that knows a broken baby, anybodythat resonates with the story in any way,
shape or form. Is that likeninety five percent of the population.

(48:13):
Yeah, So Greg, do youhave any questions or comments? You know,
it's it's interesting when you were talkingabout how these two could do market
their material and information to other folksall the time. With me, you
know, I'm very specific and whoI can partner with in market to because
not everybody wants to get into franchisingnecessarily, but with these other two folks,
I mean, everybody has got someexperience in either one. So just

(48:36):
getting your word out. Just gettingon other people's networks to get the word
out and to let the folks knowwhat you're doing and what you're all about
is just a great way just findas many other people that you can do,
get on many other podcasts for gettingon other people's networks, and I
think that you'll find that you'll geta whole whole lot of people who never
knew that these avenues existed before andwill reach out to you. Yeah,
I think you're right. I thinkanytime you go on somebody else's podcast,

(49:00):
they're going to promote you, right, so you get their whole network,
right, So you not only getyour podcast network, you get the networks
of people that your guests on.So it's a great way to get known.
So how does the creative process workfor you? I mean, do
you just sit down and start doodlingclothing designs or do you go through like
five hundred to get one good one? How does that work for you?

(49:21):
Every piece has meaning behind it.Every tea shirt, every hoodie, it
was inspired by something. I havean unreleased tea that I actually started wearing
the other day and people were like, oh my gosh, Like why I
haven't released it and I was like, honestly, I had just made the
design and it was a quote thatmy grandfather used to say, and he
had passed away, so it wasbasically a broken Baby tea in memory of

(49:42):
him, and the quote goes,you can give out, but you can
never give up. If you giveout, you rest for a bit,
you get right back up, youget right back in the race. And
it has like a Corvette silhouette onit and things like that, and you
know, that was just such asomething I could tie in a broken Baby
because he loved my brand stuff beforehe passed as well. They're always one
and done for me. It's alwayslike I make it just right the first

(50:05):
time and it looks good. Butevery piece has a story behind it has
its own that's great. I thinkit's because it's coming from the heart.
Yeah, yeah, I love thatjacket. So I know the people listening
get here, it's this baby bluefeldand then she's got these silver sleeves and
sayings on it and decorations. It'sbeautiful. Yea. These were our fifth

(50:27):
year anniversary jackets, so I wantedto do like a trophy piece. So
the varsity jackets were something that Iworked on for a little bit and it
came out. I loved them excellent, and we've been talking to Nashea Johnson
shop Brokenbabyapparel dot com and what isyour social media? You can follow us
on Instagram and Facebook at Broken BabyApparel, and you can also follow the

(50:49):
movement's page on both platforms as wellat the Broken Baby Movement. Passage to
profit with Richard and Elizabeth Gerhart.Stay tuned, we're going to be hearing
about secrets from the entrepreneurial mind.For over seventy five years, the Marine
Toys for Tots program has provided toysand emotional support to economically disadvantaged children,
primarily during the holidays. But needsare not just seasonal, and now neither

(51:14):
is Toys for Tots. They've expandedtheir outreach to support families in need all
year long with their new programs,including the Foster Care Initiative, giving toys
and tangible items for children to movewith, inspiring hope for a brighter future.
The Native American Program has grown tobenefit over two hundred thousand children annually,

(51:35):
providing toys and books to participating reservations, and the Youth Ambassador Program,
a select group of our nation's youthchildren helping children going above and beyond to
raise peer awareness and encourage local communitysupport on behalf of Toys for Tots.
To learn more about how you canhelp, visit Toys for Tots dot org

(51:57):
and help bring hope to a child'sfuture. It's Passage to Profit. Now
it's time for Noah's retrospective. NoahFleischmann is our producer here at Passage to
Profit, and he just has away of putting his best memories in perspective.
From the time I was a smallkid, I loved going to restaurants,
not for the cuisine, for thejukeboxes. I loved those great,

(52:19):
big, old decorative music machines.They were so beautiful and their sound filled
the room, and they were likea great musical grab bag. I certainly
couldn't have one in my home,but I could sure create a good pretend
one out of an old cardboard box, A little handwritten song, grid my
stereo and forty five's That's all Ineeded, because I actually held the image
in my mind. If your productcan convey such a strong image to your

(52:40):
consumer, how it can improve theirday, their life, that's the winning
ticket. There's lots of reproduction modeljukeboxes out there now, and they're all
great, but I actually had thevery first one, the one that I
imagined and made it real. Nowmore with Richard and Elizabeth Passage to Profit,
it is time for secrets of theentrepreneurial mind. So each of our

(53:06):
presenters has agreed to dig deep andshare a secret. Greg, what is
a secret you will share with ouraudience of your entrepreneurial mind? Elizabeth?
One that I share with everybody,And one of the mistakes that I say
do not make always make use offree experts. Almost every town or city
should have a Local Score Chapter SCR. Those are people that have been in

(53:31):
business in your area for many years. When you're starting your own business,
whether it be a franchise or yourown private business, always seek out your
Local Score Chapter get advice from them. Renee Mandy, what is the secret
of your entrepreneurial mind? I thinkI mentioned this earlier, but being able
to survey and get feedback from yourcurrent subscribers, followers and just really seek

(53:54):
out their honest opinion about your productor your your goals is I think think
always a great idea before you launchsomething great. Nashaiah Johnson, What is
the secret of your Entrepreneuriallind be unique, don't go with the trends because that
prevents you from standing out. Ithink that's a really good one. Richard

(54:15):
Garhart, what's the secret of yourEntrepreneurialline? Well, one of the secrets
of my entrepreneurial mind. And Ihave many secrets, but the one that
I want to share today is aboutforming good business habits. Running a business
is part art, but you haveto have some structure. You have to
have some regularity in the way youdo things. So, for example,

(54:36):
we work on the finance piece atthe law firm every Friday, or we
might work on the marketing piece everyTuesday. But we have regular habits that
we form and that provides a certainamount of consistency to the business. So
anything that you can do on aregular basis I think helps make your business
more efficient. I agree. Mysecret is to constantly be researching your industry

(54:58):
and see all the new things thatare going on in your industry and use
them as best you can to helpyourself. So with this new podcasting thing
I'm doing, there's something new everyday, and I'm talking to people and
I'm doing online research and I'm listening. I think that's helping me a lot.
So with that, we will goover the websites of everybody who was
on the show today. We hadGreg more Franchisemathan dot Com and you know,

(55:23):
this was a really interesting discussion,don't you think so, Richard?
Absolutely, Greg, If you're startinga franchise, do they find the location
for you or is that something thatyou typically do yourself. If it's a
brick and mortar franchise, you wantthat franchise or to find that location for
you. Not only find that locationfor you, you want them to do
the least negotiation for you as well. You're not necessarily the real estate person.

(55:45):
You're not necessarily the least negotiation person. If it's a great franchise,
they will find locations for you andthey will do the least negotiation. Location,
location, location, right and ifyou pick the wrong location, that
can make all the difference between successfuland super successful. Right. Absolutely.
I think franchises are so great becausethey really do a lot of the work

(56:07):
for you and it's a great wayto be your own boss and make money
as a small business. And thenwe had your name onde with Dear johnthebox
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(56:28):
And then we had Nashiah Johnson withBroken Baby Apparel and you can find her
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(56:53):
important things and helping people persevere throughall the challenges that you face in life.
Very good stuff. Great. Passageto Profit is a nationally syndicated radio
show appearing in thirty one markets acrossthe United States. Thank you to the
p too P team, our producerNoah Fleischman, and our program director Alisha
Morrissey. Look for our podcast tomorrowanywhere you get your podcasts. Our podcast

(57:15):
is ranked in the top three percentglobally. You can also find us on
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(57:36):
com and contact us for free consultation. Take care everybody, Thanks for listening,
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