To the Rescue Jack and Diane* aren't left to bail out their sinking land deal alone. Their franchisor throws them a lifesaver in the nick of time.

Last month, Jack was in trouble. a potential developer had pulled out of the deal to build a retail location for Jack's franchised oil-change center. The property was perfect, but funds were tight. It has been nearly a year since our franchisee met with his bank to gain pre-approval of a deal that's now beginning to seem hopeless. Jack is adrift in a sea of choices, and he needs help.

The moment Jack's potential developer pulled out, I counseled him to seek the guidance of his fellow franchisees so he could learn from their experience. Jack declined to do so. Instead, he made a bold move by writing a purchase offer for the land he so desperately wanted. Jack did so with the degree of optimism that leads many a naive entrepreneur into rocky shores. However, to stave off another potential purchaser, he felt a swift stroke of the pen was required. The offer was accepted, and Jack fortunately included a 60-day contingency period in his offer, which would permit him time to gain financing. Now the clock is ticking.

Jack's next phone call is to a builder who was suggested to him by his attorney. The builder is interested and, shortly thereafter, contacts Jack's franchisor to request building specifications. This phone call is the breakthrough Jack needed. When the franchisor receives the message from a stranger interested in their construction specifications, they call Jack to find out what the heck is going on. Jack mentions he's searching for developers. The franchise representative asks, "Didn't you pay us that real estate assistance fee of 10 grand?"