Meeting Prep Briefs: Top 10 Priority Targets

Purpose: When a target says yes to a 20-minute call, hand this brief to Greg or Jason so they walk in prepared.

1. Lane Rhodes — FirstBank (TN), Director of Government Guaranteed Lending

Meeting owner: Jason Their background: 26 years commercial banking. Former VP of SBA Lending at Live Oak Bank (nation's #1 SBA lender). Hired by FirstBank April 2026 to build their entire SBA program from scratch. NAGGL Small Lenders Committee member. Why they matter: He's building referral partnerships RIGHT NOW. First-mover advantage is real. Live Oak background means he already understands the "borrower past SBA" scenario — he doesn't need education, he needs a referral partner. Their likely concerns: "Will Haven step on my banking relationship?" / "How does the referral actually work?" / "What's in it for me personally?" What to ask them: - "What verticals are you seeing the most SBA demand in at FirstBank?" (dental, franchise, medical?) - "How are you building your referral network? Who else is in your circle?" - "What's your typical borrower profile that hits the $5M ceiling?" What to pitch: - Haven PRESERVES the banking relationship — we only take the real estate. Operating accounts, lines, equipment loans all stay. - The referral is 5 minutes — intro email to Haven, we take it from there. - Frame as: "You become the banker who solved their growth problem." What to avoid: - Don't oversell — he's a veteran, not a novice. Be direct. - Don't discuss Haven internal economics (kickers, GP structure). - Don't compare Haven to Live Oak — he just left there. Keep it respectful. Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md

2. William Frazier — Live Oak Bank, SVP Veterinary & Medical Financing

Meeting owner: Greg Their background: 26 years veterinary and medical lending. Former top SBA producer at Wells Fargo SBA division. Ground-up construction specialist. SVP at Live Oak (nation's #1 SBA lender). Why they matter: He is THE senior vet/medical lender in the country. Every vet group and dental practice that outgrows SBA passes through his desk. One relationship = a sustained referral pipeline. Their likely concerns: "Are you trying to compete with Live Oak?" / "How does this affect my loan production numbers?" / "Can I trust you with my borrower relationship?" What to ask them: - "How many of your borrowers per year hit the $5M ceiling and need a different structure for the next location?" - "What verticals are growing fastest in your book — vet, dental, or medical?" - "What does your ideal referral look like — warm intro, or deal profile first?" What to pitch: - Greg leads: "Neil was SVP/Head of Acquisitions at STORE. We bought assets that operators like your borrowers need. Haven is the construction-forward version of that." - Frame as: Haven extends Live Oak's value proposition past the SBA ceiling. Live Oak gets the first 3 locations. Haven gets locations 4–10. - Ground-up construction specialty overlap — Frazier specializes in construction lending. Haven specializes in turnkey construction. Common language. What to avoid: - Don't imply Live Oak is limited — frame as complementary. - Don't discuss Haven's internal deal economics. - Drop Neil's name early — STORE Capital credibility matters with this audience. Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md

3. April Mason — Burr & Forman, Birmingham

Meeting owner: Greg Their background: Best Lawyers in Franchise Law 2023–24. Franchise Times Legal Eagle 6 consecutive years (2021–2026). Birmingham Office Managing Partner at Burr & Forman. Restaurant and fitness franchise M&A. Why they matter: She's the most decorated franchise attorney in Alabama, and her restaurant/fitness M&A practice generates operators who are exactly in Haven's buy box. Their likely concerns: "Is this a pitch or a relationship?" / "Will my clients be well-served?" / "What's in it for my practice?" What to ask them: - "When your restaurant franchise clients close an M&A deal, how do they typically fund the real estate for new locations?" - "Are you seeing more fitness franchise M&A in the Southeast? What's driving it?" - "Who else in the Burr & Forman network should we know?" What to pitch: - Greg leads as Managing Partner — peer-level conversation. - Focus on how Haven unblocks her clients' growth. When a franchise agreement is signed and the real estate capital is the bottleneck, Haven eliminates it. - Mention Ed Christian (CEO of Burr & Forman) — if Greg also reaches out to Ed, April knows this is a firm-level relationship, not just a one-off. What to avoid: - Don't pitch directly — ask questions first. Let her describe the problem, then offer Haven as the solution. - Don't discuss Haven's construction capabilities in detail (she's a lawyer, not a developer). - Don't assume she only cares about franchise — Burr & Forman's broader corporate practice may have referrals too. Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md

4. Isaiah Harf — Northmarq (fka Stan Johnson), Chicago

Meeting owner: Greg Their background: Midwest CRE Hall of Fame. Co-leads Northmarq's National Net Lease group. $500M+ in net-leased healthcare. Runs sale-leaseback programs for fast-food retailers. Former Stan Johnson Company. Why they matter: He IS the NNN sale-leaseback market for healthcare and QSR. If Haven wants to be a known buyer in that market, Harf is the gatekeeper. Their likely concerns: "Are you a real buyer or a tire-kicker?" / "What's your track record on closing?" / "Can you close on my timeline?" What to ask them: - "What does your current pipeline of fast-food sale-leaseback programs look like? Any that need a committed buyer?" - "On the healthcare NNN side — what cap rates are you seeing for newly built single-tenant medical/dental?" - "Did you work with STORE Capital when you were at Stan Johnson? We may know some of the same people." What to pitch: - Greg leads with STORE Capital credibility. "We were on the buy side at STORE. Now we're building the next platform." - Frame Haven as a COMMITTED BUYER — not a broker, not an advisor. We deploy capital. - Near-term: Haven buys sale-leaseback opportunities from Harf's pipeline. Mid-term: Haven creates new stabilized NNN assets that Harf can sell. What to avoid: - Don't be vague about capital. Harf deals with institutional buyers. He needs to know Haven can actually close. - Ask about the STORE connection early — if they did deals together, this is a reunion, not a cold call. Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md + a specific deal parameter sheet if available

5. Greig Davis — Dental ROI Associates, Nashville

Meeting owner: Jason Their background: 30 years in dental CPA space. Advised 1000+ dental practices. Former CFO for PE-backed dental roll-up. DSO structuring, equity compensation, practice transitions. Nashville-based. Why they matter: He has 1000+ dental practice relationships. Even if 5% are in Haven's growth stage (3–8 locations, $10M+ revenue), that's 50 potential referrals. Their likely concerns: "Is this product real or vaporware?" / "How does the rent math compare to debt service?" / "What happens if my client wants to exit — is the lease an encumbrance?" What to ask them: - "How many of your dental clients are currently in the 3–8 location range and actively looking to add more?" - "When they hit the growth stage, what capital structure are they typically using? SBA? Self-fund? PE?" - "When you advise on DSO structuring, does the real estate ownership typically stay with the operator or get carved out?" What to pitch: - Lead with the MATH. Davis is a CPA. Numbers are the language. - Specific example: "A 4-location dental group generating $12M revenue typically needs $2.5M–$4M in real estate equity for location #5. Haven eliminates that. Rent replaces debt service. The equity stays in the practice." - For DSO clients: "Asset-light is what PE buyers want. A Haven net lease separates PropCo from OpCo cleanly. That's a higher multiple at exit." What to avoid: - Don't be fluffy. Davis has seen 30 years of vendors pitch dental practices. Be specific or lose credibility. - Don't assume all dental practices are the same — ask about his clients before prescribing. Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md

6. Jennifer Annello — CBRE, Nashville

Meeting owner: Jason Their background: Former Director of Real Estate at Planet Fitness (US + Mexico/Central America expansion). Prior corporate RE for Panda Express, Starbucks, Pet Supermarket. Now retail tenant rep at CBRE Nashville. Why they matter: She has corporate expansion experience at the exact chains that match Haven's buy box (fitness, QSR). Now as a broker, she's placing those tenants. Haven funds the builds she's trying to place. Their likely concerns: "Does Haven involvement slow down my deal?" / "Is my commission protected?" / "Can Haven actually close?" What to ask them: - "What does your current tenant pipeline look like — any fitness or QSR clients looking for new builds?" - "When a tenant needs a ground-up build, what's the biggest bottleneck? Capital, site, timeline?" - "In your Planet Fitness days, how did franchise owners fund their real estate? Did any use net-lease structures?" What to pitch: - Frame as ADDITIVE. "Your commission exists because Haven is in the deal. Without capital, the build doesn't happen, the lease doesn't get signed." - Reference her Planet Fitness background specifically. "You know the fitness expansion math — 20K–35K SF, single-tenant, the franchisee is stuck because they can't fund the building." - Offer to co-pitch: "Next time you're presenting to a tenant who's stuck on the capital, bring Haven into the meeting. We present the structure, you present the site." What to avoid: - Don't imply CBRE needs Haven — CBRE is the world's largest brokerage. Frame Haven as a tool for her specific tenants. - Don't discuss Haven economics. Keep it about HER economics (commissions). Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md

7. Curt Anes — CARR, Nashville

Meeting owner: Jason Their background: Regional Director for CARR (nation's largest healthcare tenant/buyer rep firm, 10,000+ transactions). Covers all Tennessee markets. Exclusive healthcare tenant rep — dental, vet, medical. Why they matter: CARR is a pipeline machine. Every dentist, vet, and physician looking for space in Tennessee goes through CARR. One relationship = systematic deal flow. Their likely concerns: "How is Haven different from a typical landlord?" / "Does this complicate my deals?" / "Is there a referral structure?" What to ask them: - "How many of your Tennessee healthcare clients per year need a ground-up build vs. second-gen space?" - "When a tenant can't find existing space and needs a build-to-suit, what typically happens?" - "Is there a deal size or client profile where you see the most demand for new construction?" What to pitch: - Frame as solving the build-to-suit gap. "Your tenant finds the site. They've got the practice and patients. But they need someone to fund the build. Haven is that someone." - CARR's entire model is connecting healthcare tenants with space. Haven creates the space. - Offer a simple referral structure: "When you have a tenant who needs a build, introduce them to Haven. We fund it. You earn your tenant rep commission on the lease." What to avoid: - Don't overcomplicate. CARR's model is simple. Haven's pitch should be equally simple. - Don't discuss construction details (that's Haven's job, not CARR's). Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md

8. Daniel Crosby — Pinnacle Financial Partners, Director of SBA Lending

Meeting owner: Greg Their background: Director of SBA Lending, overseeing 36 associates including 8 SBA advisors. Pinnacle is #1 SBA lender in TN by dollar volume ($34M+ FY2025). Based in Greenville SC but oversees TN operations. Why they matter: He controls the referral pipeline for ALL of Pinnacle's SBA borrowers in Tennessee. One relationship = institutional-level deal flow. Their likely concerns: "Will Haven compete for our borrowers?" / "How does this work at scale?" / "What's the incentive for my SBA advisors to refer?" What to ask them: - "How many of Pinnacle's SBA borrowers per year outgrow the $5M ceiling?" - "What happens to those borrowers today — do they leave Pinnacle or stay?" - "If we set up a systematic referral process, what would need to be true for your 8 SBA advisors to use it?" What to pitch: - Greg leads — Director-to-Managing Partner level. - Frame as RETENTION. "Your best borrowers are growing past SBA. Today they either stall or go to a competitor bank. Haven lets them keep growing while keeping their Pinnacle relationship." - Propose a simple referral workflow: SBA advisor identifies borrower at ceiling → intro email to Haven → Haven underwrites → borrower keeps banking at Pinnacle. - Scale angle: "This isn't a one-off. We're building a systematic partnership where every Pinnacle SBA advisor in Tennessee knows that when a borrower hits the ceiling, Haven is the call." What to avoid: - Don't be transactional. Crosby manages a program — he thinks in systems, not individual deals. - Check whether Haven or BlueSky banks at Pinnacle. If so, mention it — "we're already a Pinnacle client." Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md

9. Dena Jalbert — Align Business Advisory Services, Nashville/Winter Park

Meeting owner: Jason Their background: Founder/CEO of Align BA. $3B+ in buy/sell-side M&A. Named Top 25 Women in Mid-Market M&A. Serves $10M–$200M healthcare and industrial services companies. CPA, MBA. Based in Winter Park FL with Nashville presence. Why they matter: Her deal flow IS Haven's deal flow. Every healthcare services M&A she touches involves real estate decisions. Post-acquisition, buyers need to fund new locations. Their likely concerns: "How does Haven's structure affect my M&A deal economics?" / "Is this real or are you another pitch?" What to ask them: - "When your healthcare clients close an acquisition, how do they typically fund new location builds post-close?" - "Do you see buyers preferring asset-light (leased) vs. asset-heavy (owned RE) operating businesses?" - "At the $10M–$200M deal range, what percentage of your clients have real estate as a component of the transaction?" What to pitch: - Lead with M&A relevance. "On the sell side: a Haven net lease separates PropCo from OpCo before exit — simpler deal, potentially higher multiple. On the buy side: Haven funds new-location builds post-acquisition so the buyer deploys capital into operations, not buildings." - Reference her deal size range. "$10M–$200M is exactly Haven's range for individual properties." - Offer to be a resource she can introduce to clients at the right moment in the M&A process. What to avoid: - Don't be basic. Jalbert runs a $3B+ M&A advisory — she's sophisticated. Match her level. - Don't pitch Haven as a one-trick pony. Show the versatility: sale-leaseback, turnkey build, portfolio structure. Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md

10. David Plummer — Retail Specialists, Birmingham

Meeting owner: Jason Their background: GlobeSt 50 Under 40. CoStar Power Broker. $100M+ in transactions. Represents Heartland Dental, Dave & Busters, Krispy Kreme, Fresenius Medical, AutoZone across the Southeast. SVP at Retail Specialists covering Birmingham, Huntsville, Nashville, Memphis, Chattanooga, Atlanta. Why they matter: He covers EVERY Haven target market in the Southeast and represents tenants (Heartland Dental, Fresenius) that are exactly Haven's buy box. Their likely concerns: "Is Haven going to be an additional layer of complexity?" / "How fast can you close?" / "What's my commission structure?" What to ask them: - "When Heartland Dental or Fresenius needs a new build, how does the capital structure typically work today?" - "How many ground-up builds do you see across your portfolio per year?" - "Which of the markets you cover is growing fastest for medical/dental tenant demand?" What to pitch: - Be specific about his tenants. "Heartland Dental is opening 30+ locations per year. Each one needs a building. Haven funds those builds — turnkey, 100%." - Geographic match: "You cover Birmingham, Huntsville, Nashville, Memphis, Chattanooga, Atlanta. Haven is active in every one of those markets." - Commission clarity: "Your tenant rep commission is standard on the lease. If the deal involves a sale-leaseback of existing locations, you earn on those dispositions too." What to avoid: - Don't be vague. Plummer is a deal-maker — he wants specifics: deal size, timeline, commission structure. - Don't disparage other capital structures his tenants use. Frame Haven as additive. Pre-meeting send: HAVEN_101_PREMEETING_BRIEF.md + broker commission matrix from shock & awe pack