Founder to Know: Tony Lutfi, MarLu Investment Group

Tony Lutfi’s rise from Jack in the Box cook to owner of MarLu Investment Group, one of the largest privately held companies in the U.S., reads like it belongs in a book titled The American Dream. This is especially true when you throw in the fact that Lutfi is a Palestinian-Jordanian immigrant, moving to America in 1976 with the intent to study medicine.

Instead, Lutfi took on greater responsibility at the Jack in the Box franchise where he worked following the sudden heart attack of the store’s manager. He fell in love with the business and left school in the rear view mirror.

Lutfi’s first foray into the franchise world as an owner was in the mid-90s, and the rest, as they say, is history. Those original two franchises have grown into 250, stretching across brands as varied as Arby’s and Sears Outlets & Appliance Stores.

While Lutfi’s rise may seem like a storybook tale, it was far from easy. For instance, when he first took on a managerial role at Jack in the Box, Lutfi had to contend with suddenly becoming the boss of workers who outranked him age-wise.

“At the time, I was young and I had several fellow employees who were older than me,” Lutfi said. “I couldn’t speak with authority. That’s always a challenge for young individuals growing into business.”

Also, the fact that English was his second language meant Lutfi had to overcome certain communication barriers.

However, Lutfi was determined to succeed. While it may be tempting to attribute his work ethic to being an immigrant with a burning desire to thrive in America, Lutfi is quick to avoid any cliché explanations.

“People who feel that they only have one chance to make something work for them, versus others who feel they have multiple chances in life…people who feel they only have limited chances at something work harder,” Lutfi said. “Whether it’s being a new immigrant, whether you come from a poor environment…the need to prove yourself and the need to overachieve exists with people who have never been [in an easier position].”

Lutfi and the rest of the team at MarLu Investment Group are currently focused on growth, hoping to take advantage of a desirable lending environment while it lasts. However, finances come second to passion. When asked what advice he would offer to entrepreneurs looking to start their own business today, Lutfi was clear and sincere.

“Be passionate about everything that you do in life, because ultimately you have to love what you do,” he said. “I think of sleep as a waste of time because I just can’t wait to get up and do the things I love to do. I don’t love it for the financial reasons, I love it because I am in the business of mentoring and helping others.”

Lutfi also highlighted the importance of businesses having some kind of governing framework to adhere to.

“Every company has to have some guiding principles and values they live with and abide by,” he said. “Establish those very early. Once you know them, the odds of making bad decisions are much lower.”