The Art of SBA Lending: Recent Episodes

Ray Drew

A podcast for SBA Lenders

This week marks the finale of The Art of SBA Lending podcast, and Ray Drew brings it home by reuniting with his original mentors and colleagues from the era that shaped his career: the Mercantile Capital team. Listen as they reminisce about the "good old days" of 2011–2013, an era defined by reinventing business after the 2008 crash.

The panel discusses how Mercantile Capital was built around the niche business of 504 interim lending (an industry they essentially invented). They recall the unique office culture, characterized by healthy competition, daily in-person mentoring sessions, frequent celebration of birthdays, and bizarre marketing tactics (shiny envelopes and stress-ball brains). The alumni highlight the competitive, yet collaborative, environment where young talent was actively taught the business.

The episode features hilarious and nostalgic stories, including the infamous "Find My iPhone" conference incident involving a police car and a hungover apartment owner. Tony shares lessons learned from the creative ways he structured deals, while Carolyn explains how she fell in love with SBA lending by serving small business owners.

🎯 In this episode:

The Startup Grind: How the team pivoted after the 2008 crash to focus on the ultra-niche 504 interim lending space.
The Last Chapter of the "Good Old Days": Remembering a pre-virtual, pre-AI era of paper packages, fax machines, and in-person mentorship.
Learning the Ropes: The harsh but valuable lessons learned from veteran lenders, including don't pretend to know the answer and "let's shorten that up a little bit".
Culture, Competition, and Camaraderie: How working together to navigate uncertainty created a special bond and connection within the team.

💬 What's your favorite memory of a mentor helping you out with a deal? Share your story in the comments.

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you've struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

This week on The Art of SBA Lending, we sit down with Live Oak Bank CEO and founder, Chip Mahan, to discuss the revolutionary ideas that transformed the SBA landscape. Chip Mahan, who started the bank in 2008, disrupted the existing SBA playbook by focusing on nationwide industry vertical lending.

Chip details the bank's founding during the 2008 financial crisis , when he was told by the FDIC to liquidate the bank. He reveals the unique philosophy that led to the bank becoming a top SBA lender, including: rejecting the traditional commission-based compensation model to properly align interests , developing a "theory of verticality" by targeting specialized industries like veterinarians and chicken farmers , and using data from the Freedom of Information Act to determine which industries pay back their loans. He argues that a floating rate 7(a) loan is the "best asset that anybody can put on any bank's books."

The episode also covers the bank's commitment to technology, the importance of perfecting the "handoff" between the lender, underwriter, closer, and servicer , and the future of banking in the age of Artificial Intelligence. Chip explains how AI will dramatically affect determining SBA loan eligibility and create an "automatic credit memo".

🎯 In this episode:

Founding Under Fire: The story of getting a bank charter in May 2008 and being told to liquidate the bank in March 2009 by the head of the FDIC in Atlanta.
The Verticality Edge: Why Live Oak focused on niche industries and hired domain experts to create an "unbeatable" credit box.
No Commissions: Why a compensation model based on stock and growth is superior to commissions, citing Charlie Munger's famous quote on incentive plans.
The Future of SBA: Chip's prediction on the future of the 7(a) program and why he believes the loan size limit should be increased to $10 or $20 million.
AI & Banking: How artificial intelligence will automate the credit memo, cash flow analysis, and dramatically simplify SBA eligibility determination.

💬 Do you agree that the floating rate 7(a) loan is the best asset for any bank's books? Let us know in the comments!

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we go behind the scenes with Heidi Whitesell to unpack the leadership, culture, challenges, and ultimate wind-down of a successful SBA lending division. Ray Drew sits down with Heidi, who he calls one of the best leaders he's ever worked for, to discuss the philosophy that created a legendary, family-like culture in a fully virtual, non-bank setting.

Heidi shares the vision for her former venture, Fund-Ex, which quickly climbed the national rankings without losing its unique team culture. She reveals her leadership principles, including the powerful belief that "love always works," and explains how relentless positivity, transparency, and providing resources ahead of revenue were the keys to their success—even in a highly complex industry. The conversation takes a raw and emotional turn as Heidi opens up about navigating the intense, uncertain process of a company sale and eventual wind-down while privately battling a serious health crisis, revealing why she chose to stay and fight for her team.

🎯 In this episode:

The Vision for Culture: How a fully virtual SBA team built a top-25 lending operation with a "family" culture using the principles of People, Process, and Product.
Leadership Secrets: The power of transparency, collaboration, and why staying positive and putting the team first are non-negotiable for a leader.
The Resource Strategy: Why investing in resources before revenue is essential for speed and service, and how this investment combats costly employee turnover.
The Ultimate Test: Heidi's emotional account of leading the company through the stress of a sudden sale, a liquidity crisis, and the difficult process of a year-long wind-down.
A Leader's Sacrifice: The incredible story of how a commitment to her team kept her fighting while undergoing chemotherapy.

💬 What do you think is the hardest part about building a strong culture in a virtual environment? Share your thoughts below!

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you've struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers.

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we explore the world of USDA Business & Industry (B&I) lending, often considered the "last frontier" of government-guaranteed small business finance. Host Ray Drew, who admits to knowing very little about the program, is joined by a panel of USDA experts—Steve Small, Jason Hoerr, and Charles Conoley—to demystify this often misunderstood loan program.

The panel provides a deep dive into the B&I program, which is designed to stimulate economic activity and job creation in rural areas (populations of 50,000 or less). They reveal key advantages over the SBA 7(a), including larger loan amounts (up to $25 million), 30-year terms on real estate, and eligibility for investment real estate and non-profits.

We tackle the common misconception that USDA loans take forever, clarifying that acquisitions can be approved in 2-4 weeks after bank approval. The panel explains why the USDA culture is fundamentally different from the SBA, acting more as a participant in a conventional loan rather than a strict insurer. Finally, we dive into the controversial question: Should the USDA B&I program be absorbed by the SBA?

🎯 In this episode:

An overview of the USDA B&I program and its mission to create jobs in rural communities.
Why the USDA guarantee of 80% up to $25 million is a "magic bullet" for rural commercial finance.
The big cultural difference between USDA and SBA, and why USDA almost never repairs a guarantee.
The value of a loan packager in navigating the "never-ending" nuances of state-by-state USDA processes.
The biggest pain points: from outdated environmental regulations to staffing upheaval and inconsistent policy.

💬 Should the USDA B&I program be absorbed by the SBA? Let us know your thoughts in the comments!

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending. Also, make sure to follow along with our sister shows, The BDO Show and SBA Today.

This week on The Art of SBA Lending, we're doing something special: a Money Store reunion episode. The Money Store pioneered the Business Development Officer (BDO) model and revolutionized the SBA lending industry, holding the top position for 16 consecutive years. Host Ray Drew brings together four Money Store alumni-John Handmaker, Vince Calicchia, Joe Weiner, and Sam Renta-to share stories and insights from the company that changed SBA lending forever.

The panel reminisces about the legendary BDO boot camps, the company's aggressive marketing, and its commitment to a sales-driven culture. They discuss what made The Money Store so successful and how that culture has influenced a generation of SBA lenders. From Mark Turtletaub's visionary leadership and theatrical flair to the infamous "Purple Palace," the alumni provide a rare glimpse into the "good old days" of SBA lending. The episode also features a surprise appearance from Mark Rattfield, a former underwriter who became a successful BDO after being inspired by a colleague's W-2 form.

🎯 In this episode:

The origins of The Money Store and how they became the number one SBA lender in the country.
The "sensationalized" marketing that made them famous, including co-branded signs and the BDO boot camp.
The "cookie story," a lesson in focusing on a company's specific credit box.
How a sales-driven culture and a shared vision created a sense of purpose and synergy among the team.
The big difference between SBA lending then and now, from paper packages to referral fee culture.

💬 What's your take on the referral fee debate? Did The Money Store-era BDOs have it better, or are today's lenders more equipped for success? Join the debate in the comments.

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers.

Link to “A day in the life” video: https://youtu.be/qZO7ihtehkU?si=sc-DvfagqqyBlBb8

Link to “Mad to make loans” music video: https://youtu.be/gwRa3MKXe6g?si=w5eCh_WPdLVj_YNf

Join Ray and some of the Money Store alum LIVE on LinkedIn September 26th at 3pm ET for a trip down memory lane:

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're getting a unique look at the state of the SBA marketplace from the perspective of the loan broker. Host Ray Drew brings together a panel of top-producing SBA loan brokers whose combined volume would rank them among the top 1 or 2% of all SBA shops. Joining the conversation are Matthias Smith from Pioneer Capital Advisory, Jerry Freedman from Freedom Business Financing, and Zach Renta from SBA Loan HQ.

The panel discusses why the traditional BDO model is becoming outdated as brokers build sophisticated operations and gain direct access to information and lenders. They reveal which lenders are winning and losing in today's competitive landscape, and why the old way of doing business — relying on personal relationships over product competitiveness — is no longer enough to succeed. The conversation gets candid as the brokers air their biggest pet peeves about working with lenders, from slow response times to a lack of respect for the work they put into a deal.

🎯 In this episode:

The rise of the loan broker and why they are becoming more important than the BDO in controlling deal flow.
The three categories of lenders and why a more conservative bank might still be the right choice.
Why time kills deals, and how a broker's job is to ensure certainty of close.
The pros and cons of lenders using Loan Service Providers (LSPs) and why it can lead to a "disastrous" experience for the borrower.

💬 What do you think is the biggest challenge when working with a BDO or a broker? Drop a comment below and join the debate.

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending. Also, make sure to follow along with our sister shows, The BDO Show and SBA Today.

This week on The Art of SBA Lending, we sit down with Everett Sands, a leader who successfully propelled Lendistry into the top tier of the nation's SBA 7(a) lenders. Everett explains his approach to SBA lending, which involves applying lessons learned from other industries like residential and auto lending to an industry he feels is decades behind.

As a fintech and a CDFI, Lendistry occupies a unique space in the market. Everett discusses how his company is leveraging technology and a mission-driven approach to win customers by offering a better, more user-friendly experience than predatory online lenders. He challenges the traditional, anecdote-driven banking model and argues that by embracing data, AI, and streamlined processes, the industry can better serve the small business community and protect its "home turf" from bad actors.

🎯 In this episode:

➡️ Why Everett views the financial industry's resistance to technology as "losing at home".

➡️ The surprising decline of banks in the U.S. and how it's created a gap in lending to small businesses.

➡️ How a company can handle 344,000 applications in just 15 days.

➡️ Why the mission to help small businesses is the key to embracing change and innovation.

➡️ A creative solution to the MCA refinance problem that protects both lenders and borrowers.

💬 Is it possible for traditional SBA lenders and fintechs to meet in the middle to better serve small businesses? Join the conversation in the comments below.

The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers.

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're joined by Lukas Haffer, co-founder of Casca, to discuss how AI is set to revolutionize small business lending. With a unique background that includes building software for major European banks and earning Standform MBA, Lukas brings a fresh, outside-the-box perspective to our industry. He shares how his company is taking on the "disaster" of small business financing by arming SBA lenders with cutting-edge technology to fight back against predatory online lenders.

We dive deep into how new technology can solve the industry's biggest pain points, from a closing process that takes months, to underwriters bogged down with manual data entry. Lukas reveals how his team's mission-driven approach and dedication to understanding the day-to-day work of lenders led them to build a solution that automates the tedious tasks and lets professionals focus on what they do best: building relationships and solving complex financial puzzles.

🎯 In this episode:

How a software CEO "walked a mile in a lender's shoes" to understand the industry's problems firsthand.
The key to building a seamless borrower experience and why 63% of applications start on nights and weekends.
Why a simple online form is a game-changer for reducing human error and saving weeks of back-and-forth.
The future of SBA roles and why the traditional "assembly line" model is due for an upgrade.
Why the mission to empower entrepreneurs is what truly drives innovation in this space.

💬 If you could automate one task in your lending process, what would it be? Drop a comment below!

If you’re interested in learning more about Casca, email Lukas Haffer at lukas@cascading.ai

The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending. Also, make sure to follow along with our sister shows, The BDO Show and SBA Today.

This week on The Art of SBA Lending, we're joined by Heather Endersen, a true veteran of the SBA world with a career spanning decades. Having managed SBA departments and pioneered business acquisition lending, Heather shares her journey and explains why she made the leap from a top-producing BDO at a bank to launching her own brokerage.

Heather gets candid about the shift in the SBA landscape, from the rise of business acquisition loans to the changing dynamics between lenders and borrowers. She also pulls back the curtain on the brokerage model, explaining why it's a more efficient way to get deals done and how it's poised to be the next big thing for lenders who have built a strong personal brand. We also dive into the current challenges facing the industry, including the controversial new policies on preferred equity and seller guarantees.

🎯 In this episode:

➡️ The surprising data on business acquisition loan default rates.

➡️ Why a low rate on a real estate loan can be a "hamster wheel" for lenders.

➡️ The key difference between a BDO who is a "vendor" and one who is a "value add".

➡️ Why borrowers are now challenging lenders on their interpretation of the SOP.

➡️ The biggest policy change Heather would make to the SBA today.

💬 What's your take? Should a seller be required to personally guarantee a loan on a partial change of ownership? Join the debate in the comments!

The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers.

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, I’m sitting down with Diane Heyden to get her take on leadership, career shifts, and the evolving landscape of small business lending. Diane, a seasoned veteran who has worked as a BDO, sales manager, and division manager, shares her unique perspective on what it takes to succeed in an industry where no two people are alike.

From a memorable but short-lived move to a bank in Iowa to taking on a new role with a beloved team on the West Coast, Diane unpacks the lessons learned from her own career journey. We also dive into the state of the industry, debating the impact of Fintechs, the "do what you do" era, and the crucial role of "heart" in a numbers-driven world.

🎯 In this episode:

➡️ The real value of a bank's core deposits and what it's doing to lending strategies

➡️ Why BDOs are like "snowflakes," and the right way to manage them

➡️ Looking back at the aftermath of “do what you do” SBA policy

➡️ Why a marriage of old-school lending values and new technology is the key to the future

➡️ A heartwarming story of a rock climbing gym owner who is the "poster child for SBA"

💬 What's the biggest challenge you've faced in your SBA career? Share your story in the comments.

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week!

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, Ray Drew sits down with David Tinsley of Lenders Cooperative to unravel the shifting landscape of SBA lending and the role of technology and LSPs in shaping its future. Recorded live from the MALC conference, they dive into the buzz surrounding the unannounced new SOP and what it means for lenders.

From the challenges of scaling an SBA division to the surprising dominance of AI in industry conversations, Ray and David explore how to navigate growth, manage risk, and foster innovation — "throwing the whole playbook out". They also tackle the ongoing debate of in-house operations versus leveraging Lender Service Providers (LSPs).

🎯 In this episode:

➡️ The "come what may" attitude of SBA lenders embracing change

➡️ How LSPs offer a lifeline for smaller banks to compete and scale

➡️ The critical role of AI and automation in streamlining SBA processes

➡️ Dispelling myths about SBA lending: "It's not as scary as they have worked it up to be"

➡️ The future of small business and SBA's opportunity to become a household name

💬 Are you ready to adapt to the new era of SBA lending, or are you holding onto the old ways? Join the conversation!

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers.

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, I sit down with the incredible Alan Peterson, BDO from First Internet Bank. Alan isn't just closing deals; he's redefining what it means to be a top producer in SBA lending, reaching over $30 million year-to-date and tracking towards an astonishing $120 million annually!

Ray Drew and Alan dive deep into the mindset of a high-volume BDO, the strategic art of saying "no" to grow faster, and why true business value isn't always what it seems. They discuss navigating the complexities of deals, the crucial role of data and innovation in banking, and why being a trusted advisor is paramount.

🎯 In this episode:

The Power of "No": How strategic selectivity leads to massive growth.
MBA vs. Blue Collar: Understanding true business ownership and cash flow beyond the books.
The Innovation Imperative: Why banks embracing data (like Lumos) are set to dominate the future of lending.
Beyond the Brokers: Why sourcing 85% of your own deals makes you a more objective and effective advisor.
Sleep Well Deals: The difference between simply buying a business and buying one you can actually sleep on.
The Evolution of a Lender: How perspective and gratitude reshape your approach to the "hard" parts of the job.

💬 What are your thoughts on growing by saying "no" more often? Share your take in the comments!

🎙 This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, I sit down with the incredible Alan Peterson, BDO from First Internet Bank. Alan isn't just closing deals; he's redefining what it means to be a top producer in SBA lending, reaching over $30 million year-to-date and tracking towards an astonishing $120 million annually!

Ray Drew and Alan dive deep into the mindset of a high-volume BDO, the strategic art of saying "no" to grow faster, and why true business value isn't always what it seems. They discuss navigating the complexities of deals, the crucial role of data and innovation in banking, and why being a trusted advisor is paramount.

🎯 In this episode:

The Power of "No": How strategic selectivity leads to massive growth.
MBA vs. Blue Collar: Understanding true business ownership and cash flow beyond the books.
The Innovation Imperative: Why banks embracing data (like Lumos) are set to dominate the future of lending.
Beyond the Brokers: Why sourcing 85% of your own deals makes you a more objective and effective advisor.
Sleep Well Deals: The difference between simply buying a business and buying one you can actually sleep on.
The Evolution of a Lender: How perspective and gratitude reshape your approach to the "hard" parts of the job.

💬 What are your thoughts on growing by saying "no" more often? Share your take in the comments!

🎙 This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're sitting down with a true SBA powerhouse: Kirk Beeson, SBA Managing Director at Veritex Community Bank, and former Chief Credit Officer (and so much more!) at Fund-Ex Solutions Group.

Ray Drew and Kirk take a deep dive into the inside story of Fund-Ex: from its promising start-up days to navigating the chaos of PPP and the eventual sale.

What does it really take to build an SBA shop from the ground up? How do you maintain culture while scaling at lightning speed? And when do you know it's time to step away?

🎯 In this episode:

➡️The secrets to building a winning SBA culture (and why it matters)

➡️Navigating the PPP whirlwind: Lessons learned from the front lines

➡️The dangers of burnout and how to avoid them

➡️Why interviewing your credit officer is non-negotiable for BDOs considering making a move

➡️Kirk's insights on leadership, strategy, and the future of SBA lending

💬 What are your biggest takeaways from Kirk's journey? Join the conversation in the comments!

🎙️ This episode is sponsored by:

CORPSMART

Want to win over your closing team?

Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump.

When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business

Plans Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered!

The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move.

List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows,

The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're confronting the hard truth: the traditional SBA lending model no longer works. Rising overhead, margin compression, and tighter audits have flipped the economics, and now, shops across the country are closing or scrambling to restructure.

So what’s the new model? And how do you scale without losing control?

Ray Drew is joined by three SBA leaders navigating this shift in real time. Mike Breckheimer, Brian Carlson, and Chris Kwiatkowski are coming together to unpack the numbers, the pitfalls, and the path forward.

🎯 In this episode:

➡️ Why SBA shops under $100MM are being forced to adapt or exit ➡️ How the LSP model is evolving (and where it still falls short) ➡️ The new math of SBA lending: headcount, volume, and cost per deal ➡️ Scaling smart with culture, compliance, and contingency planning ➡️ The role of AI, tariffs, and talent in shaping tomorrow’s strategy

💬 The SBA world is changing fast: are you adjusting with it? Listen now and let us know how your model is holding up.

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're diving headfirst into one of the most controversial topics in small business finance: Merchant Cash Advances (MCAs). Are they a necessary lifeline—or a dangerous trap?

Ray Drew brings together a panel of experienced lenders and brokers to debate the role of MCAs in today’s lending landscape. Featuring Ryan Kroge (First Internet Bank), Joseph Alam III (Midstates Advisors), John DiCanio (Fund My Biz), and Jerry Cocuzzo (FundAll Capital), the group tackles:

➡️ The pros, cons, and misconceptions of MCA lending ➡️ Why MCAs exploded post-2008 and during COVID ➡️ The rise of “stacking” and what it’s doing to small businesses ➡️ SBA vs. MCA—what’s really faster, safer, and more sustainable? ➡️ Is regulation overdue in the MCA space?

From payday-style loans to structured SBA debt, this candid roundtable doesn’t hold back. Whether you’re team SBA, team MCA, or just trying to keep your borrowers afloat—this is one episode you don’t want to miss.

💬 What’s your take? Are MCAs helping or hurting Main Street? Drop a comment below and join the debate.

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team?

Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump.

When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, Ray is laying out his own list of top 10 priorities for the SBA, several of which might shock you. But hey, if the SBA wants change, let's give em change.

Joined by Ray is a panel of Art of SBA contributors: Charles Green, Jeannie Yoder, and Shane Pierson to discuss: ➡️ Changes to SBA 7a policy ➡️ Some fresh ideas that could streamline the program ➡️ How to avoid throwing the baby out with the bathwater ➡️ Timeline for the new SOP that is inevitably dropping ➡️ Predictions for the SBA landscape in the next 12 months

Join Ray and his expert panel as they break down each priority one by one.

💬 What do you think is the biggest priority should be for the SBA? Drop your thoughts in the comments!

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're tackling one of the hottest topics in the industry: the rising SBA default rates. With concerns mounting over repayment trends, economic conditions, and policy shifts, it's time to cut through the noise and get to the facts.

Ray Drew and an expert panel of Art of SBA contributors discuss: ➡️ The 3.69% default rate—how bad is it, really? ➡️ Why defaults are rising and whether it's just economic cycles catching up ➡️ How lenders can proactively manage risk and prevent unnecessary losses ➡️ The impact of interest rate hikes vs. SBA rule changes—what’s really to blame? ➡️ Portfolio management strategies that separate top-performing lenders from the rest

Join Ray Drew, Jane Castro, Kay Anderson, and Mike Breckheimer as they analyze the numbers, break down borrower trends, and debate what lenders should be doing right now to navigate the shifting landscape.

💬 Is the concern overblown, or should lenders be worried? Drop your thoughts in the comments!

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team?

Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump.

When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we’re diving into the Twitter war of the century: Elon Musk vs. the SBA. It all started when Musk called the Small Business Administration the "Shady Business Administration" and claimed that only 8% of SBA loans get paid back. Naturally, we had to set the record straight.

Ray Drew and an expert panel of Art of SBA Contributors discuss:

➡️ The impact of Musk’s comments and whether misinformation could disrupt the SBA ➡️ The reality of SBA loan repayment rates (spoiler: it’s not 8%) ➡️ What happens if the SBA 7(a) program is eliminated—would private lenders fill the gap? ➡️ The efficiency of the SBA and whether emerging tech (like AI) could make lending faster ➡️ The future of Community Advantage loans, SBLCs, and potential policy changes

Join Ray Drew, Darren Davis, Javier Jorge, and Brooke Mirenda as they unpack the chaos, misinformation, and possible shake-ups in the world of SBA lending.

💬 Drop your thoughts in the comments! Should we be worried about the SBA’s future?

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

The Director’s Retreat

Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

What does it take to rise as a leader in the competitive and ever-changing SBA lending space?

In this episode of The Art of SBA Lending, we’re joined by Glenn Giro, Alan Peterson, and Jared W. Johnson—three industry leaders who share their insights into navigating the dynamic world of SBA lending, overcoming challenges, and seizing new opportunities.

SBA lending is full of growth potential, but it’s not without its challenges. Today, we dive into how these experts are leading the charge, adapting to market changes, and embracing innovation to stay ahead.

Key topics include:

• Overcoming the latest challenges in SBA lending

• The importance of mentorship in shaping your career

• How Increased competition is reshaping the industry

• Navigating difficult situations in your day to day

Whether you're an emerging lender or a seasoned professional, this episode is packed with actionable advice to help you navigate the evolving SBA landscape and lead with confidence.

This episode is sponsored by:

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

The Director’s Retreat

Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

The conversation continues! In Part 2 of this special The Art of SBA Lending series, Ray Drew picks up where we left off with Molly Harder, Rob Parkin, and Jane Castro—three rising leaders in SBA lending—to dive deeper into the challenges, innovations, and hard-earned wisdom that define their careers.

SBA lending is evolving, and those who adapt will lead the way. In this episode, we discuss the role of mentorship, the impact of AI, and how today’s trends—like rising interest rates and small loan programs—are shaping the future of the industry.

Key topics include: • The role of mentorship in long-term career success • The impact of AI and automation on SBA lending—opportunities and concerns • How industry trends like rising interest rates and small loan programs are shaping the future • The need for innovation and how up-and-coming leaders can drive change

With candid insights and practical advice from:

Molly Harder, SBA Risk Compliance Manager at First Horizon Rob Parkin, SBA Credit Director at Truliant Jane Castro, SBA Portfolio Manager at Fund-Ex Solutions Group

If you enjoyed Part 1, you won’t want to miss the rest of this insightful discussion. Whether you’re a veteran in the space or just starting out, this episode offers a forward-looking perspective on where SBA lending is headed—and how to be part of its evolution.

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in line searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

The Director's Retreat

Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

What does it take to rise as a leader in the competitive and ever-changing SBA lending space?

In this episode of The Art of SBA Lending, Ray Drew is joined by Molly Harder, Rob Parkin, and Jane Castro—three of the brightest up-and-coming leaders in SBA lending—to explore their journeys, challenges, and visions for the future of the industry.

SBA lending is complex, but it’s also filled with opportunities to grow, innovate, and leave a lasting impact. Today, we’re diving into how these professionals are navigating career bottlenecks, leveraging mentorship, and balancing the demands of leadership while maintaining strong relationships.

Key topics include:

Overcoming early challenges and finding inspiration in mentorship
The biggest trends shaping SBA lending, from technology to industry shakeups
How to foster a collaborative, positive culture in SBA divisions
Strategies for balancing production goals with strong client relationships

With candid insights and actionable advice from:

Molly Harder, SBA Risk Compliance Manager Rob Parkin, SBA Credit Director at Truliant Jane Castro, SBA Lending Professional

Whether you’re a seasoned BDO or just beginning your career in SBA lending, this episode offers invaluable perspectives on building a legacy of leadership and innovation in the industry.

This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

@‌thebdoshow

@‌sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

🚨 Here’s what’s new for The Art of SBA Lending in 2025! 🚨

1️⃣ The Directors Retreat An exclusive event for SBA 7(a) division heads, happening May 4th & 5th at the Bohemian Hotel in Savannah, GA. Only 10 seats available!

Reserve your spot: https://www.simpletix.com/e/the-directors-retreat-tickets-198763

2️⃣ SBA Jobs Board Our new jobs board is live! For just $99, post your open SBA lending positions and connect with top talent in the SBA community.

Learn more: https://www.artofsba.com/job-board

3️⃣ Podcast Season Update We’re gearing up for a new season of The Art of SBA Lending featuring:

A two-part episode with emerging SBA leaders
A behind-the-scenes look at this year’s Annual BDO Retreat

Make sure to subscribe so you don’t miss a thing!

Got questions or ideas? Reach out to us: 📧 admin@artofsba.com

🔔 Subscribe and stay tuned for more updates!

In this episode of The Art of SBA Lending, Ray Drew sits down with Chris Hurn to explore the complexities of entrepreneurship, leadership, and finance. Chris shares the story of winding down his previous company, Fountainhead, navigating the challenges of partnerships, and transitioning to his latest venture—a business bank in West Georgia.

From educating clients about SBA loans to building a team that aligns with company culture, Chris highlights the balancing act between growth, innovation, and risk. He also offers insights into:

The risks and rewards of entrepreneurship
Effective marketing strategies for the modern business landscape
Navigating the competitive world of SBA lending and business acquisitions

Join Ray and Chris for a candid conversation about the evolving business world, and gain valuable takeaways for your own journey.

Be sure to subscribe to keep up with the rest of our Vegas interview series from NAGGL 2024!

This episode is sponsored by:

The Content Store

The Content Store is a video content agency specialized in podcast, YouTube, and short form video editing.

Elevate your brand with premium video content today. Go to www.thecontentstore.com to get in touch.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow

http://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending, Ray sits down with Mike Breckheimer at NAGGL 2024 to discuss the ins and outs of starting a lender service provider (LSP) business and navigating the SBA ecosystem.

Mike shares his extensive experience building turnkey solutions for banks, credit unions, and other institutions looking to outsource SBA loan operations. He dives into the intricate balance of compliance, relationship building, and patience required to thrive in this niche industry.

Key Highlights:

Starting an LSP: Learn the essential steps to establish yourself as a trusted SBA lender service provider, including the necessary regulatory steps with OCRM.
Sales Strategies for LSPs: Mike explains the long sales cycle when working with banks and credit unions and how patience was the key during the process.
Navigating SBA Oversight: Discover the role of OCRM in reviewing lender service provider agreements and maintaining oversight in the SBA ecosystem.
Tech & Innovation in SBA Lending: Explore how emerging technology and data analytics are reshaping the SBA lending landscape.

Whether you're an aspiring LSP entrepreneur or a seasoned professional curious about industry trends, this episode is packed with valuable insights on the current state of SBA lending.

Don’t miss out on our exclusive NAGGL interview series—subscribe now to catch every episode!

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow

http://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending Ray is joined by Brent Ciurlino at NAGGL as they unpack Brent’s background in risk management and where he got his reputation as: "the fixer”

Brent held significant roles, including the Director of Asset Marketing at the FDIC and several senior positions within SBA-regulated entities. His current position is with Velocity, an SBLC, where he oversees the company's strategic growth and risk management operations. Known for his innovative contributions to SBA oversight mechanisms, he has been instrumental in developing key regulatory frameworks.

Moreover, Brent explains his contributions to the development of the OCRM's oversight tools like PARIS and SMARt, and his experiences in guiding multiple SBA-licensed entities through times of economic uncertainty.

Key Takeaways:

Strategic Growth in SBA Lending: Understand the dynamics of expanding SBA lending operations sustainably and effectively.
Navigating Non-Bank Lender Challenges: Explore the pressures and regulatory requirements faced by non-bank lenders in the SBA landscape.
Advocating for Risk Management: Learn the importance of balanced risk management in preventing institutional failures.

Listen in as Brent and Ray explore the evolving market, the significance of risk management, and insights on navigating SBA's complex regulations.

Be sure to subscribe to keep up with the rest of our Vegas interview series from NAGGL 2024!

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

http://www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending Podcast we have another special guest joining us for an interview live from the NAGGL conference in Vegas.

Welcome Jackie Bogdan!

We’re getting into all things operations, execution and closing.

Tune in now and subscribe to stay in the loop for more episodes!

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending Ray is joined by Michael Johnston at NAGGL as they explore Michael’s journey from BDO to national sales manager and his approach to driving value at every stage of the SBA lending process.

Michael shares his vision of SBA lending in today’s evolving landscape, where efficiency, accountability, and teamwork are non-negotiable. Aiming to streamline small-balance loan processing to as little as 2-5 days, Michael highlights the role of technology, a strong referral network, and consistent credit philosophy. He also provides insight into the qualities he looks for in BDOs—highly motivated “grinders” who are dedicated to getting results.

Key Takeaways:

Strategic Growth: How Michael leverages digital marketing, a robust broker network, and high-efficiency standards, noting how steady, methodical growth is preferred over rapid expansion that could be difficult to sustain.
Team Dynamics: The importance of hiring the right people, fostering a collaborative culture, and maintaining a consistent credit philosophy across the board.
Process Efficiency: Practical ways to reduce approval times, enhance productivity, and meet client expectations without sacrificing quality or accuracy.

Listen in as Michael and Ray discuss how to bring value to your team, your bank, and your borrowers in this engaging and informative episode.

Be sure to subscribe to keep up with the rest of our Vegas interview series from NAGGL 2024!

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending we’re bringing you through the evolution of The SBA.

What started as a small-scale government program in 1953 has grown into a $35+ billion industry, touching every corner of U.S. business. In this episode, The Art of SBA Lending explores the dynamic story of SBA 7(a) – and the potential paths it might take.

Ray and an expert panel of Art of SBA Contributors discuss:

➡️ Reaction to the bold changes of 2023: whether the concerns surrounding the sweeping changes made in 2023, such as the “Do What You Do” policy and new SBLC licenses, were justified or overblown.

➡️ Zero-subsidy model: Ray asks the panel if they think the zero-subsidy model (where the program is funded through fees, not government appropriations) will continue, considering the government’s massive deficits and spending.

➡️ Emerging technologies: The panel shares thoughts on emerging technologies that could transform the SBA lending space.

As well as desired and anticipated changes for the industry over the next 5 years and what it’s going to take to stand out.

Join Ray Drew, Bob Coleman, Charles Rho, and Mike Breckheimer as they reflect on where SBA 7(a) is headed next. 🎙️

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at CORPSMART™ - CORPSMART™ for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Www.youtube.com/@thebdosbow

www.youtube.com/@sbatoday

What does it take to make your borrowers so happy that they can’t stop talking about their experience?

In this episode of The Art of SBA Lending, Ray Drew is joined by a panel of SBA lending pros to discuss how to elevate your customer service game and turn borrowers into raving fans.

SBA loans can be complex, and the journey to closing is rarely easy. But top producers know that exceptional service isn’t about avoiding obstacles—it’s about guiding your borrower through them with empathy, attention, and solutions.

Today, we’re sharing five proven methods that will not only enhance your borrower’s experience but also create lifelong advocates for your services.

Key topics include:

Why empathy is a game-changer in borrower relationships
The power of doing the unexpected to create a lasting impression
Aligning your services with borrower needs to generate true loyalty

With expert insights from our panel of Art of SBA Contributors:

Chris Hurn, SBA Lending Expert
Javier Jorge, Director of Government Guaranteed Lending at Locality Bank
Charles Green, SVP at Harvest Small Business Finance

Whether you’re an established BDO or just starting out, this episode offers invaluable advice for creating the kind of borrower experience that leads to repeat business and enthusiastic referrals.

This episode is sponsored by:

The Content Store

The Content Store is a video content agency specialized in podcast, YouTube, and short form video editing.

Elevate your brand with premium video content today. Go to http://www.thecontentstore.com to get in touch.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

The Art of SBA Lending Podcast is back this week with a new episode full of big ideas, fresh perspectives, and one (more) especially bold opinion from Ray.

Join Ray and an expert panel of contributors as they explore the top trending topics in the SBA industry right now:

The “big fish” trend—how top lenders are taking over more of the SBA market, and what that means for small-midsized shops
How lenders approach the SOP’s grey areas—practical tips for new and experienced lenders
Ray’s proposal to eliminate the all available collateral rule—why it makes sense, and how it will grow the program.

This week’s panel of Art of SBA Contributors includes:

🎙️ Bob Coleman - Founder of The Coleman Report 🎙️ Brian Carlson - Managing Director at Mission Valley Bank 🎙️ Darren Davis - President of SBA Lending at Colony Bank

Tune in for an insightful conversation on how the industry is evolving, how to navigate its current position, and where it’s headed next.

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending, we’re diving into the heart of building a strong and intentional company culture.

Ray and our panel of experts discuss why defining a company’s culture goes beyond labeling it as “good” or “bad.” Instead, it’s about identifying what makes your organization unique and aligning it with the values and behaviors you want to see reflected in your team every day.

We’ll explore:

The importance of crafting clear, actionable core values and how they can serve as the backbone of a successful culture
How to embed these values throughout your operations, from hiring practices to daily interactions
Ray’s top 10 “culture killers” and the steps you can take to eliminate them from your organization, ensuring a positive and productive work environment

Our panel of Art of SBA Contributors bring a wealth of experience and insights to the conversation:

-Chris Hurn

-Brooke Mirenda, President & CEO of SEDCO

-Jeannie Yoder, SBA Regional Executive at United Community Bank.

Whether you’re just starting to build a culture from the ground up or looking to refine the one you have, this episode offers essential insights and actionable advice. We’ll share real-world examples, personal experiences, and tested strategies to help you create a place where people want to work, grow, and succeed.

Tune in today and let us know what you think!

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at CORPSMART™ - CORPSMART™ for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we’re bringing a big, new idea to the table: what if we could combine the SBA 7a and 504 programs into a single powerhouse loan program?

In this episode, Ray Drew and our panel of Art of SBA Contributors explore the possibility of merging these two essential programs to create what Ray calls the “SBA Centaur Loan.”

By taking the flexibility of the 7a program and pairing it with the affordability and stability of the 504, could we make SBA lending more accessible and efficient for small businesses?

Our expert panel dives into some critical questions, including:

The historical roots of 7a and 504: Why were two separate programs created, and do we still need both?
Potential benefits for lenders and borrowers: How could a unified program enhance small business lending and streamline the process?
Challenges and risks of a merged program: From secondary markets to regulatory impacts, what would a single program mean for the SBA community?

Art of SBA Contributors this week:

✨ Brooke Mirenda, President & CEO, SEDCO ✨ Ken Rosenthal, Senior Advisor, Momentus Direct Capital ✨ Mitch Fogel, Managing Partner, Fogel Law Group

Join us for an innovative discussion that examines the future of SBA lending, the pros and cons of combining these two programs, and how we might reimagine access to capital for America’s small businesses. Don’t miss this thought-provoking episode and let us know your thoughts!

This episode is sponsored by:

The Content Store

The Content Store is a video content agency specialized in podcast, YouTube, and short form video editing.

Elevate your brand with premium video content today. Go to The Content Store to get in touch.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to Art of SBA — Rapid Business Plans

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending, Ray tackles a question many top-producing BDOs face: What's next? For those constantly pushing themselves to the next level, it’s not just about the numbers—it’s about growth, challenge, and finding fulfillment in their career.

Ray dives into the various career paths for high-performing BDOs and unpacks the unique challenges and opportunities that come with each option:

Scaling to the $100 million mark: What does it take, and is it worth the risk of burnout?
Transitioning to sales management: Can managing a team offer the next level of satisfaction, or is the pay cut too steep?
Becoming a shop director: What does it look like to lead your own SBA department? Can this role provide both the challenge and compensation that top BDOs are seeking?

We also explore the emerging idea of the "Mini-Director" role, where BDOs can continue to grow without sacrificing income or independence. This episode is packed with real-world insights from a stellar panel of Art of SBA contributors:

Dustin Baker - CEO and Cofounder of Shatterbox
Jeannie Yoder - SBA Regional Executive at United Community Bank
Jared Johnson - Senior Business Development Officer at First Internet Bank

Whether you’re looking to expand your production or explore new career paths, this episode is for you. Tune in to learn how top BDOs are leveling up and what you can do to take the next step in your SBA lending career.

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

[Rapid Business Plans]

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending, Ray tackles a question many top-producing BDOs face: What's next? For those constantly pushing themselves to the next level, it’s not just about the numbers—it’s about growth, challenge, and finding fulfillment in their career.

Ray dives into the various career paths for high-performing BDOs and unpacks the unique challenges and opportunities that come with each option:

Scaling to the $100 million mark: What does it take, and is it worth the risk of burnout?
Transitioning to sales management: Can managing a team offer the next level of satisfaction, or is the pay cut too steep?
Becoming a shop director: What does it look like to lead your own SBA department? Can this role provide both the challenge and compensation that top BDOs are seeking?

We also explore the emerging idea of the "Mini-Director" role, where BDOs can continue to grow without sacrificing income or independence. This episode is packed with real-world insights from a stellar panel of Art of SBA contributors:

Dustin Baker - CEO and Cofounder of Shatterbox
Jeannie Yoder - SBA Regional Executive at United Community Bank
Jared Johnson - Senior Business Development Officer at First Internet Bank

Whether you’re looking to expand your production or explore new career paths, this episode is for you. Tune in to learn how top BDOs are leveling up and what you can do to take the next step in your SBA lending career.

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

[Rapid Business Plans]

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending, Ray Drew tackles the big question that can’t be ignored: Should we be paying underwriters and closers based on production?

From bonuses to performance metrics, we’re exploring what it would take to reshape compensation in SBA lending.

How do you incentivize underwriters and closers in a way that drives performance without crossing compliance lines?

Ray is joined by this weeks Art of SBA Contributors:

Dustin Baker, CEO and Co-Founder of Shatterbox
Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank
Darren Davis, President of SBA Lending at Colony Bank

We’re covering:

Why aligning compensation with performance could improve underwriting and closing speeds
The risks and benefits of incentivizing non-BDO roles
How incentive plans could attract new talent and boost retention
How to navigate SBA compliance when implementing new pay structures

🎧 Tune in to this thought-provoking discussion and see how a shift in compensation could change your shop’s performance dynamics.

Listen in today and let us know what you think in the comments or by leaving a review!

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/artofsba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we’re diving deep into the framework that defines SBA lending success—the credit box.

Ray is joined by our panel of experts to explore how SBA shops build and refine their credit boxes to manage risk and go to market with a competitive product.

What does it take to build a successful SBA credit box? Is your credit box ready for the future?

With insights from this weeks Art of SBA panelists:

Jeannie Yoder, SBA Regional Executive at United Community Bank Brian Carlson, SBA Managing Director at Mission Valley Bank Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank

We're covering:

-How to design a credit matrix that reflects your risk appetite -The role of competition in shaping your credit guidelines -Balancing conservative vs. aggressive underwriting -Post-close liquidity and its importance in credit risk assessment -The impact of regulatory compliance on your credit box decisions

Tune in now for a conversation that could redefine your approach to SBA lending and leave us a review!

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art...

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www. http://youtube.com/@thebdoshow

https://www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending, we’re diving into one of the hottest and most complex topics in the industry today: broker compensation in SBA lending.

As the competition for volume in the 7(a) space heats up, broker fees are on the rise—sometimes dramatically so. But what does that mean for the industry, lenders, and ultimately, the borrowers?

Join us as Ray brings in another panel of expert Art of SBA Contributors to dissect the impact of increasing broker referral fees and the ripple effects they have on SBA lending.

Is higher compensation pushing brokers to steer deals toward banks that offer the highest payout rather than the best solution for the borrower? And are those costs being passed on to the small business owner in the form of higher interest rates?

In this episode, we’ll break down:

The ethics and impact of rising broker compensation
How higher referral fees could affect borrower pricing
Why banks might be "buying" business rather than earning it
A proposed solution to ensure transparency and competition in the industry

Joining us are top SBA professionals:

Charles Green, SVP at Harvest
Kay Anderson, SVP at Live Oak Bank
Javier Jorge, CEO of Chatbiz and SBA Director at Locality Bank

Tune in for a candid conversation on what’s driving broker compensation trends and what the future of SBA lending might look like if these practices continue.

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

‌

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to

https://rapidbusinessplans.com/art-of-sba Join us at FLAGGL!

Catch Ray Drew, Chris Hackney, Alan Peterson, and Sterling Birdsong speak at the FLAGGL conference on September 19th in Orlando, FL

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Https://www.YouTube.com/@thebdoshow

Https://www.YouTube.com/@sbatoday

‌

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

ARMY OF BDOs | Art of SBA Head to www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending we’re diving into a critical industry debate: the strategic differences between 504 and 7(a) loans for real estate.

This episode will explore:

Distinct Features: Analyze the structural nuances and financial mechanisms of 504 versus 7(a) loans.
Strategic Considerations: Examine scenarios where each loan type offers superior advantages, focusing on factors like loan flexibility, interest rates, and collateral requirements.
Impact Analysis: Evaluate how the choice between these loans affects long-term business relationships and portfolio health.

Featuring expert insights from leading industry experts and Art of SBA Contributors:

Charles Green, SVP at Harvest
Ken Rosenthal, Senior Advisor at Momentus Direct Capital
Brooke Mirenda, President and CEO of SEDCO

🎧 Join us on The Art of SBA Lending for a session filled with expert analysis and debate designed exclusively for SBA lenders and professionals. Tune in to gain insights that will enhance your professional practice and help navigate your decision-making process in real estate lending.

This episode is sponsored by:

The Content Store

The Content Store is a video content agency specialized in podcast, YouTube, and short form video editing.

Elevate your brand with premium video content today. Go to http://www.thecontentstore.com/ to get in touch.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to

Art of SBA — Rapid Business Plans Join us at FLAGGL!

Catch Ray Drew, Chris Hackney, Alan Peterson, and Sterling Birdsong speak at the FLAGGL conference on September 19th in Orlando, FL

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Https://www.YouTube.com/@thebdoshow

Https://www.YouTube.com/@sbatoday

‌

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

ARMY OF BDOs | Art of SBA Head to www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending, we dive into another crucial conversation: how do we not only attract, but also train and retain the next generation of SBA professionals?

From the great financial collapse to a $37 billion year in 2021, the landscape has drastically changed. Yet, the challenge remains: cultivating a workforce that is not only skilled, but is also loyal.

Welcome our Art of SBA Contributors for this week:

Dustin Baker, CEO & Cofounder of Shatterbox
Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank
Javier Jorge, SBA Director at Lake Michigan Credit Union and Founder of ChatBiz

Key Topics:

Evolution of SBA hiring from post-recession recovery to today's in-demand market.
Strategies to attract, train, and retain talented professionals in a competitive landscape.
Creating a culture that aligns with modern workforce expectations.
Balancing the investment in new employees with the risk of them being poached.

Join us as our expert panel explores how successful SBA lenders are addressing these challenges. Our contributors are leaving us with actionable insights and advice, tailored for anyone aiming to enhance their team dynamics and operational success in today's SBA lending environment.

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to

Art of SBA — Rapid Business Plans Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Https://www.YouTube.com/@thebdoshow

Https://www.YouTube.com/@sbatoday

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

ARMY OF BDOs | Art of SBA Head to www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

In this episode of The Art of SBA Lending, Ray dives deep into the evolving world of business acquisition financing. Are lenders taking on more risk than ever before?

Ray kicks things off by examining how underwriting standards for business acquisitions have shifted, allowing for up to 90% financing and bringing a wave of new buyers with little-to-no industry experience. Is this a positive change for the SBA’s mission or does it open the door to more defaults?

Ray is joined by an expert panel of Art of SBA Contributors, featuring:

Charles Rho, President of Velocity SBA
Kay Anderson, Senior VP at Live Oak Bank
Brian Carlson, SBA Managing Director at Mission Valley Bank

Together, they unpack:

The growing trend of self-funded search models
Investor-backed injections
Whether this new wave of first time entrepreneurs is sustainable

With interest rates creeping up and default rates on the rise, this conversation couldn’t come at a better time. Tune in for a thoughtful discussion on the risks, rewards, and future of SBA business acquisition lending.

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Https://www.YouTube.com/@thebdoshow

Https://www.YouTube.com/@sbatoday

Head to www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

The BDO model—it’s reliable and proven, and clearly I’ve been a fan, but is the industry missing out on better alternatives?

We’re getting into it on todays new episode. Join me and our Art of SBA Contributors as we break down the costs, the strengths and potential pitfalls, and alternative options for the BDO model.

Should we be exploring new sales channels?

Are we leaning too heavily on BDO’s?

How do we build a culture that retains top talent?

Listen to our takes this week with:

Chris Hurn – Founder & CEO of Fountainhead Commercial Capital
Mike Breckheimer – President & CEO of Windsor Advantage
Ken Rosenthal – Senior Advisor at Momentus Direct Capital

This episode is sponsored in part by:

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

In this episode, host Ray Drew delves into the transformative changes within the SBA 7(a) Small Loan Program.

With the new SOP increasing what they consider a “small loan” from $350,000 to $500,000 and streamlining processes, SBA lending has seen a renaissance in small loans.

Key topics covered include:

The shift in the secondary market favoring smaller loans
The role of major banks in processing these loans
How major banks are stepping up their game for small loans
Fintechs role in sourcing these small loans
Strategies for creating and scaling a sustainable small loan program

Ray brings in more Art of SBA Contributors to share their own first-hand experiences with the changes, and break down the essentials of originations, processing and underwriting in the new and growing small loan landscape of our industry.

This weeks contributors:

Mike Breckheimer, President and CEO of Windsor Advantage
Darren Davis, President of SBA Lending at Colony Bank
Christopher Hackney, President of SBA Lending at BayFirst and cohost of the BDO Show

Tune in to discover how your bank can navigate and thrive in this evolving landscape of SBA small loans. Don’t miss this in-depth analysis and expert panel discussion!

Navigate this episode:

Introductions

1:30 Ray introduces and this weeks topic: The rise of the SBA Small Loan Program

7:05 Introduction to this weeks Art of SBA Contributors

7:25 How our panelists banks are handling small balance loans currently and moving forward.

Discussing Originations

11:30 Sourcing deal flow and partnerships with fintech’s

12:35 Keys to success when working with high volume small loan brokers

Discussing Credit

23:00 Creating an efficient, scalable system without taking on more risk

25:20 Auto-decisions for smaller loans

26:55 The possibility of SBA turning into fintech

Overall views of the SBA Small Loan Program

32:25 Biggest obstacle SBA shops face heading into this next era

35:33 Bottle necks in SBA

38:40 Success stories and positive impacts on business owners

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Https://www.YouTube.com/@thebdoshow

Https://www.YouTube.com/@sbatoday

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

https://www.artofsba.com/army-of-bdos

Head to www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

Welcome back to The Art of SBA Lending podcast! A place where the most influential leaders in the SBA lending industry come together to debate, discuss, and drive our industry forward.

In today's episode, host Ray Drew kicks things off, addressing the increasing impact of politics on SBA lending. From SOP changes to funding challenges, the SBA mission for diverse funding, and the implications of the 2024 presidential elections, no stone is left unturned.

Join us as we dive into a dynamic panel discussion with three esteemed Art of SBA Contributors:

Brooke Mirenda, President and CEO of SEDCO
Bob Coleman, Founder and Publisher at Coleman Report
Chris Hurn, entrepreneur and SBA lending veteran

Our experts will share their insights on:

How politics has permeated SBA lending
The potential impact of the 2024 elections on SBA programs
The evolving mission of the SBA and its focus on diverse groups

Tune in now and let us know your thoughts!

Navigate the episode:

1:15 Ray speaks on political implications on SBA and the upcoming election

5:54 Panelist introductions

6:20 Has the SBA gotten more political in recent years?

7:30 Will the party in power change the course of the SBA’s core missions of access to capital and job creation?

8:25 Is there a difference between republican administration vs democrat administration when it comes to getting money out the door for Americas small businesses?

9:45 Should it be a part of prudent lending to consider race or gender when making a decision to lend?

13:50 Is there a lower demand of underserved communities requesting SBA loans? What can be done about it?

24:30 What do the next 4 years look like if Trump wins?

29:22 What do the next 4 years look like if the democratic nominee wins?

33:25 How will whoever wins the election impact the printing of new SBLC licenses?

39:50 Why isn’t there a private version of the SBA 7a loans program? Is that a potential contingency plan for the industry if it goes south?

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today with the links below and sign up for our weekly sales advice email series, Sales Ammo!

https://youtube.com/playlist?list=PLy96bxmDpxgc_Xe8QV5cRxx3Ov4G2-OLX&si=LKPyAmIHZ47Yepef

https://www.youtube.com/@theartofsbalending

https://www.artofsba.com/army-of-bdos

Head to www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

We’ve got a one-of-a-kind episode as our last one of the season. We’re bringing on an impromptu guest this week! No planning or prepping- just great SBA discussions with fellow SBA content creator Kyel Sletten in front of the mic.

Listen in as Kyel and Ray pull back the curtain on content creation and why it’s so great for the industry, their hopes for the future of SBA talent, and Kyel’s insights on recruiting, setting up new SBA shops for success, and compensation trends.

This episode is sponsored by:

Lumos Data**

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit [lumosdata.com]

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

This week we have Jonathan Smith on the podcast to talk about the national growth and success of SBA at Northwest Bank.

In this episode Jonathan and Ray get into:

Strategies behind hiring and interviewing >The dedication it takes to be a high producing player/coach (especially in a new shop) >How important titles should be to an employee >Underwriting large SBA M&A transactions.

Listen in and leave a review!

This episode is sponsored by:

Baker Lewis Baker

Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

This week we have SBA legend Lance Sexton on the podcast for a stellar episode on education for the future generation of SBA lenders behind the scenes of a bank closure, and Lance uses a phrase that may sound familiar: clear as mud. Can you guess what he’s talking about? Great topics for a great guest, live from Nashville at NAGGL.

Also, how did The Art of SBA end up on the syllabus at University of Ozarks?! Find out!

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit http://lumosdata.com .

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

We’re sitting down with Lane Rhodes on her home turf for this episode!

Live from Nashville we are chatting with Nashville's OG of Lending about leveraging your strengths and efficiency to find success as a BDO.

Listen in to get all the details about how Lane found her success by creating relationships, how being patient doesn’t always pay off, why streamlining your process is always the right idea, and her feelings on the SOP changes.

Let us know what you think of this episode by leaving a review or sharing our channel!

This episode is sponsored by: Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

Lewis Kappes

Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide.

With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans.

If you're interested in learning more about the Lewis Kappes SBA Department, contact Scott Oliver at soliver@lewiskappes.com

For this weeks episode we have Karen Bean joining us to discuss all things about the secondary market.

Listen to Karen and Ray get into details about her incredibly successful career in the secondary market, learning about what happens when a buyer mistakenly bids too high, how 2008 and Covid-era incentives impacted the secondary market, her BTS thoughts of what went down with Signature Bank, and where she is now.

Enjoy!

Karen is an employee of the StoneX Group. The values, opinions, and statements expressed here do not necessarily reflect those of StoneX Group, its subsidiaries, or its employees.

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

--

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

This week we have Steve Miriani, founder of Diamond Financial joining us to get into the industry hot topic, raising the SBA 7(a) limit.

Listen in to hear Ray and Steve discuss why this needs to be a priority and what steps are being taken to get us there. We also discuss the journey of Steve’s career, how creating his own niche led him to his success, and the overall state of SBA today.

Steve has created a petition to show the SBA that we are serious about raising the cap, we signed it and encourage you to as well.

Petition: https://www.ipetitions.com/petition/5-million-sba-cap-doesnt-buy-what-it-used-to

Steve’s website: https://diamondfs.com

This episode is sponsored by:

Able

Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management.

You can learn more about Able and schedule a demo by going to www.able.ai

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

For this weeks episode we have Darren Davis, president of Small Business Specialty Lending at Colony Bank joining us to conclude our sit-down interview series from Asheville.

In one of Ray's favorite episodes so far this season, they sit down to talk leadership, talent, overcoming obstacles and SBA changes, and the lessons he's learned the hard way on his own journey since his role as a BDO.

Listen in and let us know what you think by leaving a review, subscribing, and sharing our channel.

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

This week on The Art of SBA Lending- Shatterbox

Join us for a panel discussion as we sit down with founder of Shatterbox, Dustin Baker, and early adopters of the program Chris Kwiatkowski and Cam Nayebi.

Ray and our panelists go into detail about the struggles with the talent gap in SBA lending, including hiring and training, why Shatterbox was created, how it was created, and how it works, from 3 different points of view.

This episode is an exciting look into the future of SBA hiring so we hope you enjoy!

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

This week we have Ken Rosenthal on the podcast giving us his 4 secrets to success in SBA sales.

Listen in as Ray and Ken think back to when they first met in the very beginning of Rays SBA career, how Ken organizes his day to maintain his position as a top-producer, standing out as an SBA lender in your market, and those sales secrets we are all wanting to hear.

Look out for new episodes every Thursday morning!

This episode is sponsored by:

Lumos Data**

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close.

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

This week on The Art of SBA Lending we have a guest who certainly likes to stay busy, Maria Lawson! Maria is the Managing Director of Government Guaranteed Lending at Signature Bank of Georgia and board member of GLQC. Maria sits down with Ray at The Southeastern Small Business Lenders Conference in Asheville, NC, to discuss:

-Balancing her impressive roles as a Manager/Producer and board member of GLQC -This years and next years SESBLC conference (including an announcement!) -What it takes to have long runs at SBA shops

Plus, Maria reacts to SBA hot topics and the new regulations.

Let us know what you think about our show by subscribing and leaving a review!

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit http://lumosdata.com .

This week on The Art of SBA Lending we have Victor Diaz, Managing Partner of Starfield & Smith, an SBA Law firm you may already know. Kicking off our 5 week in-person interview series from Ashville, Victor is sitting down with Ray for another great episode.

Victor talks about his experiences from being a trial attorney to now an SBA attorney, what to expect out of SBA counsel (and what not to expect them to do), leadership, public speaking, and his role in helping Banco Popular enter the Florida market.

If you enjoy this episode, let us know! Leave a review, share, and subscribe for more.

This episode is sponsored in part by:

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

In this weeks episode we are sitting down with Shane Lewis, President and co-founder of Baker Lewis, an SBA advisory firm. If you’ve been following along The Art of SBA, you already know who they are!

We all know this shake up in the SBA industry has caused a lot of movement…but nobody knows it as well as Shane does. Listen in to hear what he has to say about the current SBA job market, why closers and underwriters are leaving their shops, and a highly anticipated update on Shatterbox. Only on The Art of SBA Lending!

Don’t forget to subscribe for notifications and leave a review of our show!

This episode is sponsored by:

Able

Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management.

You can learn more about Able and schedule a demo by going to http://www.able.ai

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

This week on The Art of SBA Lending we have a mystery guess with a big announcement…their retirement! Listen in to see who is retiring and what industry they are moving into. We’re also talking BDO experiences and comp plans, post-covid trends, and more.

Leave a review if you’ve been loving these episodes and don’t forget to share our channel!

This episode is sponsored by:

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

This week on The Art of SBA Lending we're honored to be bringing you an interview with one of the few people who have actually run the SBA. Welcome, Jeanne Hulit, former acting SBA administrator and current CEO of Maine Community Bank!

Jeanne is here giving us her takes on the 2023 changes of the SBA, and what she thinks about simplifying the SOP. We're talking about raising the SBA limits, her background in the SBA, and of course, her time in charge.

We're excited about this one, so listen in and don't forget to subscribe to stay up to date on new episodes.

This episode is sponsored by:

Able

Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management.

You can learn more about Able and schedule a demo by going to http://www.able.ai

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs, visit the CORPSMART website at http://www.corp-smart.com and let them know that The Art of SBA Lending send you!

Join us for our newest episode with Jim Mueller, BDO at Celtic Bank and highly deserving recipient of last years “BDO of the Year” award.

Ray and Jim have a great conversation about achieving success and caring deeply about the process from somebody who has been on both sides of the table.

In this episode we discuss: Jim's transition from a CEO to a BDO, making mistakes quickly (and correcting them quickly), why Jim prioritizes communication with the borrower from start to finish, and his advice for a new BDO.

You're going to get a lot out of this one so don't miss it! Subscribe now to stay in the loop for new episodes.

This episode is sponsored by:

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs, visit the CORPSMART website at

CORPSMART™ - CORPSMART™ and let them know that The Art of SBA Lending send you!

The comments made on this podcast are own own, and not necessarily the views of our employers.

In this episode we interview Phil Johnson, Founder and CEO of the Master of Business Leadership program for employees and executives. Listen in as Ray and Phil get into the majorly important topic of emotional intelligence. What it is, why it’s important, and it’s current role in corporate America.

Covering the questions of ego-based fears and how they’re holding you back from success, the disconnect between emotional intelligence and selling, and how quickly we are evolving as a society; we’re excited to switch it up from our normal content and give you something new to think on.

Listen in now and let us know what you think!

To learn more about Phil’s work and contact him visit his LinkedIn page or book time with him on Zoom here:

https://www.linkedin.com/in/philipjpjohnson/

https://calendly.com/mblcoach/chat-with-phil

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

--

Able

Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management.

You can learn more about Able and schedule a demo by going to www.able.ai

Navigate this episode:

1:25 introduction to Phil Johnson 2:00 importance of emotional intelligence in a corporate setting 3:10 State of emotional intelligence in corporate America 5:05 How has the state of emotional intelligence changed over the past 50 years and where are we headed? 7:05 Moving past ego-based fears 9:50 What are the metrics to determine "success"? 13:39 Relationship and disconnect between emotional intelligence and selling 16:39 How different generations show differences in emotional intelligence in leadership 18:24 What are some habits of an employee with good emotional intelligence? 21:30 How the world would be different if we were all taught about emotional intelligence at an early age 24:37 EQ vs IQ 29:00 When lack of emotional intelligence stunts your career growth 31:50 Staying consistent 33:10 How do you know if you're a good leader? 34:47 internal change before external change

Serious Episode- Sorry

It’s Jared Johnson of First Internet back on the podcast this week! $100+mm years, content creation, closers, authenticity and business acquisitions, we’re talking about it all!

Learn what kind of sacrifice, dedication, and value-add is needed to earn the spot of a top producer right here.

__________________________________________________

This episode is sponsored by:

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com. ‌

__________________________________________________

Navigate this episode:

2:00 Introducing Jared Johnson

2:50 At what point will you be satisfied with your sales? Discussing Jared's sales record

6:04 Gratitude and continued relationships from borrowers

11:05 A top-producing BDO's involvement in closing

13:00 Discussing trust in your closer and if incentives make sense

19:30 Serious post- Sorry; Jared's viral LinkedIn post and thoughts on authenticity

23:46 Creating the ability to be a top-producer and sacrifice that comes with it

30:22 Confidence is key

33:53 Shifting from BDO to an advisor; finding your passion in your business

36:32 Working on business acquisitions

38:40 Deal fall outs this year

44:04 Jared's day-to-day work break down

45:35 Content creation; finding the time and the balance

In this episode we bring you a LIVE panel discussion from The BDO Retreat in Miami!

Join us for a panel discussion with top producing BDO's: Dennis Wagner, First National Bank, Ryan Kroge, First Internet Bank, Shane Pierson, Grasshopper Bank, and our host, Ray Drew.

This episode is all about achieving success, meeting your potential, and maximizing your efforts. Listen in as our panelists give you the in's and out's on their path to success, their BDO superpower, honing in on your purpose, and the best tips for establishing relationships, referral sources, and efficiency.

One take away from this episode... challenging yourself will always pay off. This crew really delivered with the tips you need to succeed, don't miss out!

Don't forget to leave a review and subscribe to be notified of new episodes!

‌

This episode is sponsored by:

Able

Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management.

You can learn more about Able and schedule a demo by going to www.able.ai

--

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Welcome to Part 2 of our State of Small Business Panel on The Art of SBA Lending Podcast with William "Bill" Woodard, Chief Credit Officer at T Bank, Jordan Hallam, Director of Government Guaranteed Lending at SouthState Bank, Nick Roach, President and CEO of Stone Bank.

In this episode we cover which industries are hot right now, why you should be thanking your servicing teams, spikes in deal fall-outs and pay-offs, unpacking valuation gaps, and increased brandawareness of SBA since covid.

Don't forget to subscribe to stay up to date with new episodes dropping every Thursday morning!

Navigate this episode

1:55 Which industries are doing poorly and which are doing well right now? 5:12 What trends have you noticed from home improvement businesses born in the Covid era? 9:20 Giving credit and props to your servicing teams 11:15 Noticing a spike in pay-offs 14:25 Making revisions to origination based on analyzing your portfolio 17:41 Cautiously optimistic origination 19:20 Unpacking the valuation gap 21:52 Fragility of transactions and deal fall-outs in acquisitions 23:40 Construction industry insights 25:19 Increase in demand and brand awareness for SBA due to PPP 27:42 YOY SBA volume trends for 2023 29:04 One lesson you learned in 2023 32:12 Another one of Ray's games- what inning of this economic cycle are we in? 34:09 One thing to look forward to in 2024

This episode is sponsored by:

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Welcome to the newest season of The Art of SBA Lending Podcast!

This week we are kicking off with part-one of a fan-favorite, panel-style episode discussing the (surprising) state of small business.

Our host, Ray Drew welcomes Bill Woodard, Chief Credit Officer at T Bank, Jordan Hallam, Director of Government Guaranteed Lending at SouthState Bank and Nick Roach President and CEO of Stone Bank.

Listen to their takes on the state of small business and how it’s not quite going the way we expected, managing relationships with borrowers that aren’t communicating favorably and how to change that, deferment requests, protecting your bank and the benefits of meeting a borrower in person during the lending process.

Remember to subscribe to our channel so you don’t miss part-two!

2:15 introduction to the panel 3:45 The state of small business is ____ 6:01 How are small business borrowers doing right now? 8:13 Why the current state of small business is surprising us 9:40 Are borrowers more likely to inquire about deferment requests and concessions these days? 13:55 How the panel handles deferment requests, navigating isolated incidents and protecting your bank 22:12 Dealing with borrowers who don't communicate 24:19 Servicing the loans to enhance borrower communication post-close 28:08 Should lenders be providing ongoing financial analysis as a service for borrowers? 32:22 Should meeting borrowers in-person be the standard? 35:38 Importance of "character", intuition and site visits 41:45 Throwing good money after bad money. When a borrower needs working capital, what do we do?

This episode is sponsored by:

Able | Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to www.able.ai

Lumos Data | Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com

In this episode we welcome our first guest of the new year, Sherry Martin!

Sherry is the Director of Client Bank Development at SBA Complete.

She's had a life-long passion for the success of small businesses, has worked every role in SBA, started shops from the ground up, and could teach everyone a thing or two about leadership.

Listen in as Ray and Sherry get into a conversation about how her background inspired the success and growth of her career today, her insights into the biggest challenges the SBA is currently facing, and how she has become such an effective leader in her space.

Hope you enjoy and don’t forget to subscribe! Happy new year!

In this weeks can't-miss episode Ray sits down with his former boss, Mark Gibson, National Sales Manager at First Internet Bank .

Ray first met Mark while working at Ready Capital- an experience in which Mark gives credit for preparing him for the difficult feat of starting and scaling a national SBA program to the top 10 the way that he did.

Mark goes over some key aspects of what has made First Internet so successful, including the importance of a Chief Credit Officer, staying one step ahead, and communication with your staff.

Listen in to hear more about his experience and how First Internet solidified its spot at the top. Don’t forget to subscribe and share our channel if you’re enjoying our episodes!

Navigate this episode:

2:16 Intro to Mark Gibson 4:16 Marks initial vision for First Internet and strength of current SBA industry 8:38 Marks background influenced his ability to scale First Internet 13:00 Keys to success that make a shop stand out 19:25 What makes a good BDO and what it takes to have a great BDO team 23:26 The pitfalls of starting an SBA shop 25:55 How important is a Chief Credit Officer to a shop? 30:15 Credit culture at First Internet 34:25 Capacity for credit team 36:30 Marks biggest strength, previous roles and mentorship 44:00 Has the new SOP impacted First Internets business plan?

This episode is sponsored in part by:

Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management.

You can learn more about Able and schedule a demo by going to www.able.ai

Baker Lewis | Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

In this weeks episode Ray sits down with Tom Pretty, Head of SBA Lending at TD.

From heading up the SBA division at the top bank on the East Coast, to his background as a BDO himself- Tom has great insight to give our listeners when it comes to management and leadership, balancing the peaks and valleys of managing a department, setting yourself up to win, and achieving success at scale in the small loan arena.

Tune in now to hear his top tips for leveling up as a BDO, and be sure to sign up for Ray's weekly sales tip email series, Sales Ammo, on our website today!

--------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit lumosdata.com or lumosdata.com/contact-us Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to www.able.ai

For this weeks insightful and inspiring episode, we sat down with the Head of Small Business Banking at Live Oak Bank, Mike McGinley, and got the background of what it's like to be a part of the #1 bank in SBA.

Ray and Mike discuss Live Oak's success and what they attribute it to- their work place culture, their training and recruiting process, community, "The Theory of Verticality", in-person meetings with borrowers, and so much more.

Believe us when we say that this is an episode that you will definitely benefit from listening to.

Have you signed up for our monthly newsletters? Head to ArtofSBA.com to stay in the loop on what’s happening at The Art of SBA Lending and industry insights.

--------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit lumosdata.com or lumosdata.com/contact-us Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to www.able.ai

In this episode of The Art of SBA Lending, we keep the NAGGL interviews going with Kyle Gustafson, National Client Manager at Partner Engineering and Science. Kyle is a former tech-insider with a specialty in SBA software.

Ever since Covid, our industry was forced to be more reliant on tech than ever but were we ready to jump into that change so quickly? As our systems and processes are upgrading, it is important that we feel educated on our options when it comes to choosing the right software and LOS for our banks.

Ray and Kyle discuss why it is so important to have the right software, who should be involved in making the tech decisions for your bank, what questions you need to be asking to pick the right product, and understanding some of the back-end of creating this software.

Tune in now and let us know your thoughts by leaving a review. If you enjoyed this episode please share our channel and subscribe!

--------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit lumosdata.com or lumosdata.com/contact-us Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to www.able.ai

This week on The Art of SBA Lending Podcast, Ray continues his sit-down interviews from NAGGL in New Orleans with guest Shay Kleinschmidt! Shay is the VP of Funding at FranFund, and has tons of insight on how to be a top-tier lender and get more business from loan brokers, and what first-time borrowers need to be educated on before entering the lending process. New episodes drop every Thursday morning, be sure to subscribe to see the rest of our sit-down interviews with top experts in the industry from NAGGL! Navigate this episode: 2:52 Intro to Shay Kleinschmidt 4:57 Shay's role at Franfund 9:55 Overcoming personal hurdles in selling 12:36 SBA 7(a) Lending at Franfund 14:39 How Shays vetting lenders - Fast no, reliable yes 17:07 Educating borrowers on do's and don'ts during a deal 18:23 Tips for lenders reaching out to a high-volume loan intermediary 20:40 Managing lender relationships and ROBS through covid 24:40 Franchise closures and pivots during covid 27:25 Best traits of lenders you want to work with 33:10 Misconceptions from borrowers when looking for a deal 36:13 How landlords can complicate a deal 38:36 Pros and cons of franchises --------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit lumosdata.com or lumosdata.com/contact-us Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to www.able.ai

For this week's episode, we had the chance to sit down with Diane Gallion in NOLA and have a great conversation about her 48 years in banking and decades spent becoming a key player in the SBA industry. Ray and Diane get into details about her career in SBA from the very beginning and leave us with some great takeaways for a successful career, no matter what role you play in the industry. Tune in to find out why they call her Diane "find a way" Gallion! New episodes drop every Thursday morning- subscribe now so you don't miss out! ------------------------------------------------------ This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit lumosdata.com or lumosdata.com/contact-us ----------------------------------------- Baker Lewis It matters who you partner with to grow and manage your SBA lending business. When you choose Baker Lewis, you partner with professionals as committed to SBA lending as you are.

In this episode we sit down with founder of Distressed Loan Advisors, Jason Milleisen. During one of the worst financial disasters of our time, Jason was a workout specialist at CIT. From being an underwriter, to switching sides of the table and helping distressed borrowers- Jason's here to share his experiences from that time. If you've been enjoying our episodes this season feel free to leave a review, like our posts, or share our channel- and don't forget to subscribe! Navigate this episode: 2:40 Introducing Jason Milleisen and his company 5:15 "working out" in the Great Recession 7:40 What Lenders Learned from 2008 9:30 Conflicts when considering character 12:18 Discussing offer in compromise 17:39 How do lenders view the role of a workout specialist 22:18 Can a Workout specialist be an alternative to an attorney? 24:16 What kind of work is there for a workout specialist right now? 31:28 Discussing the CAIVRS List and obstacles in receiving 7(a) loans 35:00 Why did Jason start his services? 38:10 What are lenders getting wrong in negotiations? 43:02 Do stronger borrowers get penalized more? 48:00 The emotional aspect of borrowing and negotiating -------------------------------------------------------- This episode is sponsored in part by: Baker Lewis It matters who you partner with to grow and manage your SBA lending business. When you choose Baker Lewis, you partner with professionals as committed to SBA lending as you are. ----------------- Outsourced Risk Management Solutions LLC (ORMS) ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek Ezovski at dezovski@orms.com.

It's THE episode you cannot miss, featuring Bob Coleman! This week on The Art of SBA Lending, Bob Coleman, Publisher of The Coleman Report, is interviewed by our host Ray Drew about whether we’ve returned to the loosened credit standards of 2007, how technological advances disrupted Bob’s business multiple times, and the SBA’s new reputation problem thanks to PPP fraud. Hear the legend himself get into details from behind-the-scenes at The Coleman Report, plus his exclusive industry takes! Navigate this episode: 2:25 Introducing Bob Coleman 6:55 Are we returning to the credit standards of 2007? 9:22 Government assistance now vs the past 11:30 Thoughts on financing young or inexperienced entrepreneurs 14:28 Bobs take on the state of lending in 2020 and PPP 16:12 Bobs background and experience leading to The Coleman Report 20:29 Bob covers the BancServ era 24:36 Potential conflicts between responsible journalism and banking 29:26 Bobs experience and advice on pivoting in your career and being diligent about your brand's reputation 33:57 Introduction to AI in the workplace 36:21 The current reputation of SBA industry 37:05 New changes to the 7a program 43:23 What's next for Bob? ------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit lumosdata.com or lumosdata.com/contact-us ----------------- Outsourced Risk Management Solutions LLC (ORMS) ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek Ezovski at dezovski@orms.com.

Gary Henderson, or as you may know him, "SBA Guy", is with us this week! In this candid episode of "The Art of SBA Lending" we share our thought-provoking wisdom, experiences and differences. This week we're diving deep into: - Having vision and playing the long game - Keeping your mind open to process improvements -The importance of meeting with clients, and your team, face-to-face Listen in today to tap into Gary's invaluable and tenured experience—a true lending champ! ------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit lumosdata.com or lumosdata.com/contact-us ----------------- Outsourced Risk Management Solutions LLC (ORMS) ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek Ezovski at dezovski@orms.com.

The last time we sat down with Daniel was two years ago as he was closing out a $100,000,000+ year. This week, Daniel Park returns to The Art of SBA Lending Podcast to discuss what's changed in the market over the last two years, and how he's been able to keep up. Ray and Daniel go over where you need to stay consistent, and where you need to pivot in order to meet your goals year-over-year. Tune in to get more details on interest rates and the current market, adapting your business model, growing opportunities in the hospitality sector, and what it takes to hit $300,000,000 in 3 years!

--------------------------------------------------- This episode is sponsored in part by: Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit lumosdata.com or lumosdata.com/contact-us ----------------- Outsourced Risk Management Solutions LLC (ORMS) ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek Ezovski at dezovski@orms.com.

The SBA industry has long been rooted in traditional banking practices. However, with the advent of new technologies and the rise of alternative lenders, the landscape is starting to change. In this episode, Ray sits down with Andrew Simon, Head of Digital Strategy at Exos Lending. Exos Lending is the newest non-bank lender in the industry and they are already shaking things up. Andrew and Ray discuss: * Leveraging technology and marketing * Making the lending process more efficient * Embracing new talent and perspectives to drive innovation

Check out Exos' slick website: https://www.exosfinancial.com/what-we-do/sba-lending ------------------- This episode is sponsored in part by: Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit lumosdata.com or lumosdata.com/contact-us ------------------- ORMS ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek at dezovski@orms.com.

Increased rates. Cash Flow issues. General nervousness in the market. After getting spoiled with doable deals for the past couple years, BDOs are now facing a new reality. In this episode, Ray sits down with Shane Pierson to get into the weeds about who is winning in this market and how. Shane has been in the industry for over 18 years and now serves as the SBA National Sales Manager at Grasshopper Bank. He has achieved significant success as a BDO. Consistently, Shane has produced high loan volumes and highlights the importance of creativity and collaboration with the credit team to find solutions that help borrowers succeed. Also, Shane shares his transition into management and the joy he finds in helping other BDOs succeed. This episode is sponsored in part by: ----- Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit lumosdata.com or lumosdata.com/contact-us ----- Baker Lewis It matters who you partner with to grow and manage your SBA lending business. When you choose Baker Lewis, you partner with professionals as committed to SBA lending as you are.

Thank you for tuning in to another episode of the Art of SBA Lending. In this episode, Ray Drew sits down with Shelise Evans, an experienced SBA closer, about her background and approach to closing loans.

Shelise shares how she got started in the SBA industry and why she fell in love with the role of a closer. She emphasizes the importance of speed and communication in the closing process and shares her tips for ensuring a smooth closing. Shelise also discusses the challenges she faces on closing days and how she manages them. Overall, she highlights the importance of building trust with borrowers and delivering an exceptional closing experience.

Key Takeaways:

Speed is crucial in the closing process, and getting borrowers to send the necessary documents early can help expedite the process.
Building rapport with borrowers and establishing clear expectations for the closing date are key to a successful closing.
Tenacity and a love for the job are essential qualities for a successful closer.
Effective communication and attention to detail are crucial in managing the closing process and ensuring a smooth closing.

This episode of The Art of SBA Lending is brought to you by:

Baker Lewis | Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

Lewis Kappes | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide.

With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans.

If you're interested in learning more about the Lewis Kappes SBA Department, contact Scott Oliver at soliver@lewiskappes.com.

Thank you for tuning into another episode of The Art of SBA Lending. This week on the podcast, Ray sits down with Sterling Birdsong.

Sterling shares his journey in the lending industry, from starting as an intern at a community bank to becoming a successful SBA lender. He emphasizes the importance of building credibility and trust with the credit committee and shares his strategies for pre-flighting deals and presenting them effectively.

Having been on the other side of the table, Sterling opens up about his experience as a borrower, highlighting the challenges he faced when obtaining an SBA loan for his own business.

Lastly, Sterling shares his motivation for pursuing multiple ventures outside of banking and explains how his YouTube channel allows him to leave a lasting impact.

Key Takeaways:

Sterling's background from intern to BDO
Building credibility and trust with the credit committee
Leveraging LinkedIn
Being on the other side of the table as a SBA borrower

_______________________________

This episode of The Art of SBA Lending is brought to you by:

Rapid Business Plans | Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

Lewis Kappes | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide.

With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans.

If you're interested in learning more about the Lewis Kappes SBA Department, contact Scott Oliver at soliver@lewiskappes.com.

This week on the Art of SBA Lending Podcast, Ray welcomes SBA Legend Bruce Marks for a second time.

Bruce Marks is a highly experienced and successful business development officer (BDO). With over 35 years of experience, he has closed over 1,300 SBA loans and has a proven track record of success. Bruce is known for his expertise in credit, SBA lending, and relationship management.

In this interview, Ray and Bruce discuss:

Putting the borrower first and providing value is crucial in the lending industry.
BDOs should focus on building relationships and understanding the borrower's needs and goals.
The role of a BDO is multifaceted and requires expertise in credit, SBA, and relationship management.
BDOs should strive for quality over quantity and focus on doing deals that are a good fit for the bank and themselves. Giving back and sharing knowledge is important for leaving a legacy and making an impact.

_______________________________

This episode of The Art of SBA Lending is brought to you by:

Rapid Business Plans | Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

Lewis Kappes | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide. With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans. If you're interested in learning more about the Lewis Kappes SBA Department, contact Scott Oliver at soliver@lewiskappes.com.

On this episode of the Art of SBA Lending, Ray and his guests discuss the new SOP changes and the potential impact of technology on the industry.

They explore the challenges and opportunities that lenders face in adapting to new technologies and changing market dynamics. The conversation also touches on the importance of culture, talent, and risk management in the lending process.

Key Takeaways:

Embrace technology and invest in it to make the lending process more efficient and less labor-intensive.
Focus on culture, talent, and risk management to remain competitive in the industry.
Be aware of the potential risks and challenges associated with the changing landscape of SBA lending.

This episode of The Art of SBA Lending is brought to you by:

Rapid Business Plans | Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com

Lewis Kappes | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide.

With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans.

If you're interested in learning more about the Lewis Kappes SBA Department, contact Scott Oliver at soliver@lewiskappes.com.

In this episode of the Art of SBA Lending, host Ray Drew moderates a roundtable discussion on the future of SBA lending with Kevin Rafferty, Lynne Singletary, and Javier Jorge.

They discuss the changes in SBA lending over the past decade, the impact of technology and remote work, and the importance of human judgment in the lending process.

Key Takeaways:

🔹SBA lending has become more efficient and accessible over the past decade, with more lenders and banks offering SBA loans.

🔹The internet has played a significant role in increasing awareness and knowledge about SBA financing among business owners.

🔹The SBA lending industry is facing a talent shortage, with a lack of trained underwriters and closers. 🔹Automation and technology can improve efficiency in certain aspects of the lending process, but human judgment and expertise are still essential for assessing risk and making lending decisions.

This episode is brought to you in part by:

Rapid Business Plans

Lewis Kappes

We're turning the tables on this one.

In this episode, Bruce Boddie interviews your host, Ray Drew, on his journey to becoming a top-producing SBA lender and podcaster. Ray shares his journey in the lending industry and his philosophy for success. He emphasizes the importance of effective communication, problem-solving skills, and exceptional customer service in the SBA lending industry. Ray also discusses the challenges and traits of successful SBA lenders and highlights the value of building strong relationships with clients and referral sources.
_________________________________________________________ This episode is brought to you in part by the folks from Rapid Business Plans. Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call, email Bethany McClellan at Bethany@rapidbusinessplans.com _________________________________________________________ This episode is brought to you in part by the folks from Shatterbox.

Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench?

Shatterbox is resurrecting the apprenticeship to solve the talent gap in SBA lending.

Visit https://shatterbox.io/ for more information. The Cohort kicks off this Fall, and space is limited! ----------------------------------------------------------------- Follow the podcast on LinkedIn or check out our website.

📢 We are back and bigger than ever with a brand new season of the 🎙 podcast featuring: new formats and a new cast of characters.

Since the week after his 16th birthday, Paul Long has been in the banking industry. After working his way from Wells Fargo Bank Teller to a district manager, Paul transitioned to business banking and on to SBA.

In this episode, Ray sits down with Paul to discuss how having a strong team helps you build a successful SBA division, how customer service and personal branding makes a world of difference, and the importance of giving value without expecting anything in return.

For more information, visit: https://paultlong.com/

This episode is brought to you by the folks from Shatterbox.

Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench?

Shatterbox is resurrecting the apprenticeship to solve the talent gap in SBA lending.

Visit https://shatterbox.io/ for more information. The Cohort kicks off this Fall, and space is limited!

For more information about the podcast, visit: https://www.artofsba.com/

Chemical Engineering, Data Analytics, and SBA. One person ties these three things together and that’s this week’s guest, Brett Caines.

Your host, Ray Drew, sits down with Brett to discuss his journey from chemical engineering to banking. Brett spent time as the CFO at Live Oak Bank before starting his own business, Lumos.

Lumos is a data company that uses data to empower lenders to make decisions. Within their system, Lumos has created an expected loss model called Lumos Prime Plus, which is an automated feature that considers factors such as geography, industry, and loan size to assess the expected performance of a loan. This model allows for a quicker and more efficient assessment of smaller dollar loans. The user interface makes the data easy to digest.

We hope you enjoy Ray and Brett’s full conversation.

To learn more about Lumos, visit: https://lumosdata.com/

This episode is brought to you by the folks from Shatterbox. Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench? Shatterbox is resurrecting the apprenticeship to solve the talent gap in SBA lending. Visit https://shatterbox.io/ for more information. The Cohort kicks off this Fall, and space is limited!

For more information about the podcast, visit: https://www.artofsba.com/

Ray sits down with Lizzie Slaton, newly appointed SBA Credit Manager at Dogwood State Bank. Lizzie shares her background in SBA servicing and underwriting, discusses her credit philosophy and indulges Ray as they share each others pet peeves.

https://www.artofsba.com/

This episode is brought to you by the folks from Shatterbox.

Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench?

Shatterbox is resurrecting the apprenticeship to solve the talent gap in SBA lending.

Visit www.shatterbox.io for more information.

The Cohort kicks off this Fall, and space is limited!

In this episode, Ray sits down with SBA legend John Handmaker. John is the Co-Founder and Chief SBA Lending Officer at Venturus. Tune in to hear John look back on his 35 year in SBA lending, from the Money Store days, to creating multiple SBA shops - and all the ups and downs along the way. Venturus is a nationwide direct small business lender specializing in U.S. Small Business Administration (“SBA”) loans for owner occupied commercial real estate, equipment, business acquisitions, partner buy-outs, debt refinance, growth capital and franchise financing. -----------------------------------------------------------------------

This episode is brought to you by the folks from Shatterbox.

Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench?

Shatterbox is resurrecting the apprenticeship to solve the talent gap in SBA lending.

Visit www.shatterbox.io for more information. The Cohort kicks off this Fall, and space is limited!

Today on the podcast, Ray travels to the NAGGL conference in St. Louis to sit down with Scott Oliver, Partner at Lewis Kappes.

Ray and Scott discuss why attorneys are afraid of engaging on social media, the secrets behind his firms outstanding customer service, and some of the major pitfalls in SBA closings.

Scott’s LinkedIn: https://www.linkedin.com/in/scottoliver5/

This episode is brought to you by the folks from Shatterbox. Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench? Shatterbox is resurrecting the apprenticeship to solve the talent gap in SBA lending.

Visit www.shatterbox.io for more information. The Cohort kicks off this Fall, and space is limited!

Amber Dorland is the Head of SBA Lending at FFB and this week, she stops by the podcast to discuss her role at the bank. As Head of SBA, she oversees origination, credit, operations, and servicing. Tune in to hear her take on SBA credit philosophy, building a remote team, portfolio management, the importance of character and grit in a small business borrower, managing sales people, and more!

Matthias returns to the podcast to catch up on what he’s been doing since quitting his w2 job back in May 2022.

Matthias was an SBA loan closer for 7 years before making the decision to dive into the deep end of entrepreneurship and founded Pioneer Capital Advisory where he helps fellow entrepreneurs navigate the intricacies of SBA lending, and provides them with pathways to access capital to fuel their business ventures.

To get in touch with Matthias: Matthias.Smith@pioneercapitaladvisory.com

@SBA_Matthias on Twitter

www.pioneercapitaladvisory.com

In this podcast episode Ray points out 6 “selling points” that you are probably using, and why they are obsolete in today’s market, and shares 3 effective strategies for separating yourself in the market place of SBA 7a lenders.

Ray sits down the president of VelocitySBA, Charles Rho. VelocitySBA is a non-bank lending company solely focused in 7a lending. They’ve been ramping up steadily, and have built a very solid team and are well-poised to continue to grow in 2023 and beyond.

Tune in to hear more about Charles background as a GE capital alum, the story of VelocitySBA, including the origin of the name, and to hear us talk a little shop about the back end of creating an SBLC.

Tim McGoff joins Ray to discuss the decisions and strategy that helped lead to Celtic becoming the #4 most active SBA 7a lender in the country - and they aren’t stopping there. Tune in to learn how Tim, a sales professional with a technology/software background, (who’s never been a BDO,) found himself leading Celtic’s SBA sales team.

Ray sits down with Matthew McElveen, President of GGL, Voyager Lending. Matthew is an SBA credit analyst turned BDO turned head of a division all within the last 6 years. Tune in to hear how this all came together, his plans for the shop, and what his #1 challenge is moving forward.

For our 100th episode we have a very special guest: Chelsea Krost! Chelsea is a Mindset-Marketing Coach, Personal Branding Expert, and Top Performing LinkedIn Learning Instructor And like many of our attendees, a new parent! Chelsea was the producer and host of her first radio talk show at 16, Teen Talk Live, which was the catalyst to her dynamic career. Over the past decade, Chelsea has been the go-to Millennial Mindset and Marketing Expert for National Networks like GMA, Today Show, CBS, FOX, CNN, Bloomberg, and Forbes. Over 3 million learners have benefitted from Chelsea’s LinkedIn Learning course, “Learning Personal Branding” which ranked #12 on the TOP 20 Global Course List 2 years in a row. In addition, her “How to Work Smarter Not Harder” course ranked on the TOP 15 Course List for leaders. We sat down with Chelsea to learn how BDOs can leverage a personal brand to grow their business. For more information, visit www.ChelseaKrost.com

SBA Sales Expert Robert “Bob” Rabuck joins the podcast to discuss his tenured career in SBA sales. Bob has CIT roots, helped build the Newtek sales recruitment and training program, and is now leading the sales team over at Fountainhead.

Watch the BDO awards: https://youtu.be/i9TL7VdZeeA

Contact Bob: rrabuck@fountainheadcc.com

After 30+ years in SBA lending, Mark Bryant is calling it quits. His predecessor, Jordan Hallam will be taking over as Director of GGL at SouthState Bank. Tune in as we look back at Mark’s tenured career in SBA and discuss the transition plan for the department.

In this episode Ray sits down with Javier Jorge and Eduardo Sosa, two prominent SBA directors who both happen to speak Spanish. Tune in to hear our discussion on how the SBA lending community can address, and even capitalize on a gap in communication between lenders and Spanish speaking communities.

BDO awards:

Reserve your spot today!

Nominations are open through Feb 15th:

🏆Top Producing BDO of the Year

🏆Most Improved BDO

🏆Rookie BDO of the year

🏆Most consistent BDO

🏆SBA Sales Team

🏆SBA Sales Manager

Click here to nominate yourself or your team.

In this episode Ray explains when it makes sense for a BDO to jump ship and begin talking to other shops, and what questions to ask that shop BEFORE accepting the position.

💡The BDO Awards will be live, online! Come celebrate the industry with us.

💡Don’t forget to nominate yourself or your team for the BDO Awards.

Nominate or register for the event at ⬇️

➡️https://www.artofsba.com/bdo-awards

In this episode, Ray sits down with David Hulit of Ready Capital.

David’s journey is nothing short of extraordinary. He got his start as a BDA and quickly began to develop into a top-producing BDO.

Along the way, David has succeeded through guidance from mentors and a passion for helping borrowers achieve their dreams.

David Hulit | Ready Capital

david.hulit@readycapital.com

Link to nominate.

In this episode Ray sits down with his former colleague Rick Sayward, BDO at Dogwood State Bank. Rick was a former SBA underwriter turned BDO and hasn’t looked back since. Tune in to hear how Rick is closing $30mm+ in SBA 7(a) production every year.

Here are 5 things BDOs should do if they've been stuck around $10mm in SBA 7a production.

In this episode Ray shares his reaction to the SBA industry’s reaction to FinTechs getting SBA 7a licensees. Buckle up!

In this episode, Ray shares 7 ways the rising interest rate environment is impacting the SBA lending industry from lower demand, lower premiums, rate stress testing, and more!

SBA Sales Leader John Chung sits down with Ray for a one on one to learn John’s history and the challenges he’s facing as he helps rebuild the West Coast SBA Sales Team at First Bank.

To contact John: jchung@localfirstbank.com

In this episode Ray sits down with VP, Senior BDO Jared Johnson from First Internet Bank to discuss what it takes to be a top producing BDO’s in today’s environment.

In this episode Ray shares what he learned after asking 5 Operations and Closing Managers THIS question: What would you like to say to your BDO’s but can’t? The results will shock you!

Not all business brokers are created equal. That is one of the discussions between Ray and senior business broker, Bianca Evans. Listen in to their conversation around: the psychology of the deal, bridging the gap between business brokers and SBA lenders, and (just in time for Halloween) horror stories of deals gone bad.

For the first time ever, we get to hear from an SBA legal expert. Mitchell C. Fogel, owner of Fogel Law Group, shares his story on: jumping from Big Law to his own shop; dedicating himself to quality service; and thoughts on the industry's bright future. Sit back and soak in some knowledge.

Alexa Glasgow, Sr. Loan Coordinator at Fund-Ex Solutions Group stops by the studio to share her experience working alongside Ray and the rest of the GOAT Pod. Tune in to learn why we created the LC position, how it can help you close more loans and create more happy customers.

In this episode, Ray sits down with Mr. 305, Alejandro Buitrago. Alejandro is crushing it in the SBA space after stumbling into the industry from a job in IT.

Take a listen as Ray questions Alejandro about his success and passion for the SBA 504 program.

Tune in to this week's episode to soak up some knowledge from our podcast guest, Bruce Marks. With decades of SBA experience, Bruce shares what has helped him become and stay successful in the industry.

Back by popular demand, Christopher Hackney makes his second podcast appearance in this week's episode.

Listen in as Ray uncovers what's new with Chris — including his community outreach, recent television debut, and the world of management.

In the first episode of season 2, Ray heads to Tampa to sit down with Brooke Mirenda, President and CEO of SEDCO - Sunshine State Economic Development Corporation.

The Art of SBA Lending is BACK!

This fall, get ready for brand new interviews with some of the SBA industry’s greatest talents.

Did we mention the interviews are all in person?

Sorry Zoom. We had a good run.

Here’s a sneak peak of what’s in store.

The premier is dropping one week from today - Thursday, Aug 25. Make sure you subscribe wherever you listen so you don’t miss it!

In this episode Ray sits down with SBA living legend Annemarie Murphy, EVP/President of SBA Lending at First Bank of the Lake to discuss her journey in the SBA industry including her time at previous shops such as Money Store, CIT, and Live Oak Bank, philosophies on building a healthy SBA shop, and how to be good stewards of the SBA program.

In this episode, Ray sits down with Matthias Smith, a former SBA Loan Closer who recently quit his job to start his own brokerage after his employer asked him to stop posting about small business lending on social media.

In this episode, Dustin Baker returns to The Art of SBA Lending for an in-person interview with Ray Drew at the NAGGL conference in Atlanta. Dustin is the CEO & Founder of the SBA advisory firm Baker Lewis and Host of The SBA Road Show. You won’t find this SBA industry insight anywhere else!

Greg Gala is back, and we had to use the bleep button multiple times. Tune in to hear Greg’s colorful take on the differences between working at a big shop vs a small shop as. A BDO. Also, another former guests drops in for a surprise visit.

In this episode, Ray shares 5 tips to help SBA BDO’s maintain strong relationships with business brokers for the purpose of financing more Business Acquisitions.

In this episode, Ray discusses whether SBA lenders should work in pods based on his experience implementing the pod structure at multiple SBA companies.

Ray sits down with his very own SBA underwriting partner, Nathan Walker. Nathan is a top performing underwriter and in this episode, he opines on the art and science of SBA underwriting, and how mindset is key to success.

In this episode, Ray sits down with Marty Ferguson, Managing Director of SBA Lending at First Business Bank to discuss Marty’s leadership style, COI prospecting, and the SBA industry in general.

In this episode, Ray breaks down how SBA Lenders should handle the rising interest rate environment from both an underwriting and a sales perspective.

In this episode, Ray discusses the distinction between “pull” marketing vs “push” selling and how to use Pull marketing to build a network of COI’s (centers of influence) that want to do business with you. To join The Art of SBA Lending’s Discord channel, email the word “Discord” to Ray@artofsba.com and we’ll send you an invitation.

In this episode Ray sits down with one of his first ever mentors: George Andreas. George is SVP, National Sales Manager at Bank of George, and back in 2013 he was Ray’s manager. Tune in to learn how George played a role in Ray’s success, as well as the success of many other BDO’s all around the country.

You can reach George by sending him an email at: George at GAndreaus@bankofgeorge.com

In this episode, Ray discusses the importance of a BDO’s upfront process for new deals and shares his proven process for receiving, assessing, and presenting a new deal to credit.

Ray’s Pre-approval Checklist:

Business:
- 3 years tax returns
- Interim Financials (P&L Statement and Balance Sheet)
- Business Debt Schedule

Personal:
- 3 years tax returns
- PFS
- Credit score
- Resume (for business acquisitions and start up’s only)

Affiliate Businesses:
- 3 years tax returns
- Interim Financials (P&L Statement and Balance Sheet)
- Business Debt Schedule

Transaction specific:
- LOI / Purchase agreement (for business acquisitions, partner buyouts, and CRE)
- Offering memorandum (for business acquisitions, if available)
- Franchise Discolure Documents (FDD)
- Project Cost Breakdown (for expansion / start-up)
- Projections (for projection based deals only)

In this episode, Ray shares the common mistakes made during the BDO interviewing process and how they can lead to an unsuccessful BDO hire - and no one wants that! Tune in to learn how banks and BDO’s can avoid this in the first place. 26 questions Ray asked a previous potential employer during the interview process: 1. Funding sources and restrictions (non-bank lenders) 2. Construction lending appetite 3. Existing portfolio make up / issues 4. Approval process / signature or committee? 5. Geographical restrictions or preferences 6. Any limits on unsecured exposure 7. Property type restrictions 8. Industry restrictions 9. Does all RE get discounted to 85% (other than vacant land?) 10. How often do you go GP? 11. What are the advance rates on multi-use, hotels, other special purpose real estate, business acquisitions, and start up? 12. Are there any hard and fast rules on personal credit or is it case by case? 13. Any rules of thumb for Post-close liquidity 14. Do you allow gifts of funds for equity injection? 15. How do you assess the need for working capital in a transaction? 16. Do you do any projection based lending? 17. DSC requirements 18. Equity requirements (100% financing?) 19. Business acquisition lending philosophy 20. Is seller financing required to be a part of the transactions? 21. Is direct industry experience required? 22. How do you view add backs? 23. Do you use a 25 year term on a transaction where 51% of proceeds are RE and 49% are business goodwill? 24. Do you ever refinance other SBA 7a loans? 25. Start up franchise guidelines 26. How is due diligence ordered?

In this episode, Ray sits down with Stephen Speer to discuss sales mastery and time management and how having TOO much success forced him out of a job and into his own business. Stephen is the CEO and Founder of e-Commerce Lending, an SBA advisory firm specialized in online business acquisitions. He is also a former SBA BDO. Tune in to to hear about the different sales and marketing strategies Stephen has used to propel his business forward.

How Christian Bowles went from SBA Novice to National Sales Manager in 5 years | Ep. #64

In this episode, Ray breaks down exactly what you need to do in your first 90 days as a BDO at a new shop in order to create enough momentum to become a high producer.

In this episode, Ray details his 9 year journey from a young BDO 30 days away from being fired to one of the industry’s top producers.

In this episode, Ray shares his assessment of the SBA 7a lending landscape and makes his prediction on what fiscal year 2022 is going to look like when it’s all said and done.

In this episode, Ray sits down with Danny. Lobina, SVP, SBA Director at Sunflower Bank. Danny recently published an article on LinkedIn that poses the question, “how do you know if you can trust your banker?” We break it down.

Link to Danny's Article.

In this episode, Ray talks with Pattie Ehsaei, a former prosecutor turned private equity, turned banking, turned top-producing SBA lender, and now has a TikTok under the handle @duchessofdecorum with over 850,000 followers. What can’t she do?! Tune in to learn how the right mindset can make anything possible. To contact Pattie: Pattie Ehsaei Senior Vice President National SBA M&A Lending First Bank SBA pehsaei@firstbanksba.com

In this episode, Ray sits down with Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank, a top 30 SBA 7(a) lender (based on 9/30/21 data.) Chris’s roots trace back to CIT and he’s ran multiple SBA shops throughout his career. To contact Chris, email him at chrisk@dsbnc.com.

In this episode, Ray breaks down the 10 BDO commencements that all SBA BDO’s should live by.

In this episode, Ray sits down with Daniel Park of US Metrobank. Tune in to learn how Daniel outproduces 99.9% of BDO’s in the SBA industry with over $100,000,000 in closings this year.

In this episode, Ray breaks down what he views as the main reason why an SBA shop fails (or fails to gain traction in the market.)

In this episode Ray catches up with Kevin Riffey, EVP and SBA Executive at Bank of Central Florida. Kevin has been around in SBA lending for many years, on both the retail and wholesale side, as well as a director at multiple shops. Tune in to hear Kevin and Ray debate SBA 7(a) pricing.

To contact Kevin:
Kevin Riffey
Kevin.riffey@bocfl.com

In this episode, Ray chats with Fred Crispen, a seasoned SBA professional with 30+ years of SBA experience. Fred has spent the majority of his SBA career perfecting an SBA program that most SBA lenders often avoid - loans up to $150,000. Tune in to learn more about how Fred is able to excel where others have failed. To contact Fred for SBA Loans up to $150,000: Fred Crispen Senior Vice President United Midwest Savings Bank Email: FCrispen@umwsb.com Phone: 850-527-5310

In this episode, Ray sits down with Scott Cisneros, VP/SBA Commercial Loan Officer at Union Bank. Scott found SBA late in his banking career but quickly established himself as a top-producer in the industry. Hear what Scott has to say about going to market as an SBA lender in California.

In this episode, Ray discusses what is fueling this record-breaking year for SBA Lending and opines on whether the heightened demand for SBA lending will continue after the loss of the SBA incentives.

In this episode Ray sits down with Nick Roach, President and Chief Lending Officer of Stone Bank. Tune in to hear about Nicks Journey from Bank Teller to Bank President all before the age of 40.

In this episode, Ray sits down with Chris Hurn, Founder and CEO of Fountainhead, a nationwide, nonbank commercial lender specializing in helping small to midsize businesses finance their growth and create wealth through our SBA 504, SBA 7(a) and low LTV conventional loan programs. Tune in to hear Chris’s fascinating journey from SBA BDO to the CEO and Founder of a successful SBA Lending Company. For more information about Chris’s company, Fountainhead, go to www.fountainheadcc.com.

In this episode, Ray catches up with Pam Frie - a 20 year veteran in the SBA space. Pam is the SBA Lending Team Lead at Lakeland Bank where she has lead the charge through PPP. Tune in to hear more about Pam’s journey from a local bank, to CIT, the #1 SBA lender in the country, to the start of ReadyCap, to today. Lots to unpack!

In this episode, Ray catches up with his old pal Charles Green, a seasoned SBA Lender with a 35 year track record of helping small business owners with access to capital.

In this episode, Ray talks to Keith Kohler, founder of K2 Financing. Keith’s firm provides advisory services and arranges financing for small-midsized businesses. We sit down to discuss how SBA lenders can attract top-level brokers like Keith to grow their pipeline with more broker deal flow. Keith’s email: Keith@k2financing.com

Today Ray chats it up with Christopher Hackney, VP/SBA Lending Officer at Credit Bench (powered by First Home Bank.) Chris is an SBA Underwriter turned BDO, and a very successful one at that. Tune in to learn how Chris built his pipeline and earned his status as a top-producing SBA BDO.

In this episode, Ray talks to Javier Jorge, SBA Director at Pilot Bank to discuss his meteoric rise in SBA Lending. Reserve your spot at the SBA BDO Retreat by emailing Rdrew@FundexSolutions.com.

Dates: Friday, December 3rd – 5th

Location: The W at Fort Lauderdale, FL

And don’t forget – you can subscribe to our podcast and YouTube channel so you never miss an episode.

The Art of SBA Lending is BACK with a brand new look. Tune in to find out what’s in store for the podcast going forward.

Check out our brand new set by visiting us on YouTube: https://www.youtube.com/channel/UCNiua84FFL2UoR5nMOf0vIg

Reserve your spot at the SBA BDO Retreat by emailing Rdrew@FundexSolutions.com.

Dates: Friday, December 3rd – 5th

Location: The W at Fort Lauderdale, FL

And don’t forget – you can subscribe to our podcast and YouTube channel so you never miss an episode.

In this episode, Ray discusses how to price their SBA 7(a) loans.

In this episode, Ray sits down with Lynne Singletary, one of the top-producing, well-respected SBA Lenders in the country, to discuss process, selling, and all things SBA. Lynne is currently a Senior BDO at First Internet Bank and has over 25 years experience in SBA.

Lynne Singletary

407-731-9555

lsingletary@firstib.com

In this episode, Ray sits down with Bruce Boddie for a conversation about SBA lending. We talk about The Money Store, the Managing BDO position, and more!

Bruce Boddie

Senior Vice President

GGL Healthcare & CRE Sales Manager

561-289-8410

bboddie@firstbanklake.com

In this episode, Ray discusses what it takes to succeed in the world of business acquisition lending covering topics such as buyer pre qualification, seller pre qualification, structuring, seller financing, experience requirements, addbacks, inventory counts, and more.

In this episode, Ray covers the new SBA 7(a) stimulus notice that SBA issued on February 16th regarding Section 1112 payments.

Correction: For new loans approved Feb 1 - Sep 30 2021, SBA is providing 3 payments instead of 6 (I misspoke and said March 1.)

Back in the days, the goal of a Business Development Officers would be to form 10 really good referral source relationships sending you business, relying on you just as you rely on them. Not so much today. In this episode, Ray talks about the Business Development strategy for the modern SBA BDO.

In this episode, Ray shares 5 ways SBA BDO's can build their personal brand, including one very new way that involves the new invite-only audio app Clubhouse.

Connect with Ray on LinkedIn: linkedin.com/in/raydrew4589

In this episode, Ray talks about what the newly passed SBA stimulus means for SBA Lenders.

In this episode, Ray discusses 10 important principles any SBA lender should adhere by to create a top-notch SBA shop.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

After 6 years, Ray has decided to make a change, and join a new, up-and-coming, non-bank SBA 7(a) Lender. In this episode, you'll learn more about his latest SBA venture.

The content of this podcast is my own and doesn't reflect the views of my employer.

In this episode, Ray discusses the top 5 reasons why some SBA BDO's fail.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this week's episode, Ray makes the point that not every deal should get done. He discusses why lenders should be consultative, and not just act as order takers.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this episode, Ray talks with Dustin Baker, CEO and Cofounder of Baker Lewis & Co, one of the SBA industry’s premier executive search and personnel consulting firms about the SBA BDO position.

www.bakerandlewis.com

Dustin on LinkedIn: linkedin.com/in/dustinbakersba

The content of this episode is my own and doesn't necessarily reflect the views of my employer.

In this episode, Ray discusses how to build out a strategic go-to-market plan as an SBA BDO without internal referrals.

Resources mentioned: www.fiverr.com

The content of this episode is my own and doesn't necessarily reflect the views of my employer.

In this episode, Ray discusses how not only understanding credit is important to the roll of a BDO, but how a credit heavy mindset can unlock their full potential.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this episode, I discuss how focusing on the "high percentage shots" and saying "no" to more deals on the front end can increase a BDO's efficiency and help them close more SBA loans.

Get your "I Survived PPP" T-shirt or Mug on our Etsy Store. All profits will go to a covid related charity https://www.etsy.com/shop/TheArtofSBALending?ref=search_shop_redirect

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this episode, I discuss 5 ways to effectively develop business at virtual conference.

Link to I Survived PPP etsy store:

https://www.etsy.com/shop/TheArtofSBALending?ref=search_shop_redirect

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

The Business Development role is an emotional roll coaster riddled with ups and downs, twists and turns. Often, losing a deal or having a deal blow up late in the game will result in a "low." In this episode, I discuss how to handle that, minimize deal fall out, and rethink the ways we define our success.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this episode, I discuss competing against other SBA lenders with questionable business and lending practices.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this episode, I talk business development strategy and the future of SBA lending with fellow SBA Lender, Greg Gala.

In this episode, I share tips and tricks for effective email marketing for SBA BDO's / Relationship Managers.

I Survived PPP Etsy Store Link:

https://www.etsy.com/shop/TheArtofSBALending?ref=search_shop_redirect

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

A shake-up in the marketplace could be the exact thing you need to make the move toward becoming more efficient and profitable as an SBA lender. Listen to find out why.

Etsy store: https://www.etsy.com/shop/TheArtofSBALending?ref=search_shop_redirect

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

Given the recent involvement of Fintech lenders in the PPP, I wonder if they will look to become a direct source of regular SBA 7(a) loans going forward. Let's discuss!

Also, I talk about 5 ways technology can boost productivity for SBA lenders.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this episode, I discuss 3 key factors to understand when assessing a new loan request post-covid shutdown.

Get the Story
Are you profitable?
What's your post-close liquidity?

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

The first round of Paycheck Protection Program Loans is over - no more SBA approvals will be issued until Congress has passed more funding.

In this episode, I look back and analyze the last couple weeks of PPP madness.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

Now that PPP is up and running, I want to take a minute to discuss what "the new normal" looks like for SBA lenders now, and what it will look like after the Covid-19 Pandemic has passed us.

Apply for a PPP loan:

https://ppp.readycapital.com/

The content of this podcast is my own, and doesn't necessarily reflect the views of my employer.

Congress has passed and the President has signed the CARES Act which includes a new SBA 7(a) loan program called the Paycheck Protection Program or PPP. Lenders are now working with SBA to understand this new program so it can be brought to market for Small Businesses adversely impacted by Covid-19.

Here's what's in it:

Loans are 100% guaranteed by the SBA
Can borrow 2.5x avg monthly payroll expense (up to $10mm)
All or part of the loan can be forgiven after June 30 (discounted based on # of employees retained)
Unforgiven amount will be put on 10 year term at 4%
Payments automatically deferred for 6-12 months

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

The social distancing efforts being used to combat the CoronaVirus has left Small Business Owners in a very tough situation.

There are 2 major SBA initiatives happening:

$7 billion in disaster relief loans has been passed and signed by the President
A $50 billion SBA package to increase and stimulate 7(a) lending is being worked on to further assist.

My advice for SBA lenders during this unprecedented time:

make sure small business owners are educated on any MCA loans they may be considering
ask the right questions and do the right analysis for loans that are in closing to make sure you avoid an early default situation
expect 2020 to be a down year for many small businesses

For more info regarding SBA disaster recovery loans you can call 1-800-659-2955 or email disastercustomerservice@sba.gov.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this episode, I discuss Business Development Strategy for SBA Product Specialists at Large Banks.

Building relationships within the bank
Marketing to your internal referral sources
COI Relationships
Best Practices for handling internal referrals

If you have questions or feedback for Ray, email him at Ray.Drew@ReadyCapital.com.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

In this episode, I discuss the idea that increased communication is needed during points of transition within the SBA borrowing process (such as when the loan is submitted to underwriting and when a borrower accepts your commitment letter) to reduce unnecessary frustrations.

The content of this podcast is my own and doesn't necessarily reflect the views of my employer.

There is a thirst for knowledge out there when it comes to SBA loans. The opportunity to develop your SBA lending business through education-based content and events has never been greater.

Here are 7 ways you can put this strategy into practice:

Webinars
Lunch and learns
Host an event for entrepreneurs at a think tank
Speak at a nearby college
Submit an article to a magazine or online blog
Start a niche podcast
Create a series of videos and put it on YouTube

The content of this podcast is my own and does not necessarily reflect the views of my employer.

As technology takes a more forward leaning role in the financial services industry, there is one thing that will always require some good ol' fashioned human brain power - and that is SBA lending. SBA loans $350k+ are decisioned by humans.

How do they make these decisions? By looking at INFORMATION.

And how the information is provided makes a difference.

You absolutely have to do these 3 things in order to be a successful BDO:

Build credibility and trust among your credit team
Present weaknesses and strengths with full transparency
Know your deal

The content in this podcast is my own and does not necessarily reflect the views of my employer.

In this episode, I discuss trends in Hotel SBA Lending from the following perspectives:

Market Analysis
Credit/Underwriting
Competition

The content of this podcast is my own and does not necessarily reflect the views of my employer.

Merchant Cash Advance (MCA) loans have exploded in the last few years due to the speed of which they can be funded, however the high interest rates and short repayment terms associated with these loans lead many small business owners to seek a debt consolidation through an SBA lender.

Here are a couple things to look out for when analyzing an MCA debt consolidation under your SBA 7(a) program:

Underwrite your global debt service coverage right away
Make sure the cash is staying in the business and not being drawn out for personal use
Was the debt used for growth?
Was the debt tied to an isolated incident?
Are they a serial MCA borrower?

The content of this podcast is my own and does not necessarily reflect the views of my employer.

In this episode, we discuss the best real estate scenario for SBA 7(a) financing.

Start-up Businesses involving Real Estate
Real Estate Purchases for Fast-Growing Businesses in need of more Cash
Acquiring a Business with Real Estate
Tougher Deals
Special-use Real Estate
and more!

The content of this podcast is my own and does not necessarily reflect the views of my employer.

In this podcast, we discuss how to perform the balancing act that is developing new business for the bank and managing your active loans through your pipeline.

Time Management
Prioritization
To-do Lists vs Schedules

The content of this podcast is my own and does not necessarily reflect the views of my employee.

In this episode, we talk about how to create great referral sources.

How to get the most out of trade organizations
Cold calling techniques
Prioritization of Referral Sources

The content of this podcast is my own and does not necessarily reflect the views of my employer.

In this episode, I talk about selling strategy.

Pitfalls to avoid in the initial stages of selling
The consultative approach

The content of this podcast is my own and does not necessarily reflect the views of my employer.

In this Episode, I discuss how to pinpoint and embrace your shop's Value Proposition.

Finding the "intersection" of approvable deals and deals you can win
Going to market with your shop's credit philosophy in mind
Specializing and Branding yourself around your Value Proposition

The content of this podcast is my own and does not necessarily reflect the views of my employer.

In this episode, I do a deep dive into the SBA pre-approval process, specifically covering the topic of term sheets.

- Immediate term sheets vs. credit-approved term sheets

SBA Pre-Approval Checklist:

Personal (anyone who owns 20%+)

Personal Financial Statement
3 years Personal Tax Returns
Personal Credit Score
Resume

Business

3 years Business Tax Returns
Interim Financials (P&L Statement and Balance Sheet - no more than 90 days old)
Business Debt Schedule (if applicable)

Transaction

Project Cost Breakdown
LOI / Purchase Agreement (if applicable)

The content of this podcast is my own and does not necessarily reflect the views of my employer.

This episode sets the stage for what we'll be discussing in future episodes, and that is: The Art of SBA Lending. We hit on topics such as: how perception of the program has changed, the role of technology and the internet, and how to create happy borrowers.

The content of this podcast is my own and does not necessarily reflect the views of my employer.