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).

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.

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?  

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.

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.

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. 

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.

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.

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.

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.

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:

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 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

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

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.