Lords of Lending

In this episode of 'Lords of Lending,' we discuss the economic forecast for small businesses in 2026, emphasizing increased borrowing and reduced equity. We draw parallels to the 2008 financial crisis and express concerns about the rising trends of highly leveraged acquisitions and diminishing equity pools. The conversation touches on the importance of prudent lending, the potential impact of AI and other market disruptors, and the need for businesses to focus on sustainable cash flow and equity growth. We also predict that business valuations may adjust due to these financial pressures. Join us for an in-depth analysis and strategic advice for navigating the financial landscape of 2026.00:00 Introduction and Overview00:30 2026 Economic Predictions01:03 Debt and Equity Concerns01:53 Lending Practices and Risks04:19 Market Disruptors and Future Trends05:38 Sustainable Business Strategies07:13 The Importance of Equity10:26 Cash Flow and Balance Sheet Fundamentals20:05 Concluding Thoughts and Future EpisodesQuestions or feedback? We'd love to hear from you.

Welcome back to Lords of Lending! In this episode, we return from our break to review the significant events of 2025 and share what we've learned. We discuss the record-breaking $100 billion in government-guaranteed loans extended to small businesses and analyze the impact of the new administration's transparency and released data. We delve into the challenges faced by small business owners, including rising interest rates and tighter lending criteria, and provide insights on the entrepreneurial revolution post-COVID. We also explore how AI is transforming the lending landscape, offering both opportunities and pitfalls. Tune in for a comprehensive recap of 2025 and insightful predictions for 2026.00:00 Welcome Back to Lords of Lending00:14 Reflecting on 2025: Wins and Mistakes01:15 Record Year for SBA Loans03:19 Challenges and Risks in 202511:02 The Entrepreneurial Revolution Post-COVID14:46 Leveraging AI for Small Business Success25:00 Summarizing 2025 and Looking Ahead to 2026Questions or feedback? We'd love to hear from you.

What happens when a business owner drops hints about selling—or outright asks you to “dance”? In this episode, the Lords break down real-world signals, emotional undercurrents, and strategic moves buyers should make when owners start flirting with exit. From awkward coffees to intentional conversations, learn how to recognize the moment and act on it.📌 Timestamps:[00:01:05] The Dance That Changed Everything - Steph's wake-up call about corporate America[05:36] From Corporate VP to 20+ Acquisitions in 5 Years - Ruth's audacious goal[11:14] The Compassion Strategy - How Ruth negotiates with legacy male sellers in a male-dominated industry[18:42] Starting at $3.35/Hour - Ruth's telemarketing origin story and work ethic foundation[30:41] "Don't Wait" - Ruth's urgent advice to women entrepreneurs (and why she wishes she'd started sooner)[35:15] Betting on Ruth - How Steph fought her credit team to back a "dreamer" who doubled revenues in year one[42:22] Breaking Glass Ceilings - Why women need "fem-tours," not mentors[49:56] The LLC Strategy - Brian breaks down Ruth's legal structure for multiple acquisitionsQuestions or feedback? We'd love to hear from you.

Seller notes are reshaping how deals get done. In this episode, the Lords of Lending sit down with Abby Shemesh of Seller Edge Capital to explore the evolving world of seller financing, note sales, and how liquidity is changing the psychology of buyers and sellers. If you’re in acquisitions, lending, or advising, this is a masterclass in structuring smarter deals.📌 Timestamps:00:00 - Opening: Why seller notes are the overlooked weapon in M&A 04:31 - Abby's origin story: From Bear Stearns to disrupting Main Street finance 10:04 - The liquidity problem: Why 44% of sellers say "no" to seller financing 13:49 - The 3 contract elements that make seller notes buyable 19:05 - Steph's challenge: Why buy mediocre loans from Dubuque, Iowa? 25:15 - The capital market dislocation problem (18% vs 10% returns) 28:05 - The 3-5 year sweet spot for seller note terms 40:22 - How SBA refinancing creates perfect exit timing for note buyers 45:06 - Final roadmap: Closing more deals with seller note strategiesQuestions or feedback? We'd love to hear from you.

What does it take to launch and scale a thriving restaurant business? In this episode, the Lords dig into the real-world challenges, hidden costs, and strategic thinking behind building a successful food and beverage concept. Whether you’re dreaming of opening your first café or scaling your third location, this conversation covers what it really takes—from startup costs and SBA funding to operations, brand building, and long-term growth.📌 Timestamps:00:00 – Intro: Restaurant business isn’t for the faint of heart  01:15 – Shane’s restaurant background and hard lessons  04:22 – Startup costs: what most people underestimate  07:35 – SBA loan structure for food and beverage concepts  10:42 – Brand, vibe, and concept: the recipe for traction  14:05 – Lease terms, equipment, and location considerations  17:12 – Hiring and staffing in a high-turnover industry  20:40 – The systems behind successful operations  24:30 – Passion vs. profit: which comes first?  28:02 – Real challenges: debt, seasonality, and cash flow  31:44 – Advice to new operators looking to launch  35:10 – Wrapping up: where great restaurant owners focusQuestions or feedback? We'd love to hear from you.

Are high interest rates really stopping you from making your next business move? In this episode, Shane, Stephanie, and Brian unpack the myth of waiting for “cheaper money.” They break down what a 25 basis point rate cut actually means (hint: it’s probably less than you think), and why real entrepreneurs don’t let headlines dictate action. If you're considering an SBA loan or looking to grow your business in today’s market, this conversation is your wake-up call. Don’t wait—optimize your structure and move now.📌 Timestamps:00:00 - Why interest rates shouldn’t define your strategy01:00 - Know your balance sheet like a lender02:00 - Should I wait for cheaper money?03:00 - Interest rate-proof businesses and operating experience04:30 - The problem with startup loans06:00 - External factors vs. internal discipline07:00 - How much does a 25 basis point rate cut *really* save?08:30 - Why variable-rate SBA loans are future-proof10:00 - Who *shouldn’t* be borrowing right now?11:00 - Chase growth, not hype12:00 - The real cost of waiting to make a move14:00 - Are we overpaying for everything?15:00 - Why delay is the invisible killer of businesses16:00 - “Fail fast”: Testing decisions in real time17:00 - Don’t let $150 stop you—make the sale instead18:00 - Closing thoughts: Be ready, not reactiveQuestions or feedback? We'd love to hear from you.

What does your reputation say about your business? In this episode, the Lords sit down with review industry expert Stuart Faught to break down what reputation really means in lending, operations, and growth. Whether you’re trying to build trust with sellers, brokers, lenders—or your own team—this is the real talk behind what shapes credibility and how to own your story.📌 Timestamps:00:00 - Intro: Why Reputation Is the Real Currency02:10 - Meet Stuart Faught: Online Reputation Pros05:45 - Why Reputation Matters in Lending and M&A09:30 - The Review Gap: Real Experience vs. Online Perception13:05 - Using Reputation to Build Leverage in Deals17:20 - Common Mistakes Business Owners Make with Reviews22:40 - Tactical Tools for Reputation Management27:15 - Reputation Timing: When to Ask for Reviews32:00 - Reputation as an Ongoing Strategy, Not a Fix35:45 - Final Takeaways from Stuart and the Lords39:10 - Closing Thoughts and What’s NextQuestions or feedback? We'd love to hear from you.

What really makes a lender different? Shane, Brian, and Steph go rapid-fire to reveal their biggest lessons, toughest deals, and why client experience wins every time.📌 Timestamps:00:00 - Intro00:27 - Welcome to “Ask the Experts” with Stephanie, Shane & Brian  01:14 - What Sets Us Apart from Other Lenders  03:13 - The Human Side of Lending: Why People Matter Most  05:25 - Defining a Great Client Experience  08:14 - Tackling Tough Deals: Affiliates, Complexity & Strategy  12:53 - Creating the “Perfect Package” for SBA Loans  13:36 - Signature Moves: What Clients Remember  16:01 - Favorite Parts of the Job (And Why We Stay)  18:19 - The Bigger Picture: Helping Families & Legacies  Questions or feedback? We'd love to hear from you.

In this raw, unfiltered episode, the Lords of Lending pull back the curtain on the personal experiences that shaped them into the SBA lending experts they are today. From childhood poverty and career failures to finding purpose through adversity, Shane, Stephanie, and Brian share the dark seasons that forged their professional wisdom.This isn't your typical business advice - it's the real story behind the expertise. Sometimes the best business wisdom comes from the worst personal moments.🎯 TIMESTAMPS00:00 - Opening: Why vulnerability builds trust in business04:12 - "Invisible & Underestimated" - The wounds that shaped us06:47 - Shane's 7th grade identity crisis: From "thug" to outcast09:36 - Brian's parents' divorce: Finding identity through sports12:02 - Steph on daily invisibility: "Everyone else is prioritized"16:28 - "You're Not Enough" - When the world tells you to quit18:25 - Shane's Financial Collapse: Near-bankruptcy and the bird in the garage23:47 - Steph's Dark Decades: "Zero through 20 - it was all dark"26:21 - "Just when you think you're buried, really you're planted"28:25 - Brian's Law Firm Disaster: Fired two weeks before his son was born35:04 - The phone call that changed everything: "Dude, I just got fired"38:20 - "Life Was All About Me" - The lies we believe about ourselves43:19 - Steph: "I allowed people to typecast me for too long"45:48 - Things We Can't NOT Do: Shopping carts, serving others, turning off lights48:03 - Late Night Questions: Parasites, cancer fears, and life's anxieties52:18 - The Archetypes: Oracle, Magistrate, and Alchemist revealed53:05 - Steph "The Oracle": Seeing patterns before they emerge55:03 - Brian "The Magistrate": From attorney to wise judge56:53 - Shane "The Alchemist": Turning pressure into systematic gold58:00 - Golden Nugget: Why people must be happy in their roles to succeedQuestions or feedback? We'd love to hear from you.

In this tactical deep dive, Shane, Stephanie, and Brian sit down with serial acquirer Collin Trimble to dissect what really happens when you scale through acquisition. From chaotic day-one takeovers to post-close surprises, this episode is all strategy, scars, and lessons earned the hard way.📌 Timestamps:00:09:49 - What Strategy Looked Bulletproof (But Wasn't)00:12:38 - 28 Minutes In: The Day One Disaster Story00:15:55 - You Can't Prepare for Everything: Assessment Strategy00:17:35 - The 90-Day Employee Rule: Listen Before You Lead00:20:17 - Finding Hidden Leaders in Broken Organizations00:27:11 - Employee Due Diligence: What to Look For00:30:21 - Cultural Integration: Bringing Teams Together00:35:18 - Customer Experience: From Personal Touch to Scalable Systems00:41:07 - Not All Revenue is Equal: The Tire Story00:42:57 - Due Diligence Providers: RMR Audits & Quality of Earnings00:49:53 - Legal Landmines: Why You Need Transaction Attorneys00:56:58 - Technology Infrastructure: Building Customer 360 with Salesforce01:04:43 - Quick Fire Strategy Round: Never Do Again01:05:42 - Essential Legal Moves & Holdback Strategies01:10:12 - The 30-Day Liquidity Priority01:13:18 - Next 5 Acquisitions: Geographic Expansion Strategy01:15:07 - Closing: Resources for First-Time AcquirersQuestions or feedback? We'd love to hear from you.

On the road, the Lords break down key takeaways from a week of business broker conferences. From AI innovations to personal follow-up strategies, Shane, Stephanie, and Brian explore how lenders can stand out, deepen relationships, and add long-term value beyond the transaction.📌 Timestamps:00:00 – Intro: On the Road with the Lords01:00 – Conference Recap: Transworld, IBBA, Murphy02:15 – AI & Tech Takeaways from Top Brokers04:30 – Standing Out in a Sea of Sameness06:00 – Using AI to Create Business Plans for Buyers09:00 – In-Person vs. Virtual: The Shift Back to Human11:15 – Value Add That Lasts Beyond the Loan13:00 – Relationship Management in the Digital Age16:30 – The SBA Toolbox & Tools in Development18:00 – Live AI Prompt Demo: HVAC Industry Use Case23:30 – Creative Customer Retention Ideas from Other Industries26:10 – Final Thoughts & Laughter from the Road28:30 – Outro: Like & SubscribeQuestions or feedback? We'd love to hear from you.

In this episode, Shane Pierson, Stephanie Dunn, and Brian Congelliere share their backstories, career pivots, and what drives them. From courtroom exits to cold calls and The Apprentice, get to know the Lords of Lending on a personal level.📌 Timestamps:01:00 – Intro & Episode Overview02:06 – Why This Episode Matters: Get to Know the Hosts04:56 – Stephanie’s Origin Story: From Hotels to SBA Lending09:56 – Brian’s Journey: Law School, Real Estate, & Breaking Out15:38 – Shane’s Story: Sales, Setbacks & Starting Over20:32 – How the Trio Met & Formed the “Lords of Lending”25:39 – Sports, Coaching & Building a Winning Team31:25 – What We Geek Out On (Inside & Outside of Work)41:42 – Defining Legacy, Regret & the Drive to Build Something Bigger48:46 – Career Left Turns That Changed Everything55:57 – Stephanie’s Wild Ride: From SBA to The Apprentice57:55 – Final Reflections: Why This Podcast Exists59:30 – What Makes Us Good at This? Each Host Weighs InQuestions or feedback? We'd love to hear from you.

The SBA just dropped a new SOP—and it’s shaking up how small business loans work. Shane, Stephanie, and Brian break down what’s changing, what’s broken, and how buyers and lenders can adapt. From seller carries to guarantee requirements, this episode is packed with real talk and strategy.📌 Timestamps:01:00 – Intro & Overview of SBA SOP 50 10 802:25 – What Changed and Why It Matters04:04 – New Down Payment & Injection Rules08:30 – Seller Carryback Standby Terms Explained13:16 – Full Guarantees for Minority Owners18:00 – End of GP Submissions for PLP Lenders23:17 – How Banks Will Respond to Increased Risk28:25 – Why SBA Is Eliminating MCA Refinance Options34:05 – The Bigger Impact on Borrowers & Business Owners41:01 – Feedback Loops, Policy Blind Spots & Final Thoughts49:00 – Wrap-Up & Call for Audience FeedbackQuestions or feedback? We'd love to hear from you.

In this episode of Broke or Billionaire by 2030, hosts Shane Pierson, Stephanie Dunn, and Brian Congelliere dive into the mindset, strategies, and financial habits that separate those who struggle from those who thrive. Whether you're aiming for financial freedom or just want to make smarter money moves, this conversation is packed with insights to shift your trajectory.📌 Timestamps:01:00 - Intro & Welcome01:28 - The Current Loan Market Surge03:30 - Buying a Business05:53 - The Future Ready Seller06:28 - Identify Successful Business08:44 - AI Tools14:00 - The Silver Tsunami18:02 - Leveraging the Data20:16 - The Falling Behind Business Owner24:10 - Getting Your Head in the Right Space27:02 - How to Adapt Your Sales Approach 29:18 - Shane is Relatively Wide31:03 - Women’s Influence on Sales33:10 - Banks on the Way Out34:40 - Closing ThoughtsQuestions or feedback? We'd love to hear from you.

In this episode of Lords of Lending, hosts Shane Pierson, Stephanie Dunn, and Brian Congelliere dive into the realities of buying and scaling a business. They discuss how to assess inherited employees, identify underperformers, and maximize human capital for growth. Whether you're acquiring a company or expanding your current one, this episode offers actionable strategies to optimize payroll, improve leadership, and build a high-performing team.📌 Timestamps:00:34 - Intro & Episode Overview01:00 - Assessing Inherited Employees & Talent Evaluation02:36 - People, Products, and Profits: Prioritizing for Growth04:16 - Measuring What Really Matters in Business06:02 - Leadership Strategies for Managing Existing Teams09:08 - How to Motivate Employees & Improve Performance12:02 - Identifying Strengths & Weaknesses as a Business Owner13:42 - Managing Family Members in a Business17:01 - The Importance of Clear Communication & Leadership23:07 - Understanding Payroll as an Investment, Not Just an Expense27:12 - Scaling Smart: When to Hire & When to Optimize34:19 - AI & Automation’s Impact on Business Growth40:31 - Final Takeaways & Actionable StrategiesQuestions or feedback? We'd love to hear from you.

 Are you truly urgent about success, or are you just busy? In this episode of Lords of Lending, hosts Shane Pierson, Stephanie Dunn, and Brian Congelliere take a hard look at why urgency—not just activity—is the key to winning in business and lending. They break down the dangers of complacency, how to eliminate wasted effort, and the power of acting now instead of later. From setting clear deadlines to removing bottlenecks in decision-making, this conversation is packed with insights on how to move deals faster, execute at a higher level, and ultimately stay ahead in a competitive world. If you’ve ever felt stuck in a cycle of endless tasks without real results, this episode is your wake-up call. Don't wait—listen now. Questions or feedback? We'd love to hear from you.

 Traditional relationship banking is being replaced by algorithms, automation, and AI-driven decision-making—but is this a good thing? In this episode of Lords of Lending, hosts Shane Pierson, Stephanie Dunn, and Brian Congelliere dive into the rapid rise of automated lending. They explore how AI is changing loan approvals, eliminating human bias, and increasing efficiency, but also discuss the dangers of losing the personal touch and context-driven decision-making. Are fintechs the modern-day loan sharks, or are they filling a critical gap? And what does the future hold for bankers and borrowers navigating this digital transformation? Tune in for a deep dive into the intersection of finance, technology, and the future of lending. Questions or feedback? We'd love to hear from you.

Shane Pierson explores the impact of Trump tariffs on small businesses, from rising costs to supply chain issues, and shares key strategies to adapt, cut expenses, and stay competitive in uncertain times.📌 Timestamps:00:00 - Intro & Episode Overview02:36 - What Are the Trump Tariffs and Why Do They Matter?04:00 - How Tariffs Impact Small Businesses05:50 - Supply Chain Disruptions & Rising Costs09:20 - Strategies to Mitigate the Impact of Tariffs14:08 - Loan Approval Risks & Financial Challenges17:26 - Alternative Financing & SBA Loan Options20:55 - Final Takeaways & Next Steps for Business OwnersQuestions or feedback? We'd love to hear from you.