The BDO Show

Welcome back to The BDO Show—where the ups and downs of SBA lending drives BDOs to overconsumption of coffee (even at 7 PM) and sweet little threats to their borrowers. SBA lending isn't just about spreadsheets; it's an emotional roller coaster. This week, the panel gets real about the crushing deals that died, the shock of fraud, and the unexpected "therapy session" that happens when a loan finally funds. Join Emily Detor, Andrew Chong, John Chung, Daniel Park, and Zach Bennett as they share their most painful (and triumphant) deal stories: Tune in as they break down: 💀 Time Kills Deals: Andrew is living this out right now with a deal that – if they listened – would have gotten done.  💔 The Year-Long Loss: Zach recounts his most crushing career deal: a purchase that took a full year to underwrite, only to be killed at the finish line by a new Chief Credit Officer who just had a "different set of eyes." 🚨 The Fraud Flag: Zach and John detail the terrifying reality of encountering tax fraud and the common issue of sellers being leery of providing real tax returns. 🥊 Fighting Credit: The panel agrees that the key to dealing with the credit team is credibility. You must anticipate weaknesses, hit them head-on, and mitigate issues upfront—otherwise, they can sink your deal later. ⏱️ Borrower Deadlines: John explains why you must give the borrower deadlines and make them responsible for the timeline: "We can close as fast or slow as you get us everything we need." This episode is packed with war stories, mental strategies for surviving sales, and a reminder that you're an essential part of the American Dream. 👉 What was your most heartbreaking deal loss? Share your story in the comments or email us at [email protected]. 🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information go to https://rapidbusinessplans.com/the-bdo-show  Peak Business Valuation  Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where morning routines are the foundation of success. This job is not for the weak. So, how do top producers manage pipeline, personal life, and the chaos of being a BDO? This week, Daniel Pak, John Chung, Andrew Chong, and Zach Bennet open their daily calendars and walk us through their routines, from stock trading and prayer to gym time and daycare drop-offs. Tune in as they break down: 📅 The BDO Morning Routine 👶 Juggling Deals and Diapers: Zach and Daniel share the struggle of being hands-on BDOs while raising young children 🤝 Proximity is Power: Daniel explains why he divides his day between his corporate office (where closers and underwriters are) and his branch office. Being "right there on the spot" is the key to his success. 🎁 Holiday Pipeline Management: The secret to keeping your support staff happy (so they're happy to see your name across their desk)? Starbucks gift cards, kudos on the intranet, and taking closers out to lunch when a loan funds. 🧠 Educate Your Brokers: Andrew and Daniel champion spending time educating brokers—especially residential (resi) mortgage brokers who are new to commercial lending. This episode is packed with personal stories, time management hacks, and a deep look at what it takes to be a successful, hands-on BDO. 👉 How do you manage the "fires" in your pipeline? Share your best time management hack in the comments! 🎙This episode is sponsored by: SBA Protection  SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]. Peak Business Valuation  Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where the next generation of BDOs are taking notes (literally). Cam Nayebi is back! Just finishing his first full year as a BDO, Cam is on track for $30 million in production—a staggering "unicorn number" that even seasoned vets couldn't touch in their early years. Join Emily Detor, John Chung, Daniel Park, and Andrew Chong as they break down Cam's playbook: 📈 The Leap to 30: Cam reveals his secret to scaling: stopping work on singular deals and focusing 80% of his time on revenue-generating activities.  🛡️ Pipeline Protection: The key to surviving a market slowdown is patience and consistency. Cam lost $5-7 million in great deals due to environmental issues, but his deep pipeline saved him from fragility. 🤖 AI & The Handwritten Note: Cam shares his passion for using AI to accelerate document collection and draft narratives faster, but he warns that a personal, wordy email style still remains his core value that AI can't replace. 🎓 The Mentor Effect: Cam credits his success to his support group (including his RSM Rhonda) and the importance of having mentors who let you fail quick and figure things out on your own. 🥊 The Battle for First Look: John explains why networking with other BDOs—even competition—is crucial; if you can't do a deal, passing it to a trusted contact keeps you "first look". 🗓️ The Shutdown Playbook: Cam shares his strategy for managing customers during the government shutdown: be transparent, prioritize clients under purchase contract, and market your conventional options. This episode is packed with current market strategy, tips for handling tough conversations, and the truth about what it takes to win the battle for the borrower. 👉 What is your best strategy for generating deal flow? Share your secrets (or just your favorite emoji) in the comments! 🎙This episode is sponsored by: SBA Protection  SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]. Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information go to https://rapidbusinessplans.com/the-bdo-show

Welcome back to The BDO Show—where deals get funded, policy changes drop like bombs, and no borrower (or lender) is truly safe. The competition for SBA 7A loans is fierce, with big banks, community lenders, and 504 CDCs all fighting for the same borrower. So, how do top BDOs like John Chung, Daniel Park, Andrew Chong, and Zach Bennett stand out and secure the win? Join the fight as they break down: 🎯 The 504 Invasion: John notes that 504 lenders (CDCs and commercial banks) are coming down to the 7A space, trying to offer fixed-rate financing to meet their goals, leading to more shopping and pricing compression. 🔥 The Sizzle Sale: Daniel reveals his famous marketing strategy: "We're over here selling steak, but I sell the sizzle of the steak," using emojis and relatable, non-deal-specific posts to create buzz and separate himself from the boring competition. ⚡ Speed as a Weapon: Andrew and Daniel detail their competitive edge: avoiding loan committee entirely for sub-$3 million deals (one signature!) and the possibility of closing docs in less than one day when everything is in place. 🔨 Pivot or Perish: Zach shares how his institution lowered its par rate by half a percent to stay competitive on 504 deals, while John's bank added 504 lending for certain California transactions to capture more deals and offer variety. 🤝 The Network Advantage: John explains why networking with your "enemies" (other BDOs) is crucial—if you can't do a deal, you remain "first look" by giving the client to a contact who can close it. This episode is packed with current market strategy, tips for handling tough conversations, and the truth about what it takes to win the battle for the borrower. 👉 What is your best strategy for generating deal flow? Share your secrets (or just your favorite emoji) in the comments!  🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information, email Bethany McClellan at [email protected] or go to https://rapidbusinessplans.com/the-bdo-show Peak Business Valuation  Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where banks are playing defense, brokers are fighting for every dollar. 🚨 The market is shifting! As defaults rise, many banks are getting conservative and scaling back on commercial real estate and conventional lending to protect their assets. The result? The SBA world is becoming a critical driver for fee income, making it the wild west of finance! Join Emily Detor, John Chang, Andrew Chang, Daniel Pak, and Zach Bennett as they break down how to thrive in this "play-defense" environment: 🛡️ Banks vs. SBA: Why commercial groups are getting picky, and how the SBA side is being leveraged (or scaled back) in response to shrinking deposits. 💰 The Broker Battle: Are they desperate, asking for ridiculous fees, and "double-dipping" on commissions? (Plus, why Daniel's volume is "always up" and he just wants to sit this one out.) ⚖️ 7(a) vs. 504: The eternal question. Which loan product is best for the borrower, which pays the BDO more, and how do you sell against the one you can't offer? 🔑 The BDO Defense: The single most important piece of advice for new and current BDOs to keep their deals (and their credibility) alive with credit. This episode is packed with market strategy, war stories about rogue brokers, and a strong, final reminder: It all comes down to education! 👉 What's the wildest broker story you've heard this quarter? Share your thoughts in the comments or email us at [email protected].  🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]. Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where cash flow is tight, credit boxes are shrinking, and the only thing more volatile than the market is the NFL fantasy league. 🚨 The Market is Shifting—Hard. Delinquencies are up, credit quality is deteriorating , and BDOs are being forced to shift from "Chief Marketing" to "Chief Risk Officer". Deal flow is now heavily dependent on owner character, global cash flow, and proving that the borrower isn't likely to file bankruptcy again. Join Emily Detor, Daniel Park, John Chung, Andrew Chong, and guest Zach Bennett as they dive into: 📉 The Great Credit Tightening: Why banks are "karate chopping" deals they would have approved last year , and the warning signs that your shop is about to pull back. 🏡 Creative Real Estate: How borrowers are trying to stretch the 51% occupancy rule to include rental income and cover soaring mortgage payments. 💣 M&A Bombshells: How to read the writing on the wall before your bank gets sold , and why some banks are still hiring in this economy. 🤔 Temporary Tightening or Permanent Shift? The crew debates if this cycle is just a reaction to tariffs and changing administrations, or a fundamental change to the SBA landscape. Plus: We get into the one piece of advice all BDOs need right now: Be authentic, find your niche, and lead with passion!. 👉 What's the biggest red flag you've seen on a borrower's personal financial history lately? Share your thoughts in the comments or email us at [email protected]. 📺 Like, subscribe, and hit that bell—because you can't afford to miss the next market update! 🎙This episode is sponsored by: SBA Protection  SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]. Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information go to www.rapidbusinessplans.com/art-of-sba

This season, The BDO Show heads west — featuring Andrew chong, John Chung, and the $100,000,000 man himself, Daniel Park — three Southern California producers redefining what's possible in SBA lending. And in true BDO show fashioned, this week's guest may be sticking around a bit longer than he may have bargained for. Give a round of applause to our newest member of the BDO Show universe Zach Bennett. Expect real talk. No fluff. Controversial topics, unfiltered opinions, and a front-row seat to how the this generation of BDOs are changing the game. The first episode is out and the next one drops tomorrow. As our cohost Emily Detor likes to say, don't forget to smash. that. subscribe button.

Welcome back to The BDO Show—where execution and certainty are the only currencies that matter. This week, hosts Emily Detor and a guest host are joined by the "West Coast Trio": seasoned SBA legends Andrew Chong, Daniel Park, and John Chung. They dive into the high-stakes BDO world, revealing what it takes to earn a broker's trust and why consistency is more important than charisma. If you're an aspiring Yoda or a young Jedi, tune in to hear the honest truth about making it in this industry: The Certainty Covenant: The trio breaks down what "execution and certainty" really means—and why John and Daniel never "over promise and under deliver" or "bait and switch" a borrower. The Quarterback Mentality: As a BDO, you are the quarterback of the deal. The panelists explain why you have to be ready to absorb the panic, manage the timelines, and chase down everyone from attorneys to title companies, because any delay comes back to you. Winning Through Osmosis and Friendship: Daniel Park reveals his secret to consistent top production: treating every client and broker like a friend or "buddy." He credits this comfort level for earning the trust that leads to referrals and volume. Navigating the Internal Politics: The hosts discuss the toughest internal relationship to crack (Credit!) and the importance of presenting "good, clean deals" to build credibility and get your support staff on your side. The Yoda Principle: Andrew gives a reality check to newer BDOs, warning them not to skip the "build-up state" or adopt a veteran's swagger too soon—patience, a steady approach, and hard work are non-negotiable early on. Culture and Community in Banking: John and Daniel share their experience working in primarily Korean-focused banks and the surprising realization that neither of them primarily deals with Korean clients. 🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information, go to https://rapidbusinessplans.com/the-bdo-show  Peak Business Valuation  Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where the best deals are born from strong partnerships, and "sus" financials are a non-starter! This week, hosts Emily Detor and Ryan Kroge are joined by a Florida legend, Jackie Hirsch, a business broker with over 400 deals under her belt. Jackie holds nothing back, sharing hilarious war stories from the trenches and revealing the secrets to her unwavering partnership with Ryan and her success in the hyper-competitive world of Entrepreneurship Through Acquisition (ETA). If you're a BDO, broker, or an aspiring business owner, you won't want to miss this discussion on: The Broker's Secret Weapon: Jackie pulls back the curtain on her legendary data room, explaining why her meticulously organized files and clear communication are the key to a fast closing. Addbacks: The Deal-Breaker: Learn why some lenders won't accept a single addback and why clarity is crucial to avoiding a month of "nitpicking" that can kill a transaction. The "Crisis Averted" Playbook: Ryan shares a recent story where a seller's messy bookkeeping almost tanked a deal—until a united front between the broker and lender saved the day. ETA is Exploding—But Not for Everyone: Jackie gives her unfiltered take on the massive growth of Entrepreneurship Through Acquisition and warns that while anyone can own a business, it doesn't mean they should. The Harder Path: Ryan and Jackie share why taking on difficult deals is what builds a reputation and a legacy, citing a 14-month-long deal with a landlord perpetually on a yacht that changed a family's life forever. 👉 Got a crazy broker story or a question about ETA? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because a long-term approach is always in style! The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat 🎙This episode is sponsored by:  SBA Protection  SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]. Peak Business Valuation  Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where the best deals are born from strong relationships, not low rates, and the secret to winning is just to show up. This week, host Emily Detor is joined by a powerful trio of lenders: Daniel Park, Andrew Chong, and John Chung. They're pulling back the curtain on what it takes to win in a hyper-competitive market and the "science" behind building a pipeline, all with a healthy dose of unfiltered truth. In this episode, we're getting the West Coast version of the BDO building blocks. You won't want to miss this no-holds-barred discussion on: The Science of Winning a Deal: Learn how to differentiate yourself from the competition with credibility, execution, and a personal touch. Andrew and Daniel share their contrasting, yet equally effective, approaches to building trust with a borrower. The High-Stakes World of Rate Wars and Referral Fees: The panel dives into why the market is more fee-driven than ever. John explains why some brokers are pushing for higher fees The Reverse Psychology Playbook: Daniel Pak shares his "secret weapon" for competitive deals: telling a borrower he's too busy to take on their deal. This bold move often leads to them coming back later because it shows he's a busy BDO who gets things done. Building Your Referral Network: The trio stresses the unmatched value of face-to-face meetings and client referrals. They also offer advice to new BDOs on how to navigate the early days of building a pipeline and not getting discouraged by rejection. Word-of-Mouth is Unmatched: The panel discusses how a satisfied borrower's referral to their friends—who are likely other business owners—is the best form of marketing you can get. Plus, hear the group roast the $100 Million producer on his "podcast set-up."      The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat 🎙This episode is sponsored by:  SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]. Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where the best deals are born from strong relationships, and a good broker knows how to "shake a tree" for you! This week, we're diving into the powerful world of lender-broker partnerships with a true industry vet, Ray Diab of Bank Alliance Capital. Joined by hosts Emily Detor and Ryan Kroge, Ray explains his journey from a long career in conventional banking to becoming a broker who "makes it easy" for lenders like Ryan. If you're a new BDO looking to build your referral network or a seasoned broker trying to navigate a tightening market, you won't want to miss this discussion on: Lender to Broker: Ray shares why he left a 24-year career in traditional banking to become a loan broker, driven by a desire to offer clients more financing options and a wider variety of products. The Art of the BDO-Broker Partnership: Ryan and Ray break down their winning dynamic, emphasizing communication, trust, and a shared philosophy of "relationship banking" that goes beyond transactional deals. Priority & Loyalty: Ray explains why Ryan gets "first look" at all his SBA deals—and why building a relationship based on trust and direct communication is more valuable than shopping a deal to multiple lenders. Market Insights from the Front Lines: Ray reveals a significant uptick in investment in commercial real estate acquisitions (65-70% of his deals!) and what that could mean for the market in 2025 and 2026. "Know Your Referral Sources": Ray offers parting advice to new BDOs on how to vet brokers and build lasting relationships, stressing the importance of personality, rapport, and due diligence beyond just the deal itself. Plus, get a recommendation about a delicious Detroit Italian restaurant where Ray's son is the executive chef! 👉 Got a great broker story or a question about the market? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because a good relationship is the key to a great deal! 🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information go to https://rapidbusinessplans.com/the-bdo-show  Peak Business Valuation Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where wild stories from the branches are a cautionary tale, and knowing your customer is the first and last line of defense! This week, hosts Emily Detor and Ryan Kroge take a look back at the more bizarre moments in Ryan's 26.5-year career. It's "storytime with Grandpa Kroge" as he recounts tales from the branches, red-flag closings, and why a site visit is non-negotiable, all while exposing the dark side of lending. If you're a BDO, underwriter, or just someone who can't believe what goes on in this industry, you won't want to miss this wild ride through: The Branches of Bedlam: From working in a high-crime area of Detroit to witnessing multiple bank robberies (and a nude man in the lobby!), Ryan shares what it was like to work in a retail bank setting. The "$300K in a Winter Coat" Closing: A ridiculous, true story about a borrower who showed up to a closing with a Triple F.A.T. Goose coat, a Beretta 9mm pistol on the table, and stacks of cash. The Illegal Gambling & Strip Club Deal: Ryan recounts a site visit to a liquor store where the owners' sons were running an illegal gambling and strip club on the second floor, a deal he immediately walked away from—and called their dads. Never Close Sight Unseen: The cautionary tale of a first-time assisted living facility buyer who never visited the property, leading Ryan to stop a closing and save the deal from a seller's lies and code violations. The Competition-Crushing Loan: A fascinating story about a Mexican restaurant owner who used an SBA loan not to grow, but to buy his rival's location and immediately shut it down. The Instagram Guru's Bad Advice: A borrower, inspired by online business "flipping" gurus, buys two gyms with a $1.5 million loan, only to put them up for sale immediately without ever stepping foot inside, leading to a quick default. Let Them Talk! Ryan reveals his secret to due diligence: asking important questions and then letting the customer talk until they either give you a "red flag" or a "green flag" that confirms their character and the deal's viability. Plus, hear a hilarious stat about Bills Mafia drinking habits and why it's not just the BDO's job to know the customer—it's everyone's! 👉 Got a wild story of your own? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because a little "nonsense" is good for the soul! The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat  🎙This episode is sponsored by:  SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]. Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where the only competitive advantage you need is yourself! This week, we're honored to sit down with the one and only Pattie Ehsaei, a force of nature in the SBA world. Pattie holds nothing back with hosts Emily Detor and Ray Drew as she delivers a masterclass in sales, success, and the surprising secrets of financial freedom. If you're a new BDO, an entrepreneur, or anyone looking to level up, you won't want to miss this no-holds-barred conversation on: The BDO's Competitive Advantage: Pattie reveals her single biggest competitive advantage is not her institution, rates, or even her bank's credit box—it's herself. The "Work-Life Balance" Myth: A controversial (but truthful) take on why top performers, from BDOs to LeBron James, don't have work-life balance—and if they say they do, they're lying. Bet on Yourself: Pattie shares her story of leaving a secure job to go back into production, driven by the confidence that she can "still play ball" and "do it better than most people." The Power of Delegation: Learn how to avoid getting stuck at a certain production level by embracing the art of letting go and delegating tasks to a trusted team. From "Red Power Suit" to "Forbes Contributor": Pattie recounts her character-building start in sales, going door-to-door in heels in the California heat, and how that experience shaped her career. The "Broke Dude" Playbook: Get the scoop on Pattie's book, which teaches financial independence and redefines a "broke dude" as anyone who doesn't match your ambition and drive. Investing for Wealth: Hear a masterclass on why you should only invest in appreciating assets, not depreciating ones like expensive cars and designer fashion (a lesson Pattie learned firsthand). Plus, hear Emily get grilled about her accent, a great plant analogy, and a reminder that "the customer can smell desperation." 👉 Got thoughts on work-life balance? Tell us how you really feel in the comments or email us at [email protected]. The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat  🎙This episode is sponsored by:  SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]  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

Welcome back to The BDO Show—where conference wisdom meets cold, hard truths, and nobody needs free mints anymore! This week, we're doing a special "takeover episode" as Emily Detor and Ray Drew go behind the scenes to expose the secrets of mastering conferences and trade shows. Get ready for some "Patreon-level" honesty as they reveal what really works (and what's a total scam) in the world of BDO networking. If you're a BDO, lender, or just someone trying to stand out in a crowded room, you won't want to miss this no-holds-barred discussion on: Conference Mastermind Secrets Unveiled: Ray Drew is spilling his "secrets to success" for maximizing ROI at industry events, from strategic planning to making sure you're at the right show. The "Small Business Expo" Trap: Why most BDOs should avoid these broad expos like the plague (unless you love tiny startup deals). Ditch the Fliers & Giveaways! A controversial take on why those branded pens and paper handouts are a waste of time and money, and how to actually make a memorable impression. The Power of the Personalized Campaign: Learn how to craft email subject lines that get opened and leverage video to "stand out" from the competition before you even arrive. Booth Brilliance: Less is More! Discover why minimal design, strategic lighting, and ditching the table can turn your booth into an energy hub that invites conversation (not just card drops). Quality over Quantity: Why strengthening existing connections and being authentically yourself is key to lasting growth. Cutting the Big Checks: How reallocating sponsorship money to intimate dinners creates more meaningful and memorable connections. Plus, hear about Emily's "Navy Seals" training for podcast intros and a surprise visit from a familiar face! 👉 Got a crazy conference story or a secret marketing weapon? Tell us how you really feel in the comments or email us at [email protected].   The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises. 🎙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 go to https://rapidbusinessplans.com/art-of-sba  Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where new BDOs (and BDAs) are finding their stride and careers are built on reputation! This week, hosts Emily Detor and Ryan Kroge are joined by Dustin Baker and Sarah Sikkema of Shatterbox to unpack the realities of breaking into the SBA industry, the art of sales, and the dark underbelly of loan fraud that's about to shake everything up. If you're a BDO, an aspiring lender, or just can't get enough of industry drama, you won't want to miss this revealing discussion on: The SBA Talent Crisis Solved? Discover how Shatterbox is intentionally cultivating a new generation of bright, "hard-wired" SBA professionals to meet the industry's soaring demand. From Appraiser to BDA (12 Million in First 12 Months!): Hear Sarah Sikkema's inspiring journey, how she cracked the "numbers game" of sales, and why a strong network is your greatest asset. Beyond the Degree: What REALLY Makes a Top BDO? Dustin Baker reveals the "soft skills," personality traits, and "fire in the belly" that outweigh a finance degree in SBA success. Beware the "Rogue BDO": A chilling reminder that cutting corners, turning a blind eye to side deals, or prioritizing accolades over integrity can lead to "Club Fed" (federal prison). SOP Changes: Chaos or Course Correction? The panel discusses why SBA policies change so frequently and how government "knee-jerk reactions" impact the market. Your Reputation is EVERYTHING: Ryan Kroge shares profound advice on protecting your professional (and personal) standing in an industry ripe with pitfalls. Plus, enjoy a round of "Fun Summer Facts" with the hosts — did you get the question right? 👉 Got insights on navigating a new career, or a tip-off about a fraudulent scheme? Tell us how you really feel in the comments or email us at [email protected]. The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises.  Spots are limited—for more information and to register, go here: https://www.artofsba.com/bdo-retreat 📺 Like, subscribe, and hit the bell—because staying honest and knowledgeable is always in style! 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]    Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where business owners turn into BDOs, and even a humble cafe owner can transform into a laser-focused SBA guru! This week, we're pulling back the curtain on what it really takes to thrive as a BDO, with special guest and former business owner, Shem Doupe. Joined by hosts Emily Detor and Ryan Kroge, we dive into the gritty realities of business acquisition, mentorship, and standing out in a sea of suits. If you're a new BDO, an aspiring business owner, or just curious about the future of the SBA landscape, you won't want to miss this insightful (and surprisingly funny) discussion on: From Cafe Dreams to SBA Machine: Shem's unconventional journey from starting (and selling) a non-franchise cafe to becoming a "laser-focused" BDO. The "Buyer's Market" Forecast: Why the next 12-18 months could be your golden opportunity to buy a business, thanks to dropping interest rates and a flood of retiring owners. The New SOP & Qualified Buyers: How recent SBA changes are weeding out the "tire kickers" and streamlining the process for serious entrepreneurs (finally!). Why "Passive Income" is a Myth: A stark warning from a former owner about the 100% commitment required for true business success. Skilled Trades Warning! Ryan Kroge's controversial take on why white-collar buyers will fail in blue-collar businesses – and why a license (and respect) is everything. Mentorship Matters: The profound impact of having a "Mary Soldano" in your corner to guide you through the complexities of the BDO role. Standing Out in a "Sea of Suits": Shem's brilliant (and "unprofessional") marketing strategy that turned him into "Laser Eyes" and made him a LinkedIn standout. Plus, hear the hosts reminisce about retro tech, discuss why New York avoids SBA loans, and a lively debate about lending to white collar workers in blue collar businesses. 👉 Got thoughts on finding the right buyer, or a killer marketing tip? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because a little laser focus goes a long way! 🎙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 go to https://rapidbusinessplans.com/art-of-sba  SBA Protection  SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]

Welcome back to The BDO Show—where dodgy deals get exposed, and the SBA is coming for answers (and maybe your referral fees)! This week, the gloves are OFF as we dive into the murky world of SBA fraud, "straw buyers," and the new "7(a) Loan Agent Oversight Act." Hosts Emily Detor, Alan Peterson, Ryan Kroge, and Ray Drew lay it all out, from questionable tax returns to side agreements that could land you in hot water. If you're a BDO, agent, or borrower, you absolutely won't want to miss this no-holds-barred exposé on:  The new legislation shaking up the SBA agent landscape: What data is Congress demanding, and why? The terrifying truth about "straw buyers" and sophisticated structuring schemes designed to defraud the system (and how they're making a killing). Why "junk fees" and undisclosed side agreements are outright fraud – and how they leave borrowers (and lenders) holding the bag. The critical difference between a good referral partner and a "shady broker" (and why your portfolio depends on knowing the difference). The dire warnings about not doing your own due diligence as a buyer – relying on the bank is a rookie mistake! Plus, hear about Ryan's wild story of forged tax returns and why Ray's leaving this episode "more scared than ever"! 👉 Have a fraud story? Think we're way off base? Tell us how you really feel in the comments or email us at [email protected]. Tag the FBI! 📺 Like, subscribe, and hit the bell—because staying sharp means staying out of jail! 🎙This episode is sponsored by:  SBA Protection  SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo

Welcome back to The BDO Show—where business plans get built in a flash, and even an unexpected front-door visitor can't stop the flow of expert insights! This week, we're pulling back the curtain on the world of business plans and feasibility studies with our special guest, Bethany McClellan, founder of Rapid Business Plans. Joined by hosts Emily Detor, Ryan Kroge, and Alan Peterson (back from hiatus and a "Robbery on Camera" scare ), we dive into why these documents are more than just a box to check. If you're a BDO, lender, or borrower, you won't want to miss this rapid-fire discussion on:  🔹 The surprising non-finance background that launched a business plan empire 🔹 Why a well-crafted business plan is your accountability partner (and not just a one-and-done deal) 🔹 How a "borderline" deal can be saved with the right feasibility study 🔹 The critical difference between a human-crafted plan and a ChatGPT special (and why your credit manager will know the difference) 🔹 Why "rapid" isn't just a catchy name – it's a 4-business-day promise (with US-based talent across all time zones!) 🔹 Real-world examples of how a quick pivot on projections can make or break a deal (and save you from unnecessary partners) 🔹 The golden rule for new BDOs: Get your providers involved early (don't be "that guy") Plus, hear Kroge's take on audiobooks versus physical books , Alan's R.L. Stine reading habits , and a shout-out to the legendary Jeannie Yoder! 👉 Got strong feelings about business plans or an AI-generated horror story? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because a solid business plan is always a blueprint for success! 🎙This episode is sponsored by:  SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo

This week on The BDO Show, we're cutting through the noise surrounding the SBA's recent notice on search funds and preferred equity. What does the new guidance really mean for acquisition entrepreneurs, investors, and the future of small business acquisitions? Host Emily Detor is joined by Ray Drew, and special guest Sam Rosati, co-founder of Perimeter Solutions Group and a serial entrepreneur in the acquisition space, to unpack the implications of these changes in real-time. Sam, a former Wall Street lawyer who built his own portfolio of businesses through acquisition, offers a unique perspective on how the SBA's stance on search funds and preferred equity could reshape the landscape for buying and selling small businesses.  🎯 In this episode, we tackle: ➡️ The true meaning behind the SBA's "search funding" notice and its impact on the acquisition entrepreneurship ecosystem. ➡️ Preferred equity vs. common equity: What's allowed, what's preferred, and why the SBA is scrutinizing investor agreements. ➡️ The controversy around "side agreements" and investor control, and what it means for the guarantor's role. ➡️ The unintended consequences of the new rules on deal flow and access to capital for aspiring entrepreneurs. ➡️ Why the SBA might be missing the real problem, and alternative solutions to address concerns about loan performance and distributions. 💬 Is the SBA's new guidance a necessary correction or an overreaction that could stifle small business acquisitions? Join the debate and let us know your thoughts!  🎙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 go to https://rapidbusinessplans.com/art-of-sba. Peak Business Valuation Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbizval.com/BDOshow.

Welcome back to The BDO Show—where the grind is real, relationships are everything, and "America's Sweetheart" makes an appearance! Ever wonder what truly drives top BDOs in a daily grind that can eat you alive? Or how to master the art of managing broker relationships, big and small? This week, Ryan Kroge and Emily Detor are joined by the one and only Ryan Collins, "America's Sweetheart," to break down the secrets to staying driven, building invaluable connections, and navigating the nuances of working with referral sources. If you're looking to level up your game, this episode is packed with insights on: Motivation & Drive: What keeps elite BDOs climbing to the top day after day. The Power of Your Circle: Why surrounding yourself with like-minded individuals is key to success. Managing Broker Relationships: Strategies for fostering strong, productive partnerships. Big vs. Small Brokers: Tailoring your approach for maximum impact with different types of referral sources. Avoiding the "Bad Broker": Red flags to watch out for and how to protect yourself. Conferences & Outreach: Leveraging events and LinkedIn to build your network (and what not to do!). "How Can I Earn Your Business?": The simple yet powerful philosophy for building trust and deals. Plus, hear how the best in the business maintain their momentum and make money secondary to their mission. 👉 What keeps you driven in the SBA world? Got a broker success story (or horror story)? Tell us in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because staying sharp is always a good investment. 🎙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 go to https://rapidbusinessplans.com/art-of-sba    Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where business valuations meet cold, hard truths, and nobody sells a cash cow (unless the numbers add up). This week, we're diving deep into the world of business valuations and the often-suspect financials that come with selling a company. Emily Detor and Ryan Kroge are joined by Ryan Hutchins with Peak Business Valuation, a long-time sponsor and an expert who's also bought multiple businesses himself using SBA loans. If you're a BDO, buyer, or seller, you won't want to miss this no-holds-barred discussion on: Why you should never go 50/50 on a Quality of Earnings (QoE) The "new hotness" of QoE reports and how they save deals The red flags of "elevated numbers" and why sellers might be inflating their SDE The shocking truth: people don't care about lying to the IRS What happens when family members are on the payroll (and don't actually work) Why nobody sells a true "cash cow" The essential info every business owner needs to know before valuing their company Why the new SOP changes are actually great for stronger borrowers and better deals Plus, hear about Kroge's classic boat VIN-swapping discovery and why watching paint dry can actually be entertaining! 👉 Got thoughts on inflated SDEs or shady valuations? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because accurate numbers are always in style. 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo

Welcome back to The BDO Show—where loan closings get real, F reorgs get explained (sort of), and we finally give some love to the legal eagles! Ever wonder what really happens once a loan hits the closing stage? Or why your attorney is suddenly talking about "F reorgs" like it's the latest dance craze? This episode, we pull back the curtain on the lender-legal relationship with special guest Scott Oliver of Lewis Kappes. Join Emily Detour, Sterling Birdsong, and Ryan Kroge as they dive into:  The lifecycle of a loan, from BDO hustle to the closing crunch When and how to get your legal team involved (and why earlier is always better) How much should a BDO be in the weeds of the closing process The mystery of the F reorg—is it genius or just billable hours? Attorney superpowers: When a single call can replace 20 frantic emails  Whether you're a BDO, closer, or just love a good SBA story, this episode is packed with insights and laughs!  👉 Got any legal horror stories or attorney shout-outs? Share them in the comments or email us at [email protected]. 📺 Like, subscribe, and remember: when in doubt, call your lawyer (and maybe hit the gym).  🎙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 go to https://rapidbusinessplans.com/art-of-sba Peak Business Valuations | Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where SOPs change faster than a Tampa street scene and SBA rumors become reality. 🌊 📢 In this episode, we break down the brand new SBA SOP—what's changing, who's winning, who's losing, and how the industry is reacting. Chris Hackney, Sterling Birdsong, and Emily Detor (with a surprise Ray Drew appearance) unpack: 🔹 Why the new seller note rules are causing waves 🔹 How the SBA is tightening up MCA refinancing (and why it's controversial) 🔹 What the end of partial buyouts might mean for business succession 🔹 Why small loan changes are confusing lenders—and borrowers alike 🔹 The political and practical realities behind these sweeping updates From equity injection drama to MCA crackdowns, we're diving into the real-world impacts behind the SBA's latest moves. Whether you're a BDO, broker, borrower—or just a fan of good banter—you won't want to miss this one. 👉 Got thoughts or questions on the new SOP? Send them our way at [email protected]. 📺 Like, subscribe, and stay tuned for more industry updates, hot takes, and special guests. 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier.  Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo

Welcome back to The BDO Show—where merchant cash advances meet mic drops, and no referral fee is safe from scrutiny. 💰 Is MCA a necessary evil—or just misunderstood? In this episode, we sit down with business loan broker Alex Roshko to explore the controversial world of alternative lending, fast capital, and what it really means to serve the borrower's best interest. Joined by hosts Emily Detor, Chris Hackney, Sterling Birdsong, and Ryan Kroge, we dig into: ⚡ The real competition for SBA lenders (hint: it's not other SBA lenders) 💸 How brokers balance borrower needs vs. their own compensation 📉 The risks of MCA stacking—and how some brokers syndicate their own money 📋 New SBA fee enforcement and why referral partners are officially on notice 🤖 Will BDOs get replaced by AI and lead gen firms? Kroge makes a bold prediction... This episode is part education, part roast, and part rollercoaster—and we're not just talking about Vegas Al. 👉 Have strong feelings about MCA? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because if you're not staying sharp, you're probably getting stacked.   🎙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 go to https://rapidbusinessplans.com/art-of-sba   Peak Business Valuations   Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending.   Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where files get moved, borrowers get coached, and we finally find out who the real Ray Drew is. 👀 Ever wonder how top BDOs stay on top? Spoiler: They've got powerhouses like Cora Robinson behind the scenes—handling everything from borrower calls to credit writeups (and yes, she even bakes cookies for referral sources). In this episode, we talk with Cora, the SBA loan specialist and operational engine behind Ray Drew's high-volume production. We dig into what it's really like to be the one pushing deals through… and what happens when a former BDO finds her sweet spot behind the scenes. Join Emily Detor and Chris Hackney as they unpack: 📊 What it takes to manage 30+ active deals at once 🧠 How Cora gets borrowers to actually complete their checklists 📞 Why hopping on the phone can shave weeks off your processing time 📈 The reality of transitioning from BDA to BDO (and why not everyone should) 👶 Balancing a booming SBA career with life as a new mom From the front lines of loan support to the heart of high production—this episode is packed with insights, laughs, and killer advice for anyone navigating the SBA grind. 👉 Have you ever had a behind-the-scenes MVP like Cora on your team? Shout them out in the comments or email us at [email protected]. 📺 Like, subscribe, and don't forget to thank your loan specialist today. They're the real ones. 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier.  Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!

Welcome back to The BDO Show—where business plans are rapid, license plates are questionable, and the next generation of BDOs are taking notes (literally).   🎓 What does it take to break into SBA lending and actually thrive? This episode is all about building your name, booking deals, and navigating the steep learning curve—without crashing and burning.   Join Emily Detor, Ryan Kroge, Chris Hackney, and our rising star guest, Cam Nayebi, as they talk through: 🔥 What it's really like to start as a junior BDA and become a successful BDO in just over a year 📈 How to structure your day for maximum deal flow (and minimal chaos) 📬 Why mentors matter more than metrics—and how to find the right ones 💡 Cam's playbook for prospecting, building a tribe, and surviving the first 12 months 💰 Strategies for standing out at your shop—even if you're still learning your lender's credit box   And yes… we talk about the infamous "GAY4SBA" license plate and what not to do at Big Al's pool bar.   This episode is packed with laughs, strategy, and real advice for anyone looking to make their mark in the industry.   👉 Are you a new BDO trying to level up in 2025? Share your biggest wins (or wildest fails) with us in the comments or email [email protected].   📺 Like, subscribe, and hit that bell—because nobody wants to miss Ryan's "water on a duck" wisdom.   🎙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 go to https://rapidbusinessplans.com/art-of-sba   Peak Business Valuations   Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending.   Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/   The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!  

Welcome back to The BDO Show—where franchises rise, fall, and sometimes, just collect franchise fees. 🔍 What makes a brand a solid bet for SBA financing? And what separates a franchise success story from a financial trainwreck? In this episode, we dive deep into the franchise world—what lenders love, what borrowers should avoid, and why some franchises are just glorified marketing schemes. Join Alan Peterson, Sterling Birdsong, Ryan Kroge, and the peanut butter prince's dad as they break down: 🔥 The franchise red flags that make lenders nervous 💰 Why 50+ open locations in two years is the golden rule 🤝 How marketing companies hijacked the franchise model (and why that backfired) 🛑 The franchises that tanked post-COVID—and the ones that thrived 🥪 Why Jimmy John's was the king of SBA financing (seriously, less than 1% failure rate!) This episode is packed with hard truths, lender insights, and maybe even a zoo joke or two—so don't miss it! 👉 What's your take on franchise lending? Drop your thoughts in the comments or email us at [email protected]. 📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode! 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier.  Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!

Welcome back to The BDO Show—where deals get funded, policy changes drop like bombs, and no borrower (or lender) is truly safe.   🚨 The SBA just shook things up—again. In a surprise rule change, foreign nationals can no longer own any percentage of an SBA-funded business. Effective immediately, every SBA borrower must be a U.S. citizen or green card holder.   What does this mean for borrowers, lenders, and entire industries like hospitality? And is this a smart move—or a step in the wrong direction?   Join Emily Detor, Ryan Kroge, and Sterling Birdsong as they break down: 🔥 The immediate impact on SBA deal pipelines 💰 Why some lenders see this as a win—and others don't 🤔 How entrepreneurs will find new (and legal?) ways to adapt 🛑 The unintended consequences (silent partners, anyone?) 📉 What this means for immigration, business ownership, and the American Dream   Oh, and we're also talking tariffs—because why not stir the pot even more? Will they help American businesses or just make everything more expensive?   This episode is packed with insights, hot takes, and maybe even a little controversy—so don't miss it!   👉 What do you think—good move or bad for the SBA program? Share your thoughts in the comments or email us at [email protected].   📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode!   🎙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 go to https://rapidbusinessplans.com/art-of-sba   Peak Business Valuations   Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending.   Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/   The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!  

Welcome back to The BDO Show—where term sheets are the promise rings of SBA lending: full of commitment until a better offer comes along. 📝 Ever sent out a term sheet just to never hear back? Or worse—watch it get used as leverage for a better deal? In this episode, we're tackling the real term sheet acceptance rates, how to spot a shopper, and what to do when your deal is getting passed around like a free sample at Costco. Join Emily Detor, Sterling Birdsong, and Ryan Kroge as they break down: 🔥 The truth about term sheet acceptance rates (and why yours might be lower than you think) 🏦 How to tell if your borrower is serious—or just using you for negotiation ammo 💡 When to walk away vs. when to sharpen your pencil 📉 Why undercutting rates isn't a real strategy (and what to do instead) 🛑 The mistakes BDOs make that lead to ghosted term sheets and wasted time If you've ever felt like a borrower's backup plan, this episode is for you. What's your worst term sheet ghosting story? Drop it in the comments or email us at [email protected]. 📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode! 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier.  Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!

Welcome back to The BDO Show—where deals get funded, search funders get scrutinized, and no borrower (or lender) is truly safe. 🔍 Is search fund lending a golden opportunity or a ticking time bomb? In this episode, we dive into the world of search funders—what makes them a lender's dream (or nightmare), how they leverage the SBA program, and where things might be heading next. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they break down: 🔥 The real risks and rewards of search funder deals 💰 Why banks love them (and why some lenders don't) 🤝 The difference between a solid searcher and a walking red flag 🛑 How to protect yourself and your institution from bad deals 📉 What happens when PE firms start creeping into SBA lending This episode is packed with insights, hot takes, and maybe even a little controversy—so don't miss it! 👉 Have you ever worked on a search funder deal? Share your stories in the comments or email us at [email protected]. 📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode!     🎙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 go to https://rapidbusinessplans.com/art-of-sba   Peak Business Valuations   Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending.   Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/   The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!  

Welcome back to The BDO Show—where deals get closed, liquidity gets questioned, and no borrower (or lender) is safe. 💰 Need cash to close? Wondering if your liquidity is enough? Or just here for the chaos? In this episode, we dive deep into liquidity in SBA lending—how much you really need, how to structure deals when borrowers are short, and the biggest liquidity mistakes BDOs make. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they discuss: 🔥 Why undercapitalization is the #1 reason businesses fail 🏦 Creative liquidity solutions (because not everyone has a rich uncle) 💡 The art vs. science of post-closing liquidity 📉 When a borrower's balance sheet is lying to you 🛑 The mistakes that lead to clawbacks and early defaults This episode is packed with real stories, expert insights, and some truly questionable financial decisions—so don't miss it! What's the wildest liquidity issue you've ever seen? Drop your stories in the comments or email us at [email protected]. 📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode!   🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier.  Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!

📢 The BDO Show is back, and we're diving into a topic that's got SBA lenders everywhere talking—DOGE, efficiency, and what it all means for small business lending. What happens when a billionaire takes a microscope (or a hacksaw) to the SBA? We're breaking down the real implications of the Department of Government Efficiency (DOGE) and why it might not be as funny as it sounds. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they cover: 💰 The truth about DOGE and how it could impact SBA lending 📉 The 'shady business administration' tweet—fact or fiction? 🛑 Why SBA's small-dollar lending boom might be causing problems 💡 Should SBA loans go up to $10M? A heated debate 🚨 The 4363 blacklist—why some borrowers are getting permanently banned from SBA loans This episode is packed with insights, hot takes, and the occasional roast session. Are we overreacting, or is this the beginning of major SBA shake-ups? Drop your thoughts in the comments or email us at [email protected]. 📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode! ___________________________________________________________ 🎙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 go to https://rapidbusinessplans.com/art-of-sba Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/ The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!

Welcome back to The BDO Show—where career moves get analyzed, interview blunders get exposed, and no BDO is safe. Thinking about switching banks? Interviewing for a new BDO role? Or just curious what hiring managers really think? In this episode, we break down the do's, the don'ts, and the absolute cringe moments of BDO interviews. From botched resumes to water-spilling disasters, we've seen it all. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they cover: 🎤 How to actually prepare for an interview (and not just 'wing it') 💼 What hiring managers really look for (hint: it's not just your production numbers) 🔍 The importance of credit box research before making a move 💡 Why your referral sources could make or break your next job switch 📢 "Is your resume selling you… or exposing you?" This episode is packed with insights, cautionary tales, and a few questionable career decisions—so don't miss it! What's the worst interview mistake you've ever seen? Drop your stories in the comments or email us at [email protected]. 📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode! ___________________________________________________________ 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier.  Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!

Welcome back to The BDO Show—where SBA lending gets dissected, debated, and occasionally roasted. Equity injection (or the lack thereof) has been a hot topic, and in this episode, we break down the winners, the losers, and the unintended consequences of recent SOP changes. Is 100% financing making a comeback? Should seller notes really count as skin in the game? And what happens when borrowers try to have just enough liquidity to game the system? Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they debate: 💰 When no money down actually makes sense (and when it doesn't) 🏦 The risks of undercapitalization and why some loans are doomed from the start 📜 How recent rule changes could open the door for fraud (again) 💡 The role of liquidity, experience, and seller notes in responsible SBA lending 📢 "Does 10% down really make a difference, or are we just chasing numbers on paper?" This episode is packed with insights, strong opinions, and a little bit of story time—so don't miss it! Do you think these changes are helping or hurting the industry? Drop your thoughts in the comments or email us at [email protected]. 📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode! ___________________________________________________________ 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 go to https://rapidbusinessplans.com/art-of-sba Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show! The go-to podcast for BDOs looking to sharpen their skills and stay ahead of the game. What started out as a "winners and losers" episode focused on the 2023 changes to the 7a loan program, turned into a fiery debate on search fund deals, partial change of ownership transactions and refinance SBA loans with SBA loans.  In this episode, Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge dive into one of the most heated debates in SBA lending—search fund deals. With recent SOP changes shaking up the industry, the gang unpacks the winners, the losers, and the unintended consequences of these updates. The conversation kicks off with the partial buy-in asset sale change—does it create better continuity for businesses, or does it open the door for inexperienced buyers to game the system? Debt refinancing also takes center stage, with new flexibility allowing borrowers to consolidate debt more easily. But with MCA debt now eligible for refinancing, the group debates whether this will provide much-needed relief or lead to unintended abuse of the program. 💡 Key Takeaways: ➡️ SBA now allows partial buy-ins as asset sales—a win for some, but does it invite risky lending? ➡️ Refinancing just got easier, making SBA loans more accessible for struggling borrowers. ➡️ Search fund buyers—innovative entrepreneurs or opportunists structuring deals just to qualify? ➡️ MCA debt refinancing—a second chance for business owners or a dangerous loophole? 📢 "Making loans that are risky sometimes is okay—but are we setting ourselves up for trouble?" This episode is one of the spiciest yet, and we want to hear from YOU! Do you think these SBA changes will help or hurt the lending space? Drop your thoughts in the comments or email us at [email protected]. 📺 Don't forget to like, subscribe, and hit the bell so you never miss an episode! ___________________________________________________________ This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at http://landing.re2.ai/bdo. The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This will be a live show you won't want to miss!

The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This is will be a live show you won't want to miss! In this episode, co-hosts Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge come together to discuss strategies for setting and achieving impactful goals for 2025. From scaling operations to balancing work-life priorities, this episode offers actionable advice and personal anecdotes to inspire and guide BDOs at every level. Emily underscores the importance of fostering collaboration within your team, while Alan focuses on staying efficient and eliminating distractions to achieve big numbers. Ryan emphasizes prioritizing high-quality referral sources, Chris highlights operational improvements like tracking SLAs, and Sterling stresses involving both personal and professional support systems in your plans. 📢 "Making sure you have people in your corner is a huge part of hitting your goals," Sterling shares, driving home the value of teamwork and collaboration. Key Takeaways: ➡️ Clear goal-setting and prioritization are essential for balancing production targets and personal well-being. ➡️ Operational efficiency, including tracking SLAs and milestones, improves productivity and borrower satisfaction. ➡️ Managing distractions and focusing on what's within your control can prevent burnout and drive success. ➡️ Building strong relationships with referral sources and your team fosters trust and long-term success. ➡️ Collaborative communication and documenting challenges are vital for overcoming hurdles and improving workflows. ❓What are your goals for 2025? Share them with us or send your questions and feedback to [email protected]. Let's make this year the best one yet!  ___________________________________________________________  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 go to https://rapidbusinessplans.com/art-of-sba Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to https://peakbusinessvaluation.com/get-your-free-valuation-resource/  

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. We just wrapped up Season 1 of the BDO show, and what a journey it's been. From the laughs to the lessons, this episode encapsulates a year of shared experiences, challenges, and triumphs, offering a retrospective look at our adventure while setting the stage for future discussions in SBA lending and business development.  🎉 Season 2 🎉 We're calling upon our listeners for input. Your suggestions will shape the upcoming season's episodes. 🎄 As we sign off, we want to give a special shoutout to all of our families and supporters. Your encouragement fuels our passion. We're excited to bring you more BDO magic next season. See you soon!  Link to crossword puzzle:  https://drive.google.com/uc?export=download&id=1MXc634hszbzM-YoX2UnXwiKSmk5BE7Fx The first person to email an accurate completed crossword puzzle to [email protected] will win an official BDO Show Nike Zip-up Hoodie. If you have questions or comments, please send them to [email protected]  This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful.  For more information, visit their website www.peakbizval.com or email Ryan Hutchins at [email protected] 

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. In this engaging episode of the BDO Show, hosts Alan Peterson, Ryan Kroge, and Emily Detor delve into the strategic intricacies of business development, especially for newly minted BDOs. They discuss crucial aspects such as target market selection, business development plans, and effective outreach strategies to bolster business portfolios. Listeners are encouraged to rethink traditional methods and embrace innovative approaches to business growth. Highlighting the importance of relationship-building, the hosts share personal anecdotes and tried-and-tested strategies like leveraging local networking events, enhancing personal branding through digital platforms like LinkedIn, and the influential power of a simple phone call.  With an emphasis on adaptability, they underscore the necessity of "reinventing yourself every season" to stay relevant and successful in the ever-evolving business landscape.  Key Takeaways Building strong and meaningful relationships is pivotal for business development success, transcending mere transactional interactions. A well-structured business development plan should include tracking progress, using a mix of outreach strategies, and constantly evolving based on market needs. Networking events, both digital and in-person, provide invaluable opportunities for connecting with potential clients and partners. New BDOs should focus on understanding their institution's strengths in specific use of proceeds and industries to effectively target their outreach. Writing handwritten notes or making personal phone calls can significantly differentiate you from the competition and help in building long-lasting relationships.  If you have questions or comments, please send them to [email protected]

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. In this insightful episode of the BDO Show, co-hosts Alan Peterson, Chris Hackney, Sterling Birdsong, Ryan Kroge, and Emily Detor delve into essential strategies for managing business development operations during the holiday season. The discussion kicks off with a focus on effective communication with clients and the importance of understanding their needs, especially in the context of easing transaction stress during high-demand periods. As they navigate these challenges, the hosts also discuss practical strategies for maintaining a healthy work-life balance and fostering team cohesion. As the episode progresses, the BDO Show hosts provide crucial guidance on managing expectations and deadlines. The holiday season often brings unique challenges and opportunities in the financial sector, which the hosts address by sharing personal experiences and professional wisdom. From the effective scheduling of tasks to the importance of clear communication with teams and clients, the hosts underscore the value of thoughtful planning and customer-centric approaches. Their advice is rounded out with anecdotes and personal tales that highlight the balance between customer satisfaction and operational efficiency. Key Takeaways: Effective communication with borrowers is crucial to manage expectations and set realistic timelines during the holiday season. Building and maintaining professional relationships without succumbing to the stress of year-end targets can prevent burning bridges. Establishing personal and professional boundaries leads to healthy team dynamics and prevents holiday burnout. Seasonal planning and setting up clear milestones help in closing deals efficiently without unnecessary stress. Personalized gift-giving can strengthen professional relationships by showing appreciation and understanding of team members and clients. If you have questions or suggestions for topics, send us an email at [email protected] __________________________________________________ This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. In this insightful episode of the BDO Show, the hosts delve into the intricacies of pricing strategies within SBA lending, emphasizing the importance of aligning pricing with risk. They explore real-world scenarios where BDOs face challenges in maintaining competitive rates while ensuring sustainability. Through engaging discussions, the hosts stress that execution in deal-making surpasses mere rate considerations, as Alan Peterson states, "Execution on your deal isn't the main thing, it's the only thing." Sterling Birdsong and Ryan Kroge share their experiences and advice on managing customer expectations and standing firm in pricing negotiations. The conversation further underscores the importance of building lasting relationships and knowing one's strengths and limits in the lending space. Alan and Ryan bring to light the concept of market makers versus market takers, where the former adds value through consulting and relationship-building, contrasting sharply with those who rely solely on offering the lowest rates. Ryan encapsulates this with an insightful remark, "Build your relationships, build your brand." For those navigating the landscape of SBA lending, this episode provides an in-depth guide to prioritizing relationship-building over chasing unsustainable rates. Key Takeaways: Understand risk-based pricing: Deals must be priced according to the risk to maintain sustainability and competitive advantage. Execution over rate: The effectiveness of deal closure is emphasized as being more critical than just offering low-interest rates. Building relationships: Investing in strong networks with customers and referral sources can significantly impact business longevity and success. Know your limits: BDOs should be aware of when to stand firm on pricing and when a deal might not be worth pursuing. Be a market maker: Strive to provide value beyond pricing through expert consultation and relationship-building.  If you have questions or comments, please send them to [email protected] ___________________________________________________________ This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful.  For more information, visit their website www.peakbizval.com or email Ryan Hutchins at [email protected] ___________________________________________________________ CHAPTERS 0:00 | Introduction 2:26 | Aligning Pricing With Risk in SBA Lending 4:48 | Risk-Based Pricing Strategies in Real Estate Transactions 7:23 | Risk-Based Pricing and Navigating Loan Market Challenges 11:36 | Challenges and Strategies in Business Deal Pricing 16:49 | Navigating High-Risk Loans and Market Realities 23:52 | Building Trust and Expertise in Business Development 28:17 | Strategies for Pricing Deals and Managing Client Expectations 33:09 | Building Loyalty and Relationships in Business Deals 36:02 | Building Strong Referral Sources Through Thoughtful Networking

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. In this episode of "The BDO Show," the hosts, Emily Detor, Alan Peterson, Sterling Birdsong, and Ryan Kroge, are joined by special guest Bruce Marks, a distinguished figure in the SBA lending sphere. The discussion centers around the challenges and rewards of managing stress as a BDO, the importance of client relationships, and navigating the complexities of large-scale transactions. Bruce shares his wealth of knowledge from years of experience, offering listeners a glimpse into what it takes to succeed in this competitive field. The conversation dives into effective stress management strategies for BDOs. Bruce Marks emphasizes the significance of pipeline management and the balance between personal goals and organizational expectations. He underscores the importance of establishing a robust network and the pivotal role of credibility in winning deals. The episode also highlights how Bruce collaborates closely with underwriters and leverages technology to streamline his workflow, ensuring that client expectations are met without igniting potential conflicts. Key Takeaways: Stress Management: Bruce Marks stresses the importance of managing personal goals and refining pipeline efforts to alleviate stress associated with production targets. Building Relationships: Relationships are paramount in SBA lending; success often hinges on who knows you and how well you can present credible solutions. Client Communication: Involving underwriters early in the process can help set realistic expectations and prevent misunderstandings. Technology Utilization: Using tools like Calendly and conducting video calls can enhance productivity and communication efficiency. Career Longevity: Embracing learning opportunities and focusing on quality deals are key to a long, successful career in SBA lending.  If you have any questions or comments, please send them to [email protected]  This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year.  Those whom we work with label us as fast, reliable, and insightful. For more information, visit their website www.peakbizval.com or email Ryan Hutchins at [email protected]    

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. In this engaging episode of The BDO Show, the team welcomes Mary Soldano, a renowned SBA BDO. They delve deep into the intricacies of balancing SBA lending while maintaining a healthy work-life balance. The podcast kicks off with a discussion on the expectations and strategies for managing the numbers game in the field of SBA lending. Mary shares her insights on calculating necessary outputs and backward planning to achieve annual goals. These insights can help new and seasoned BDOs alike understand better methodologies for meeting and exceeding performance targets. The conversation further explores the dynamics of work-life harmony, tackling topics such as time management, family responsibilities, and the perception of women versus men in balancing professional and personal life commitments. Mary's experience as a mother of three and a successful BDO showcases how one can achieve excellence in a demanding career while prioritizing family. This episode is packed with practical advice for BDOs looking to enhance their productivity and find equilibrium in their professional and personal lives. Key Takeaways: Strategic Planning: Mary Soldano emphasizes the importance of reverse engineering your goals by calculating how many deals need to be submitted and approved to hit a target, using metrics like term sheets and closings. Work-Life Balance: Insights on maintaining a healthy work-life balance focus on being fully present in each moment, whether with family or at work. New BDO Challenges: New BDOs should expect a ramp-up period typically around six months to gain traction and experience as they establish themselves in the industry. Effective Networking: Surrounding oneself with experienced and successful professionals can significantly enhance learning and success rates in the onerous prospecting phase. Honesty in Business: Being truthful with clients and referral partners about deal specifics builds better trust and long-term partnerships.   If you have questions or comments, please send them to [email protected]  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 go to Art of SBA — Rapid Business Plans | https://rapidbusinessplans.com/art-of-sba 

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. In this insightful episode of the BDO Show, the co-hosts engage in a thought-provoking conversation with special guest Glenn Giro. The focus is on navigating career transitions within the SBA lending industry and understanding when and why to switch institutions.  The discussion delves deeply into the factors that contribute to making a successful career transition and the importance of choosing the right environment for personal and professional growth. Emily, Alan, Ryan, and Glenn touch upon essential themes such as the significance of aligning with a bank that fosters a growth-oriented culture and how autonomy and reputation play crucial roles in a BDO's career choices.  They emphasize critical checklist items to consider when evaluating career opportunities and shed light on managing transitions seamlessly, ensuring that the integrity of professional relationships is maintained. The episode offers invaluable insights for BDOs pondering a career move, balancing the need for growth with the desire for stability.  If you have questions or suggestions for topics, send us an email at [email protected]   This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected]  CHAPTERS 0:00 | Introduction 3:19 | Deciding When to Switch Banks as a BDO 10:18 | Top Priorities for Success in SBA Lending 18:36 | Keys to Successful SBA Lending and Bank Alignment 21:53 | Career Transitions and the Challenges of Pipeline Management 27:26 | The Importance of Building Long-Term Business Relationships 30:10 | Ethical and Reputational Risks of Deal Leaking in Finance

In the high-stakes world of SBA lending, closing a deal successfully is often a race against time and unforeseen challenges.  Join Emily Detor, Ryan Kroge, and Sterling Birdsong as they delve into the intricacies of navigating credit, legal, and internal team dynamics to coax deals over the finish line. Your hosts offer a candid look into the hurdles and strategic maneuvers that seasoned BDOs employ. Learn about the importance of setting expectations, managing third-party reports, and communicating effectively to avoid deal-killing delays. Real-life anecdotes, including disasters averted and lessons learned, highlight the unpredictable nature of the business lending world. Perfect for BDOs aiming to streamline their processes and maximize success. Here are the key takeaways: Effective communication and expectation management with clients and internal teams are crucial in ensuring smooth deal closures. Understanding the potential pitfalls in SBA lending, such as third-party reports and credit assessments, can preemptively avert transaction issues. Collaborating with the right partners, from environmental consultants to legal advisors, fosters a seamless lending process. This episode is sponsored by: Peak Business Valuations   Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful.   For more information, visit their website www.peakbizval.com or email Ryan Hutchins at [email protected] CHAPTERS 0:00 Introduction 3:31 | Avoiding Deal Failures in Loan Closing Processes 13:45 | Uncovering Fraud in a Business Acquisition Deal 15:51 | Early Warning Signs of a Deal Falling Through 20:22 | The Importance of Solution-Oriented Teams in Deal Success 23:23 | Challenging Inaccurate Real Estate Appraisals for Fair Valuation 25:48 | Navigating Underwriter Challenges to Ensure Deal Success 29:46 | Navigating Environmental Challenges in Real Estate Transactions 35:53 | Communication and Expectations in Loan Closing Processes

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. In this episode, we're talking about lies, deceit, and deception, you know -- that thing SOME BDOs use when selling a deal. Misleading borrowers can be largely categorized into two types: intentional and unintentional. As Sterling Birdsong rightly points out, often, misleading a borrower stems from ignorance rather than deliberate deceit.  New BDOs may unintentionally mislead because they lack experience with the intricacies of SBA regulations. For example, misunderstanding the necessity for an SBA loan to go through GP if in second position can lead to incorrect assurances to the borrower about streamlined PLP (Preferred Lenders Program) processing. Ryan Kroge elaborates on another common pitfall: "I've said this once, I think, on the show, and I'll say it again, commission killed the salesperson. The majority of them out there are no longer looking out for the customer." BDOs driven by commission rather than customer service might prioritize their earnings over the borrower's best interest, leading to ethical dilemmas. Whether through ignorance or intentional omission, misleading borrowers damages trust and can derail the loan process. Setting realistic expectations is paramount not only for gaining a borrower's trust but also for ensuring a smooth loan processing journey. Chris Hackney emphasizes the vital role of managing expectations: "If you can't manage the expectations of your borrower and the process, then you don't need to be doing this job." Similarly, Alan Peterson stresses the value of real-talk with borrowers about their obligations and responsibilities, particularly with evaluating business acquisition opportunities: "It's knowing what you can do and knowing what you cannot do that makes you valuable... level expectations with people personally... this is heavy stuff. This is heavy lifting." Did we miss anything? If you have questions or comments, please send them to [email protected]  ______________________________________________________ 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 go to Art of SBA — Rapid Business Plans ______________________________________________________ CHAPTERS 0:00 | Introduction 3:34 | Ethical Dilemmas in SBA Lending Practices 6:41 | Navigating Early Mistakes and Learning Curves in BDO Roles 11:31 | Navigating SBA Loan Policies and Bank-Specific Rules 17:22 | Managing Expectations in Banking and Mortgage Processing 21:16 | The Consequences of Misleading Borrowers in Lending Practices 26:10 | The Importance of Transparency in Business Acquisitions 32:17 | The Realities and Expectations of Buying and Operating a Business 33:03 | Red Flags When Discussing Loan Terms With Lenders

Shout out to Ted for today's episode discussion: structuring the deal. Now, we've covered certain aspects of deals but this time, we're going to give our thoughts on Ted's questions. We'll begin by addressing the importance of upfront deal assessments, emphasizing the pitfalls of relying heavily on add-backs and the necessity of ensuring deal viability through initial reviews.  Then, we'll transition into a discussion about scrutinizing projections, with a focus on character issues that can arise from unrealistic assumptions. From ensuring borrowers have relevant industry experience to managing dynamic tensions between the BDO and credit teams, the hosts provide astute advice on navigating complex financing landscapes. Thank you again, Ted. And if you have questions or suggestions for topics, send us an email at [email protected]  This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com  or email Adam Bergen at [email protected]  CHAPTERS 3:30 | The Art of Structuring Deals to Protect Both Bank and Borrower 9:02 | Evaluating Add Backs and Their Impact on Business Deals 16:16 | Evaluating Projections and Assumptions in Business Deals 21:19 | Challenges and Realities of Business Acquisition and Debt Refinancing 28:26 | Navigating Dynamic Tension in Banking for Loan Approvals

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. In this episode, the hosts breakdown the best practices for scaling your SBA production from $25 million to $50 million annually. This insightful discussion is aimed at experienced BDOs who seek to elevate their game by doubling their production numbers. Leveraging key elements like effective time management, strategic delegation, and optimizing your referral network, the conversation highlights the essential factors that contribute to achieving higher production numbers. Additionally, the episode touches on important themes like adapting to market trends, focusing on vertical industries, and building long-term relationships with key referral partners. Listeners will learn about the importance of starting the year strong, managing their deal pipeline efficiently, and being prepared to handle larger loan sizes. Key Takeaways: Effective Time Management and Delegation: Knowing when and how to delegate tasks within the loan process to maintain efficiency is crucial for scaling production. Building and Leveraging Referral Networks: Developing strong, reliable relationships with a handful of key referral partners can provide a consistent flow of quality deals. Strategic Loan Size Targeting: Finding a balance in loan sizes and avoiding a focus on large, potentially risky deals can lead to more consistent production. Adapting to Market Trends: Staying informed on industry trends helps in targeting the right types of loans and clients, which can significantly impact production numbers. Consistency and Preparedness: Maintaining consistency in loan production requires an organized approach and preparation for market fluctuations.  This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year.  Those whom we work with label us as fast, reliable, and insightful.  For more information, visit their website www.peakbizval.com or email Ryan Hutchins at [email protected] 

Navigating relationships with your credit team is an essential skill for any BDO. The nuances of successful BDO-credit interactions are often subtle but impactful. In this engaging episode of the BDO Show podcast, the hosts discuss the critical aspects of building and maintaining strong relationships with credit teams to ensure successful deal closures. We're focusing on: Effective Communication is Paramount: Building trust and rapport with your credit team hinges on continual and honest communication. Understanding Credit Preferences: Knowing what types of deals your credit managers and underwriters prefer can significantly bolster your approval rates. Humanizing the Process: Personal connections with your credit team can tilt the scales in favor of your loan applications.   E-mail us or give any other questions/suggestions at [email protected] ______________________________________________________ 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 go to Art of SBA — Rapid Business Plans | https://rapidbusinessplans.com/art-of-sba

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. Reaching out directly to business owners offers unparalleled opportunities for BDOs to cultivate genuine relationships and achieve superior results. In this episode, we dive into effective techniques for direct outreach, common pitfalls to avoid, and strategies for maintaining long-term relationships with business owners.  Remember: Authenticity Matters - Building rapport with business owners through genuine connection rather than aggressive pitching leads to stronger, more fruitful relationships. Strategic Follow-up - Implementing systematic follow-up strategies ensures you're not forgotten and keeps your services top of mind. Unique Approaches -Leveraging niche platforms and unconventional methods can help you stand out and effectively reach potential clients.   Please e-mail us any questions, or suggestions for future episode topics at [email protected]  This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at [email protected]   CHAPTERS 0:00 | Introduction 3:32 | The Importance of Direct Outreach to Business Owners 8:53 | Strategies for Direct Marketing and Building Client Relationships 11:59 | Networking and Common Mistakes in Business Outreach 15:20 | Effective Strategies for SBA Lenders to Attract Borrowers 18:33 | Effective Strategies for Connecting with Business Buyers 24:58 | Maintaining and Nurturing Relationships with Business Owners 29:38 | The Power of Authentic Relationships in Business

in today's episode, we welcome Sterling back from his Europe trip, roast Ray Drew's Spreadsheet skills, and discuss building robust relationships with other business development officers (BDOs). "Relationship building with other BDO's is really probably the secret sauce for my success as a BDO." Creating a network of fellow lenders can often outweigh even direct broker relationships. There is tremendous value in being at the forefront of other bankers' minds. When another BDO encounters a loan they can't process—whether due to geographical limitations or specific credit appetite—they can refer it to you if you've established a solid relationship. This networking isn't just about exchanging business cards; it involves engaging in meaningful conversations about each other's processes, credit boxes, and overall banking experiences.  "Talk to a bunch of different bankers and start to build kind of a banker network." Continuously nurturing these relationships through lunches, dinners, and genuine interactions helps keep you top of mind, ensuring that you're the BDO they think of when they encounter deals they can't handle. How do you handle Deal Trading with other lenders? Let us know at [email protected].  This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful. For more information, visit their website www.peakbizval.com or email Ryan Hutchins at [email protected]  CHAPTERS 0:00 | Introduction 4:08 | Building Success Through Networking with Other Lenders 12:23 | Compensation and Ethics in SBA Lending 15:27 | Fraud in SBA Lending 19:34 | Legal and Compliance Issues in Deal Trading 25:16 | Building Long-Term Relationships in SBA Lending 32:40 | Building a Lender Network and Knowing Their Specialties 33:46 | Travel, Haircuts, and Spreadsheet Mastery  The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.