SBA lending continues to be one of the most important financing tools in business brokerage, but the rules, expectations, and lender priorities continue to evolve.
In this episode of CVBBA Insights, Heather Valeri sits down with Matt Williams, SVP and SBA Sales Team Lead at United Community Bank, for a timely conversation about the current SBA lending environment and what business brokers need to understand when preparing buyers, sellers, and deals for financing.
Matt brings more than 20 years of banking experience across mortgage, retail banking, commercial lending, and SBA financing. Since joining SBA lending in 2019, he has helped guide clients through credit analysis, SBA requirements, and the practical realities of getting deals funded.
In This Episode
Heather and Matt discuss:
Why This Episode Matters
For business brokers, financing is not just a buyer issue, it is a deal management issue.
Understanding how lenders evaluate SBA transactions helps brokers better advise clients, manage expectations, structure stronger offers, and identify potential red flags earlier in the process.
This conversation is especially valuable for brokers working with main street and lower middle market transactions where SBA financing is often a key part of the acquisition strategy.
Key Takeaways
Prepared buyers create stronger offers.
A buyer who understands their financial capacity, equity injection, resume strength, and lender expectations is better positioned to move quickly and confidently.
Seller financial records, tax returns, add-backs, payroll, lease terms, and cash flow documentation all play a major role in financing success.
The lender should be involved early.
Waiting until after an LOI or purchase agreement can create unnecessary delays. Early conversations can help determine whether the structure is realistic.
Communication keeps deals moving.
Brokers, lenders, attorneys, CPAs, buyers, and sellers all play a role in keeping the transaction organized and moving toward closing.
SBA lending remains a powerful tool.
When properly structured, SBA financing can help qualified buyers acquire strong businesses while giving sellers a path to a successful transition.
About the Guest
SVP | SBA Sales Team Lead
United Community Bank
125 East Broad Street
Greenville, SC 29601
Phone: 864-228-2519
Matt Williams has more than 20 years of banking experience, including mortgage origination, retail banking, commercial lending, and SBA financing. He currently serves as Senior Vice President and SBA Sales Team Lead at United Community Bank.
About the Host
Heather Valeri, CBI, CEPA
Founder & CEO
Meridian Business Advisors
Website: meridianbusinessbrokers.com
Email: [email protected]
Heather Valeri is an award-winning business broker, advisor, and industry leader with more than 20 years of experience. She is VP Elect of the CVBBA, Board of Governors member for the IBBA, and CEO of Meridian Business Advisors.
CVBBA’s podcast section features monthly contributions from members and affiliates with practical, implementable ideas, strategies, and success stories designed to help members strengthen their brokerage practice and better serve their clients.
