This week on SBA Today, we're diving deep into a topic often misunderstood in the world of SBA lending: holdbacks. While conventional wisdom might lead you astray, understanding what's truly allowed—and what's not—can be the key to a smoother transaction.

Hosts Paul Long and Tanya Mazurek are joined by special guest Gregory Kovsky, President and CEO of IBA, the Pacific Northwest's oldest and largest business brokerage firm.

With over three decades of experience as a business broker and a deep understanding of SBA lending, Greg brings invaluable insights, even having represented "Godmother of SBA" Joanna Bruno in the sale of her company.

🎯 In this episode, we tackle:

• The common misconceptions surrounding SBA holdbacks and escrow accounts.
• Why SBA loan funds cannot sit in escrow for more than five business days to facilitate a loan closing.
• The critical distinction: SBA's rules on escrow apply to loan funds, not necessarily seller funds.
• What is allowed: How seller holdbacks are legally structured to protect buyers against trailing liabilities like unpaid taxes, warranty issues, or inventory discrepancies.
• The importance of full disclosure of all holdback agreements in the Purchase and Sale Agreement (PSA).
• Why having knowledgeable professionals—from brokers like Greg and legal counsel to experienced lenders—is crucial for navigating complex business acquisitions and avoiding costly mistakes. 

💬 Are you clear on the difference between allowed and disallowed SBA holdbacks? Join the conversation and share your experiences! 

For more information about Greg, go to: https://ibainc.com/

This episode is sponsored by: Res/Title

Res/Title, your "One Stop Shop for SBA closings". 

We're your commercial title and closing company that provides you with the tools and technology to give you an instant quote and Al property reports on any deal in the nation. Whether it's for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! www.res-title.com

⚠️ Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer. ⚠️

Join us for a special SBA Today episode! Paul Long and Tonya Mazurek are breaking down major industry news and diving deep into how to build an unshakeable PERSONAL BRAND in today's competitive landscape.

What's on the docket?

• Industry Shake-Up! 🏦 What does this mean for the industry and potential team movements?
• CFR Changes Incoming! 🚨
• But the main event? Unlocking YOUR Personal Brand! ✨

Don't miss this! Tune in to understand industry shifts and level up your brand.

 ⚖️ This episode is sponsored by: Res/Title your “One Stop Shop for SBA closings”. We’re your commercial title and closing company that provides you with the tools and technology to give you an instant quote and AI property reports on any deal in the nation. Whether it’s for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! www.res-title.com 

Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer.

Welcome to a very special episode of SBA Today! Join hosts Paul Long and Tonya Mazurek as they bravely pull back the curtain on the "educational moments" – or as Tonya calls them, "OH CRAP MOMENTS" – that every professional in the SBA lending industry faces. 

In this candid discussion, Paul and Tonya reveal real-world experiences and share hard-earned lessons on:

• Credit Pull Timing: When is the right time to pull credit? Before or after a term sheet? Tonya shares why she prefers not to pull credit upfront and encourages customers to check their own.
• Business Acquisitions & Valuations: Do a "quick and dirty value" to understand the ballpark of a business's worth and identify potential missing assets or major add-backs. Beware of improper add-backs, like personal expenses!
• Low Credit Scores & "Good Stories": Tonya shares her experience with "story lending," especially for those with unforeseen credit issues like medical bills. While the SBA is silent on credit and it's lender discretion, structuring deals with more collateral or equity can strengthen challenging situations. 
• Underwriting Cash Flow Errors: These are "extremely common" and why lenders must review credits carefully. Mistakes can happen, like transposing numbers or misinterpreting add-backs. Pre-flights and quick cash flow analysis can help prevent these errors. 
• Seller Notes on Full Standby Being Paid (Quietly): While "to my knowledge of course not" for their deals, Tonya acknowledges that outside-the-system payments can happen without the lender's awareness. 
• Turning Down Deals on Ethics: Both Paul and Tonya agree this is crucial. If there's a "red flag at the beginning," expect more later. Tonya prioritizes the borrower first, even referring them to other banks if a traditional loan is a better fit. 
• Post-Closing Paperwork & "Eating Crow": It's common to go back for signatures or paperwork after a deal closes , and as the "face of the bank," sometimes you just "gotta swallow it" and admit a mistake. 
• Missed Loan Fees or Vehicle Taxes: Paul admits to getting "caught multiple times" on these, especially with large vehicle purchases where taxes can be a significant, easily overlooked number. 
• The Deal You Wish You Hadn't Done: Tonya shares a heartbreaking story of a restaurant startup before the pandemic, where despite bank support, unforeseen challenges led to failure. Paul recounts a similar situation with an older individual who had to sell their paid-off home. These stories underscore the emotional toll and importance of empathy in the business. 
• The Importance of Conversation: Tonya passionately argues against just telling clients to "put in a loan application." Having a real conversation upfront helps understand their needs, prevents wasted effort, and avoids unnecessary credit pulls.

Don't miss a beat! Join us live every Tuesday morning on LinkedIn and YouTube! Catch up on previous episodes and explore our family of podcasts: "The BDO Show" and "Art of SBA Lending."

 This episode is sponsored by: Res/Title

 Res/Title, your "One Stop Shop for SBA closings".

We're your commercial title and closing company that provides you with the tools and technology to give you an instant quote and Al property reports on any deal in the nation. Whether it's for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact.

Get started today! www.res-title.com

⚠️ Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer. ⚠️

In this episode of SBA Today, hosts Paul Long and Tonya Mazurek are diving into the latest news and bringing you a special guest segment you won't want to miss!

In this power-packed episode, you'll discover:

• SBA's 2026 Vision Revealed! 🚀 Paul breaks down the SBA's Annual Evaluation Plan for FY 2026, including key focus areas for the coming year!
  • Boosting Manufacturing: The SBA is encouraging more businesses to sign up through SAM.gov and increasing lending for specific NACIS codes.
  • Cutting Red Tape & Inefficiencies: Learn how the SBA aims to identify high-cost areas and provide access to free resources like capability statement builders, AI-enabled marketing assistance, and automated market research reports! Did you know some consultancies charge hundreds for SAM registration, a free process that takes less than two hours?!
  • Empowering Rural Businesses: See how the SBA plans to make offices and services more accessible to rural communities through strategic partnerships.
• Special Guest Spotlight: Res/Title Experts Rich Sabrowske & Regina Braga! 🏡🔑 We're getting down to business with our sponsor!
• What Makes Res/Title Different? Discover their unique nationwide expertise and how they specialize in title and settlement for 31 years, unlike companies focused on a single state.
• Title Horror Stories! 😱 Hear real-life examples of fraud and complicated situations caught by title insurance, including fake LLC docs and properties split across state lines!
• Learn why title insurance isn't "sexy" but absolutely essential for protection! Free Tools & Education! Res/Title offers "Rez University" for customizable classes, plus free calculator tools and property reports to help you understand closing costs to the penny!
• The Strangest Closings Ever! 🚌🔒 You won't believe where Res/Title has gone to ensure a deal closes, from jails to carnivals and even a bus! Tune in live every Tuesday morning on LinkedIn & YouTube! You can also catch up on demand wherever you get your podcasts.

Don't forget to check out our sister podcasts: "The BDO Show" and "Art of SBA Lending"!

Have questions or want to connect? Reach out to Paul and Tonya on their personal LinkedIn pages!

This episode is sponsored by: Res/Title

Res/Title, your "One Stop Shop for SBA closings". We're your commercial title and closing company that provides you with the tools and technology to give you an instant quote and Al property reports on any deal in the nation. Whether it's for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! www.res-title.com

⚠️ Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer. ⚠️

Join Paul and Tonya as they break down the latest in SBA news! This week:

• EIDL Subordination - A crucial reminder: borrowers handle this via MyPortal, not lenders!
• SBA Broker Fees Under Fire! 🔥 Congress is demanding annual reports on 7(a) agents, scrutinizing fraud, fees, and more. The era of "bad apples" is ending!
• SBA: A Job Creation Powerhouse! 📈 We highlight data showing SBA programs have supported over 17 million jobs since 2010. See which lenders are leading the way!
• Lumos Data Game Time! 📊 Test your knowledge on default rates, risk, loan sizes, and variable vs. fixed rates. You might be surprised! 

Tune in live Tuesdays on LinkedIn & YouTube, or catch the podcast! 🎙️ 

This episode is sponsored by: Res/Title

Res/Title, your "One Stop Shop for SBA closings". 

We're your commercial title and closing company that provides you with the tools and technology to give you an instant quote and Al property reports on any deal in the nation. Whether it's for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! www.res-title.com

⚠️ Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer. ⚠️

🚨 Major SBA Updates You Can't Miss! 🚨

This week on SBA Today, we're honored to be joined by "The SBA Godfather" Lance Sexton! He's sharing his insights on how the new SBA rules are shaking up the landscape.

Tune in as we break down:

• SBA's decision to no longer review loan applications for affiliation (lenders, this is on YOU!).
• Key takeaways from budgeting testimony on Capitol Hill, including discussions on SBA staffing and nominations.
• Real-world impacts of the new rules on seller notes, the 10% down payment requirement, small loan issues (collateral), and how SBA fees are affecting production.

This episode is sponsored by: Res/Title

Res/Title, your "One Stop Shop for SBA closings". We're your commercial title and closing company that provides you with the tools and technology to give you an instant quote and Al property reports on any deal in the nation.

Whether it's for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! www.res-title.com

As the SBA landscape reacts to new regulatory demands, both lenders and borrowers are negotiating a terrain that blends historical rules with emerging priorities.

Join Paul Long and Tonya Mazurek on SBA Today as they unravel the latest developments impacting small businesses and SBA lending. This episode dives into the new "Make Onshoring Great Again" portal designed to connect businesses with American suppliers, boosting domestic supply chains.

But that's not all – discover how recent SBA rule changes are making business acquisitions tougher, with real-world examples of deals falling apart due to new requirements for personal guarantees, licensing, extended seller standby periods, and citizenship lookback.

Learn why prudent lending is taking center stage and what it means for securing your next loan. Tune in to understand these critical shifts and navigate the evolving landscape of SBA lending! 

Key Takeaways:

• New SBA Portal: The "Make Onshoring Great Again" portal aims to connect small businesses with over a million domestic suppliers, boosting American industry and reducing foreign dependence.
• Tougher Business Deals: Recent SBA rule changes are making business acquisitions harder, causing deals to fall apart due to stricter personal guarantee requirements for sellers, challenges with licensing, and extended standby periods for seller financing.
• Impact on Buyers and Sellers: Buyers may struggle to find licensed owners or face extended seller financing terms, while sellers are less likely to offer financing due to longer wait times for payments.
• Shift to Prudent Lending: The SBA landscape is moving towards more conservative lending practices, with a focus on stronger borrowers and increased risk management, which some argue will strengthen the program long-term but may impact accessibility for smaller borrowers. 

🛠 Sponsored by Res/Title – your “One Stop Shop for SBA closings”.

We’re your commercial title and closing company that provides you with the tools and technology to give you an instant quote and AI property reports on any deal in the nation. Whether it’s for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! https://res-title.com/  

Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer.

Welcome to another captivating episode of SBA Today, with hosts Paul Long and Tonya Mazurek. This episode is packed with expert insights into SBA lending trends, business acquisition strategies, and the potential impacts of upcoming legislative changes.

Joined by a vibrant discussion on the latest conferences, this episode is a must-listen for anyone navigating the SBA lending landscape. Tonya and Paul open with a lively recap of the recent IBBA conference and delve into the crucial trends emerging in business acquisitions. They discuss how 60% of entrepreneurs still choose to start businesses from scratch, highlighting the adventurous spirit of today's small business landscape.

The conversation shifts to seller market confidence and how larger loan sizes are suggesting a more stable borrowing environment. They explore the importance of cash financing in acquisitions, predicting future shifts in borrower behavior. The hosts also turn their attention to anticipated changes from upcoming Senate Small Business Committee hearings. They debate proposals like expanding lending caps and adjusting guarantees, weighing their implications for the banking sector.

The show's engaging dialogue is wrapped up with Tonya's signature freestyle, infusing an extra dose of dynamism into this insightful episode. 

Key Takeaways: 

• Business Startup Trends: Despite the complexities, 60% of entrepreneurs prefer starting their own businesses over buying existing ones.
• Larger Loans and Market Confidence: Larger loan amounts correlate with higher market confidence, influenced by seasoned business acquirers and more established enterprises.
• Cash Dominance in Small Deals: A significant portion of transactions under $1 million are conducted with cash, suggesting a shift in acquisition strategies.
• Legislative Impacts: Potential legislative changes could adjust lending caps without affecting guarantee percentages, significantly impacting risk management strategies.
• Finding the Right Lender: Tonya's insightful freestyle underscores the importance of selecting lenders and loan officers aligned with borrowers' visions and businesses. 

🛠 Sponsored by Res/Title – your “One Stop Shop for SBA closings”. We’re your commercial title and closing company that provides you with the tools and technology to give you an instant quote and AI property reports on any deal in the nation. Whether it’s for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! https://res-title.com/

Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer.

In this riveting episode of SBA Today, hosts Tonya Mazurek and Paul Long dive into the challenges and triumphs of small business administration, sharing amusing personal anecdotes and valuable insights. 

The first 100 days of new SBA administration initiatives are discussed, revealing an increase in loan approvals and strategic reorganizations aimed at improving operational efficiency.

Throughout the episode, Tonya and Paul dissect essential differences between PLP and GP lending programs, illuminating how these choices can impact small businesses. By drawing parallels to everyday situations—such as a misfired morning coffee setup—they provide practical insights into how these banking programs operate.

Listeners are given a deep understanding of important policy shifts and what these mean for both lenders and borrowers in the thriving landscape of small business finance.

• SBA's First 100 Days: Major achievements include an 80% increase in loan approvals and efforts to reduce fraud, underscoring a governmental push for economic vitality.

• PLP vs. GP Banks: The episode illustrates detailed comparisons between Preferred Lender Program (PLP) and General Processing (GP) loans, with emphasis on speed, efficiency, and risk.

• Navigating Lending Choices: Insight into how borrowers can navigate loans—whether through PLP or GP routes—depending on their financial history and particular loan complexity.

• Practical Tips for Lenders and Borrowers: Understanding nuances in lending is crucial, as echoed by experiences shared by the hosts, promoting a strategized approach towards business lending.

🛠 Sponsored by Res/Title – your “One Stop Shop for SBA closings”. We’re your commercial title and closing company that provides you with the tools and technology to give you an instant quote and AI property reports on any deal in the nation. Whether it’s for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! https://res-title.com/

⚠️ Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer.

This week's SBA Today cracks open the exciting new legislation aimed at supercharging US manufacturers! Paul and Tonya break down the "Made in America Manufacturing Financing Act" – could businesses tap into loans up to $10 MILLION? We also dive into the game-changing E2G program with grants up to $1.1 MILLION! Don't miss how these changes, plus crucial SBA SOP updates you NEED to know, could fuel your growth.

Key Takeaways:

• Ownership Rule Confusion: New SOP changes have created confusion around co-borrower vs. guarantor requirements, especially in partial ownership changes, with technical corrections expected.
• SBA Rule Awareness: Many brokers are unaware of recent SBA fee changes, and escrow holdbacks must comply with the 5-day rule.
• House Bills: The House Small Business Committee advanced 7 bills, including measures to: Decentralize the SBA ➡️Codify citizenship verification ➡️Address SBA offices in sanctuary cities ➡️Limit SBLC licenses ➡️Increase transparency on regulatory costs ➡️Require cost impact analysis for new regulations.

🛠 Sponsored by Res/Title – your “One Stop Shop for SBA closings”. We’re your commercial title and closing company that provides you with the tools and technology to give you an instant quote and AI property reports on any deal in the nation. Whether it’s for $35,000 or $35 Mil, we handle closings anywhere in the nation with one point of contact. Get started today! https://res-title.com/

⚠️ Disclaimer: The views expressed on this show are our own and not necessarily the views of our employer.