This week on The Art of SBA Lending, I sit down with the incredible Alan Peterson, BDO from First Internet Bank. Alan isn't just closing deals; he's redefining what it means to be a top producer in SBA lending, reaching over $30 million year-to-date and tracking towards an astonishing $120 million annually!

Ray Drew and Alan dive deep into the mindset of a high-volume BDO, the strategic art of saying "no" to grow faster, and why true business value isn't always what it seems. They discuss navigating the complexities of deals, the crucial role of data and innovation in banking, and why being a trusted advisor is paramount.

🎯 In this episode:

• The Power of "No": How strategic selectivity leads to massive growth.

• MBA vs. Blue Collar: Understanding true business ownership and cash flow beyond the books.

• The Innovation Imperative: Why banks embracing data (like Lumos) are set to dominate the future of lending.

• Beyond the Brokers: Why sourcing 85% of your own deals makes you a more objective and effective advisor.

• Sleep Well Deals: The difference between simply buying a business and buying one you can actually sleep on.

• The Evolution of a Lender: How perspective and gratitude reshape your approach to the "hard" parts of the job.

💬 What are your thoughts on growing by saying "no" more often? Share your take in the comments!

🎙 This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.com/ 

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today. 

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! 

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're sitting down with a true SBA powerhouse: Kirk Beeson, SBA Managing Director at Veritex Community Bank, and former Chief Credit Officer (and so much more!) at Fund-Ex Solutions Group.

Ray Drew and Kirk take a deep dive into the inside story of Fund-Ex: from its promising start-up days to navigating the chaos of PPP and the eventual sale.

What does it really take to build an SBA shop from the ground up? How do you maintain culture while scaling at lightning speed? And when do you know it's time to step away?  

🎯 In this episode:

➡️The secrets to building a winning SBA culture (and why it matters)

➡️Navigating the PPP whirlwind: Lessons learned from the front lines

➡️The dangers of burnout and how to avoid them

➡️Why interviewing your credit officer is non-negotiable for BDOs considering making a move

➡️Kirk's insights on leadership, strategy, and the future of SBA lending

💬 What are your biggest takeaways from Kirk's journey? Join the conversation in the comments!

 🎙️ This episode is sponsored by:

CORPSMART

Want to win over your closing team?

Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump.

When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to [email protected] to learn more about their services.

Rapid Business

Plans Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered!

The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move.

List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows,

The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@TheBDOShow  https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're confronting the hard truth: the traditional SBA lending model no longer works. Rising overhead, margin compression, and tighter audits have flipped the economics, and now, shops across the country are closing or scrambling to restructure.

So what’s the new model? And how do you scale without losing control?

Ray Drew is joined by three SBA leaders navigating this shift in real time. Mike Breckheimer, Brian Carlson, and Chris Kwiatkowski are coming together to unpack the numbers, the pitfalls, and the path forward.

🎯 In this episode: 

➡️ Why SBA shops under $100MM are being forced to adapt or exit ➡️ How the LSP model is evolving (and where it still falls short) ➡️ The new math of SBA lending: headcount, volume, and cost per deal ➡️ Scaling smart with culture, compliance, and contingency planning ➡️ The role of AI, tariffs, and talent in shaping tomorrow’s strategy

💬 The SBA world is changing fast: are you adjusting with it? Listen now and let us know how your model is holding up.

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!  

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're diving headfirst into one of the most controversial topics in small business finance: Merchant Cash Advances (MCAs). Are they a necessary lifeline—or a dangerous trap?

Ray Drew brings together a panel of experienced lenders and brokers to debate the role of MCAs in today’s lending landscape. Featuring Ryan Kroge (First Internet Bank), Joseph Alam III (Midstates Advisors), John DiCanio (Fund My Biz), and Jerry Cocuzzo (FundAll Capital), the group tackles:

➡️ The pros, cons, and misconceptions of MCA lending ➡️ Why MCAs exploded post-2008 and during COVID ➡️ The rise of “stacking” and what it’s doing to small businesses ➡️ SBA vs. MCA—what’s really faster, safer, and more sustainable? ➡️ Is regulation overdue in the MCA space?

From payday-style loans to structured SBA debt, this candid roundtable doesn’t hold back. Whether you’re team SBA, team MCA, or just trying to keep your borrowers afloat—this is one episode you don’t want to miss.

💬 What’s your take? Are MCAs helping or hurting Main Street? Drop a comment below and join the debate.

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team?

Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump.

When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to [email protected] to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!  

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, Ray is laying out his own list of top 10 priorities for the SBA, several of which might shock you. But hey, if the SBA wants change, let's give em change.

Joined by Ray is a panel of Art of SBA contributors: Charles Green, Jeannie Yoder, and Shane Pierson to discuss: ➡️ Changes to SBA 7a policy ➡️ Some fresh ideas that could streamline the program ➡️ How to avoid throwing the baby out with the bathwater ➡️ Timeline for the new SOP that is inevitably dropping ➡️ Predictions for the SBA landscape in the next 12 months

Join Ray and his expert panel as they break down each priority one by one. 

💬 What do you think is the biggest priority should be for the SBA? Drop your thoughts in the comments!

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!  

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're tackling one of the hottest topics in the industry: the rising SBA default rates. With concerns mounting over repayment trends, economic conditions, and policy shifts, it's time to cut through the noise and get to the facts.

Ray Drew and an expert panel of Art of SBA contributors discuss: ➡️ The 3.69% default rate—how bad is it, really? ➡️ Why defaults are rising and whether it's just economic cycles catching up ➡️ How lenders can proactively manage risk and prevent unnecessary losses ➡️ The impact of interest rate hikes vs. SBA rule changes—what’s really to blame? ➡️ Portfolio management strategies that separate top-performing lenders from the rest

Join Ray Drew, Jane Castro, Kay Anderson, and Mike Breckheimer as they analyze the numbers, break down borrower trends, and debate what lenders should be doing right now to navigate the shifting landscape.

💬 Is the concern overblown, or should lenders be worried? Drop your thoughts in the comments!

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team?

Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump.

When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to [email protected] to learn more about their services.

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!  

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we’re diving into the Twitter war of the century: Elon Musk vs. the SBA. It all started when Musk called the Small Business Administration the "Shady Business Administration" and claimed that only 8% of SBA loans get paid back. Naturally, we had to set the record straight.

Ray Drew and an expert panel of Art of SBA Contributors discuss:

➡️ The impact of Musk’s comments and whether misinformation could disrupt the SBA ➡️ The reality of SBA loan repayment rates (spoiler: it’s not 8%) ➡️ What happens if the SBA 7(a) program is eliminated—would private lenders fill the gap? ➡️ The efficiency of the SBA and whether emerging tech (like AI) could make lending faster ➡️ The future of Community Advantage loans, SBLCs, and potential policy changes

Join Ray Drew, Darren Davis, Javier Jorge, and Brooke Mirenda as they unpack the chaos, misinformation, and possible shake-ups in the world of SBA lending.

💬 Drop your thoughts in the comments! Should we be worried about the SBA’s future?

🎙This episode is sponsored by:

Lumos

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

The Director’s Retreat

Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!  

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

What does it take to rise as a leader in the competitive and ever-changing SBA lending space?

In this episode of The Art of SBA Lending, we’re joined by Glenn Giro, Alan Peterson, and Jared W. Johnson—three industry leaders who share their insights into navigating the dynamic world of SBA lending, overcoming challenges, and seizing new opportunities.

SBA lending is full of growth potential, but it’s not without its challenges. Today, we dive into how these experts are leading the charge, adapting to market changes, and embracing innovation to stay ahead.

Key topics include:

• Overcoming the latest challenges in SBA lending 

• The importance of mentorship in shaping your career 

• How Increased competition is reshaping the industry

• Navigating difficult situations in your day to day

Whether you're an emerging lender or a seasoned professional, this episode is packed with actionable advice to help you navigate the evolving SBA landscape and lead with confidence.

This episode is sponsored by:

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

The Director’s Retreat

Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!  

https://www.youtube.com/@TheBDOShow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

The conversation continues! In Part 2 of this special The Art of SBA Lending series, Ray Drew picks up where we left off with Molly Harder, Rob Parkin, and Jane Castro—three rising leaders in SBA lending—to dive deeper into the challenges, innovations, and hard-earned wisdom that define their careers.

SBA lending is evolving, and those who adapt will lead the way. In this episode, we discuss the role of mentorship, the impact of AI, and how today’s trends—like rising interest rates and small loan programs—are shaping the future of the industry.

Key topics include: • The role of mentorship in long-term career success • The impact of AI and automation on SBA lending—opportunities and concerns • How industry trends like rising interest rates and small loan programs are shaping the future • The need for innovation and how up-and-coming leaders can drive change

With candid insights and practical advice from:

Molly Harder, SBA Risk Compliance Manager at First Horizon Rob Parkin, SBA Credit Director at Truliant Jane Castro, SBA Portfolio Manager at Fund-Ex Solutions Group

If you enjoyed Part 1, you won’t want to miss the rest of this insightful discussion. Whether you’re a veteran in the space or just starting out, this episode offers a forward-looking perspective on where SBA lending is headed—and how to be part of its evolution.

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in line searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at [email protected] - and let them know that the Art of SBA sent you!

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

The Director's Retreat

Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!  

https://www.youtube.com/@thebdoshow

https://www.youtube.com/@SBAToday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

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 Re2.ai.

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!