The Art of SBA Lending Podcast is back this week with a new episode full of big ideas, fresh perspectives, and one (more) especially bold opinion from Ray.

Join Ray and an expert panel of contributors as they explore the top trending topics in the SBA industry right now:

• The “big fish” trend—how top lenders are taking over more of the SBA market, and what that means for small-midsized shops

• How lenders approach the SOP’s grey areas—practical tips for new and experienced lenders

• Ray’s proposal to eliminate the all available collateral rule—why it makes sense, and how it will grow the program.

This week’s panel of Art of SBA Contributors includes:

🎙️ Bob Coleman - Founder of The Coleman Report 🎙️ Brian Carlson - Managing Director at Mission Valley Bank 🎙️ Darren Davis - President of SBA Lending at Colony Bank

Tune in for an insightful conversation on how the industry is evolving, how to navigate its current position, and where it’s headed next.

This episode is sponsored by:

Lumos Data

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/ 

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 

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

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

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.

In this episode of The Art of SBA Lending, we’re diving into the heart of building a strong and intentional company culture.

Ray and our panel of experts discuss why defining a company’s culture goes beyond labeling it as “good” or “bad.” Instead, it’s about identifying what makes your organization unique and aligning it with the values and behaviors you want to see reflected in your team every day.

We’ll explore:

• The importance of crafting clear, actionable core values and how they can serve as the backbone of a successful culture

• How to embed these values throughout your operations, from hiring practices to daily interactions

• Ray’s top 10 “culture killers” and the steps you can take to eliminate them from your organization, ensuring a positive and productive work environment

Our panel of Art of SBA Contributors bring a wealth of experience and insights to the conversation:

-Chris Hurn

-Brooke Mirenda, President & CEO of SEDCO

-Jeannie Yoder, SBA Regional Executive at United Community Bank.

Whether you’re just starting to build a culture from the ground up or looking to refine the one you have, this episode offers essential insights and actionable advice. We’ll share real-world examples, personal experiences, and tested strategies to help you create a place where people want to work, grow, and succeed.

Tune in today and let us know what you think!

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien 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 CORPSMART™ - CORPSMART™ 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 

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

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  

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 bringing a big, new idea to the table: what if we could combine the SBA 7a and 504 programs into a single powerhouse loan program?

In this episode, Ray Drew and our panel of Art of SBA Contributors explore the possibility of merging these two essential programs to create what Ray calls the “SBA Centaur Loan.”

By taking the flexibility of the 7a program and pairing it with the affordability and stability of the 504, could we make SBA lending more accessible and efficient for small businesses?

Our expert panel dives into some critical questions, including:

• The historical roots of 7a and 504: Why were two separate programs created, and do we still need both?

• Potential benefits for lenders and borrowers: How could a unified program enhance small business lending and streamline the process?

• Challenges and risks of a merged program: From secondary markets to regulatory impacts, what would a single program mean for the SBA community?

Art of SBA Contributors this week:

✨ Brooke Mirenda, President & CEO, SEDCO ✨ Ken Rosenthal, Senior Advisor, Momentus Direct Capital ✨ Mitch Fogel, Managing Partner, Fogel Law Group

Join us for an innovative discussion that examines the future of SBA lending, the pros and cons of combining these two programs, and how we might reimagine access to capital for America’s small businesses. Don’t miss this thought-provoking episode and let us know your thoughts!

This episode is sponsored by:

The Content Store

The Content Store is a video content agency specialized in podcast, YouTube, and short form video editing.

Elevate your brand with premium video content today. Go to The Content Store to get in touch.

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

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

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  

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.

In this episode of The Art of SBA Lending, Ray tackles a question many top-producing BDOs face: What's next? For those constantly pushing themselves to the next level, it’s not just about the numbers—it’s about growth, challenge, and finding fulfillment in their career.

Ray dives into the various career paths for high-performing BDOs and unpacks the unique challenges and opportunities that come with each option:

• Scaling to the $100 million mark: What does it take, and is it worth the risk of burnout?

• Transitioning to sales management: Can managing a team offer the next level of satisfaction, or is the pay cut too steep?

• Becoming a shop director: What does it look like to lead your own SBA department? Can this role provide both the challenge and compensation that top BDOs are seeking?

We also explore the emerging idea of the "Mini-Director" role, where BDOs can continue to grow without sacrificing income or independence. This episode is packed with real-world insights from a stellar panel of Art of SBA contributors:

• Dustin Baker - CEO and Cofounder of Shatterbox

• Jeannie Yoder - SBA Regional Executive at United Community Bank

• Jared Johnson - Senior Business Development Officer at First Internet Bank

Whether you’re looking to expand your production or explore new career paths, this episode is for you. Tune in to learn how top BDOs are leveling up and what you can do to take the next step in your SBA lending career.

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

[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 www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

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  

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.

In this episode of The Art of SBA Lending, Ray Drew tackles the big question that can’t be ignored: Should we be paying underwriters and closers based on production?

From bonuses to performance metrics, we’re exploring what it would take to reshape compensation in SBA lending.

How do you incentivize underwriters and closers in a way that drives performance without crossing compliance lines?

Ray is joined by this weeks Art of SBA Contributors:

• Dustin Baker, CEO and Co-Founder of Shatterbox

• Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank

• Darren Davis, President of SBA Lending at Colony Bank

We’re covering:

• Why aligning compensation with performance could improve underwriting and closing speeds

• The risks and benefits of incentivizing non-BDO roles

• How incentive plans could attract new talent and boost retention

• How to navigate SBA compliance when implementing new pay structures

🎧 Tune in to this thought-provoking discussion and see how a shift in compensation could change your shop’s performance dynamics.

Listen in today and let us know what you think in the comments or by leaving a review!

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

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/artofsba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

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  

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 deep into the framework that defines SBA lending success—the credit box.

Ray is joined by our panel of experts to explore how SBA shops build and refine their credit boxes to manage risk and go to market with a competitive product.

What does it take to build a successful SBA credit box? Is your credit box ready for the future?

With insights from this weeks Art of SBA panelists:

Jeannie Yoder, SBA Regional Executive at United Community Bank Brian Carlson, SBA Managing Director at Mission Valley Bank Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank

We're covering:

-How to design a credit matrix that reflects your risk appetite -The role of competition in shaping your credit guidelines -Balancing conservative vs. aggressive underwriting -Post-close liquidity and its importance in credit risk assessment -The impact of regulatory compliance on your credit box decisions

Tune in now for a conversation that could redefine your approach to SBA lending and leave us a review!

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien 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...

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

https://www.artofsba.com/army-of-bdos

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. http://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.

In this episode of The Art of SBA Lending, we’re diving into one of the hottest and most complex topics in the industry today: broker compensation in SBA lending.

As the competition for volume in the 7(a) space heats up, broker fees are on the rise—sometimes dramatically so. But what does that mean for the industry, lenders, and ultimately, the borrowers?

Join us as Ray brings in another panel of expert Art of SBA Contributors to dissect the impact of increasing broker referral fees and the ripple effects they have on SBA lending.

Is higher compensation pushing brokers to steer deals toward banks that offer the highest payout rather than the best solution for the borrower? And are those costs being passed on to the small business owner in the form of higher interest rates?

In this episode, we’ll break down:

• The ethics and impact of rising broker compensation
• How higher referral fees could affect borrower pricing
• Why banks might be "buying" business rather than earning it
• A proposed solution to ensure transparency and competition in the industry

Joining us are top SBA professionals:

• Charles Green, SVP at Harvest
• Kay Anderson, SVP at Live Oak Bank
• Javier Jorge, CEO of Chatbiz and SBA Director at Locality Bank

Tune in for a candid conversation on what’s driving broker compensation trends and what the future of SBA lending might look like if these practices continue.

This episode is sponsored by:

Lumos Data

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

Join us at FLAGGL!

Catch Ray Drew, Chris Hackney, Alan Peterson, and Sterling Birdsong speak at the FLAGGL conference on September 19th in Orlando, FL

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

‌

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

 

ARMY OF BDOs | Art of SBA

 

Head to 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 a critical industry debate: the strategic differences between 504 and 7(a) loans for real estate.

This episode will explore:

• Distinct Features: Analyze the structural nuances and financial mechanisms of 504 versus 7(a) loans.
• Strategic Considerations: Examine scenarios where each loan type offers superior advantages, focusing on factors like loan flexibility, interest rates, and collateral requirements.
• Impact Analysis: Evaluate how the choice between these loans affects long-term business relationships and portfolio health.

Featuring expert insights from leading industry experts and Art of SBA Contributors:

• Charles Green, SVP at Harvest
• Ken Rosenthal, Senior Advisor at Momentus Direct Capital
• Brooke Mirenda, President and CEO of SEDCO

🎧 Join us on The Art of SBA Lending for a session filled with expert analysis and debate designed exclusively for SBA lenders and professionals. Tune in to gain insights that will enhance your professional practice and help navigate your decision-making process in real estate lending.

This episode is sponsored by:

The Content Store

The Content Store is a video content agency specialized in podcast, YouTube, and short form video editing.

Elevate your brand with premium video content today. Go to http://www.thecontentstore.com/ to get in touch.

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

 

Join us at FLAGGL!

Catch Ray Drew, Chris Hackney, Alan Peterson, and Sterling Birdsong speak at the FLAGGL conference on September 19th in Orlando, FL

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

‌

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

 

ARMY OF BDOs | Art of SBA

 

Head to 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.

In this episode of The Art of SBA Lending, we dive into another crucial conversation: how do we not only attract, but also train and retain the next generation of SBA professionals?

From the great financial collapse to a $37 billion year in 2021, the landscape has drastically changed. Yet, the challenge remains: cultivating a workforce that is not only skilled, but is also loyal.

Welcome our Art of SBA Contributors for this week:

• Dustin Baker, CEO & Cofounder of Shatterbox
• Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank
• Javier Jorge, SBA Director at Lake Michigan Credit Union and Founder of ChatBiz

Key Topics:

• Evolution of SBA hiring from post-recession recovery to today's in-demand market.
• Strategies to attract, train, and retain talented professionals in a competitive landscape.
• Creating a culture that aligns with modern workforce expectations.
• Balancing the investment in new employees with the risk of them being poached.

Join us as our expert panel explores how successful SBA lenders are addressing these challenges. Our contributors are leaving us with actionable insights and advice, tailored for anyone aiming to enhance their team dynamics and operational success in today's SBA lending environment.

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.

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

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

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

ARMY OF BDOs | Art of SBA

 

Head to 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.

In this episode of The Art of SBA Lending, Ray dives deep into the evolving world of business acquisition financing. Are lenders taking on more risk than ever before?

Ray kicks things off by examining how underwriting standards for business acquisitions have shifted, allowing for up to 90% financing and bringing a wave of new buyers with little-to-no industry experience. Is this a positive change for the SBA’s mission or does it open the door to more defaults?

Ray is joined by an expert panel of Art of SBA Contributors, featuring:

• Charles Rho, President of Velocity SBA

• Kay Anderson, Senior VP at Live Oak Bank

• Brian Carlson, SBA Managing Director at Mission Valley Bank

Together, they unpack:

• The growing trend of self-funded search models

• Investor-backed injections

• Whether this new wave of first time entrepreneurs is sustainable

With interest rates creeping up and default rates on the rise, this conversation couldn’t come at a better time. Tune in for a thoughtful discussion on the risks, rewards, and future of SBA business acquisition lending.

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien 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

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

Subscribe here:

https://www.artofsba.com/army-of-bdos

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 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.