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.

• 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