The BDO Show

Welcome back to The BDO Show—where the best deals are born from strong relationships, and a good broker knows how to "shake a tree" for you!

This week, we're diving into the powerful world of lender-broker partnerships with a true industry vet, Ray Diab of Bank Alliance Capital. Joined by hosts Emily Detor and Ryan Kroge, Ray explains his journey from a long career in conventional banking to becoming a broker who "makes it easy" for lenders like Ryan.

If you're a new BDO looking to build your referral network or a seasoned broker trying to navigate a tightening market, you won't want to miss this discussion on:

• Lender to Broker: Ray shares why he left a 24-year career in traditional banking to become a loan broker, driven by a desire to offer clients more financing options and a wider variety of products.

• The Art of the BDO-Broker Partnership: Ryan and Ray break down their winning dynamic, emphasizing communication, trust, and a shared philosophy of "relationship banking" that goes beyond transactional deals.

• Priority & Loyalty: Ray explains why Ryan gets "first look" at all his SBA deals—and why building a relationship based on trust and direct communication is more valuable than shopping a deal to multiple lenders.

• Market Insights from the Front Lines: Ray reveals a significant uptick in investment in commercial real estate acquisitions (65-70% of his deals!) and what that could mean for the market in 2025 and 2026.

• "Know Your Referral Sources": Ray offers parting advice to new BDOs on how to vet brokers and build lasting relationships, stressing the importance of personality, rapport, and due diligence beyond just the deal itself.

Plus, get a recommendation about a delicious Detroit Italian restaurant where Ray's son is the executive chef!

👉 Got a great broker story or a question about the market? Tell us how you really feel in the comments or email us at [email protected].

📺 Like, subscribe, and hit the bell—because a good relationship is the key to a great deal!

🎙This episode is sponsored by:

Rapid Business Plans

Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information go to https://rapidbusinessplans.com/the-bdo-show

Peak Business Valuation

Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where wild stories from the branches are a cautionary tale, and knowing your customer is the first and last line of defense!

This week, hosts Emily Detor and Ryan Kroge take a look back at the more bizarre moments in Ryan's 26.5-year career. It's "storytime with Grandpa Kroge" as he recounts tales from the branches, red-flag closings, and why a site visit is non-negotiable, all while exposing the dark side of lending.

If you're a BDO, underwriter, or just someone who can't believe what goes on in this industry, you won't want to miss this wild ride through:

• The Branches of Bedlam: From working in a high-crime area of Detroit to witnessing multiple bank robberies (and a nude man in the lobby!), Ryan shares what it was like to work in a retail bank setting.

• The "$300K in a Winter Coat" Closing: A ridiculous, true story about a borrower who showed up to a closing with a Triple F.A.T. Goose coat, a Beretta 9mm pistol on the table, and stacks of cash.

• The Illegal Gambling & Strip Club Deal: Ryan recounts a site visit to a liquor store where the owners' sons were running an illegal gambling and strip club on the second floor, a deal he immediately walked away from—and called their dads.

• Never Close Sight Unseen: The cautionary tale of a first-time assisted living facility buyer who never visited the property, leading Ryan to stop a closing and save the deal from a seller's lies and code violations.

• The Competition-Crushing Loan: A fascinating story about a Mexican restaurant owner who used an SBA loan not to grow, but to buy his rival's location and immediately shut it down.

• The Instagram Guru's Bad Advice: A borrower, inspired by online business "flipping" gurus, buys two gyms with a $1.5 million loan, only to put them up for sale immediately without ever stepping foot inside, leading to a quick default.

• Let Them Talk! Ryan reveals his secret to due diligence: asking important questions and then letting the customer talk until they either give you a "red flag" or a "green flag" that confirms their character and the deal's viability.

Plus, hear a hilarious stat about Bills Mafia drinking habits and why it's not just the BDO's job to know the customer—it's everyone's!

👉 Got a wild story of your own? Tell us how you really feel in the comments or email us at [email protected].

📺 Like, subscribe, and hit the bell—because a little "nonsense" is good for the soul!

The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙This episode is sponsored by:

SBA Protection

SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at [email protected].

Peak Business Valuation

Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where the only competitive advantage you need is yourself!

This week, we're honored to sit down with the one and only Pattie Ehsaei, a force of nature in the SBA world. Pattie holds nothing back with hosts Emily Detor and Ray Drew as she delivers a masterclass in sales, success, and the surprising secrets of financial freedom.

If you're a new BDO, an entrepreneur, or anyone looking to level up, you won't want to miss this no-holds-barred conversation on:

• The BDO's Competitive Advantage: Pattie reveals her single biggest competitive advantage is not her institution, rates, or even her bank's credit box—it's herself.

• The "Work-Life Balance" Myth: A controversial (but truthful) take on why top performers, from BDOs to LeBron James, don't have work-life balance—and if they say they do, they're lying.

• Bet on Yourself: Pattie shares her story of leaving a secure job to go back into production, driven by the confidence that she can "still play ball" and "do it better than most people."

• The Power of Delegation: Learn how to avoid getting stuck at a certain production level by embracing the art of letting go and delegating tasks to a trusted team.

• From "Red Power Suit" to "Forbes Contributor": Pattie recounts her character-building start in sales, going door-to-door in heels in the California heat, and how that experience shaped her career.

• The "Broke Dude" Playbook: Get the scoop on Pattie's book, which teaches financial independence and redefines a "broke dude" as anyone who doesn't match your ambition and drive.

• Investing for Wealth: Hear a masterclass on why you should only invest in appreciating assets, not depreciating ones like expensive cars and designer fashion (a lesson Pattie learned firsthand).

Plus, hear Emily get grilled about her accent, a great plant analogy, and a reminder that "the customer can smell desperation."

👉 Got thoughts on work-life balance? Tell us how you really feel in the comments or email us at [email protected].

The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙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]

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

Welcome back to The BDO Show—where conference wisdom meets cold, hard truths, and nobody needs free mints anymore!

This week, we're doing a special "takeover episode" as Emily Detor and Ray Drew go behind the scenes to expose the secrets of mastering conferences and trade shows. Get ready for some "Patreon-level" honesty as they reveal what really works (and what's a total scam) in the world of BDO networking.

If you're a BDO, lender, or just someone trying to stand out in a crowded room, you won't want to miss this no-holds-barred discussion on:

• Conference Mastermind Secrets Unveiled: Ray Drew is spilling his "secrets to success" for maximizing ROI at industry events, from strategic planning to making sure you're at the right show.

• The "Small Business Expo" Trap: Why most BDOs should avoid these broad expos like the plague (unless you love tiny startup deals).

• Ditch the Fliers & Giveaways! A controversial take on why those branded pens and paper handouts are a waste of time and money, and how to actually make a memorable impression.

• The Power of the Personalized Campaign: Learn how to craft email subject lines that get opened and leverage video to "stand out" from the competition before you even arrive.

• Booth Brilliance: Less is More! Discover why minimal design, strategic lighting, and ditching the table can turn your booth into an energy hub that invites conversation (not just card drops).

• Quality over Quantity: Why strengthening existing connections and being authentically yourself is key to lasting growth.

• Cutting the Big Checks: How reallocating sponsorship money to intimate dinners creates more meaningful and memorable connections.

Plus, hear about Emily's "Navy Seals" training for podcast intros and a surprise visit from a familiar face!

👉 Got a crazy conference story or a secret marketing weapon? Tell us how you really feel in the comments or email us at [email protected].

The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises.

🎙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 Valuation

Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where new BDOs (and BDAs) are finding their stride and careers are built on reputation!

This week, hosts Emily Detor and Ryan Kroge are joined by Dustin Baker and Sarah Sikkema of Shatterbox to unpack the realities of breaking into the SBA industry, the art of sales, and the dark underbelly of loan fraud that's about to shake everything up.

If you're a BDO, an aspiring lender, or just can't get enough of industry drama, you won't want to miss this revealing discussion on:

• The SBA Talent Crisis Solved? Discover how Shatterbox is intentionally cultivating a new generation of bright, "hard-wired" SBA professionals to meet the industry's soaring demand.

• From Appraiser to BDA (12 Million in First 12 Months!): Hear Sarah Sikkema's inspiring journey, how she cracked the "numbers game" of sales, and why a strong network is your greatest asset.

• Beyond the Degree: What REALLY Makes a Top BDO? Dustin Baker reveals the "soft skills," personality traits, and "fire in the belly" that outweigh a finance degree in SBA success.

• Beware the "Rogue BDO": A chilling reminder that cutting corners, turning a blind eye to side deals, or prioritizing accolades over integrity can lead to "Club Fed" (federal prison).

• SOP Changes: Chaos or Course Correction? The panel discusses why SBA policies change so frequently and how government "knee-jerk reactions" impact the market.

• Your Reputation is EVERYTHING: Ryan Kroge shares profound advice on protecting your professional (and personal) standing in an industry ripe with pitfalls.

Plus, enjoy a round of "Fun Summer Facts" with the hosts — did you get the question right?

👉 Got insights on navigating a new career, or a tip-off about a fraudulent scheme? Tell us how you really feel in the comments or email us at [email protected].

The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises.

Spots are limited—for more information and to register, go here: https://www.artofsba.com/bdo-retreat

📺 Like, subscribe, and hit the bell—because staying honest and knowledgeable is always in style!

🎙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]

Peak Business Valuation

Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where business owners turn into BDOs, and even a humble cafe owner can transform into a laser-focused SBA guru!

This week, we're pulling back the curtain on what it really takes to thrive as a BDO, with special guest and former business owner, Shem Doupe. Joined by hosts Emily Detor and Ryan Kroge, we dive into the gritty realities of business acquisition, mentorship, and standing out in a sea of suits.

If you're a new BDO, an aspiring business owner, or just curious about the future of the SBA landscape, you won't want to miss this insightful (and surprisingly funny) discussion on:

• From Cafe Dreams to SBA Machine: Shem's unconventional journey from starting (and selling) a non-franchise cafe to becoming a "laser-focused" BDO.

• The "Buyer's Market" Forecast: Why the next 12-18 months could be your golden opportunity to buy a business, thanks to dropping interest rates and a flood of retiring owners.

• The New SOP & Qualified Buyers: How recent SBA changes are weeding out the "tire kickers" and streamlining the process for serious entrepreneurs (finally!).

• Why "Passive Income" is a Myth: A stark warning from a former owner about the 100% commitment required for true business success.

• Skilled Trades Warning! Ryan Kroge's controversial take on why white-collar buyers will fail in blue-collar businesses – and why a license (and respect) is everything.

• Mentorship Matters: The profound impact of having a "Mary Soldano" in your corner to guide you through the complexities of the BDO role.

• Standing Out in a "Sea of Suits": Shem's brilliant (and "unprofessional") marketing strategy that turned him into "Laser Eyes" and made him a LinkedIn standout.

Plus, hear the hosts reminisce about retro tech, discuss why New York avoids SBA loans, and a lively debate about lending to white collar workers in blue collar businesses.

👉 Got thoughts on finding the right buyer, or a killer marketing tip? Tell us how you really feel in the comments or email us at [email protected].

📺 Like, subscribe, and hit the bell—because a little laser focus goes a long way!

🎙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

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]

Welcome back to The BDO Show—where dodgy deals get exposed, and the SBA is coming for answers (and maybe your referral fees)!

This week, the gloves are OFF as we dive into the murky world of SBA fraud, "straw buyers," and the new "7(a) Loan Agent Oversight Act." Hosts Emily Detor, Alan Peterson, Ryan Kroge, and Ray Drew lay it all out, from questionable tax returns to side agreements that could land you in hot water.

If you're a BDO, agent, or borrower, you absolutely won't want to miss this no-holds-barred exposé on:

• The new legislation shaking up the SBA agent landscape: What data is Congress demanding, and why?
• The terrifying truth about "straw buyers" and sophisticated structuring schemes designed to defraud the system (and how they're making a killing).
• Why "junk fees" and undisclosed side agreements are outright fraud – and how they leave borrowers (and lenders) holding the bag.
• The critical difference between a good referral partner and a "shady broker" (and why your portfolio depends on knowing the difference).
• The dire warnings about not doing your own due diligence as a buyer – relying on the bank is a rookie mistake!

Plus, hear about Ryan's wild story of forged tax returns and why Ray's leaving this episode "more scared than ever"!

👉 Have a fraud story? Think we're way off base? Tell us how you really feel in the comments or email us at [email protected]. Tag the FBI!

📺 Like, subscribe, and hit the bell—because staying sharp means staying out of jail!

🎙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

Welcome back to The BDO Show—where business plans get built in a flash, and even an unexpected front-door visitor can't stop the flow of expert insights!

This week, we're pulling back the curtain on the world of business plans and feasibility studies with our special guest, Bethany McClellan, founder of Rapid Business Plans. Joined by hosts Emily Detor, Ryan Kroge, and Alan Peterson (back from hiatus and a "Robbery on Camera" scare ), we dive into why these documents are more than just a box to check.

If you're a BDO, lender, or borrower, you won't want to miss this rapid-fire discussion on:

🔹 The surprising non-finance background that launched a business plan empire

🔹 Why a well-crafted business plan is your accountability partner (and not just a one-and-done deal)

🔹 How a "borderline" deal can be saved with the right feasibility study

🔹 The critical difference between a human-crafted plan and a ChatGPT special (and why your credit manager will know the difference)

🔹 Why "rapid" isn't just a catchy name – it's a 4-business-day promise (with US-based talent across all time zones!)

🔹 Real-world examples of how a quick pivot on projections can make or break a deal (and save you from unnecessary partners)

🔹 The golden rule for new BDOs: Get your providers involved early (don't be "that guy")

Plus, hear Kroge's take on audiobooks versus physical books , Alan's R.L. Stine reading habits , and a shout-out to the legendary Jeannie Yoder!

👉 Got strong feelings about business plans or an AI-generated horror story? Tell us how you really feel in the comments or email us at [email protected].

📺 Like, subscribe, and hit the bell—because a solid business plan is always a blueprint for success!

🎙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

This week on The BDO Show, we're cutting through the noise surrounding the SBA's recent notice on search funds and preferred equity. What does the new guidance really mean for acquisition entrepreneurs, investors, and the future of small business acquisitions?

Host Emily Detor is joined by Ray Drew, and special guest Sam Rosati, co-founder of Perimeter Solutions Group and a serial entrepreneur in the acquisition space, to unpack the implications of these changes in real-time.

Sam, a former Wall Street lawyer who built his own portfolio of businesses through acquisition, offers a unique perspective on how the SBA's stance on search funds and preferred equity could reshape the landscape for buying and selling small businesses.

🎯 In this episode, we tackle:

➡️ The true meaning behind the SBA's "search funding" notice and its impact on the acquisition entrepreneurship ecosystem.

➡️ Preferred equity vs. common equity: What's allowed, what's preferred, and why the SBA is scrutinizing investor agreements.

➡️ The controversy around "side agreements" and investor control, and what it means for the guarantor's role.

➡️ The unintended consequences of the new rules on deal flow and access to capital for aspiring entrepreneurs.

➡️ Why the SBA might be missing the real problem, and alternative solutions to address concerns about loan performance and distributions.

💬 Is the SBA's new guidance a necessary correction or an overreaction that could stifle small business acquisitions? Join the debate and let us know your thoughts!

🎙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 Valuation

Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbizval.com/BDOshow.

Welcome back to The BDO Show—where the grind is real, relationships are everything, and "America's Sweetheart" makes an appearance!

Ever wonder what truly drives top BDOs in a daily grind that can eat you alive? Or how to master the art of managing broker relationships, big and small?

This week, Ryan Kroge and Emily Detor are joined by the one and only Ryan Collins, "America's Sweetheart," to break down the secrets to staying driven, building invaluable connections, and navigating the nuances of working with referral sources.

If you're looking to level up your game, this episode is packed with insights on:

• Motivation & Drive: What keeps elite BDOs climbing to the top day after day.

• The Power of Your Circle: Why surrounding yourself with like-minded individuals is key to success.

• Managing Broker Relationships: Strategies for fostering strong, productive partnerships.

• Big vs. Small Brokers: Tailoring your approach for maximum impact with different types of referral sources.

• Avoiding the "Bad Broker": Red flags to watch out for and how to protect yourself.

• Conferences & Outreach: Leveraging events and LinkedIn to build your network (and what not to do!).

• "How Can I Earn Your Business?": The simple yet powerful philosophy for building trust and deals.

Plus, hear how the best in the business maintain their momentum and make money secondary to their mission.

👉 What keeps you driven in the SBA world? Got a broker success story (or horror story)? Tell us in the comments or email us at [email protected].

📺 Like, subscribe, and hit the bell—because staying sharp is always a good investment.

🎙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/