The BDO Show

Selecting the right conference or trade show is crucial for any BDO. Not every conference will provide the same return on investment, and as the speakers repeatedly highlight, the key is knowing your audience and goals.

Aligning your conference participation with your business goals involves several considerations:

1. Attendee Profile: Identify who will be there. Are they your target audience? Is it saturated with competitors?
2. Peer and Competitor Presence: As Hackney notes, seeing competitors at a conference can be both a positive and negative indicator, depending on the concentration.
3. ROI Tracking: Monitor your success from these conferences. Hackney explains, "track it in our LOS. When you get a deal sourced from it, tag that conference."

We want to know: what are your conference pet peeves?

E-mail us or give any other questions/suggestions at [email protected]

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, email Bethany McClellan at [email protected] or visit https://rapidbusinessplans.com/

0:00 | Introduction

3:09 | Rapid Business Plans: Empowering Borrowers to Bring Visions to Life

4:11 | Strategies for Choosing and Maximizing Trade Show Attendance

10:01 | From Local Trade Shows to National Conferences in SBA Lending

22:06 | Managing Energy and Building Relationships at Trade Shows

24:58 | Balancing Networking and Professionalism

29:11 | Maximizing ROI and Avoiding Pitfalls

33:12 | Conference Tales: Luggage Mishaps

36:50 | Conference Etiquette and Professionalism in Business Settings

41:34 | Conference Networking Strategies and Memorable Experiences

"Not all production is good production."

This sentiment is echoed by Alan, Chris, and Ryan throughout today's discussion, especially when dealing with clawbacks—where a loan goes bad or is repaid early, requiring the BDO to return their commission.

Understanding the clawback mechanism can save BDOs from significant losses.

The episode is packed with essential advice for maintaining the integrity of loan portfolios, structuring deals to avoid clawbacks, and nurturing long-term relationships that can withstand economic challenges.

Please e-mail us any questions, or suggestions for future episode topics 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 www.sbaprotection.com or email Adam Bergen at [email protected]

CHAPTERS

0:00 | Introduction

3:34 | Understanding Clawbacks

9:14 | Clawbacks' Impact on BDOs

15:28 | The Importance of Knowing Your Brokers and Referral Sources

20:26 | The Importance of Relationships in Loan Management

22:59 | The Importance of Character and Reputation in Business

33:03 | Navigating Business Acquisitions and Industry Trends

35:50 | The Importance of Networking and Experience in Business Deals

42:25 | Listener Stories, Clawbacks, and Podcast Engagement Tips

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

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.

Being an SBA Business Development Officer (BDO) not only relies on robust financial acumen but also on the right approach and mindset. For those looking to transition into this specialized field, understanding the nuances and strategic preparation can make all the difference.

In this episode, we'll talk about:

• Entryways into SBA BDO Roles
• Preparing for and Succeeding in SBA BDO Roles

...and much more like skills transition and interview tips.

If you're someone looking to make the move into the SBA BDO role and have any questions, let us know at [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

2:03 | Transitioning to a BDO Role in SBA Lending

4:40 | Pathways to Becoming an SBA Business Development Officer

10:57 | Transitioning Into an SBA BDO Role

21:34 | Transitioning to SBA BDO: Tips and Ideal Backgrounds

29:10 | Pathways to Becoming a Successful SBA BDO

36:00 | Managing Salary Expectations in the Loan Industry

36:55 | Top Podcast for BDO Professionals Discusses Listener Engagement

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

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 the fast-paced world of business development, the transition from a high-performing Business Development Officer (BDO) to a manager is both challenging and rewarding. As Chris poignantly states, "If you're the number one producer as the manager, then you failed as a manager." This transition requires a deep understanding of your reasons for making the leap and an honest assessment of your readiness to take on the additional responsibilities. So let's focus on: ➡️Understanding the right management style and fit is vital for both personal and team success. ➡️Transitioning from a top-producing BDO to a manager entails mastering the craft first and checking personal ego. ➡️Avoid title chasing—focus on impact and fit rather than just climbing the hierarchy. Please e-mail us about a time you pushed back on credit or any other questions/suggestions at [email protected] ______________________________________________________ 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, email Bethany McClellan at [email protected] or visit https://rapidbusinessplans.com/ ______________________________________________________

CHAPTERS

0:00 | The Importance of Effective Management and Personal Development

4:50 | Management Styles and Business Plan Assistance for Borrowers

5:58 | Finding the Right Manager for Career Success

11:53 | Navigating Toxic Work Environments and Finding New Opportunities

16:19 | Different Management Styles and Their Impact on Sales Careers

22:03 | The Journey from Producer to Manager in the Banking Sector

27:55 | Mastering Your Craft Before Transitioning to Management 31:50 | Career Aspirations and Personal Growth in the SBA Lending Industry

33:22 | Advice for BDOs Transitioning to Management Roles

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

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.

Some BDOs succeed while others fail. Why is that?

BDOs who falter often do so because they are ill-prepared for the challenges they face. Success in the SBA space isn't just about knowledge or contacts; it's about adopting a flexible approach and pushing through the hard times. Only then can one transform setbacks into stepping stones for success.

The hosts also discuss the power of proactive outreach as well as support and mentorship.

You'll want to stayed tuned on how President Chris Hackney motivates young BDOs to build great habits in their outbound efforts.

Please e-mail us any questions, or suggestions for future episode topics 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 www.sbaprotection.com or email Adam Bergen at [email protected]

CHAPTERS

0:00 | Introduction

1:52 | Securing SBA Loan Life Insurance Quickly and Hassle-Free

2:53 | Why Some Business Development Officers Fail

7:42 | Why Business Development Officers Fail in SBA Lending

14:43 | Ramp Up Time and Metrics for Successful BDOs

20:24 | The Drive for Success and the Importance of Competitiveness

26:46 | Tracking Success with a Point-Based System for Sales Efforts

31:20 | Advice for New BDOs Feeling Underperforming

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

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 today's episode, the hosts debate Specialization vs. Generalization.

Specializing in a particular industry can bring significant advantages. However, being too narrowly focused can be risky. As Sterling put it, "I think the only thing that you have to be careful about if you're going to essentially go into one niche is that that niche doesn't dry up." This sentiment underscores the importance of balancing specialization with the ability to pivot and adapt.

Ryan, on the other hand, highlighted his dual expertise as both a generalist and a specialist. "Personally, I like to call myself a generalist, but I do have very industry-specific specialties that any and all brokers within the Midwest kind of bring me—gas station, liquor stores, and grocery stores."

His approach allows him to leverage specialized knowledge while remaining open to various opportunities.

So are you Team Ryan or Team Sterling? Before picking a side, become a specialist in the SBA SOP.

Please e-mail us any questions, or suggestions for future episode topics at [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

2:59 | Specialist vs Generalist in the Financial Industry

8:16 | Navigating Niche Markets and Transaction Types in Lending

15:54 | Navigating Lending Restrictions and Industry-Specific Challenges

24:50 | Finding Your Niche as a New BDO

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

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.

Today's episode continues our in-person series and our hosts delve into the art and science of pushing back within the lending process.

We start by discussing the importance of understanding the credit committee's pain points and presenting the customer's best side in those pivotal 50/50 calls.

Also, let us emphasize the critical need for maintaining credibility and respectful interactions to foster collaborative decision-making.

Remember, it's not solely about winning every deal but also about building deeper relationships within the team. Bring everyone into the conversation, through a phone call to ensure clarity and respect for all viewpoints.

Please e-mail us about a time you pushed back on credit or any other questions/suggestions at [email protected]

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, email Bethany McClellan at [email protected] or visit https://rapidbusinessplans.com/

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

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 week's episode, host Emily Detour, alongside co-hosts Alan Peterson, Sterling Birdsong, and Ryan Kroge, dive into strategies for maintaining business momentum during the summer slowdown. They explore the challenges unique to the warmer months when distractions and holidays can disrupt even the most organized BDOs.

Here were the highlights:

• Effective Vacation Planning: Set expectations with clients and colleagues before going on vacation—maintaining communication ensures smooth transitions and reduces the risk of losing business.
• Strategic Use of Downtime: Use summer slowdowns to build strategic marketing plans and strengthen professional networks, preparing for a busier fall season.
• Work-Life Balance: Achieving a balance is critical. Plan vacations considering the least impact on work and ensure to carve out time for family and personal relaxation.
• Resource Utilization: Leverage technology and team support to manage tasks efficiently during periods of absence.
• Building Trust: Developing strong, reliable relationships with clients and referral sources can ensure they are willing to wait for your return, reducing the stress of handling urgent matters on vacation.

_________________________________________

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 www.sbaprotection.com or email Adam Bergen at [email protected] _________________________________________

CHAPTERS

0:00 | Navigating Summer Slowdowns and Travel Nightmares

3:18 | Maintaining Momentum and Balancing Family Time During Summer

6:37 | Balancing Work and Vacation Strategies for BDOs

15:52 | Balancing Vacation and Work Through Technology and Team Support

24:56 | Navigating Vacation Challenges and Building Trust in Business

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

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.

Hats off to the Class of 2024. In this episode, the team focuses on providing life advice to those who have recently graduated.

Addressing the unique challenges and opportunities facing new graduates, the hosts highlight:

• Find Your Strengths
• Embrace Hard Work
• Be Authentic
• Adapt to Change
• Network

Consider how these themes resonate with your career aspirations. Networking, authenticity, and an unwavering work ethic aren't just buzzwords but rather essential tools for navigating the complexities of today's job market.

Leverage your twenties to the fullest, forging connections and honing skills that will serve you in the decades to come.

Remember, the job market is as much about who you know and how earnestly you're willing to work, as it is about the qualifications you hold.

So, roll up your sleeves, build those bridges, and keep your eyes on the long-term gains.

Please e-mail us any questions, or suggestions for future episode topics at [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]

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.

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.

Today's episode is covered and smothered with stories of networking gone wrong as well as advice on how to level up your networking.

We were happy to have SBA legend Tom Zernick stop by, with his vast experience in the industry, to add a historical perspective to the discussion. He reminisces about the old days of SBA lending and the importance of personal connections in the business world.

Do you think business cards are outdated? Share your networking stories with us at: [email protected]

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, email Bethany McClellan at [email protected] or visit https://rapidbusinessplans.com/

The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.