Increased rates. Cash Flow issues. General nervousness in the market. After getting spoiled with doable deals for the past couple years, BDOs are now facing a new reality. In this episode, Ray sits down with Shane Pierson to get into the weeds about who is winning in this market and how. Shane has been in the industry for over 18 years and now serves as the SBA National Sales Manager at Grasshopper Bank. He has achieved significant success as a BDO. Consistently, Shane has produced high loan volumes and highlights the importance of creativity and collaboration with the credit team to find solutions that help borrowers succeed. Also, Shane shares his transition into management and the joy he finds in helping other BDOs succeed. This episode is sponsored in part by: ----- Lumos Technologies, Inc 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 and AI, visit lumosdata.com or lumosdata.com/contact-us  ----- Baker Lewis It matters who you partner with to grow and manage your SBA lending business. When you choose Baker Lewis, you partner with professionals as committed to SBA lending as you are.