The Art of SBA Lending

In this episode of The Art of SBA Lending, Ray sits down with Mike Breckheimer at NAGGL 2024 to discuss the ins and outs of starting a lender service provider (LSP) business and navigating the SBA ecosystem. Mike shares his extensive experience building turnkey solutions for banks, credit unions, and other institutions looking to outsource SBA loan operations. He dives into the intricate balance o...

In this episode of The Art of SBA Lending Ray is joined by Brent Ciurlino at NAGGL as they unpack Brent's background in risk management and where he got his reputation as: "the fixer" Brent held significant roles, including the Director of Asset Marketing at the FDIC and several senior positions within SBA-regulated entities. His current position is with Velocity, an SBLC, where he oversees the co...

This week on The Art of SBA Lending Podcast we have another special guest joining us for an interview live from the NAGGL conference in Vegas. Welcome Jackie Bogdan! We're getting into all things operations, execution and closing. Tune in now and subscribe to stay in the loop for more episodes! This episode is sponsored by: CORPSMART CORPSMART is a due diligence group that specializes in lien sear...

In this episode of The Art of SBA Lending Ray is joined by Michael Johnston at NAGGL as they explore Michael's journey from BDO to national sales manager and his approach to driving value at every stage of the SBA lending process. Michael shares his vision of SBA lending in today's evolving landscape, where efficiency, accountability, and teamwork are non-negotiable. Aiming to streamline small-bal...

This week on The Art of SBA Lending we're bringing you through the evolution of The SBA. What started as a small-scale government program in 1953 has grown into a $35+ billion industry, touching every corner of U.S. business. In this episode, The Art of SBA Lending explores the dynamic story of SBA 7(a) – and the potential paths it might take. Ray and an expert panel of Art of SBA Contributors dis...

What does it take to make your borrowers so happy that they can't stop talking about their experience? In this episode of The Art of SBA Lending , Ray Drew is joined by a panel of SBA lending pros to discuss how to elevate your customer service game and turn borrowers into raving fans. SBA loans can be complex, and the journey to closing is rarely easy. But top producers know that exceptional serv...

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 le...

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 d...

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 an...

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 w...

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 w...

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 i...

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 th...

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...

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 lo...

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 o...

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...

The BDO model—it's reliable and proven, and clearly I've been a fan, but is the industry missing out on better alternatives? We're getting into it on todays new episode. Join me and our Art of SBA Contributors as we break down the costs, the strengths and potential pitfalls, and alternative options for the BDO model. Should we be exploring new sales channels? Are we leaning too heavily on BDO's? H...

In this episode, host Ray Drew delves into the transformative changes within the SBA 7(a) Small Loan Program. With the new SOP increasing what they consider a "small loan" from $350,000 to $500,000 and streamlining processes, SBA lending has seen a renaissance in small loans. Key topics covered include: The shift in the secondary market favoring smaller loans The role of major banks in processing...

Welcome back to The Art of SBA Lending podcast! A place where the most influential leaders in the SBA lending industry come together to debate, discuss, and drive our industry forward. In today's episode, host Ray Drew kicks things off, addressing the increasing impact of politics on SBA lending. From SOP changes to funding challenges, the SBA mission for diverse funding, and the implications of t...

We've got a one-of-a-kind episode as our last one of the season. We're bringing on an impromptu guest this week! No planning or prepping- just great SBA discussions with fellow SBA content creator Kyel Sletten in front of the mic. Listen in as Kyel and Ray pull back the curtain on content creation and why it's so great for the industry, their hopes for the future of SBA talent, and Kyel's insights...

This week we have Jonathan Smith on the podcast to talk about the national growth and success of SBA at Northwest Bank. In this episode Jonathan and Ray get into: >Strategies behind hiring and interviewing >The dedication it takes to be a high producing player/coach (especially in a new shop) >How important titles should be to an employee >Underwriting large SBA M&A transactions. Listen in and lea...

This week we have SBA legend Lance Sexton on the podcast for a stellar episode on education for the future generation of SBA lenders behind the scenes of a bank closure, and Lance uses a phrase that may sound familiar: clear as mud. Can you guess what he's talking about? Great topics for a great guest, live from Nashville at NAGGL. Also, how did The Art of SBA end up on the syllabus at University...

We're sitting down with Lane Rhodes on her home turf for this episode! Live from Nashville we are chatting with Nashville's OG of Lending about leveraging your strengths and efficiency to find success as a BDO. Listen in to get all the details about how Lane found her success by creating relationships, how being patient doesn't always pay off, why streamlining your process is always the right idea...

For this weeks episode we have Karen Bean joining us to discuss all things about the secondary market. Listen to Karen and Ray get into details about her incredibly successful career in the secondary market, learning about what happens when a buyer mistakenly bids too high, how 2008 and Covid-era incentives impacted the secondary market, her BTS thoughts of what went down with Signature Bank, and...