The Art of SBA Lending

Ray sits down with his very own SBA underwriting partner, Nathan Walker. Nathan is a top performing underwriter and in this episode, he opines on the art and science of SBA underwriting, and how mindset is key to success.

In this episode, Ray sits down with Marty Ferguson, Managing Director of SBA Lending at First Business Bank to discuss Marty's leadership style, COI prospecting, and the SBA industry in general.

In this episode, Ray breaks down how SBA Lenders should handle the rising interest rate environment from both an underwriting and a sales perspective.

In this episode, Ray discusses the distinction between "pull" marketing vs "push" selling and how to use Pull marketing to build a network of COI's (centers of influence) that want to do business with you.   To join The Art of SBA Lending's Discord channel, email the word "Discord" to  Ray@artofsba.com  and we'll send you an invitation.

In this episode Ray sits down with one of his first ever mentors: George Andreas. George is SVP, National Sales Manager at Bank of George, and back in 2013 he was Ray's manager. Tune in to learn how George played a role in Ray's success, as well as the success of many other BDO's all around the country. You can reach George by sending him an email at: George at  GAndreaus@bankofgeorge.com

In this episode, Ray discusses the importance of a BDO's upfront process for new deals and shares his proven process for receiving, assessing, and presenting a new deal to credit. Ray's Pre-approval Checklist: Business: - 3 years tax returns - Interim Financials (P&L Statement and Balance Sheet) - Business Debt Schedule Personal: - 3 years tax returns - PFS - Credit score - Resume (for business ac...

In this episode, Ray shares the common mistakes made during the BDO interviewing process and how they can lead to an unsuccessful BDO hire - and no one wants that! Tune in to learn how banks and BDO's can avoid this in the first place.    26 questions Ray asked a previous potential employer during the interview process:   Funding sources and restrictions (non-bank lenders) Construction lending app...

In this episode, Ray sits down with Stephen Speer to discuss sales mastery and time management and how having TOO much success forced him out of a job and into his own business. Stephen is the CEO and Founder of e-Commerce Lending, an SBA advisory firm specialized in online business acquisitions. He is also a former SBA BDO. Tune in to to hear about the different sales and marketing strategies Ste...

How Christian Bowles went from SBA Novice to National Sales Manager in 5 years | Ep. #64

In this episode, Ray breaks down exactly what you need to do in your first 90 days as a BDO at a new shop in order to create enough momentum to become a high producer.

In this episode, Ray details his 9 year journey from a young BDO 30 days away from being fired to one of the industry's top producers.

In this episode, Ray shares his assessment of the SBA 7a lending landscape and makes his prediction on what fiscal year 2022 is going to look like when it's all said and done. 

In this episode, Ray sits down with Danny. Lobina, SVP,  SBA Director at Sunflower Bank. Danny recently published an article on LinkedIn that poses the question, "how do you know if you can trust your banker?" We break it down. Link to Danny's Article.

In this episode, Ray talks with Pattie Ehsaei, a former prosecutor turned private equity, turned banking, turned top-producing SBA lender, and now has a TikTok under the handle @duchessofdecorum with over 850,000 followers. What can't she do?! Tune in to learn how the right mindset can make anything possible.    To contact Pattie:   Pattie Ehsaei  Senior Vice President National SBA M&A Lending Fir...

In this episode, Ray sits down with Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank, a top 30 SBA 7(a) lender (based on 9/30/21 data.) Chris's roots trace back to CIT and he's ran multiple SBA shops throughout his career.    To contact Chris, email him at  chrisk@dsbnc.com .

In this episode, Ray breaks down the 10 BDO commencements that all SBA BDO's should live by.

In this episode, Ray sits down with Daniel Park of US Metrobank. Tune in to learn how Daniel outproduces 99.9% of BDO's in the SBA industry with over $100,000,000 in closings this year.

In this episode, Ray breaks down what he views as the main reason why an SBA shop fails (or fails to gain traction in the market.)

In this episode Ray catches up with Kevin Riffey, EVP and SBA Executive at Bank of Central Florida. Kevin has been around in SBA lending for many years, on both the retail and wholesale side, as well as a director at multiple shops. Tune in to hear Kevin and Ray debate SBA 7(a) pricing. To contact Kevin: Kevin Riffey Kevin.riffey@bocfl.com

In this episode, Ray chats with Fred Crispen, a seasoned SBA professional with 30+ years of SBA experience. Fred has spent the majority of his SBA career perfecting an SBA program that most SBA lenders often avoid - loans up to $150,000. Tune in to learn more about how Fred is able to excel where others have failed.    To contact Fred for SBA Loans up to $150,000:   Fred Crispen Senior Vice Presid...

In this episode, Ray sits down with Scott Cisneros, VP/SBA Commercial Loan Officer at Union Bank. Scott found SBA late in his banking career but quickly established himself as a top-producer in the industry. Hear what Scott has to say about going to market as an SBA lender in California. 

In this episode, Ray discusses what is fueling this record-breaking year for SBA Lending and opines on whether the heightened demand for SBA lending will continue after the loss of the SBA incentives.

In this episode Ray sits down with Nick Roach, President and Chief Lending Officer of Stone Bank. Tune in to hear about Nicks Journey from Bank Teller to Bank President all before the age of 40.

In this episode, Ray sits down with Chris Hurn, Founder and CEO of Fountainhead, a  nationwide, nonbank commercial lender specializing in helping small to midsize businesses finance their growth and create wealth through our SBA 504, SBA 7(a) and low LTV conventional loan programs. Tune in to hear Chris's fascinating journey from SBA BDO to the CEO and Founder of a successful SBA Lending Company. ...