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: Attendee Profile: Identify who will be there. Are they your target audience? Is it...

"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...

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...

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...

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 t...

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 c...

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 sid...

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 distract...

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...

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...

Welcome to Episode 19 of The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO's. Taking your BDO game to the next level isn't just about closing deals, it's about building relationships and having a solid marketing strategy. Hear from the experts on how to plan your first 30, 60, and 90 days. The importance of getting in the aren...

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. Engaging with Centers of Influence (COIs) is crucial for SBA lenders looking to elevate their game. "Nothing is really developed just by one outreach or doing it one time." The idea here is that relationship building is an ongoing process that requires time and ef...

In this episode, host Emily Detor is joined by Alan Peterson, Ryan Kroge, and special guests, Daniel Park and Jared Johnson, to discuss the importance of production in the lending industry.  Does the $350 Million make sense now? These guys are at the top when it comes to production and they are sharing their secrets to success. "If you've really got it, then you can give it away," or whatever Alan...

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 special episode, our very first in-person episode, we are giving the lowdown on all things sales within the world of SBA lending. Each host lets us in on their one-of-a-kind sales techniques, all the while highlighting how key it is to really get your prod...

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. Discover the secrets to finding the perfect financial institution for your deals and building a thriving SBA lending team.  Our seasoned hosts provide a candid look at what it means to align with a financial institution that not only grasps the kind of deals you s...

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. Unlock the secrets of term sheets with our panel of top Business Development Officers—Sterling Birdsong, Chris Hackney, and Ryan Kroge—guided by Emily Detor. We dissect the crucial elements that make these documents the foundation of financial agreements, ensuring...

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. Unlock the secrets to mastering your time with insights from our BDO extraordinaires who live by the principle of "Protect Your Time." As BDOs, we're often caught in a whirlwind of demands, but this episode offers a blueprint for building an efficient pipeline and...

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. Unlock the secrets to exponentially increasing your earning potential as a Business Development Officer in the banking sector! This episode, with insights from industry experts promises to reveal the intricacies of BDO compensation that could redefine your career...

Navigate the intricate dance of selecting the best third-party vendors for SBA lending in our latest BDO Show episode. We've brought together the power players to walk us through the minefield of collaborating with attorneys, appraisers, environmental specialists, and life insurance providers. They share insights on how these key partnerships can be the difference between a deal soaring or sinking...

Picture this: you're at a friend's farewell bash and, amidst the bittersweet goodbyes, you stumble into a conversation that spirals into a promising business partnership. That's the unpredictable thrill of deal sourcing in the SBA lending world, and it's just a taste of what we cover in our latest episode. Join us for a rollercoaster ride through the high-stakes and serendipity of business develop...

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. Step into the dynamic world of Business Development Officers with us, as Emily, Alan, and Ryan pull back the curtain on what it's like to intimately understand America's small businesses during site visits. Our stories showcase the spectrum of entrepreneurial spir...

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. On this week's episode we're discussing what to look for in an SBA shop? We kick things off by discussing why selecting the right boss can be a career game-changer and the nuances of choosing an SBA shop that complements your unique deal-making skills. Understandi...

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. Juggling a thriving career with a bustling family life is more acrobatics than most of us signed up for, but somehow, we make it work. In our heartfelt conversation, we peel back the layers on how we manage the daily tango of meeting professional demands while kee...

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. Unlock the secrets to managing a bustling deal pipeline with precision and flair! On this episode, our all-star lineup of co-hosts distill their wisdom on maneuvering through the complex world of deal-making. From my 'right to left' strategy that prioritizes wrapp...

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. Ever wonder who the maestro of a deal really is? Strap in as we unravel the web of SBA loan negotiations and the indispensable role of a BDO. Our lively exchange reveals the delicate balance of leadership and collaboration necessary to shepherd deals to their frui...