Buyer Fit When it Comes to the Trades feat. Shem Doupe | Ep. 64
Release Date: 07/14/2025
Battle for the Borrower: Finding Your Unique Selling Proposition | Ep. 75
The BDO Show
Welcome back to The BDO Show—where deals get funded, policy changes drop like bombs, and no borrower (or lender) is truly safe. The competition for SBA 7A loans is fierce, with big banks, community lenders, and 504 CDCs all fighting for the same borrower. So, how do top BDOs like John Chung, Daniel Park, Andrew Chong, and Zach Bennett stand out and secure the win? Join the fight as they break down: 🎯 The 504 Invasion: John notes that 504 lenders (CDCs and commercial banks) are coming down to the 7A space, trying to offer fixed-rate financing to meet their goals, leading to more shopping...
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Market Update: Tightening Credit Environment, Selling 504 vs 7a, & Broker Fees | Ep. 74
The BDO Show
Welcome back to The BDO Show—where banks are playing defense, brokers are fighting for every dollar. 🚨 The market is shifting! As defaults rise, many banks are getting conservative and scaling back on commercial real estate and conventional lending to protect their assets. The result? The SBA world is becoming a critical driver for fee income, making it the wild west of finance! Join Emily Detor, John Chang, Andrew Chang, Daniel Pak, and Zach Bennett as they break down how to thrive in this "play-defense" environment: 🛡️ Banks vs. SBA: Why commercial groups are getting picky, and...
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M&A Activity Has The Market Shook | Ep. 73 | The BDO Show
The BDO Show
Welcome back to The BDO Show—where cash flow is tight, credit boxes are shrinking, and the only thing more volatile than the market is the NFL fantasy league. 🚨 The Market is Shifting—Hard. Delinquencies are up, credit quality is deteriorating , and BDOs are being forced to shift from "Chief Marketing" to "Chief Risk Officer". Deal flow is now heavily dependent on owner character, global cash flow, and proving that the borrower isn't likely to file bankruptcy again. Join Emily Detor, Daniel Park, John Chung, Andrew Chong, and guest Zach Bennett as they dive into: 📉 The Great Credit...
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🎬 The BDO Show: Season 3 Trailer is Here
The BDO Show
This season, The BDO Show heads west — featuring , , and the $100,000,000 man himself, — three Southern California producers redefining what’s possible in SBA lending. And in true BDO show fashioned, this week's guest may be sticking around a bit longer than he may have bargained for. Give a round of applause to our newest member of the BDO Show universe . Expect real talk. No fluff. Controversial topics, unfiltered opinions, and a front-row seat to how the this generation of BDOs are changing the game. The first episode is out and the next one drops tomorrow. As our...
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The Technical Mechanics Behind "Certainty and Execution" | Ep. 72
The BDO Show
Welcome back to The BDO Show—where execution and certainty are the only currencies that matter. This week, hosts Emily Detor and a guest host are joined by the "West Coast Trio": seasoned SBA legends Andrew Chong, Daniel Park, and John Chung. They dive into the high-stakes BDO world, revealing what it takes to earn a broker's trust and why consistency is more important than charisma. If you're an aspiring Yoda or a young Jedi, tune in to hear the honest truth about making it in this industry: The Certainty Covenant: The trio breaks down what "execution and certainty" really means—and why...
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Advice from Top Broker: How BDO's Can Make a Name For Themselves | Ep. 71
The BDO Show
Welcome back to The BDO Show—where the best deals are born from strong partnerships, and "sus" financials are a non-starter! This week, hosts Emily Detor and Ryan Kroge are joined by a Florida legend, Jackie Hirsch, a business broker with over 400 deals under her belt. Jackie holds nothing back, sharing hilarious war stories from the trenches and revealing the secrets to her unwavering partnership with Ryan and her success in the hyper-competitive world of Entrepreneurship Through Acquisition (ETA). If you're a BDO, broker, or an aspiring business owner, you won't want to miss this...
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Back to Basics: How to Win Deals a Hyper-Competitive Market | Ep. 70 | The BDO Show
The BDO Show
Welcome back to The BDO Show—where the best deals are born from strong relationships, not low rates, and the secret to winning is just to show up. This week, host Emily Detor is joined by a powerful trio of lenders: Daniel Park, Andrew Chong, and John Chung. They're pulling back the curtain on what it takes to win in a hyper-competitive market and the "science" behind building a pipeline, all with a healthy dose of unfiltered truth. In this episode, we’re getting the West Coast version of the BDO building blocks. You won't want to miss this no-holds-barred discussion on: The Science of...
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Relationship vs Transactional Lending feat. Ray Diab | Ep. 69
The BDO Show
Welcome back to The BDO Show—where the best deals are born from strong relationships, and a good broker knows how to "shake a tree" for you! This week, we're diving into the powerful world of lender-broker partnerships with a true industry vet, Ray Diab of Bank Alliance Capital. Joined by hosts Emily Detor and Ryan Kroge, Ray explains his journey from a long career in conventional banking to becoming a broker who "makes it easy" for lenders like Ryan. If you're a new BDO looking to build your referral network or a seasoned broker trying to navigate a tightening market, you won't want to miss...
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Straight Outta Detroit: Lending Stories that Will Shock You | Ep. 68 | The BDO Show
The BDO Show
Welcome back to The BDO Show—where wild stories from the branches are a cautionary tale, and knowing your customer is the first and last line of defense! This week, hosts Emily Detor and Ryan Kroge take a look back at the more bizarre moments in Ryan's 26.5-year career. It's "storytime with Grandpa Kroge" as he recounts tales from the branches, red-flag closings, and why a site visit is non-negotiable, all while exposing the dark side of lending. If you're a BDO, underwriter, or just someone who can't believe what goes on in this industry, you won't want to miss this wild ride through: The...
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What it Really Takes to Be a Top Producer feat. Pattie Ehsaei | Ep. 67
The BDO Show
Welcome back to The BDO Show—where the only competitive advantage you need is yourself! This week, we're honored to sit down with the one and only Pattie Ehsaei, a force of nature in the SBA world. Pattie holds nothing back with hosts Emily Detor and Ray Drew as she delivers a masterclass in sales, success, and the surprising secrets of financial freedom. If you're a new BDO, an entrepreneur, or anyone looking to level up, you won't want to miss this no-holds-barred conversation on: The BDO's Competitive Advantage: Pattie reveals her single biggest competitive advantage is not her...
info_outlineWelcome back to The BDO Show—where business owners turn into BDOs, and even a humble cafe owner can transform into a laser-focused SBA guru!
This week, we're pulling back the curtain on what it really takes to thrive as a BDO, with special guest and former business owner, Shem Doupe. Joined by hosts Emily Detor and Ryan Kroge, we dive into the gritty realities of business acquisition, mentorship, and standing out in a sea of suits.
If you're a new BDO, an aspiring business owner, or just curious about the future of the SBA landscape, you won't want to miss this insightful (and surprisingly funny) discussion on:
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From Cafe Dreams to SBA Machine: Shem's unconventional journey from starting (and selling) a non-franchise cafe to becoming a "laser-focused" BDO.
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The "Buyer's Market" Forecast: Why the next 12-18 months could be your golden opportunity to buy a business, thanks to dropping interest rates and a flood of retiring owners.
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The New SOP & Qualified Buyers: How recent SBA changes are weeding out the "tire kickers" and streamlining the process for serious entrepreneurs (finally!).
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Why "Passive Income" is a Myth: A stark warning from a former owner about the 100% commitment required for true business success.
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Skilled Trades Warning! Ryan Kroge's controversial take on why white-collar buyers will fail in blue-collar businesses – and why a license (and respect) is everything.
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Mentorship Matters: The profound impact of having a "Mary Soldano" in your corner to guide you through the complexities of the BDO role.
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Standing Out in a "Sea of Suits": Shem's brilliant (and "unprofessional") marketing strategy that turned him into "Laser Eyes" and made him a LinkedIn standout.
Plus, hear the hosts reminisce about retro tech, discuss why New York avoids SBA loans, and a lively debate about lending to white collar workers in blue collar businesses.
👉 Got thoughts on finding the right buyer, or a killer marketing tip? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com.
📺 Like, subscribe, and hit the bell—because a little laser focus goes a long way!
🎙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 go to https://rapidbusinessplans.com/art-of-sba
SBA Protection
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
https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com