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 new BDOs (and BDAs) are finding their stride and careers are built on reputation!
This week, hosts Emily Detor and Ryan Kroge are joined by Dustin Baker and Sarah Sikkema of Shatterbox to unpack the realities of breaking into the SBA industry, the art of sales, and the dark underbelly of loan fraud that's about to shake everything up.
If you're a BDO, an aspiring lender, or just can't get enough of industry drama, you won't want to miss this revealing discussion on:
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The SBA Talent Crisis Solved? Discover how Shatterbox is intentionally cultivating a new generation of bright, "hard-wired" SBA professionals to meet the industry's soaring demand.
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From Appraiser to BDA (12 Million in First 12 Months!): Hear Sarah Sikkema's inspiring journey, how she cracked the "numbers game" of sales, and why a strong network is your greatest asset.
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Beyond the Degree: What REALLY Makes a Top BDO? Dustin Baker reveals the "soft skills," personality traits, and "fire in the belly" that outweigh a finance degree in SBA success.
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Beware the "Rogue BDO": A chilling reminder that cutting corners, turning a blind eye to side deals, or prioritizing accolades over integrity can lead to "Club Fed" (federal prison).
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SOP Changes: Chaos or Course Correction? The panel discusses why SBA policies change so frequently and how government "knee-jerk reactions" impact the market.
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Your Reputation is EVERYTHING: Ryan Kroge shares profound advice on protecting your professional (and personal) standing in an industry ripe with pitfalls.
Plus, enjoy a round of “Fun Summer Facts” with the hosts — did you get the question right?
👉 Got insights on navigating a new career, or a tip-off about a fraudulent scheme? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com.
The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th.
Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises.
Spots are limited—for more information and to register, go here: https://www.artofsba.com/bdo-retreat
📺 Like, subscribe, and hit the bell—because staying honest and knowledgeable is always in style!
🎙This episode is sponsored by:
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
Peak Business Valuation
Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/