Incentivizing SBA Closers and Underwriters feat. Chris Kwiatkowski, Dustin Baker, & Darren Davis | Ep. 159
Release Date: 09/26/2024
MCA Debate: Ryan Kroge and Joe Alam vs John Dicanio and Jerry Cocuzzo | Ep. 177
The Art of SBA Lending
This week on The Art of SBA Lending, we're diving headfirst into one of the most controversial topics in small business finance: Merchant Cash Advances (MCAs). Are they a necessary lifeline—or a dangerous trap? Ray Drew brings together a panel of experienced lenders and brokers to debate the role of MCAs in today’s lending landscape. Featuring Ryan Kroge (First Internet Bank), Joseph Alam III (Midstates Advisors), John DiCanio (Fund My Biz), and Jerry Cocuzzo (FundAll Capital), the group tackles: ➡️ The pros, cons, and misconceptions of MCA lending ➡️ Why MCAs exploded post-2008...
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Ray’s Top 10 Priorities for the SBA ft. Charles Green, Jeannie Yoder, and Shane Pierson | Ep. 176
The Art of SBA Lending
This week on The Art of SBA Lending, Ray is laying out his own list of top 10 priorities for the SBA, several of which might shock you. But hey, if the SBA wants change, let's give em change. Joined by Ray is a panel of Art of SBA contributors: Charles Green, Jeannie Yoder, and Shane Pierson to discuss: ➡️ Changes to SBA 7a policy ➡️ Some fresh ideas that could streamline the program ➡️ How to avoid throwing the baby out with the bathwater ➡️ Timeline for the new SOP that is inevitably dropping ➡️ Predictions for the SBA landscape in the next 12 months Join Ray and his...
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Addressing the SBA Default Crisis ft. Jane Castro, Kay Anderson, and Mike Breckheimer | Ep. 175
The Art of SBA Lending
This week on The Art of SBA Lending, we're tackling one of the hottest topics in the industry: the rising SBA default rates. With concerns mounting over repayment trends, economic conditions, and policy shifts, it's time to cut through the noise and get to the facts. Ray Drew and an expert panel of Art of SBA contributors discuss: ➡️ The 3.69% default rate—how bad is it, really? ➡️ Why defaults are rising and whether it's just economic cycles catching up ➡️ How lenders can proactively manage risk and prevent unnecessary losses ➡️ The impact of interest rate hikes vs. SBA rule...
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The Dogefather Strikes at the SBA ft. Darren Davis, Javier Jorge, and Brooke Mirenda | Ep. 174
The Art of SBA Lending
This week on The Art of SBA Lending, we’re diving into the Twitter war of the century: Elon Musk vs. the SBA. It all started when Musk called the Small Business Administration the "Shady Business Administration" and claimed that only 8% of SBA loans get paid back. Naturally, we had to set the record straight. Ray Drew and an expert panel of Art of SBA Contributors discuss: ➡️ The impact of Musk’s comments and whether misinformation could disrupt the SBA ➡️ The reality of SBA loan repayment rates (spoiler: it’s not 8%) ➡️ What happens if the SBA 7(a) program is...
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BDO Power Panel: Live from the BDO Retreat ft. Glenn Giro, Alan Peterson & Jared W Johnson | Ep. 173
The Art of SBA Lending
What does it take to rise as a leader in the competitive and ever-changing SBA lending space? In this episode of The Art of SBA Lending, we’re joined by Glenn Giro, Alan Peterson, and Jared W. Johnson—three industry leaders who share their insights into navigating the dynamic world of SBA lending, overcoming challenges, and seizing new opportunities. SBA lending is full of growth potential, but it’s not without its challenges. Today, we dive into how these experts are leading the charge, adapting to market changes, and embracing innovation to stay ahead. Key topics include: •...
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NexGen Panel (Part 2): Fresh Perspectives on SBA Lending Featuring 3 Rising Stars | Ep. 172
The Art of SBA Lending
The conversation continues! In Part 2 of this special The Art of SBA Lending series, Ray Drew picks up where we left off with Molly Harder, Rob Parkin, and Jane Castro—three rising leaders in SBA lending—to dive deeper into the challenges, innovations, and hard-earned wisdom that define their careers. SBA lending is evolving, and those who adapt will lead the way. In this episode, we discuss the role of mentorship, the impact of AI, and how today’s trends—like rising interest rates and small loan programs—are shaping the future of the industry. Key topics include: • The role of...
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NexGen Panel: Fresh Perspectives on SBA Lending Featuring 3 Rising Stars (Part 1) | Ep. 171
The Art of SBA Lending
What does it take to rise as a leader in the competitive and ever-changing SBA lending space? In this episode of The Art of SBA Lending, Ray Drew is joined by Molly Harder, Rob Parkin, and Jane Castro—three of the brightest up-and-coming leaders in SBA lending—to explore their journeys, challenges, and visions for the future of the industry. SBA lending is complex, but it’s also filled with opportunities to grow, innovate, and leave a lasting impact. Today, we’re diving into how these professionals are navigating career bottlenecks, leveraging mentorship, and balancing the demands of...
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Big Updates from Art of SBA HQ
The Art of SBA Lending
🚨 Here’s what’s new for The Art of SBA Lending in 2025! 🚨 1️⃣ The Directors Retreat An exclusive event for SBA 7(a) division heads, happening May 4th & 5th at the Bohemian Hotel in Savannah, GA. Only 10 seats available! Reserve your spot: 2️⃣ SBA Jobs Board Our new jobs board is live! For just $99, post your open SBA lending positions and connect with top talent in the SBA community. Learn more: 3️⃣ Podcast Season Update We’re gearing up for a new season of The Art of SBA Lending featuring: A two-part episode with emerging SBA leaders A...
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The Elon Musk of SBA Lending (Season Finale) feat. Chris Hurn | Ep. 170
The Art of SBA Lending
In this episode of The Art of SBA Lending, Ray Drew sits down with Chris Hurn to explore the complexities of entrepreneurship, leadership, and finance. Chris shares the story of winding down his previous company, Fountainhead, navigating the challenges of partnerships, and transitioning to his latest venture—a business bank in West Georgia. From educating clients about SBA loans to building a team that aligns with company culture, Chris highlights the balancing act between growth, innovation, and risk. He also offers insights into: The risks and rewards of entrepreneurship Effective...
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Largest SBA Loan Service Provider Gets Acquired (again) feat. Mike Breckheimer | Ep. 169
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 of compliance, relationship building, and patience required to thrive in this niche industry. Key Highlights: Starting an LSP: Learn the essential steps to establish yourself as a trusted SBA lender...
info_outlineIn 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 is joined by this weeks Art of SBA Contributors:
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Dustin Baker, CEO and Co-Founder of Shatterbox
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Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank
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Darren Davis, President of SBA Lending at Colony Bank
We’re covering:
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Why aligning compensation with performance could improve underwriting and closing speeds
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The risks and benefits of incentivizing non-BDO roles
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How incentive plans could attract new talent and boost retention
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How to navigate SBA compliance when implementing new pay structures
🎧 Tune in to this thought-provoking discussion and see how a shift in compensation could change your shop’s performance dynamics.
Listen in today and let us know what you think in the comments or by leaving a review!
This episode is sponsored by:
Baker Lewis
Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.
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/artofsba
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