Adding Value to your Team, Your Bank, & Your Borrowers feat. Michael Johnston | Ep. 166
Release Date: 11/14/2024
Final Episode: Revisiting My Roots (MCC Reunion) | Ep. 191
The Art of SBA Lending
This week marks the finale of The Art of SBA Lending podcast, and Ray Drew brings it home by reuniting with his original mentors and colleagues from the era that shaped his career: the Mercantile Capital team. Listen as they reminisce about the "good old days" of 2011–2013, an era defined by reinventing business after the 2008 crash. The panel discusses how Mercantile Capital was built around the niche business of 504 interim lending (an industry they essentially invented). They recall the unique office culture, characterized by healthy competition, daily in-person mentoring sessions,...
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The Chip Mahan Interview: CEO of Live Oak Bank | Ep. 190
The Art of SBA Lending
This week on The Art of SBA Lending, we sit down with Live Oak Bank CEO and founder, Chip Mahan, to discuss the revolutionary ideas that transformed the SBA landscape. Chip Mahan, who started the bank in 2008, disrupted the existing SBA playbook by focusing on nationwide industry vertical lending. Chip details the bank's founding during the 2008 financial crisis , when he was told by the FDIC to liquidate the bank. He reveals the unique philosophy that led to the bank becoming a top SBA lender, including: rejecting the traditional commission-based compensation model to properly align interests...
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Winding Down a Shop while Battling a Major Health Crisis feat. Heidi Whitesell | Ep. 189
The Art of SBA Lending
This week on The Art of SBA Lending, we go behind the scenes with Heidi Whitesell to unpack the leadership, culture, challenges, and ultimate wind-down of a successful SBA lending division. Ray Drew sits down with Heidi, who he calls one of the best leaders he's ever worked for, to discuss the philosophy that created a legendary, family-like culture in a fully virtual, non-bank setting. Heidi shares the vision for her former venture, Fund-Ex, which quickly climbed the national rankings without losing its unique team culture. She reveals her leadership principles, including the powerful belief...
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USDA Lending: The Last Frontier? feat. Jason Hoerr, Steve Small, & Charles Conoley| Ep. 188
The Art of SBA Lending
This week on The Art of SBA Lending, we explore the world of USDA Business & Industry (B&I) lending, often considered the "last frontier" of government-guaranteed small business finance. Host Ray Drew, who admits to knowing very little about the program, is joined by a panel of USDA experts—Steve Small, Jason Hoerr, and Charles Conoley—to demystify this often misunderstood loan program. The panel provides a deep dive into the B&I program, which is designed to stimulate economic activity and job creation in rural areas (populations of 50,000 or less). They reveal key advantages...
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Money Store Reunion feat. Joe Weiner, John Handmaker, Sam Renta, & Vince Calicchia | Ep. 187
The Art of SBA Lending
This week on The Art of SBA Lending, we're doing something special: a Money Store reunion episode. The Money Store pioneered the Business Development Officer (BDO) model and revolutionized the SBA lending industry, holding the top position for 16 consecutive years. Host Ray Drew brings together four Money Store alumni-John Handmaker, Vince Calicchia, Joe Weiner, and Sam Renta-to share stories and insights from the company that changed SBA lending forever. The panel reminisces about the legendary BDO boot camps, the company's aggressive marketing, and its commitment to a sales-driven culture....
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The Loan Broker Panel | Ep. 186
The Art of SBA Lending
This week on The Art of SBA Lending, we're getting a unique look at the state of the SBA marketplace from the perspective of the loan broker. Host Ray Drew brings together a panel of top-producing SBA loan brokers whose combined volume would rank them among the top 1 or 2% of all SBA shops. Joining the conversation are Matthias Smith from Pioneer Capital Advisory, Jerry Freedman from Freedom Business Financing, and Zach Renta from SBA Loan HQ. The panel discusses why the traditional BDO model is becoming outdated as brokers build sophisticated operations and gain direct access to information...
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The Untold Story of Lendistry's Rise in 7(a) Lending feat. Everett Sands | Ep. 185
The Art of SBA Lending
This week on The Art of SBA Lending, we sit down with Everett Sands, a leader who successfully propelled Lendistry into the top tier of the nation's SBA 7(a) lenders. Everett explains his approach to SBA lending, which involves applying lessons learned from other industries like residential and auto lending to an industry he feels is decades behind. As a fintech and a CDFI, Lendistry occupies a unique space in the market. Everett discusses how his company is leveraging technology and a mission-driven approach to win customers by offering a better, more user-friendly experience than...
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Casca Has Arrived (and Will Drastically Change How We Make SBA Loans) feat. Lukas Haffer | Ep. 184
The Art of SBA Lending
This week on The Art of SBA Lending, we're joined by Lukas Haffer, co-founder of Casca, to discuss how AI is set to revolutionize small business lending. With a unique background that includes building software for major European banks and earning Standform MBA, Lukas brings a fresh, outside-the-box perspective to our industry. He shares how his company is taking on the "disaster" of small business financing by arming SBA lenders with cutting-edge technology to fight back against predatory online lenders. We dive deep into how new technology can solve the industry's biggest pain points,...
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Quitting the Bank: Closing 100 Deals in 24 Months feat Heather Endresen | Ep. 183
The Art of SBA Lending
This week on The Art of SBA Lending, we're joined by Heather Endersen, a true veteran of the SBA world with a career spanning decades. Having managed SBA departments and pioneered business acquisition lending, Heather shares her journey and explains why she made the leap from a top-producing BDO at a bank to launching her own brokerage. Heather gets candid about the shift in the SBA landscape, from the rise of business acquisition loans to the changing dynamics between lenders and borrowers. She also pulls back the curtain on the brokerage model, explaining why it's a more efficient way to get...
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Lending with Heart: Sharing 30 Years of Lessons Learned feat. Diane Heyden | Ep. 182
The Art of SBA Lending
This week on The Art of SBA Lending, I’m sitting down with Diane Heyden to get her take on leadership, career shifts, and the evolving landscape of small business lending. Diane, a seasoned veteran who has worked as a BDO, sales manager, and division manager, shares her unique perspective on what it takes to succeed in an industry where no two people are alike. From a memorable but short-lived move to a bank in Iowa to taking on a new role with a beloved team on the West Coast, Diane unpacks the lessons learned from her own career journey. We also dive into the state of the industry,...
info_outlineIn this episode of The Art of SBA Lending Ray is joined by Michael Johnston at NAGGL as they explore Michael’s journey from BDO to national sales manager and his approach to driving value at every stage of the SBA lending process.
Michael shares his vision of SBA lending in today’s evolving landscape, where efficiency, accountability, and teamwork are non-negotiable. Aiming to streamline small-balance loan processing to as little as 2-5 days, Michael highlights the role of technology, a strong referral network, and consistent credit philosophy. He also provides insight into the qualities he looks for in BDOs—highly motivated “grinders” who are dedicated to getting results.
Key Takeaways:
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Strategic Growth: How Michael leverages digital marketing, a robust broker network, and high-efficiency standards, noting how steady, methodical growth is preferred over rapid expansion that could be difficult to sustain.
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Team Dynamics: The importance of hiring the right people, fostering a collaborative culture, and maintaining a consistent credit philosophy across the board.
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Process Efficiency: Practical ways to reduce approval times, enhance productivity, and meet client expectations without sacrificing quality or accuracy.
Listen in as Michael and Ray discuss how to bring value to your team, your bank, and your borrowers in this engaging and informative episode.
Be sure to subscribe to keep up with the rest of our Vegas interview series from NAGGL 2024!
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
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 Jobs Board
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