The BDO Show

A podcast for SBA Business Development Officers seeking to hone their craft, level up their production, and have some fun along the way.

Year 1 Success as Producing BDA feat. Sarah Sikkema | Ep. 65 07/21/2025

Year 1 Success as Producing BDA feat. Sarah Sikkema | Ep. 65 Welcome 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: 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. 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. 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. 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). SOP Changes: Chaos or Course Correction? The panel discusses why SBA policies change so frequently and how government "knee-jerk reactions" impact the market. 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 . 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: 📺 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 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 /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/37476415

Buyer Fit When it Comes to the Trades feat. Shem Doupe | Ep. 64 07/14/2025

Buyer Fit When it Comes to the Trades feat. Shem Doupe | Ep. 64 Welcome 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: From Cafe Dreams to SBA Machine: Shem's unconventional journey from starting (and selling) a non-franchise cafe to becoming a "laser-focused" BDO. 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. The New SOP & Qualified Buyers: How recent SBA changes are weeding out the "tire kickers" and streamlining the process for serious entrepreneurs (finally!). Why "Passive Income" is a Myth: A stark warning from a former owner about the 100% commitment required for true business success. 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. Mentorship Matters: The profound impact of having a "Mary Soldano" in your corner to guide you through the complexities of the BDO role. 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 [email protected]. 📺 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 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 or email Adam Bergen at [email protected] /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/37395190

The Feds are Watching: Inside SBA's Agent Oversight Act | Ep. 63 07/07/2025

The Feds are Watching: Inside SBA's Agent Oversight Act | Ep. 63 Welcome back to The BDO Show—where dodgy deals get exposed, and the SBA is coming for answers (and maybe your referral fees)! This week, the gloves are OFF as we dive into the murky world of SBA fraud, "straw buyers," and the new "7(a) Loan Agent Oversight Act." Hosts Emily Detor, Alan Peterson, Ryan Kroge, and Ray Drew lay it all out, from questionable tax returns to side agreements that could land you in hot water. If you're a BDO, agent, or borrower, you absolutely won't want to miss this no-holds-barred exposé on: The new legislation shaking up the SBA agent landscape: What data is Congress demanding, and why? The terrifying truth about "straw buyers" and sophisticated structuring schemes designed to defraud the system (and how they're making a killing). Why "junk fees" and undisclosed side agreements are outright fraud – and how they leave borrowers (and lenders) holding the bag. The critical difference between a good referral partner and a "shady broker" (and why your portfolio depends on knowing the difference). The dire warnings about not doing your own due diligence as a buyer – relying on the bank is a rookie mistake! Plus, hear about Ryan's wild story of forged tax returns and why Ray's leaving this episode "more scared than ever"! 👉 Have a fraud story? Think we're way off base? Tell us how you really feel in the comments or email us at [email protected]. Tag the FBI! 📺 Like, subscribe, and hit the bell—because staying sharp means staying out of jail! 🎙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 or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/37302360

AI vs. Authenticity: Why Your Business Plan Needs Brains, Not Bots | Ep. 62 06/30/2025

AI vs. Authenticity: Why Your Business Plan Needs Brains, Not Bots | Ep. 62 Welcome back to The BDO Show—where business plans get built in a flash, and even an unexpected front-door visitor can't stop the flow of expert insights! This week, we're pulling back the curtain on the world of business plans and feasibility studies with our special guest, Bethany McClellan, founder of Rapid Business Plans. Joined by hosts Emily Detor, Ryan Kroge, and Alan Peterson (back from hiatus and a "Robbery on Camera" scare ), we dive into why these documents are more than just a box to check. If you're a BDO, lender, or borrower, you won't want to miss this rapid-fire discussion on: 🔹 The surprising non-finance background that launched a business plan empire 🔹 Why a well-crafted business plan is your accountability partner (and not just a one-and-done deal) 🔹 How a "borderline" deal can be saved with the right feasibility study 🔹 The critical difference between a human-crafted plan and a ChatGPT special (and why your credit manager will know the difference) 🔹 Why "rapid" isn't just a catchy name – it's a 4-business-day promise (with US-based talent across all time zones!) 🔹 Real-world examples of how a quick pivot on projections can make or break a deal (and save you from unnecessary partners) 🔹 The golden rule for new BDOs: Get your providers involved early (don't be "that guy") Plus, hear Kroge's take on audiobooks versus physical books , Alan's R.L. Stine reading habits , and a shout-out to the legendary Jeannie Yoder! 👉 Got strong feelings about business plans or an AI-generated horror story? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because a solid business plan is always a blueprint for success! 🎙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 or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/37214705

The Search Fund Shutdown: Unpacking the SBA's Latest Stance feat. Sam Rosati | Ep. 61 06/23/2025

The Search Fund Shutdown: Unpacking the SBA's Latest Stance feat. Sam Rosati | Ep. 61 This week on The BDO Show, we're cutting through the noise surrounding the SBA's recent notice on search funds and preferred equity. What does the new guidance really mean for acquisition entrepreneurs, investors, and the future of small business acquisitions? Host Emily Detor is joined by Ray Drew, and special guest Sam Rosati, co-founder of Perimeter Solutions Group and a serial entrepreneur in the acquisition space, to unpack the implications of these changes in real-time. Sam, a former Wall Street lawyer who built his own portfolio of businesses through acquisition, offers a unique perspective on how the SBA's stance on search funds and preferred equity could reshape the landscape for buying and selling small businesses. 🎯 In this episode, we tackle: ➡️ The true meaning behind the SBA's "search funding" notice and its impact on the acquisition entrepreneurship ecosystem. ➡️ Preferred equity vs. common equity: What's allowed, what's preferred, and why the SBA is scrutinizing investor agreements. ➡️ The controversy around "side agreements" and investor control, and what it means for the guarantor's role. ➡️ The unintended consequences of the new rules on deal flow and access to capital for aspiring entrepreneurs. ➡️ Why the SBA might be missing the real problem, and alternative solutions to address concerns about loan performance and distributions. 💬 Is the SBA's new guidance a necessary correction or an overreaction that could stifle small business acquisitions? Join the debate and let us know your thoughts! 🎙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 . 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 peakbizval.com/BDOshow. /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/37109280

Managing Brokers, Big and Small feat. Ryan Collins | Ep. 60 06/02/2025

Managing Brokers, Big and Small feat. Ryan Collins | Ep. 60 Welcome back to The BDO Show—where the grind is real, relationships are everything, and "America's Sweetheart" makes an appearance! Ever wonder what truly drives top BDOs in a daily grind that can eat you alive? Or how to master the art of managing broker relationships, big and small? This week, Ryan Kroge and Emily Detor are joined by the one and only Ryan Collins, "America's Sweetheart," to break down the secrets to staying driven, building invaluable connections, and navigating the nuances of working with referral sources. If you're looking to level up your game, this episode is packed with insights on: Motivation & Drive: What keeps elite BDOs climbing to the top day after day. The Power of Your Circle: Why surrounding yourself with like-minded individuals is key to success. Managing Broker Relationships: Strategies for fostering strong, productive partnerships. Big vs. Small Brokers: Tailoring your approach for maximum impact with different types of referral sources. Avoiding the "Bad Broker": Red flags to watch out for and how to protect yourself. Conferences & Outreach: Leveraging events and LinkedIn to build your network (and what not to do!). "How Can I Earn Your Business?": The simple yet powerful philosophy for building trust and deals. Plus, hear how the best in the business maintain their momentum and make money secondary to their mission. 👉 What keeps you driven in the SBA world? Got a broker success story (or horror story)? Tell us in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because staying sharp is always a good investment. 🎙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 Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/36802130

Business Valuation TRUTH Bombs! What Sellers Hide (& Buyers Need to Know) w/ Ryan Hutchins | Ep. 59 05/26/2025

Business Valuation TRUTH Bombs! What Sellers Hide (& Buyers Need to Know) w/ Ryan Hutchins | Ep. 59 Welcome back to The BDO Show—where business valuations meet cold, hard truths, and nobody sells a cash cow (unless the numbers add up). This week, we're diving deep into the world of business valuations and the often-suspect financials that come with selling a company. Emily Detor and Ryan Kroge are joined by Ryan Hutchins with Peak Business Valuation, a long-time sponsor and an expert who’s also bought multiple businesses himself using SBA loans. If you're a BDO, buyer, or seller, you won't want to miss this no-holds-barred discussion on: Why you should never go 50/50 on a Quality of Earnings (QoE) The "new hotness" of QoE reports and how they save deals The red flags of "elevated numbers" and why sellers might be inflating their SDE The shocking truth: people don't care about lying to the IRS What happens when family members are on the payroll (and don't actually work) Why nobody sells a true "cash cow" The essential info every business owner needs to know before valuing their company Why the new SOP changes are actually great for stronger borrowers and better deals Plus, hear about Kroge's classic boat VIN-swapping discovery and why watching paint dry can actually be entertaining! 👉 Got thoughts on inflated SDEs or shady valuations? Tell us how you really feel in the comments or email us at [email protected]. 📺 Like, subscribe, and hit the bell—because accurate numbers are 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 or email Adam Bergen at [email protected] ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/36713235

Our First Lawyer! Loan Closing Secrets REVEALED feat. Scott Oliver | Ep. 58 05/05/2025

SBA's New SOP: Changes, Impacts, and Industry Reactions | Ep. 57 | The BDO Show 04/29/2025

Broker’s POV: Lenders Need To Do THIS To Earn More Business | Ep. 56 | The BDO Show 04/21/2025

The Brains Behind a Mega-Producer Shares Secret Sauce ft. Cora Robinson | Ep. 55 | The BDO Show 04/14/2025

The Brains Behind a Mega-Producer Shares Secret Sauce ft. Cora Robinson | Ep. 55 | The BDO Show Welcome back to The BDO Show—where files get moved, borrowers get coached, and we finally find out who the real Ray Drew is. 👀 Ever wonder how top BDOs stay on top? Spoiler: They’ve got powerhouses like Cora Robinson behind the scenes—handling everything from borrower calls to credit writeups (and yes, she even bakes cookies for referral sources). In this episode, we talk with Cora, the SBA loan specialist and operational engine behind Ray Drew’s high-volume production. We dig into what it’s really like to be the one pushing deals through… and what happens when a former BDO finds her sweet spot behind the scenes. Join Emily Detor and Chris Hackney as they unpack: 📊 What it takes to manage 30+ active deals at once 🧠 How Cora gets borrowers to actually complete their checklists 📞 Why hopping on the phone can shave weeks off your processing time 📈 The reality of transitioning from BDA to BDO (and why not everyone should) 👶 Balancing a booming SBA career with life as a new mom From the front lines of loan support to the heart of high production—this episode is packed with insights, laughs, and killer advice for anyone navigating the SBA grind. 👉 Have you ever had a behind-the-scenes MVP like Cora on your team? Shout them out in the comments or email us at [email protected]. 📺 Like, subscribe, and don’t forget to thank your loan specialist today. They’re the real ones. 🎙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 or email Adam Bergen at ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/36099795

Finding Success as a BDO in One Year ft. Cam Nayebi | Ep. 54 | The BDO Show 04/07/2025

Finding Success as a BDO in One Year ft. Cam Nayebi | Ep. 54 | The BDO Show Welcome back to The BDO Show—where business plans are rapid, license plates are questionable, and the next generation of BDOs are taking notes (literally). 🎓 What does it take to break into SBA lending and actually thrive? This episode is all about building your name, booking deals, and navigating the steep learning curve—without crashing and burning. Join Emily Detor, Ryan Kroge, Chris Hackney, and our rising star guest, Cam Nayebi, as they talk through: 🔥 What it’s really like to start as a junior BDA and become a successful BDO in just over a year 📈 How to structure your day for maximum deal flow (and minimal chaos) 📬 Why mentors matter more than metrics—and how to find the right ones 💡 Cam’s playbook for prospecting, building a tribe, and surviving the first 12 months 💰 Strategies for standing out at your shop—even if you're still learning your lender’s credit box And yes… we talk about the infamous “GAY4SBA” license plate and what not to do at Big Al’s pool bar. This episode is packed with laughs, strategy, and real advice for anyone looking to make their mark in the industry. 👉 Are you a new BDO trying to level up in 2025? Share your biggest wins (or wildest fails) with us in the comments or email . 📺 Like, subscribe, and hit that bell—because nobody wants to miss Ryan’s “water on a duck” wisdom. 🎙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 Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/36022785

Lending Into Emerging Franchise Brands | Ep. 53 | The BDO Show 03/31/2025

Lending Into Emerging Franchise Brands | Ep. 53 | The BDO Show Welcome back to The BDO Show—where franchises rise, fall, and sometimes, just collect franchise fees. 🔍 What makes a brand a solid bet for SBA financing? And what separates a franchise success story from a financial trainwreck? In this episode, we dive deep into the franchise world—what lenders love, what borrowers should avoid, and why some franchises are just glorified marketing schemes. Join Alan Peterson, Sterling Birdsong, Ryan Kroge, and the peanut butter prince’s dad as they break down: 🔥 The franchise red flags that make lenders nervous 💰 Why 50+ open locations in two years is the golden rule 🤝 How marketing companies hijacked the franchise model (and why that backfired) 🛑 The franchises that tanked post-COVID—and the ones that thrived 🥪 Why Jimmy John’s was the king of SBA financing (seriously, less than 1% failure rate!) This episode is packed with hard truths, lender insights, and maybe even a zoo joke or two—so don’t miss it! 👉 What’s your take on franchise lending? Drop your thoughts in the comments or email us at [email protected]. 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! 🎙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 or email Adam Bergen at ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35924255

Massive Shake Ups: Tariffs and New Citizenship Rules in SBA | Ep. 52 | The BDO Show 03/24/2025

Massive Shake Ups: Tariffs and New Citizenship Rules in SBA | Ep. 52 | 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 SBA just shook things up—again. In a surprise rule change, foreign nationals can no longer own any percentage of an SBA-funded business. Effective immediately, every SBA borrower must be a U.S. citizen or green card holder. What does this mean for borrowers, lenders, and entire industries like hospitality? And is this a smart move—or a step in the wrong direction? Join Emily Detor, Ryan Kroge, and Sterling Birdsong as they break down: 🔥 The immediate impact on SBA deal pipelines 💰 Why some lenders see this as a win—and others don’t 🤔 How entrepreneurs will find new (and legal?) ways to adapt 🛑 The unintended consequences (silent partners, anyone?) 📉 What this means for immigration, business ownership, and the American Dream Oh, and we’re also talking tariffs—because why not stir the pot even more? Will they help American businesses or just make everything more expensive? This episode is packed with insights, hot takes, and maybe even a little controversy—so don’t miss it! 👉 What do you think—good move or bad for the SBA program? Share your thoughts in the comments or email us at [email protected]. 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! 🎙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 Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35837135

Term Sheet Drama: Dealing With Increased Competition | Ep. 51 | The BDO Show 03/17/2025

Term Sheet Drama: Dealing With Increased Competition | Ep. 51 | The BDO Show Welcome back to The BDO Show—where term sheets are the promise rings of SBA lending: full of commitment until a better offer comes along. 📝 Ever sent out a term sheet just to never hear back? Or worse—watch it get used as leverage for a better deal? In this episode, we’re tackling the real term sheet acceptance rates, how to spot a shopper, and what to do when your deal is getting passed around like a free sample at Costco. Join Emily Detor, Sterling Birdsong, and Ryan Kroge as they break down: 🔥 The truth about term sheet acceptance rates (and why yours might be lower than you think) 🏦 How to tell if your borrower is serious—or just using you for negotiation ammo 💡 When to walk away vs. when to sharpen your pencil 📉 Why undercutting rates isn’t a real strategy (and what to do instead) 🛑 The mistakes BDOs make that lead to ghosted term sheets and wasted time If you’ve ever felt like a borrower’s backup plan, this episode is for you. What’s your worst term sheet ghosting story? Drop it in the comments or email us at [email protected]. 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! 🎙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 or email Adam Bergen at ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35704445

The ETA Movement: Good or Bad for SBA? | Ep. 50 | The BDO Show 03/10/2025

The ETA Movement: Good or Bad for SBA? | Ep. 50 | The BDO Show Welcome back to The BDO Show—where deals get funded, search funders get scrutinized, and no borrower (or lender) is truly safe. 🔍 Is search fund lending a golden opportunity or a ticking time bomb? In this episode, we dive into the world of search funders—what makes them a lender’s dream (or nightmare), how they leverage the SBA program, and where things might be heading next. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they break down: 🔥 The real risks and rewards of search funder deals 💰 Why banks love them (and why some lenders don’t) 🤝 The difference between a solid searcher and a walking red flag 🛑 How to protect yourself and your institution from bad deals 📉 What happens when PE firms start creeping into SBA lending This episode is packed with insights, hot takes, and maybe even a little controversy—so don’t miss it! 👉 Have you ever worked on a search funder deal? Share your stories in the comments or email us at [email protected]. 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! 🎙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 Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35607335

Working Capital and Post Close Liquidity | Ep. 49 | The BDO Show 03/03/2025

Working Capital and Post Close Liquidity | Ep. 49 | The BDO Show Welcome back to The BDO Show—where deals get closed, liquidity gets questioned, and no borrower (or lender) is safe. 💰 Need cash to close? Wondering if your liquidity is enough? Or just here for the chaos? In this episode, we dive deep into liquidity in SBA lending—how much you really need, how to structure deals when borrowers are short, and the biggest liquidity mistakes BDOs make. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they discuss: 🔥 Why undercapitalization is the #1 reason businesses fail 🏦 Creative liquidity solutions (because not everyone has a rich uncle) 💡 The art vs. science of post-closing liquidity 📉 When a borrower’s balance sheet is lying to you 🛑 The mistakes that lead to clawbacks and early defaults This episode is packed with real stories, expert insights, and some truly questionable financial decisions—so don’t miss it! What’s the wildest liquidity issue you’ve ever seen? Drop your stories in the comments or email us at . 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! 🎙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 or email Adam Bergen at ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35504160

DOGE FIASCO: Our Message to Elon Musk | Ep. 48 | The BDO Show 02/24/2025

DOGE FIASCO: Our Message to Elon Musk | Ep. 48 | The BDO Show 📢 The BDO Show is back, and we’re diving into a topic that’s got SBA lenders everywhere talking—DOGE, efficiency, and what it all means for small business lending. What happens when a billionaire takes a microscope (or a hacksaw) to the SBA? We’re breaking down the real implications of the Department of Government Efficiency (DOGE) and why it might not be as funny as it sounds. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they cover: 💰 The truth about DOGE and how it could impact SBA lending 📉 The ‘shady business administration’ tweet—fact or fiction? 🛑 Why SBA’s small-dollar lending boom might be causing problems 💡 Should SBA loans go up to $10M? A heated debate 🚨 The 4363 blacklist—why some borrowers are getting permanently banned from SBA loans This episode is packed with insights, hot takes, and the occasional roast session. Are we overreacting, or is this the beginning of major SBA shake-ups? Drop your thoughts in the comments or email us at [email protected]. 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! ___________________________________________________________ 🎙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 Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35399920

BDO Interviews: The Good, The Bad & The Cringe | Ep. 47 | The BDO Show 02/17/2025

BDO Interviews: The Good, The Bad & The Cringe | Ep. 47 | The BDO Show Welcome back to The BDO Show—where career moves get analyzed, interview blunders get exposed, and no BDO is safe. Thinking about switching banks? Interviewing for a new BDO role? Or just curious what hiring managers really think? In this episode, we break down the do’s, the don’ts, and the absolute cringe moments of BDO interviews. From botched resumes to water-spilling disasters, we’ve seen it all. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they cover: 🎤 How to actually prepare for an interview (and not just ‘wing it’) 💼 What hiring managers really look for (hint: it’s not just your production numbers) 🔍 The importance of credit box research before making a move 💡 Why your referral sources could make or break your next job switch 📢 “Is your resume selling you… or exposing you?” This episode is packed with insights, cautionary tales, and a few questionable career decisions—so don’t miss it! What’s the worst interview mistake you’ve ever seen? Drop your stories in the comments or email us at [email protected]. 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! ___________________________________________________________ 🎙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 or email Adam Bergen at ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35292520

Breaking Down Equity Injection (or Lack Thereof) | Ep. 46 | The BDO Show 02/10/2025

Breaking Down Equity Injection (or Lack Thereof) | Ep. 46 | The BDO Show Welcome back to The BDO Show—where SBA lending gets dissected, debated, and occasionally roasted. Equity injection (or the lack thereof) has been a hot topic, and in this episode, we break down the winners, the losers, and the unintended consequences of recent SOP changes. Is 100% financing making a comeback? Should seller notes really count as skin in the game? And what happens when borrowers try to have just enough liquidity to game the system? Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they debate: 💰 When no money down actually makes sense (and when it doesn’t) 🏦 The risks of undercapitalization and why some loans are doomed from the start 📜 How recent rule changes could open the door for fraud (again) 💡 The role of liquidity, experience, and seller notes in responsible SBA lending 📢 “Does 10% down really make a difference, or are we just chasing numbers on paper?” This episode is packed with insights, strong opinions, and a little bit of story time—so don’t miss it! Do you think these changes are helping or hurting the industry? Drop your thoughts in the comments or email us at [email protected]. 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! ___________________________________________________________ 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 Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35209965

Conjuring the Spirit of the Program | Ep. 45 | The BDO Show 02/03/2025

Conjuring the Spirit of the Program | Ep. 45 | The BDO Show Welcome back to The BDO Show! The go-to podcast for BDOs looking to sharpen their skills and stay ahead of the game. What started out as a “winners and losers” episode focused on the 2023 changes to the 7a loan program, turned into a fiery debate on search fund deals, partial change of ownership transactions and refinance SBA loans with SBA loans. In this episode, Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge dive into one of the most heated debates in SBA lending—search fund deals. With recent SOP changes shaking up the industry, the gang unpacks the winners, the losers, and the unintended consequences of these updates. The conversation kicks off with the partial buy-in asset sale change—does it create better continuity for businesses, or does it open the door for inexperienced buyers to game the system? Debt refinancing also takes center stage, with new flexibility allowing borrowers to consolidate debt more easily. But with MCA debt now eligible for refinancing, the group debates whether this will provide much-needed relief or lead to unintended abuse of the program. 💡 Key Takeaways: ➡️ SBA now allows partial buy-ins as asset sales—a win for some, but does it invite risky lending? ➡️ Refinancing just got easier, making SBA loans more accessible for struggling borrowers. ➡️ Search fund buyers—innovative entrepreneurs or opportunists structuring deals just to qualify? ➡️ MCA debt refinancing—a second chance for business owners or a dangerous loophole? 📢 "Making loans that are risky sometimes is okay—but are we setting ourselves up for trouble?" This episode is one of the spiciest yet, and we want to hear from YOU! Do you think these SBA changes will help or hurt the lending space? Drop your thoughts in the comments or email us at [email protected]. 📺 Don’t forget to like, subscribe, and hit the bell so you never miss an episode! ___________________________________________________________ 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 or email Adam Bergen at ReSquared Finding and engaging small business owners has never been easier. Resquared is the go-to platform for Business Development Officers looking to connect with local business owners—faster and effectively. They help you find the right prospects effortlessly. Schedule a demo today at . The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This will be a live show you won't want to miss! /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35128750

Crushing Your Goals in 2025 | Ep. 44 | The BDO Show 01/27/2025

Crushing Your Goals in 2025 | Ep. 44 | The BDO Show The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to for more information. This is will be a live show you won't want to miss! In this episode, co-hosts Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge come together to discuss strategies for setting and achieving impactful goals for 2025. From scaling operations to balancing work-life priorities, this episode offers actionable advice and personal anecdotes to inspire and guide BDOs at every level. Emily underscores the importance of fostering collaboration within your team, while Alan focuses on staying efficient and eliminating distractions to achieve big numbers. Ryan emphasizes prioritizing high-quality referral sources, Chris highlights operational improvements like tracking SLAs, and Sterling stresses involving both personal and professional support systems in your plans. 📢 "Making sure you have people in your corner is a huge part of hitting your goals," Sterling shares, driving home the value of teamwork and collaboration. Key Takeaways: ➡️ Clear goal-setting and prioritization are essential for balancing production targets and personal well-being. ➡️ Operational efficiency, including tracking SLAs and milestones, improves productivity and borrower satisfaction. ➡️ Managing distractions and focusing on what’s within your control can prevent burnout and drive success. ➡️ Building strong relationships with referral sources and your team fosters trust and long-term success. ➡️ Collaborative communication and documenting challenges are vital for overcoming hurdles and improving workflows. ❓What are your goals for 2025? Share them with us or send your questions and feedback to [email protected]. Let’s make this year the best one yet! ___________________________________________________________ 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 Peak Business Valuations Peak Business Valuation has put together a free valuation resource for The BDO Show listeners that lists out the rule of thumb formulas for some of the most common industries in SBA lending. Get your free valuation resource today by going to /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/35029750

Top 5 Moments of 2025 | Ep. 43 12/02/2024

Mapping Out Your Business Development Plan | Ep. 42 | The BDO Show 11/25/2024

Mapping Out Your Business Development Plan | Ep. 42 | The BDO Show 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 engaging episode of the BDO Show, hosts Alan Peterson, Ryan Kroge, and Emily Detor delve into the strategic intricacies of business development, especially for newly minted BDOs. They discuss crucial aspects such as target market selection, business development plans, and effective outreach strategies to bolster business portfolios. Listeners are encouraged to rethink traditional methods and embrace innovative approaches to business growth. Highlighting the importance of relationship-building, the hosts share personal anecdotes and tried-and-tested strategies like leveraging local networking events, enhancing personal branding through digital platforms like LinkedIn, and the influential power of a simple phone call. With an emphasis on adaptability, they underscore the necessity of "reinventing yourself every season" to stay relevant and successful in the ever-evolving business landscape. Key Takeaways Building strong and meaningful relationships is pivotal for business development success, transcending mere transactional interactions. A well-structured business development plan should include tracking progress, using a mix of outreach strategies, and constantly evolving based on market needs. Networking events, both digital and in-person, provide invaluable opportunities for connecting with potential clients and partners. New BDOs should focus on understanding their institution's strengths in specific use of proceeds and industries to effectively target their outreach. Writing handwritten notes or making personal phone calls can significantly differentiate you from the competition and help in building long-lasting relationships. If you have questions or comments, please send them to [email protected] /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/34138631

Managing the Year-end Chaos | Ep. 41 11/18/2024

Managing the Year-end Chaos | Ep. 41 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 insightful episode of the BDO Show, co-hosts Alan Peterson, Chris Hackney, Sterling Birdsong, Ryan Kroge, and Emily Detor delve into essential strategies for managing business development operations during the holiday season. The discussion kicks off with a focus on effective communication with clients and the importance of understanding their needs, especially in the context of easing transaction stress during high-demand periods. As they navigate these challenges, the hosts also discuss practical strategies for maintaining a healthy work-life balance and fostering team cohesion. As the episode progresses, the BDO Show hosts provide crucial guidance on managing expectations and deadlines. The holiday season often brings unique challenges and opportunities in the financial sector, which the hosts address by sharing personal experiences and professional wisdom. From the effective scheduling of tasks to the importance of clear communication with teams and clients, the hosts underscore the value of thoughtful planning and customer-centric approaches. Their advice is rounded out with anecdotes and personal tales that highlight the balance between customer satisfaction and operational efficiency. Key Takeaways: Effective communication with borrowers is crucial to manage expectations and set realistic timelines during the holiday season. Building and maintaining professional relationships without succumbing to the stress of year-end targets can prevent burning bridges. Establishing personal and professional boundaries leads to healthy team dynamics and prevents holiday burnout. Seasonal planning and setting up clear milestones help in closing deals efficiently without unnecessary stress. Personalized gift-giving can strengthen professional relationships by showing appreciation and understanding of team members and clients. If you have questions or suggestions for topics, send us an email at [email protected] __________________________________________________ This episode is sponsored by: 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 [email protected] /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/33969927

Pricing Your Loans: Dealing with Rate-sensitive Borrowers | Ep. 40 11/11/2024

Pricing Your Loans: Dealing with Rate-sensitive Borrowers | Ep. 40 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 insightful episode of the BDO Show, the hosts delve into the intricacies of pricing strategies within SBA lending, emphasizing the importance of aligning pricing with risk. They explore real-world scenarios where BDOs face challenges in maintaining competitive rates while ensuring sustainability. Through engaging discussions, the hosts stress that execution in deal-making surpasses mere rate considerations, as Alan Peterson states, "Execution on your deal isn't the main thing, it's the only thing." Sterling Birdsong and Ryan Kroge share their experiences and advice on managing customer expectations and standing firm in pricing negotiations. The conversation further underscores the importance of building lasting relationships and knowing one’s strengths and limits in the lending space. Alan and Ryan bring to light the concept of market makers versus market takers, where the former adds value through consulting and relationship-building, contrasting sharply with those who rely solely on offering the lowest rates. Ryan encapsulates this with an insightful remark, “Build your relationships, build your brand.” For those navigating the landscape of SBA lending, this episode provides an in-depth guide to prioritizing relationship-building over chasing unsustainable rates. Key Takeaways: Understand risk-based pricing: Deals must be priced according to the risk to maintain sustainability and competitive advantage. Execution over rate: The effectiveness of deal closure is emphasized as being more critical than just offering low-interest rates. Building relationships: Investing in strong networks with customers and referral sources can significantly impact business longevity and success. Know your limits: BDOs should be aware of when to stand firm on pricing and when a deal might not be worth pursuing. Be a market maker: Strive to provide value beyond pricing through expert consultation and relationship-building. If you have questions or comments, please send them to [email protected] ___________________________________________________________ This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful. For more information, visit their website www.peakbizval.com or email Ryan Hutchins at [email protected] ___________________________________________________________ CHAPTERS 0:00 | Introduction 2:26 | Aligning Pricing With Risk in SBA Lending 4:48 | Risk-Based Pricing Strategies in Real Estate Transactions 7:23 | Risk-Based Pricing and Navigating Loan Market Challenges 11:36 | Challenges and Strategies in Business Deal Pricing 16:49 | Navigating High-Risk Loans and Market Realities 23:52 | Building Trust and Expertise in Business Development 28:17 | Strategies for Pricing Deals and Managing Client Expectations 33:09 | Building Loyalty and Relationships in Business Deals 36:02 | Building Strong Referral Sources Through Thoughtful Networking /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/33878002

Keep Calm and Hit Your Production Goal by April feat. Bruce Marks| Ep. 39 11/04/2024

Keep Calm and Hit Your Production Goal by April feat. Bruce Marks| Ep. 39 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 episode of "The BDO Show," the hosts, Emily Detor, Alan Peterson, Sterling Birdsong, and Ryan Kroge, are joined by special guest Bruce Marks, a distinguished figure in the SBA lending sphere. The discussion centers around the challenges and rewards of managing stress as a BDO, the importance of client relationships, and navigating the complexities of large-scale transactions. Bruce shares his wealth of knowledge from years of experience, offering listeners a glimpse into what it takes to succeed in this competitive field. The conversation dives into effective stress management strategies for BDOs. Bruce Marks emphasizes the significance of pipeline management and the balance between personal goals and organizational expectations. He underscores the importance of establishing a robust network and the pivotal role of credibility in winning deals. The episode also highlights how Bruce collaborates closely with underwriters and leverages technology to streamline his workflow, ensuring that client expectations are met without igniting potential conflicts. Key Takeaways: Stress Management: Bruce Marks stresses the importance of managing personal goals and refining pipeline efforts to alleviate stress associated with production targets. Building Relationships: Relationships are paramount in SBA lending; success often hinges on who knows you and how well you can present credible solutions. Client Communication: Involving underwriters early in the process can help set realistic expectations and prevent misunderstandings. Technology Utilization: Using tools like Calendly and conducting video calls can enhance productivity and communication efficiency. Career Longevity: Embracing learning opportunities and focusing on quality deals are key to a long, successful career in SBA lending. If you have any questions or comments, please send them to [email protected] This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful. For more information, visit their website or email Ryan Hutchins at /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/33760487

How Many Looks Does it Take to Get to the Top of a Leaderboard | Ep. 38 10/28/2024

How Many Looks Does it Take to Get to the Top of a Leaderboard | Ep. 38 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 engaging episode of The BDO Show, the team welcomes Mary Soldano, a renowned SBA BDO. They delve deep into the intricacies of balancing SBA lending while maintaining a healthy work-life balance. The podcast kicks off with a discussion on the expectations and strategies for managing the numbers game in the field of SBA lending. Mary shares her insights on calculating necessary outputs and backward planning to achieve annual goals. These insights can help new and seasoned BDOs alike understand better methodologies for meeting and exceeding performance targets. The conversation further explores the dynamics of work-life harmony, tackling topics such as time management, family responsibilities, and the perception of women versus men in balancing professional and personal life commitments. Mary's experience as a mother of three and a successful BDO showcases how one can achieve excellence in a demanding career while prioritizing family. This episode is packed with practical advice for BDOs looking to enhance their productivity and find equilibrium in their professional and personal lives. Key Takeaways: Strategic Planning: Mary Soldano emphasizes the importance of reverse engineering your goals by calculating how many deals need to be submitted and approved to hit a target, using metrics like term sheets and closings. Work-Life Balance: Insights on maintaining a healthy work-life balance focus on being fully present in each moment, whether with family or at work. New BDO Challenges: New BDOs should expect a ramp-up period typically around six months to gain traction and experience as they establish themselves in the industry. Effective Networking: Surrounding oneself with experienced and successful professionals can significantly enhance learning and success rates in the onerous prospecting phase. Honesty in Business: Being truthful with clients and referral partners about deal specifics builds better trust and long-term partnerships. If you have questions or comments, please send them to [email protected] 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 Art of SBA — Rapid Business Plans | /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/33638727

Running Towards Growth: How to Know When It's Time to Switch Banks feat. Glenn Giro | Ep. 37 10/21/2024

Running Towards Growth: How to Know When It's Time to Switch Banks feat. Glenn Giro | Ep. 37 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 insightful episode of the BDO Show, the co-hosts engage in a thought-provoking conversation with special guest Glenn Giro. The focus is on navigating career transitions within the SBA lending industry and understanding when and why to switch institutions. The discussion delves deeply into the factors that contribute to making a successful career transition and the importance of choosing the right environment for personal and professional growth. Emily, Alan, Ryan, and Glenn touch upon essential themes such as the significance of aligning with a bank that fosters a growth-oriented culture and how autonomy and reputation play crucial roles in a BDO's career choices. They emphasize critical checklist items to consider when evaluating career opportunities and shed light on managing transitions seamlessly, ensuring that the integrity of professional relationships is maintained. The episode offers invaluable insights for BDOs pondering a career move, balancing the need for growth with the desire for stability. If you have questions or suggestions for topics, send us an email at This episode is sponsored by: 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 or email Adam Bergen at [email protected] CHAPTERS 0:00 | Introduction 3:19 | Deciding When to Switch Banks as a BDO 10:18 | Top Priorities for Success in SBA Lending 18:36 | Keys to Successful SBA Lending and Bank Alignment 21:53 | Career Transitions and the Challenges of Pipeline Management 27:26 | The Importance of Building Long-Term Business Relationships 30:10 | Ethical and Reputational Risks of Deal Leaking in Finance /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/33544077

How to Avoid Your Deals Dying in Closing | Ep. 36 10/14/2024

How to Avoid Your Deals Dying in Closing | Ep. 36 In the high-stakes world of SBA lending, closing a deal successfully is often a race against time and unforeseen challenges. Join Emily Detor, Ryan Kroge, and Sterling Birdsong as they delve into the intricacies of navigating credit, legal, and internal team dynamics to coax deals over the finish line. Your hosts offer a candid look into the hurdles and strategic maneuvers that seasoned BDOs employ. Learn about the importance of setting expectations, managing third-party reports, and communicating effectively to avoid deal-killing delays. Real-life anecdotes, including disasters averted and lessons learned, highlight the unpredictable nature of the business lending world. Perfect for BDOs aiming to streamline their processes and maximize success. Here are the key takeaways: Effective communication and expectation management with clients and internal teams are crucial in ensuring smooth deal closures. Understanding the potential pitfalls in SBA lending, such as third-party reports and credit assessments, can preemptively avert transaction issues. Collaborating with the right partners, from environmental consultants to legal advisors, fosters a seamless lending process. This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful. For more information, visit their website or email Ryan Hutchins at [email protected] CHAPTERS 0:00 Introduction 3:31 | Avoiding Deal Failures in Loan Closing Processes 13:45 | Uncovering Fraud in a Business Acquisition Deal 15:51 | Early Warning Signs of a Deal Falling Through 20:22 | The Importance of Solution-Oriented Teams in Deal Success 23:23 | Challenging Inaccurate Real Estate Appraisals for Fair Valuation 25:48 | Navigating Underwriter Challenges to Ensure Deal Success 29:46 | Navigating Environmental Challenges in Real Estate Transactions 35:53 | Communication and Expectations in Loan Closing Processes /episode/index/show/f2126d12-3947-44c0-93db-d8c6896e14a0/id/33420472

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