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.
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Battle for the Borrower: Finding Your Unique Selling Proposition | Ep. 75
11/17/2025
Battle for the Borrower: Finding Your Unique Selling Proposition | Ep. 75
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 and pricing compression. 🔥 The Sizzle Sale: Daniel reveals his famous marketing strategy: "We're over here selling steak, but I sell the sizzle of the steak," using emojis and relatable, non-deal-specific posts to create buzz and separate himself from the boring competition. ⚡ Speed as a Weapon: Andrew and Daniel detail their competitive edge: avoiding loan committee entirely for sub-$3 million deals (one signature!) and the possibility of closing docs in less than one day when everything is in place. 🔨 Pivot or Perish: Zach shares how his institution lowered its par rate by half a percent to stay competitive on 504 deals, while John's bank added 504 lending for certain California transactions to capture more deals and offer variety. 🤝 The Network Advantage: John explains why networking with your "enemies" (other BDOs) is crucial—if you can't do a deal, you remain "first look" by giving the client to a contact who can close it. This episode is packed with current market strategy, tips for handling tough conversations, and the truth about what it takes to win the battle for the borrower. 👉 What is your best strategy for generating deal flow? Share your secrets (or just your favorite emoji) in the comments! 🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information, email Bethany McClellan at Bethany@RapidBusinessplans.com or go to Peak Business Valuation Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to to get yours today.
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Market Update: Tightening Credit Environment, Selling 504 vs 7a, & Broker Fees | Ep. 74
11/10/2025
Market Update: Tightening Credit Environment, Selling 504 vs 7a, & Broker Fees | Ep. 74
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 how the SBA side is being leveraged (or scaled back) in response to shrinking deposits. 💰 The Broker Battle: Are they desperate, asking for ridiculous fees, and "double-dipping" on commissions? (Plus, why Daniel's volume is "always up" and he just wants to sit this one out.) ⚖️ 7(a) vs. 504: The eternal question. Which loan product is best for the borrower, which pays the BDO more, and how do you sell against the one you can't offer? 🔑 The BDO Defense: The single most important piece of advice for new and current BDOs to keep their deals (and their credibility) alive with credit. This episode is packed with market strategy, war stories about rogue brokers, and a strong, final reminder: It all comes down to education! 👉 What's the wildest broker story you've heard this quarter? Share your thoughts in the comments or email us at . 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. 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
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M&A Activity Has The Market Shook | Ep. 73 | The BDO Show
11/04/2025
M&A Activity Has The Market Shook | Ep. 73 | 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 Tightening: Why banks are "karate chopping" deals they would have approved last year , and the warning signs that your shop is about to pull back. 🏡 Creative Real Estate: How borrowers are trying to stretch the 51% occupancy rule to include rental income and cover soaring mortgage payments. 💣 M&A Bombshells: How to read the writing on the wall before your bank gets sold , and why some banks are still hiring in this economy. 🤔 Temporary Tightening or Permanent Shift? The crew debates if this cycle is just a reaction to tariffs and changing administrations, or a fundamental change to the SBA landscape. Plus: We get into the one piece of advice all BDOs need right now: Be authentic, find your niche, and lead with passion!. 👉 What's the biggest red flag you've seen on a borrower's personal financial history lately? Share your thoughts in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit that bell—because you can't afford to miss the next market update! 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website or email Adam Bergen at Adam@SBAProtection.com. Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information go to
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🎬 The BDO Show: Season 3 Trailer is Here
11/03/2025
🎬 The BDO Show: Season 3 Trailer is Here
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 cohost likes to say, don't forget to smash. that. subscribe button.
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The Technical Mechanics Behind "Certainty and Execution" | Ep. 72
10/20/2025
The Technical Mechanics Behind "Certainty and Execution" | Ep. 72
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 John and Daniel never "over promise and under deliver" or "bait and switch" a borrower. The Quarterback Mentality: As a BDO, you are the quarterback of the deal. The panelists explain why you have to be ready to absorb the panic, manage the timelines, and chase down everyone from attorneys to title companies, because any delay comes back to you. Winning Through Osmosis and Friendship: Daniel Park reveals his secret to consistent top production: treating every client and broker like a friend or "buddy." He credits this comfort level for earning the trust that leads to referrals and volume. Navigating the Internal Politics: The hosts discuss the toughest internal relationship to crack (Credit!) and the importance of presenting "good, clean deals" to build credibility and get your support staff on your side. The Yoda Principle: Andrew gives a reality check to newer BDOs, warning them not to skip the "build-up state" or adopt a veteran's swagger too soon—patience, a steady approach, and hard work are non-negotiable early on. Culture and Community in Banking: John and Daniel share their experience working in primarily Korean-focused banks and the surprising realization that neither of them primarily deals with Korean clients. 🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information, go to Peak Business Valuation Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to to get yours today.
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Advice from Top Broker: How BDO's Can Make a Name For Themselves | Ep. 71
09/08/2025
Advice from Top Broker: How BDO's Can Make a Name For Themselves | Ep. 71
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 discussion on: The Broker's Secret Weapon: Jackie pulls back the curtain on her legendary data room, explaining why her meticulously organized files and clear communication are the key to a fast closing. Addbacks: The Deal-Breaker: Learn why some lenders won't accept a single addback and why clarity is crucial to avoiding a month of "nitpicking" that can kill a transaction. The "Crisis Averted" Playbook: Ryan shares a recent story where a seller's messy bookkeeping almost tanked a deal—until a united front between the broker and lender saved the day. ETA is Exploding—But Not for Everyone: Jackie gives her unfiltered take on the massive growth of Entrepreneurship Through Acquisition and warns that while anyone can own a business, it doesn't mean they should. The Harder Path: Ryan and Jackie share why taking on difficult deals is what builds a reputation and a legacy, citing a 14-month-long deal with a landlord perpetually on a yacht that changed a family's life forever. 👉 Got a crazy broker story or a question about ETA? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because a long-term approach is always in style! 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: https://www.artofsba.com/bdo-retreat 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website or email Adam Bergen at Adam@SBAProtection.com. Peak Business Valuation Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to to get yours today.
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Back to Basics: How to Win Deals a Hyper-Competitive Market | Ep. 70 | The BDO Show
09/01/2025
Back to Basics: How to Win Deals a Hyper-Competitive Market | Ep. 70 | 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 Winning a Deal: Learn how to differentiate yourself from the competition with credibility, execution, and a personal touch. Andrew and Daniel share their contrasting, yet equally effective, approaches to building trust with a borrower. The High-Stakes World of Rate Wars and Referral Fees: The panel dives into why the market is more fee-driven than ever. John explains why some brokers are pushing for higher fees The Reverse Psychology Playbook: Daniel Pak shares his "secret weapon" for competitive deals: telling a borrower he's too busy to take on their deal. This bold move often leads to them coming back later because it shows he's a busy BDO who gets things done. Building Your Referral Network: The trio stresses the unmatched value of face-to-face meetings and client referrals. They also offer advice to new BDOs on how to navigate the early days of building a pipeline and not getting discouraged by rejection. Word-of-Mouth is Unmatched: The panel discusses how a satisfied borrower's referral to their friends—who are likely other business owners—is the best form of marketing you can get. Plus, hear the group roast the $100 Million producer on his “podcast set-up.” 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: https://www.artofsba.com/bdo-retreat 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website 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
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Relationship vs Transactional Lending feat. Ray Diab | Ep. 69
08/25/2025
Relationship vs Transactional Lending feat. Ray Diab | Ep. 69
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 this discussion on: Lender to Broker: Ray shares why he left a 24-year career in traditional banking to become a loan broker, driven by a desire to offer clients more financing options and a wider variety of products. The Art of the BDO-Broker Partnership: Ryan and Ray break down their winning dynamic, emphasizing communication, trust, and a shared philosophy of "relationship banking" that goes beyond transactional deals. Priority & Loyalty: Ray explains why Ryan gets "first look" at all his SBA deals—and why building a relationship based on trust and direct communication is more valuable than shopping a deal to multiple lenders. Market Insights from the Front Lines: Ray reveals a significant uptick in investment in commercial real estate acquisitions (65-70% of his deals!) and what that could mean for the market in 2025 and 2026. "Know Your Referral Sources": Ray offers parting advice to new BDOs on how to vet brokers and build lasting relationships, stressing the importance of personality, rapport, and due diligence beyond just the deal itself. Plus, get a recommendation about a delicious Detroit Italian restaurant where Ray's son is the executive chef! 👉 Got a great broker story or a question about the market? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because a good relationship is the key to a great deal! 🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information go to Peak Business Valuation Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to to get yours today.
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Straight Outta Detroit: Lending Stories that Will Shock You | Ep. 68 | The BDO Show
08/18/2025
Straight Outta Detroit: Lending Stories that Will Shock You | Ep. 68 | 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 Branches of Bedlam: From working in a high-crime area of Detroit to witnessing multiple bank robberies (and a nude man in the lobby!), Ryan shares what it was like to work in a retail bank setting. The "$300K in a Winter Coat" Closing: A ridiculous, true story about a borrower who showed up to a closing with a Triple F.A.T. Goose coat, a Beretta 9mm pistol on the table, and stacks of cash. The Illegal Gambling & Strip Club Deal: Ryan recounts a site visit to a liquor store where the owners’ sons were running an illegal gambling and strip club on the second floor, a deal he immediately walked away from—and called their dads. Never Close Sight Unseen: The cautionary tale of a first-time assisted living facility buyer who never visited the property, leading Ryan to stop a closing and save the deal from a seller's lies and code violations. The Competition-Crushing Loan: A fascinating story about a Mexican restaurant owner who used an SBA loan not to grow, but to buy his rival's location and immediately shut it down. The Instagram Guru's Bad Advice: A borrower, inspired by online business "flipping" gurus, buys two gyms with a $1.5 million loan, only to put them up for sale immediately without ever stepping foot inside, leading to a quick default. Let Them Talk! Ryan reveals his secret to due diligence: asking important questions and then letting the customer talk until they either give you a "red flag" or a "green flag" that confirms their character and the deal's viability. Plus, hear a hilarious stat about Bills Mafia drinking habits and why it's not just the BDO's job to know the customer—it's everyone's! 👉 Got a wild story of your own? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because a little "nonsense" is good for the soul! 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: 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website 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
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What it Really Takes to Be a Top Producer feat. Pattie Ehsaei | Ep. 67
08/04/2025
What it Really Takes to Be a Top Producer feat. Pattie Ehsaei | Ep. 67
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 institution, rates, or even her bank's credit box—it's herself. The "Work-Life Balance" Myth: A controversial (but truthful) take on why top performers, from BDOs to LeBron James, don't have work-life balance—and if they say they do, they're lying. Bet on Yourself: Pattie shares her story of leaving a secure job to go back into production, driven by the confidence that she can "still play ball" and "do it better than most people." The Power of Delegation: Learn how to avoid getting stuck at a certain production level by embracing the art of letting go and delegating tasks to a trusted team. From "Red Power Suit" to "Forbes Contributor": Pattie recounts her character-building start in sales, going door-to-door in heels in the California heat, and how that experience shaped her career. The "Broke Dude" Playbook: Get the scoop on Pattie's book, which teaches financial independence and redefines a "broke dude" as anyone who doesn't match your ambition and drive. Investing for Wealth: Hear a masterclass on why you should only invest in appreciating assets, not depreciating ones like expensive cars and designer fashion (a lesson Pattie learned firsthand). Plus, hear Emily get grilled about her accent, a great plant analogy, and a reminder that "the customer can smell desperation." 👉 Got thoughts on work-life balance? 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: 🎙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 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
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Thinking Big and Building a Comprehensive Marketing Strategy | Ep. 66
07/28/2025
Thinking Big and Building a Comprehensive Marketing Strategy | Ep. 66
Welcome back to The BDO Show—where conference wisdom meets cold, hard truths, and nobody needs free mints anymore! This week, we're doing a special "takeover episode" as Emily Detor and Ray Drew go behind the scenes to expose the secrets of mastering conferences and trade shows. Get ready for some "Patreon-level" honesty as they reveal what really works (and what's a total scam) in the world of BDO networking. If you're a BDO, lender, or just someone trying to stand out in a crowded room, you won't want to miss this no-holds-barred discussion on: Conference Mastermind Secrets Unveiled: Ray Drew is spilling his "secrets to success" for maximizing ROI at industry events, from strategic planning to making sure you're at the right show. The "Small Business Expo" Trap: Why most BDOs should avoid these broad expos like the plague (unless you love tiny startup deals). Ditch the Fliers & Giveaways! A controversial take on why those branded pens and paper handouts are a waste of time and money, and how to actually make a memorable impression. The Power of the Personalized Campaign: Learn how to craft email subject lines that get opened and leverage video to "stand out" from the competition before you even arrive. Booth Brilliance: Less is More! Discover why minimal design, strategic lighting, and ditching the table can turn your booth into an energy hub that invites conversation (not just card drops). Quality over Quantity: Why strengthening existing connections and being authentically yourself is key to lasting growth. Cutting the Big Checks: How reallocating sponsorship money to intimate dinners creates more meaningful and memorable connections. Plus, hear about Emily's "Navy Seals" training for podcast intros and a surprise visit from a familiar face! 👉 Got a crazy conference story or a secret marketing weapon? 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. 🎙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
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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
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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 TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because a little laser focus goes a long way! 🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call go to 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 Adam@SBAProtection.com
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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 TheBDOShow@ArtofSBA.com. 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 Adam@SBAProtection.com 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
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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 TheBDOShow@ArtofSBA.com. 📺 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 Adam@SBAProtection.com 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
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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.
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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 TheBDOShow@ArtofSBA.com. 📺 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
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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 TheBDOShow@ArtofSBA.com. 📺 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 Adam@SBAProtection.com 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
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Our First Lawyer! Loan Closing Secrets REVEALED feat. Scott Oliver | Ep. 58
05/05/2025
Our First Lawyer! Loan Closing Secrets REVEALED feat. Scott Oliver | Ep. 58
Welcome back to The BDO Show—where loan closings get real, F reorgs get explained (sort of), and we finally give some love to the legal eagles! Ever wonder what really happens once a loan hits the closing stage? Or why your attorney is suddenly talking about "F reorgs" like it's the latest dance craze? This episode, we pull back the curtain on the lender-legal relationship with special guest Scott Oliver of Lewis Kappes. Join Emily Detour, Sterling Birdsong, and Ryan Kroge as they dive into: The lifecycle of a loan, from BDO hustle to the closing crunch When and how to get your legal team involved (and why earlier is always better) How much should a BDO be in the weeds of the closing process The mystery of the F reorg—is it genius or just billable hours? Attorney superpowers: When a single call can replace 20 frantic emails Whether you're a BDO, closer, or just love a good SBA story, this episode is packed with insights and laughs! 👉 Got any legal horror stories or attorney shout-outs? Share them in the comments or email us at . 📺 Like, subscribe, and remember: when in doubt, call your lawyer (and maybe hit the gym). 🎙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 https://peakbusinessvaluation.com/get-your-free-valuation-resource/
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SBA's New SOP: Changes, Impacts, and Industry Reactions | Ep. 57 | The BDO Show
04/29/2025
SBA's New SOP: Changes, Impacts, and Industry Reactions | Ep. 57 | The BDO Show
Welcome back to The BDO Show—where SOPs change faster than a Tampa street scene and SBA rumors become reality. 🌊 📢 In this episode, we break down the brand new SBA SOP—what's changing, who's winning, who's losing, and how the industry is reacting. Chris Hackney, Sterling Birdsong, and Emily Detor (with a surprise Ray Drew appearance) unpack: 🔹 Why the new seller note rules are causing waves 🔹 How the SBA is tightening up MCA refinancing (and why it's controversial) 🔹 What the end of partial buyouts might mean for business succession 🔹 Why small loan changes are confusing lenders—and borrowers alike 🔹 The political and practical realities behind these sweeping updates From equity injection drama to MCA crackdowns, we're diving into the real-world impacts behind the SBA’s latest moves. Whether you’re a BDO, broker, borrower—or just a fan of good banter—you won't want to miss this one. 👉 Got thoughts or questions on the new SOP? Send them our way at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and stay tuned for more industry updates, hot takes, and special guests. 🎙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
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Broker’s POV: Lenders Need To Do THIS To Earn More Business | Ep. 56 | The BDO Show
04/21/2025
Broker’s POV: Lenders Need To Do THIS To Earn More Business | Ep. 56 | The BDO Show
Welcome back to The BDO Show—where merchant cash advances meet mic drops, and no referral fee is safe from scrutiny. 💰 Is MCA a necessary evil—or just misunderstood? In this episode, we sit down with business loan broker Alex Roshko to explore the controversial world of alternative lending, fast capital, and what it really means to serve the borrower’s best interest. Joined by hosts Emily Detor, Chris Hackney, Sterling Birdsong, and Ryan Kroge, we dig into: ⚡ The real competition for SBA lenders (hint: it's not other SBA lenders) 💸 How brokers balance borrower needs vs. their own compensation 📉 The risks of MCA stacking—and how some brokers syndicate their own money 📋 New SBA fee enforcement and why referral partners are officially on notice 🤖 Will BDOs get replaced by AI and lead gen firms? Kroge makes a bold prediction... This episode is part education, part roast, and part rollercoaster—and we’re not just talking about Vegas Al. 👉 Have strong feelings about MCA? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because if you're not staying sharp, you're probably getting stacked. 🎙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
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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 TheBDOShow@ArtofSBA.com. 📺 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!
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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!
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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 TheBDOShow@ArtofSBA.com. 📺 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!
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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 TheBDOShow@ArtofSBA.com. 📺 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!
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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 TheBDOShow@ArtofSBA.com. 📺 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!
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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 TheBDOShow@ArtofSBA.com. 📺 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!
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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!
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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 TheBDOShow@ArtofSBA.com. 📺 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!
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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 TheBDOShow@ArtofSBA.com. 📺 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!
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