The Art of SBA Lending
A podcast for SBA Lenders
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The Role of Legal Counsel in SBA Lending feat. Victor Diaz | Ep. 140
03/28/2024
The Role of Legal Counsel in SBA Lending feat. Victor Diaz | Ep. 140
This week on The Art of SBA Lending we have Victor Diaz, Managing Partner of Starfield & Smith, an SBA Law firm you may already know. Kicking off our 5 week in-person interview series from Ashville, Victor is sitting down with Ray for another great episode. Victor talks about his experiences from being a trial attorney to now an SBA attorney, what to expect out of SBA counsel (and what not to expect them to do), leadership, public speaking, and his role in helping Banco Popular enter the Florida market. If you enjoy this episode, let us know! Leave a review, share, and subscribe for more. This episode is sponsored in part 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, email Bethany McClellan at CORPSMART CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close To discuss your due diligence needs visit the CORPSMART website at for more information or to set up a get acquainted call, email McKenna Weiks at - and let them know that the Art of SBA sent you!
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WHAT THE HECK IS GOING ON IN THE SBA INDUSTRY?! | Ep. 139
03/21/2024
WHAT THE HECK IS GOING ON IN THE SBA INDUSTRY?! | Ep. 139
In this weeks episode we are sitting down with Shane Lewis, President and co-founder of Baker Lewis, an SBA advisory firm. If you’ve been following along The Art of SBA, you already know who they are! We all know this shake up in the SBA industry has caused a lot of movement…but nobody knows it as well as Shane does. Listen in to hear what he has to say about the current SBA job market, why closers and underwriters are leaving their shops, and a highly anticipated update on Shatterbox. Only on The Art of SBA Lending! Don’t forget to subscribe for notifications and leave a review of our show! This episode is sponsored by: Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to 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, email at
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Guess who’s retiring from SBA Lending | Ep. 138
03/14/2024
Guess who’s retiring from SBA Lending | Ep. 138
This week on The Art of SBA Lending we have a mystery guess with a big announcement…their retirement! Listen in to see who is retiring and what industry they are moving into. We’re also talking BDO experiences and comp plans, post-covid trends, and more. Leave a review if you’ve been loving these episodes and don’t forget to share our channel! This episode is sponsored by: 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, email at CORPSMART CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at [email protected] - and let them know that the Art of SBA sent you!
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Interview with Former Acting SBA Administrator Jeanne Hulit | Ep. 137
03/07/2024
Interview with Former Acting SBA Administrator Jeanne Hulit | Ep. 137
This week on The Art of SBA Lending we're honored to be bringing you an interview with one of the few people who have actually run the SBA. Welcome, Jeanne Hulit, former acting SBA administrator and current CEO of Maine Community Bank! Jeanne is here giving us her takes on the 2023 changes of the SBA, and what she thinks about simplifying the SOP. We're talking about raising the SBA limits, her background in the SBA, and of course, her time in charge. We're excited about this one, so listen in and don't forget to subscribe to stay up to date on new episodes. This episode is sponsored by: Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to CORPSMART CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close To discuss your due diligence needs, visit the CORPSMART website at and let them know that The Art of SBA Lending send you!
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Keep Your Head Down and Don’t Look Up | Ep. 136
02/29/2024
Keep Your Head Down and Don’t Look Up | Ep. 136
Join us for our newest episode with Jim Mueller, BDO at Celtic Bank and highly deserving recipient of last years “BDO of the Year” award. Ray and Jim have a great conversation about achieving success and caring deeply about the process from somebody who has been on both sides of the table. In this episode we discuss: Jim's transition from a CEO to a BDO, making mistakes quickly (and correcting them quickly), why Jim prioritizes communication with the borrower from start to finish, and his advice for a new BDO. You're going to get a lot out of this one so don't miss it! Subscribe now to stay in the loop for new episodes. 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, email at CORPSMART CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close To discuss your due diligence needs, visit the CORPSMART website at and let them know that The Art of SBA Lending send you! The comments made on this podcast are own own, and not necessarily the views of our employers.
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Developing Emotional Intelligence to Accelerate Your Career | Ep. 135
02/22/2024
Developing Emotional Intelligence to Accelerate Your Career | Ep. 135
In this episode we interview Phil Johnson, Founder and CEO of the Master of Business Leadership program for employees and executives. Listen in as Ray and Phil get into the majorly important topic of emotional intelligence. What it is, why it’s important, and it’s current role in corporate America. Covering the questions of ego-based fears and how they’re holding you back from success, the disconnect between emotional intelligence and selling, and how quickly we are evolving as a society; we’re excited to switch it up from our normal content and give you something new to think on. Listen in now and let us know what you think! To learn more about Phil’s work and contact him visit his LinkedIn page or book time with him on Zoom here: This episode is sponsored by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics visit . -- Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to Navigate this episode: 1:25 introduction to Phil Johnson 2:00 importance of emotional intelligence in a corporate setting 3:10 State of emotional intelligence in corporate America 5:05 How has the state of emotional intelligence changed over the past 50 years and where are we headed? 7:05 Moving past ego-based fears 9:50 What are the metrics to determine "success"? 13:39 Relationship and disconnect between emotional intelligence and selling 16:39 How different generations show differences in emotional intelligence in leadership 18:24 What are some habits of an employee with good emotional intelligence? 21:30 How the world would be different if we were all taught about emotional intelligence at an early age 24:37 EQ vs IQ 29:00 When lack of emotional intelligence stunts your career growth 31:50 Staying consistent 33:10 How do you know if you're a good leader? 34:47 internal change before external change
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The Ups and Downs of a $105 million year feat. Jared Johnson | Ep. 134
02/15/2024
The Ups and Downs of a $105 million year feat. Jared Johnson | Ep. 134
Serious Episode- Sorry It’s Jared Johnson of First Internet back on the podcast this week! $100+mm years, content creation, closers, authenticity and business acquisitions, we’re talking about it all! Learn what kind of sacrifice, dedication, and value-add is needed to earn the spot of a top producer right here. __________________________________________________ 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, email Bethany McClellan at Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com. __________________________________________________ Navigate this episode: 2:00 Introducing Jared Johnson 2:50 At what point will you be satisfied with your sales? Discussing Jared's sales record 6:04 Gratitude and continued relationships from borrowers 11:05 A top-producing BDO's involvement in closing 13:00 Discussing trust in your closer and if incentives make sense 19:30 Serious post- Sorry; Jared's viral LinkedIn post and thoughts on authenticity 23:46 Creating the ability to be a top-producer and sacrifice that comes with it 30:22 Confidence is key 33:53 Shifting from BDO to an advisor; finding your passion in your business 36:32 Working on business acquisitions 38:40 Deal fall outs this year 44:04 Jared's day-to-day work break down 45:35 Content creation; finding the time and the balance
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Live from Miami... It's the Art of SBA | Ep. 133
02/08/2024
Live from Miami... It's the Art of SBA | Ep. 133
In this episode we bring you a LIVE panel discussion from The BDO Retreat in Miami! Join us for a panel discussion with top producing BDO's: Dennis Wagner, First National Bank, Ryan Kroge, First Internet Bank, Shane Pierson, Grasshopper Bank, and our host, Ray Drew. This episode is all about achieving success, meeting your potential, and maximizing your efforts. Listen in as our panelists give you the in's and out's on their path to success, their BDO superpower, honing in on your purpose, and the best tips for establishing relationships, referral sources, and efficiency. One take away from this episode... challenging yourself will always pay off. This crew really delivered with the tips you need to succeed, don't miss out! Don't forget to leave a review and subscribe to be notified of new episodes! This episode is sponsored by: Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to -- Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics visit .
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PART 2: The State of Small Business feat. Nick Roach, Jordan Hallam, & Bill Woodard | Ep. 132
02/01/2024
PART 2: The State of Small Business feat. Nick Roach, Jordan Hallam, & Bill Woodard | Ep. 132
Welcome to Part 2 of our State of Small Business Panel on The Art of SBA Lending Podcast with William "Bill" Woodard, Chief Credit Officer at T Bank, Jordan Hallam, Director of Government Guaranteed Lending at SouthState Bank, Nick Roach, President and CEO of Stone Bank. In this episode we cover which industries are hot right now, why you should be thanking your servicing teams, spikes in deal fall-outs and pay-offs, unpacking valuation gaps, and increased brandawareness of SBA since covid. Don't forget to subscribe to stay up to date with new episodes dropping every Thursday morning! Navigate this episode 1:55 Which industries are doing poorly and which are doing well right now? 5:12 What trends have you noticed from home improvement businesses born in the Covid era? 9:20 Giving credit and props to your servicing teams 11:15 Noticing a spike in pay-offs 14:25 Making revisions to origination based on analyzing your portfolio 17:41 Cautiously optimistic origination 19:20 Unpacking the valuation gap 21:52 Fragility of transactions and deal fall-outs in acquisitions 23:40 Construction industry insights 25:19 Increase in demand and brand awareness for SBA due to PPP 27:42 YOY SBA volume trends for 2023 29:04 One lesson you learned in 2023 32:12 Another one of Ray's games- what inning of this economic cycle are we in? 34:09 One thing to look forward to in 2024 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, email at Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics visit .
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The State of Small Business feat. Nick Roach, Jordan Hallam, & Bill Woodard | Ep. 131
01/25/2024
The State of Small Business feat. Nick Roach, Jordan Hallam, & Bill Woodard | Ep. 131
Welcome to the newest season of The Art of SBA Lending Podcast! This week we are kicking off with part-one of a fan-favorite, panel-style episode discussing the (surprising) state of small business. Our host, Ray Drew welcomes Bill Woodard, Chief Credit Officer at T Bank, Jordan Hallam, Director of Government Guaranteed Lending at SouthState Bank and Nick Roach President and CEO of Stone Bank. Listen to their takes on the state of small business and how it’s not quite going the way we expected, managing relationships with borrowers that aren’t communicating favorably and how to change that, deferment requests, protecting your bank and the benefits of meeting a borrower in person during the lending process. Remember to subscribe to our channel so you don’t miss part-two! 2:15 introduction to the panel 3:45 The state of small business is ____ 6:01 How are small business borrowers doing right now? 8:13 Why the current state of small business is surprising us 9:40 Are borrowers more likely to inquire about deferment requests and concessions these days? 13:55 How the panel handles deferment requests, navigating isolated incidents and protecting your bank 22:12 Dealing with borrowers who don't communicate 24:19 Servicing the loans to enhance borrower communication post-close 28:08 Should lenders be providing ongoing financial analysis as a service for borrowers? 32:22 Should meeting borrowers in-person be the standard? 35:38 Importance of "character", intuition and site visits 41:45 Throwing good money after bad money. When a borrower needs working capital, what do we do? --------------------------------------------------------------------------------- This episode is sponsored by: Able | Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to Lumos Data | Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics visit
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Moonwalking into 2024 with SBA Expert Sherry Martin | Ep. 130
01/04/2024
Moonwalking into 2024 with SBA Expert Sherry Martin | Ep. 130
In this episode we welcome our first guest of the new year, Sherry Martin! Sherry is the Director of Client Bank Development at SBA Complete. She's had a life-long passion for the success of small businesses, has worked every role in SBA, started shops from the ground up, and could teach everyone a thing or two about leadership. Listen in as Ray and Sherry get into a conversation about how her background inspired the success and growth of her career today, her insights into the biggest challenges the SBA is currently facing, and how she has become such an effective leader in her space. Hope you enjoy and don’t forget to subscribe! Happy new year!
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Scaling to $400mm+ in 4 years feat. Mark Gibson | Ep. 129
12/22/2023
Scaling to $400mm+ in 4 years feat. Mark Gibson | Ep. 129
In this weeks can't-miss episode Ray sits down with his former boss, Mark Gibson, National Sales Manager at First Internet Bank . Ray first met Mark while working at Ready Capital- an experience in which Mark gives credit for preparing him for the difficult feat of starting and scaling a national SBA program to the top 10 the way that he did. Mark goes over some key aspects of what has made First Internet so successful, including the importance of a Chief Credit Officer, staying one step ahead, and communication with your staff. Listen in to hear more about his experience and how First Internet solidified its spot at the top. Don’t forget to subscribe and share our channel if you’re enjoying our episodes! Navigate this episode: 2:16 Intro to Mark Gibson 4:16 Marks initial vision for First Internet and strength of current SBA industry 8:38 Marks background influenced his ability to scale First Internet 13:00 Keys to success that make a shop stand out 19:25 What makes a good BDO and what it takes to have a great BDO team 23:26 The pitfalls of starting an SBA shop 25:55 How important is a Chief Credit Officer to a shop? 30:15 Credit culture at First Internet 34:25 Capacity for credit team 36:30 Marks biggest strength, previous roles and mentorship 44:00 Has the new SOP impacted First Internets business plan? This episode is sponsored in part by: Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to | Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm.
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Tom Pretty Challenged TD Bank to Become the #1 SBA Lender in their Market. (Here’s how they did it.) | Ep. 128
12/14/2023
Tom Pretty Challenged TD Bank to Become the #1 SBA Lender in their Market. (Here’s how they did it.) | Ep. 128
In this weeks episode Ray sits down with Tom Pretty, Head of SBA Lending at TD. From heading up the SBA division at the top bank on the East Coast, to his background as a BDO himself- Tom has great insight to give our listeners when it comes to management and leadership, balancing the peaks and valleys of managing a department, setting yourself up to win, and achieving success at scale in the small loan arena. Tune in now to hear his top tips for leveling up as a BDO, and be sure to sign up for Ray's weekly sales tip email series, Sales Ammo, on our website today! --------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit or Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to
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Behind the Scenes of Live Oak Bank feat. Mike McGinley | Ep. 127
12/07/2023
Behind the Scenes of Live Oak Bank feat. Mike McGinley | Ep. 127
For this weeks insightful and inspiring episode, we sat down with the Head of Small Business Banking at Live Oak Bank, Mike McGinley, and got the background of what it's like to be a part of the #1 bank in SBA. Ray and Mike discuss Live Oak's success and what they attribute it to- their work place culture, their training and recruiting process, community, "The Theory of Verticality", in-person meetings with borrowers, and so much more. Believe us when we say that this is an episode that you will definitely benefit from listening to. Have you signed up for our monthly newsletters? Head to to stay in the loop on what’s happening at The Art of SBA Lending and industry insights. --------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit or Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to
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Former Tech Insider Provides Stunning Insights into SBA Software Market feat. Kyle Gustafson | Ep. 126
11/30/2023
Former Tech Insider Provides Stunning Insights into SBA Software Market feat. Kyle Gustafson | Ep. 126
In this episode of The Art of SBA Lending, we keep the NAGGL interviews going with Kyle Gustafson, National Client Manager at Partner Engineering and Science. Kyle is a former tech-insider with a specialty in SBA software. Ever since Covid, our industry was forced to be more reliant on tech than ever but were we ready to jump into that change so quickly? As our systems and processes are upgrading, it is important that we feel educated on our options when it comes to choosing the right software and LOS for our banks. Ray and Kyle discuss why it is so important to have the right software, who should be involved in making the tech decisions for your bank, what questions you need to be asking to pick the right product, and understanding some of the back-end of creating this software. Tune in now and let us know your thoughts by leaving a review. If you enjoyed this episode please share our channel and subscribe! --------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit or Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to
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How FranFund Packages Hundreds of Millions in SBA Franchise Loans feat. Shay Kleinschmidt | Ep. 125
11/23/2023
How FranFund Packages Hundreds of Millions in SBA Franchise Loans feat. Shay Kleinschmidt | Ep. 125
This week on The Art of SBA Lending Podcast, Ray continues his sit-down interviews from NAGGL in New Orleans with guest Shay Kleinschmidt! Shay is the VP of Funding at FranFund, and has tons of insight on how to be a top-tier lender and get more business from loan brokers, and what first-time borrowers need to be educated on before entering the lending process. New episodes drop every Thursday morning, be sure to subscribe to see the rest of our sit-down interviews with top experts in the industry from NAGGL! Navigate this episode: 2:52 Intro to Shay Kleinschmidt 4:57 Shay's role at Franfund 9:55 Overcoming personal hurdles in selling 12:36 SBA 7(a) Lending at Franfund 14:39 How Shays vetting lenders - Fast no, reliable yes 17:07 Educating borrowers on do's and don'ts during a deal 18:23 Tips for lenders reaching out to a high-volume loan intermediary 20:40 Managing lender relationships and ROBS through covid 24:40 Franchise closures and pivots during covid 27:25 Best traits of lenders you want to work with 33:10 Misconceptions from borrowers when looking for a deal 36:13 How landlords can complicate a deal 38:36 Pros and cons of franchises --------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit or Able Able is an a AI-powered deal acceleration platform that streamlines the most hated process in SBA lending: document collection and management. You can learn more about Able and schedule a demo by going to
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48 Years of Banking in 48 Minutes with SBA Legend Diane Gallion | Ep. 124
11/16/2023
48 Years of Banking in 48 Minutes with SBA Legend Diane Gallion | Ep. 124
For this week's episode, we had the chance to sit down with Diane Gallion in NOLA and have a great conversation about her 48 years in banking and decades spent becoming a key player in the SBA industry. Ray and Diane get into details about her career in SBA from the very beginning and leave us with some great takeaways for a successful career, no matter what role you play in the industry. Tune in to find out why they call her Diane "find a way" Gallion! New episodes drop every Thursday morning- subscribe now so you don't miss out! ------------------------------------------------------ This episode is sponsored in part by: Lumos Data Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI visit or ----------------------------------------- Baker Lewis It matters who you partner with to grow and manage your SBA lending business. When you choose Baker Lewis, you partner with professionals as committed to SBA lending as you are.
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Untold Stories from an ’09 SBA Workout Specialist feat. Jason Milleisen | Ep. 123
11/09/2023
Untold Stories from an ’09 SBA Workout Specialist feat. Jason Milleisen | Ep. 123
In this episode we sit down with founder of Distressed Loan Advisors, Jason Milleisen. During one of the worst financial disasters of our time, Jason was a workout specialist at CIT. From being an underwriter, to switching sides of the table and helping distressed borrowers- Jason's here to share his experiences from that time. If you've been enjoying our episodes this season feel free to leave a review, like our posts, or share our channel- and don't forget to subscribe! Navigate this episode: 2:40 Introducing Jason Milleisen and his company 5:15 "working out" in the Great Recession 7:40 What Lenders Learned from 2008 9:30 Conflicts when considering character 12:18 Discussing offer in compromise 17:39 How do lenders view the role of a workout specialist 22:18 Can a Workout specialist be an alternative to an attorney? 24:16 What kind of work is there for a workout specialist right now? 31:28 Discussing the CAIVRS List and obstacles in receiving 7(a) loans 35:00 Why did Jason start his services? 38:10 What are lenders getting wrong in negotiations? 43:02 Do stronger borrowers get penalized more? 48:00 The emotional aspect of borrowing and negotiating -------------------------------------------------------- This episode is sponsored in part by: Baker Lewis It matters who you partner with to grow and manage your SBA lending business. When you choose Baker Lewis, you partner with professionals as committed to SBA lending as you are. ----------------- Outsourced Risk Management Solutions LLC (ORMS) ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek Ezovski at .
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Ray Drew interviews the interviewer with SBA Industry Legend Bob Coleman | Ep. 122
11/02/2023
Ray Drew interviews the interviewer with SBA Industry Legend Bob Coleman | Ep. 122
It's THE episode you cannot miss, featuring Bob Coleman! This week on The Art of SBA Lending, Bob Coleman, Publisher of The Coleman Report, is interviewed by our host Ray Drew about whether we’ve returned to the loosened credit standards of 2007, how technological advances disrupted Bob’s business multiple times, and the SBA’s new reputation problem thanks to PPP fraud. Hear the legend himself get into details from behind-the-scenes at The Coleman Report, plus his exclusive industry takes! Navigate this episode: 2:25 Introducing Bob Coleman 6:55 Are we returning to the credit standards of 2007? 9:22 Government assistance now vs the past 11:30 Thoughts on financing young or inexperienced entrepreneurs 14:28 Bobs take on the state of lending in 2020 and PPP 16:12 Bobs background and experience leading to The Coleman Report 20:29 Bob covers the BancServ era 24:36 Potential conflicts between responsible journalism and banking 29:26 Bobs experience and advice on pivoting in your career and being diligent about your brand's reputation 33:57 Introduction to AI in the workplace 36:21 The current reputation of SBA industry 37:05 New changes to the 7a program 43:23 What's next for Bob? ------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit or ----------------- Outsourced Risk Management Solutions LLC (ORMS) ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek Ezovski at .
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Playing the Long Game feat. Gary Henderson aka SBAGUY | Ep. 121
10/26/2023
Playing the Long Game feat. Gary Henderson aka SBAGUY | Ep. 121
Gary Henderson, or as you may know him, "SBA Guy", is with us this week! In this candid episode of "The Art of SBA Lending" we share our thought-provoking wisdom, experiences and differences. This week we're diving deep into: - Having vision and playing the long game - Keeping your mind open to process improvements -The importance of meeting with clients, and your team, face-to-face Listen in today to tap into Gary's invaluable and tenured experience—a true lending champ! ------------------------------------------------------------------------------- This episode is sponsored in part by: Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit or ----------------- Outsourced Risk Management Solutions LLC (ORMS) ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek Ezovski at .
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BDO’s Have to Be Able to Pivot feat. $100M Producer Daniel Park | Ep. 120
10/19/2023
BDO’s Have to Be Able to Pivot feat. $100M Producer Daniel Park | Ep. 120
The last time we sat down with as he was closing out a $100,000,000+ year. This week, Daniel Park returns to The Art of SBA Lending Podcast to discuss what's changed in the market over the last two years, and how he's been able to keep up. Ray and Daniel go over where you need to stay consistent, and where you need to pivot in order to meet your goals year-over-year. Tune in to get more details on interest rates and the current market, adapting your business model, growing opportunities in the hospitality sector, and what it takes to hit $300,000,000 in 3 years! --------------------------------------------------- This episode is sponsored in part by: Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit or ----------------- Outsourced Risk Management Solutions LLC (ORMS) ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek Ezovski at .
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The SBA's Newest SBLC Takes the Stage feat. Andrew Simon | Ep. 119
10/12/2023
The SBA's Newest SBLC Takes the Stage feat. Andrew Simon | Ep. 119
The SBA industry has long been rooted in traditional banking practices. However, with the advent of new technologies and the rise of alternative lenders, the landscape is starting to change. In this episode, Ray sits down with Andrew Simon, Head of Digital Strategy at Exos Lending. Exos Lending is the newest non-bank lender in the industry and they are already shaking things up. Andrew and Ray discuss: Leveraging technology and marketing Making the lending process more efficient Embracing new talent and perspectives to drive innovation Check out Exos' slick website: ------------------- This episode is sponsored in part by: Lumos Technologies, Inc Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit or ------------------- ORMS ORMS is the go-to environmental management firm used by SBA lenders to order environmental due diligence and navigate SBA compliance. If you’re interested in having ORMS manage your environmental process, reach out to Derek at .
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The BDO Student has Become the Master feat. Shane Pierson | Ep. 118
10/05/2023
The BDO Student has Become the Master feat. Shane Pierson | Ep. 118
Increased rates. Cash Flow issues. General nervousness in the market. After getting spoiled with doable deals for the past couple years, BDOs are now facing a new reality. In this episode, Ray sits down with Shane Pierson to get into the weeds about who is winning in this market and how. Shane has been in the industry for over 18 years and now serves as the SBA National Sales Manager at Grasshopper Bank. He has achieved significant success as a BDO. Consistently, Shane has produced high loan volumes and highlights the importance of creativity and collaboration with the credit team to find solutions that help borrowers succeed. Also, Shane shares his transition into management and the joy he finds in helping other BDOs succeed. This episode is sponsored in part by: ----- Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance. If you're ready to take your small business lending to the next level with cutting edge analytics and AI, visit or ----- It matters who you partner with to grow and manage your SBA lending business. When you choose Baker Lewis, you partner with professionals as committed to SBA lending as you are.
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The SBA Industry Needs More Closers Like Shelise Evans | Ep. 117
09/28/2023
The SBA Industry Needs More Closers Like Shelise Evans | Ep. 117
Thank you for tuning in to another episode of the Art of SBA Lending. In this episode, Ray Drew sits down with Shelise Evans, an experienced SBA closer, about her background and approach to closing loans. Shelise shares how she got started in the SBA industry and why she fell in love with the role of a closer. She emphasizes the importance of speed and communication in the closing process and shares her tips for ensuring a smooth closing. Shelise also discusses the challenges she faces on closing days and how she manages them. Overall, she highlights the importance of building trust with borrowers and delivering an exceptional closing experience. Key Takeaways: Speed is crucial in the closing process, and getting borrowers to send the necessary documents early can help expedite the process. Building rapport with borrowers and establishing clear expectations for the closing date are key to a successful closing. Tenacity and a love for the job are essential qualities for a successful closer. Effective communication and attention to detail are crucial in managing the closing process and ensuring a smooth closing. ----------------------------------------------------------------------------------------------------------- This episode of The Art of SBA Lending is brought to you by: | Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. ---------------------- | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide. With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans. If you're interested in learning more about the Lewis Kappes SBA Department, contact at [email protected].
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Sterling Birdsong Shares his Path to Success as SBA Loan Officer and Entrepreneur | Ep. 116
09/21/2023
Sterling Birdsong Shares his Path to Success as SBA Loan Officer and Entrepreneur | Ep. 116
Thank you for tuning into another episode of The Art of SBA Lending. This week on the podcast, Ray sits down with Sterling Birdsong. Sterling shares his journey in the lending industry, from starting as an intern at a community bank to becoming a successful SBA lender. He emphasizes the importance of building credibility and trust with the credit committee and shares his strategies for pre-flighting deals and presenting them effectively. Having been on the other side of the table, Sterling opens up about his experience as a borrower, highlighting the challenges he faced when obtaining an SBA loan for his own business. Lastly, Sterling shares his motivation for pursuing multiple ventures outside of banking and explains how his YouTube channel allows him to leave a lasting impact. Key Takeaways: Sterling's background from intern to BDO Building credibility and trust with the credit committee Leveraging LinkedIn Being on the other side of the table as a SBA borrower _______________________________ This episode of The Art of SBA Lending is brought to you by: | 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, email at ----------- | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide. With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans. If you're interested in learning more about the Lewis Kappes SBA Department, contact at [email protected].
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A Masterclass in BDOing feat. Bruce Marks | Ep. #115
09/14/2023
A Masterclass in BDOing feat. Bruce Marks | Ep. #115
This week on the Art of SBA Lending Podcast, Ray welcomes SBA Legend Bruce Marks for a second time. Bruce Marks is a highly experienced and successful business development officer (BDO). With over 35 years of experience, he has closed over 1,300 SBA loans and has a proven track record of success. Bruce is known for his expertise in credit, SBA lending, and relationship management. In this interview, Ray and Bruce discuss: Putting the borrower first and providing value is crucial in the lending industry. BDOs should focus on building relationships and understanding the borrower's needs and goals. The role of a BDO is multifaceted and requires expertise in credit, SBA, and relationship management. BDOs should strive for quality over quantity and focus on doing deals that are a good fit for the bank and themselves. Giving back and sharing knowledge is important for leaving a legacy and making an impact. _______________________________ This episode of The Art of SBA Lending is brought to you 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, email Bethany McClellan at ----------- Lewis Kappes | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide. With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans. If you're interested in learning more about the Lewis Kappes SBA Department, contact Scott Oliver at .
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The Future of SBA Lending: Part 2 | Ep. #114
09/07/2023
The Future of SBA Lending: Part 2 | Ep. #114
On this episode of the Art of SBA Lending, Ray and his guests discuss the new SOP changes and the potential impact of technology on the industry. They explore the challenges and opportunities that lenders face in adapting to new technologies and changing market dynamics. The conversation also touches on the importance of culture, talent, and risk management in the lending process. Key Takeaways: Embrace technology and invest in it to make the lending process more efficient and less labor-intensive. Focus on culture, talent, and risk management to remain competitive in the industry. Be aware of the potential risks and challenges associated with the changing landscape of SBA lending. ----------- This episode of The Art of SBA Lending is brought to you 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, email Bethany McClellan at ----------- Lewis Kappes | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide. With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans. If you're interested in learning more about the Lewis Kappes SBA Department, contact Scott Oliver at .
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The Future of SBA Lending Part 1 | Ep. #113
08/31/2023
The Future of SBA Lending Part 1 | Ep. #113
In this episode of the Art of SBA Lending, host Ray Drew moderates a roundtable discussion on the future of SBA lending with Kevin Rafferty, Lynne Singletary, and Javier Jorge. They discuss the changes in SBA lending over the past decade, the impact of technology and remote work, and the importance of human judgment in the lending process. Key Takeaways: 🔹SBA lending has become more efficient and accessible over the past decade, with more lenders and banks offering SBA loans. 🔹The internet has played a significant role in increasing awareness and knowledge about SBA financing among business owners. 🔹The SBA lending industry is facing a talent shortage, with a lack of trained underwriters and closers. 🔹Automation and technology can improve efficiency in certain aspects of the lending process, but human judgment and expertise are still essential for assessing risk and making lending decisions. ----------- This episode of The Art of SBA Lending is brought to you by: | 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, email Bethany McClellan at ----------- | Lewis Kappes is a premier law firm providing legal counsel to banks and non-bank lenders closing SBA transactions nationwide. With a team of focused SBA professionals, Lewis Kappes empowers lenders to maximize volume and safeguard their SBA guarantee through systematic and comprehensive legal management of commercial loans. If you're interested in learning more about the Lewis Kappes SBA Department, contact Scott Oliver at [email protected].
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I’m Your Guest, Ray Drew. (feat. Guest Host Bruce Boddie) | Ep. #112
08/24/2023
I’m Your Guest, Ray Drew. (feat. Guest Host Bruce Boddie) | Ep. #112
We're turning the tables on this one. In this episode, Bruce Boddie interviews your host, Ray Drew, on his journey to becoming a top-producing SBA lender and podcaster. Ray shares his journey in the lending industry and his philosophy for success. He emphasizes the importance of effective communication, problem-solving skills, and exceptional customer service in the SBA lending industry. Ray also discusses the challenges and traits of successful SBA lenders and highlights the value of building strong relationships with clients and referral sources. _________________________________________________________ This episode is brought to you in part by the folks from 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, email Bethany McClellan at _________________________________________________________ This episode is brought to you in part by the folks from Shatterbox. Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench? Shatterbox is resurrecting the apprenticeship to solve the talent gap in SBA lending. Visit for more information. The Cohort kicks off this Fall, and space is limited! ----------------------------------------------------------------- Follow the podcast on or check out our .
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New Season: TRAILER
08/17/2023
New Season: TRAILER
📢 We are back and bigger than ever with a brand new season of the 🎙 podcast featuring: new formats and a new cast of characters.
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