The Art of SBA Lending

A podcast for SBA Lenders

Nick Roach’s Rise from Teller to Bank President | Ep. 49 09/23/2021

Nick Roach’s Rise from Teller to Bank President | Ep. 49 In this episode Ray sits down with Nick Roach, President and Chief Lending Officer of Stone Bank. Tune in to hear about Nicks Journey from Bank Teller to Bank President all before the age of 40. /episode/index/show/theartofsbalending/id/20573192

Interview with Chris Hurn | Ep. #48 09/02/2021

Interview with Chris Hurn | Ep. #48 In this episode, Ray sits down with Chris Hurn, Founder and CEO of Fountainhead, a nationwide, nonbank commercial lender specializing in helping small to midsize businesses finance their growth and create wealth through our SBA 504, SBA 7(a) and low LTV conventional loan programs. Tune in to hear Chris’s fascinating journey from SBA BDO to the CEO and Founder of a successful SBA Lending Company. /episode/index/show/theartofsbalending/id/20342603

Interview with Pam Frie | Ep. #47 08/27/2021

Interview with Pam Frie | Ep. #47 In this episode, Ray catches up with Pam Frie - a 20 year veteran in the SBA space. Pam is the SBA Lending Team Lead at Lakeland Bank where she has lead the charge through PPP. Tune in to hear more about Pam’s journey from a local bank, to CIT, the #1 SBA lender in the country, to the start of ReadyCap, to today. Lots to unpack! /episode/index/show/theartofsbalending/id/20283191

Interview with Charles Green | Ep. #46 08/19/2021

Interview with Charles Green | Ep. #46 In this episode, Ray catches up with his old pal Charles Green, a seasoned SBA Lender with a 35 year track record of helping small business owners with access to capital. /episode/index/show/theartofsbalending/id/20190437

Interview with Keith Kohler | Ep. #45 08/12/2021

Interview with Keith Kohler | Ep. #45 In this episode, Ray talks to Keith Kohler, founder of K2 Financing. Keith’s firm provides advisory services and arranges financing for small-midsized businesses. We sit down to discuss how SBA lenders can attract top-level brokers like Keith to grow their pipeline with more broker deal flow. /episode/index/show/theartofsbalending/id/20116763

Interview with Christopher Hackney | Ep. #44 08/05/2021

Interview with Christopher Hackney | Ep. #44 Today Ray chats it up with Christopher Hackney, VP/SBA Lending Officer at Credit Bench (powered by First Home Bank.) Chris is an SBA Underwriter turned BDO, and a very successful one at that. Tune in to learn how Chris built his pipeline and earned his status as a top-producing SBA BDO. /episode/index/show/theartofsbalending/id/20028695

Interview with Javier Jorge | Ep. #43 07/29/2021

Interview with Javier Jorge | Ep. #43 In this episode, Ray talks to Javier Jorge, SBA Director at Pilot Bank to discuss his meteoric rise in SBA Lending. /episode/index/show/theartofsbalending/id/19936907

Podcast Relaunch | Ep. #42 07/22/2021

Podcast Relaunch | Ep. #42 The Art of SBA Lending is BACK with a brand new look. Tune in to find out what’s in store for the podcast going forward. /episode/index/show/theartofsbalending/id/19884026

Pricing your SBA 7(a) Loan | Ep. #41 04/05/2021

Pricing your SBA 7(a) Loan | Ep. #41 In this episode, Ray discusses how to price their SBA 7(a) loans. /episode/index/show/theartofsbalending/id/18609569

Interview with Lynne Singletary | Ep. #40 03/24/2021

Interview with Lynne Singletary | Ep. #40 In this episode, Ray sits down with Lynne Singletary, one of the top-producing, well-respected SBA Lenders in Florida, to discuss process, selling, and all things SBA. Lynne is currently a Senior BDO at First Internet Bank and has over 25 years experience in SBA. /episode/index/show/theartofsbalending/id/18452678

Interview with Bruce Boddie | Ep. 39 03/10/2021

Interview with Bruce Boddie | Ep. 39 In this episode, Ray sits down with Bruce Boddie for a conversation about SBA lending. We talk about The Money Store, the Managing BDO position, and more! /episode/index/show/theartofsbalending/id/18266600

Business Acquisition Lending | Ep. #38 03/05/2021

Business Acquisition Lending | Ep. #38 In this episode, Ray discusses what it takes to succeed in the world of business acquisition lending covering topics such as buyer pre qualification, seller pre qualification, structuring, seller financing, experience requirements, addbacks, inventory counts, and more. /episode/index/show/theartofsbalending/id/18196367

SBA 7(a) Stimulus Update | Ep. #37 02/23/2021

SBA 7(a) Stimulus Update | Ep. #37 In this episode, Ray covers the new SBA 7(a) stimulus notice that SBA issued on February 16th regarding Section 1112 payments. /episode/index/show/theartofsbalending/id/18032975

The "10 Good Referral Sources" Days are Dead | Ep. #36 02/01/2021

The "10 Good Referral Sources" Days are Dead | Ep. #36 Back in the days, the goal of a Business Development Officers would be to form 10 really good referral source relationships sending you business, relying on you just as you rely on them. Not so much today. In this episode, Ray talks about the Business Development strategy for the modern SBA BDO. /episode/index/show/theartofsbalending/id/17761079

5 Ways to Build Your Personal Brand | Ep. #35 01/18/2021

5 Ways to Build Your Personal Brand | Ep. #35 In this episode, Ray shares 5 ways SBA BDO's can build their personal brand, including one very new way that involves the new invite-only audio app Clubhouse. /episode/index/show/theartofsbalending/id/17590805

SBA Stimulus has Arrived! | Ep. #34 01/03/2021

SBA Stimulus has Arrived! | Ep. #34 In this episode, Ray talks about what the newly passed SBA stimulus means for SBA Lenders. /episode/index/show/theartofsbalending/id/17406959

The 10 SBA Commandments | Ep. #33 12/20/2020

The 10 SBA Commandments | Ep. #33 In this episode, Ray discusses 10 important principles any SBA lender should adhere by to create a top-notch SBA shop. /episode/index/show/theartofsbalending/id/17266208

Where is Ray Drew? | Ep. #32 12/13/2020

Where is Ray Drew? | Ep. #32 After 6 years, Ray has decided to make a change, and join a new, up-and-coming, non-bank SBA 7(a) Lender. In this episode, you'll learn more about his latest SBA venture. /episode/index/show/theartofsbalending/id/17162672

Why Some BDO's Fail | Ep. #31 10/26/2020

Why Some BDO's Fail | Ep. #31 In this episode, Ray discusses the top 5 reasons why some SBA BDO's fail. /episode/index/show/theartofsbalending/id/16532057

Not Every Deal Should Get Done | Ep. #30 10/13/2020

Not Every Deal Should Get Done | Ep. #30 In this week's episode, Ray makes the point that not every deal should get done. He discusses why lenders should be consultative, and not just act as order takers. /episode/index/show/theartofsbalending/id/16381172

The BDO Position w/ Dustin Baker | Ep. #29 10/05/2020

The BDO Position w/ Dustin Baker | Ep. #29 In this episode, Ray talks with Dustin Baker, CEO and Cofounder of Baker Lewis & Co, one of the SBA industry’s premier executive search and personnel consulting firms about the SBA BDO position. /episode/index/show/theartofsbalending/id/16275491

Building Your Business Development Plan | Ep. #28 09/28/2020

Building Your Business Development Plan | Ep. #28 In this episode, Ray discusses how to build out a strategic go-to-market plan as an SBA BDO without internal referrals. /episode/index/show/theartofsbalending/id/16183586

The Key to Becoming a Successful BDO | Ep. #27 09/13/2020

The Key to Becoming a Successful BDO | Ep. #27 In this episode, Ray discusses how not only understanding credit is important to the roll of a BDO, but how a credit heavy mindset can unlock their full potential. /episode/index/show/theartofsbalending/id/15990239

Busy Vs. Productive | Ep. #26 08/24/2020

Busy Vs. Productive | Ep. #26 In this episode, I discuss how focusing on the "high percentage shots" and saying "no" to more deals on the front end can increase a BDO's efficiency and help them close more SBA loans. /episode/index/show/theartofsbalending/id/15726056

Developing Business at Virtual Conferences | Ep. #25 08/17/2020

Developing Business at Virtual Conferences | Ep. #25 In this episode, I discuss 5 ways to effectively develop business at virtual conference. /episode/index/show/theartofsbalending/id/15642113

Deal Fallout | Ep.#24 08/02/2020

Deal Fallout | Ep.#24 The Business Development role is an emotional roll coaster riddled with ups and downs, twists and turns. Often, losing a deal or having a deal blow up late in the game will result in a "low." In this episode, I discuss how to handle that, minimize deal fall out, and rethink the ways we define our success. /episode/index/show/theartofsbalending/id/15445184

Selling vs. Stupid | Ep. #23 07/13/2020

Selling vs. Stupid | Ep. #23 In this episode, I discuss competing against other SBA lenders with questionable business and lending practices. /episode/index/show/theartofsbalending/id/15185843

The Future of SBA Lending | Ep. #22 06/28/2020

The Future of SBA Lending | Ep. #22 In this episode, I talk business development strategy and the future of SBA lending with fellow SBA Lender, Greg Gala. /episode/index/show/theartofsbalending/id/14999765

Effective Email Marketing | Ep. #21 06/10/2020

Effective Email Marketing | Ep. #21 In this episode, I share tips and tricks for effective email marketing for SBA BDO's / Relationship Managers. /episode/index/show/theartofsbalending/id/14763764

Repositioning Yourself for the New Economy | Ep. #20 05/31/2020

Repositioning Yourself for the New Economy | Ep. #20 A shake-up in the marketplace could be the exact thing you need to make the move toward becoming more efficient and profitable as an SBA lender. Listen to find out why. /episode/index/show/theartofsbalending/id/14640170

The Art of SBA Lending

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