The Art of SBA Lending

Back by popular demand, Christopher Hackney makes his second podcast appearance in this week's episode. Listen in as Ray uncovers what's new with Chris — including his community outreach, recent television debut, and the world of management.

In this episode, Ray talks about what the newly passed SBA stimulus means for SBA Lenders.

This week on The Art of SBA Lending, we explore the world of USDA Business & Industry (B&I) lending, often considered the "last frontier" of government-guaranteed small business finance. Host Ray Drew, who admits to knowing very little about the program, is joined by a panel of USDA experts—Steve Small, Jason Hoerr, and Charles Conoley—to demystify this often misunderstood loan program. The panel provides a deep dive into the B&I program, which is designed to stimulate economic activity and job creation in rural areas (populations of 50,000 or less). They reveal key advantages over the SBA 7(a), including larger loan amounts (up to $25 million), 30-year terms on real estate, and eligibility for investment real estate and non-profits. We tackle the common misconception that USDA loans take forever, clarifying that acquisitions can be approved in 2-4 weeks after bank approval. The panel explains why the USDA culture is fundamentally different from the SBA, acting more as a participant in a conventional loan rather than a strict insurer. Finally, we dive into the controversial question: Should the USDA B&I program be absorbed by the SBA? 🎯 In this episode: An overview of the USDA B&I program and its mission to create jobs in rural communities. Why the USDA guarantee of 80% up to $25 million is a "magic bullet" for rural commercial finance. The big cultural difference between USDA and SBA, and why USDA almost never repairs a guarantee. The value of a loan packager in navigating the "never-ending" nuances of state-by-state USDA processes. The biggest pain points: from outdated environmental regulations to staffing upheaval and inconsistent policy. 💬 Should the USDA B&I program be absorbed by the SBA? Let us know your thoughts in the comments! 🎙This episode is sponsored by: Lumos 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 https://lumosdata.com/    Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending. Also, make sure to follow along with our sister shows, The BDO Show and SBA Today.

This week on The Art of SBA Lending, we're doing something special: a Money Store reunion episode. The Money Store pioneered the Business Development Officer (BDO) model and revolutionized the SBA lending industry, holding the top position for 16 consecutive years. Host Ray Drew brings together four Money Store alumni-John Handmaker, Vince Calicchia, Joe Weiner, and Sam Renta-to share stories and insights from the company that changed SBA lending forever. The panel reminisces about the legendary BDO boot camps, the company's aggressive marketing, and its commitment to a sales-driven culture. They discuss what made The Money Store so successful and how that culture has influenced a generation of SBA lenders. From Mark Turtletaub's visionary leadership and theatrical flair to the infamous "Purple Palace," the alumni provide a rare glimpse into the "good old days" of SBA lending. The episode also features a surprise appearance from Mark Rattfield, a former underwriter who became a successful BDO after being inspired by a colleague's W-2 form. 🎯 In this episode: The origins of The Money Store and how they became the number one SBA lender in the country. The "sensationalized" marketing that made them famous, including co-branded signs and the BDO boot camp. The "cookie story," a lesson in focusing on a company's specific credit box. How a sales-driven culture and a shared vision created a sense of purpose and synergy among the team. The big difference between SBA lending then and now, from paper packages to referral fee culture. 💬 What's your take on the referral fee debate? Did The Money Store-era BDOs have it better, or are today's lenders more equipped for success? Join the debate in the comments. 🎙This episode is sponsored by: CORPSMART  Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services. Rapid Business Plans  Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers. Link to “A day in the life” video: https://youtu.be/qZO7ihtehkU?si=sc-DvfagqqyBlBb8 Link to “Mad to make loans” music video: https://youtu.be/gwRa3MKXe6g?si=w5eCh_WPdLVj_YNf Join Ray and some of the Money Store alum LIVE on LinkedIn September 26th at 3pm ET for a trip down memory lane:  Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're getting a unique look at the state of the SBA marketplace from the perspective of the loan broker. Host Ray Drew brings together a panel of top-producing SBA loan brokers whose combined volume would rank them among the top 1 or 2% of all SBA shops. Joining the conversation are Matthias Smith from Pioneer Capital Advisory, Jerry Freedman from Freedom Business Financing, and Zach Renta from SBA Loan HQ. The panel discusses why the traditional BDO model is becoming outdated as brokers build sophisticated operations and gain direct access to information and lenders. They reveal which lenders are winning and losing in today's competitive landscape, and why the old way of doing business — relying on personal relationships over product competitiveness — is no longer enough to succeed. The conversation gets candid as the brokers air their biggest pet peeves about working with lenders, from slow response times to a lack of respect for the work they put into a deal. 🎯 In this episode: The rise of the loan broker and why they are becoming more important than the BDO in controlling deal flow. The three categories of lenders and why a more conservative bank might still be the right choice. Why time kills deals, and how a broker's job is to ensure certainty of close. The pros and cons of lenders using Loan Service Providers (LSPs) and why it can lead to a "disastrous" experience for the borrower. 💬 What do you think is the biggest challenge when working with a BDO or a broker? Drop a comment below and join the debate. 🎙This episode is sponsored by: Lumos 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 https://lumosdata.com/    Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending. Also, make sure to follow along with our sister shows, The BDO Show and SBA Today.

This week on The Art of SBA Lending, we sit down with Everett Sands, a leader who successfully propelled Lendistry into the top tier of the nation's SBA 7(a) lenders. Everett explains his approach to SBA lending, which involves applying lessons learned from other industries like residential and auto lending to an industry he feels is decades behind.   As a fintech and a CDFI, Lendistry occupies a unique space in the market. Everett discusses how his company is leveraging technology and a mission-driven approach to win customers by offering a better, more user-friendly experience than predatory online lenders. He challenges the traditional, anecdote-driven banking model and argues that by embracing data, AI, and streamlined processes, the industry can better serve the small business community and protect its "home turf" from bad actors.   🎯 In this episode:   ➡️ Why Everett views the financial industry's resistance to technology as "losing at home".   ➡️ The surprising decline of banks in the U.S. and how it's created a gap in lending to small businesses.   ➡️ How a company can handle 344,000 applications in just 15 days.   ➡️ Why the mission to help small businesses is the key to embracing change and innovation.   ➡️ A creative solution to the MCA refinance problem that protects both lenders and borrowers.   💬 Is it possible for traditional SBA lenders and fintechs to meet in the middle to better serve small businesses? Join the conversation in the comments below. 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: CORPSMART  Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services. Rapid Business Plans  Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers. Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're joined by Lukas Haffer, co-founder of Casca, to discuss how AI is set to revolutionize small business lending. With a unique background that includes building software for major European banks and earning Standform MBA, Lukas brings a fresh, outside-the-box perspective to our industry. He shares how his company is taking on the "disaster" of small business financing by arming SBA lenders with cutting-edge technology to fight back against predatory online lenders.   We dive deep into how new technology can solve the industry's biggest pain points, from a closing process that takes months, to underwriters bogged down with manual data entry. Lukas reveals how his team's mission-driven approach and dedication to understanding the day-to-day work of lenders led them to build a solution that automates the tedious tasks and lets professionals focus on what they do best: building relationships and solving complex financial puzzles.   🎯 In this episode: How a software CEO "walked a mile in a lender's shoes" to understand the industry's problems firsthand. The key to building a seamless borrower experience and why 63% of applications start on nights and weekends. Why a simple online form is a game-changer for reducing human error and saving weeks of back-and-forth. The future of SBA roles and why the traditional "assembly line" model is due for an upgrade. Why the mission to empower entrepreneurs is what truly drives innovation in this space.   💬 If you could automate one task in your lending process, what would it be? Drop a comment below!   If you’re interested in learning more about Casca, email Lukas Haffer at lukas@cascading.ai 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: Lumos 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 https://lumosdata.com/    Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending. Also, make sure to follow along with our sister shows, The BDO Show and SBA Today.

This week on The Art of SBA Lending, we're joined by Heather Endersen, a true veteran of the SBA world with a career spanning decades. Having managed SBA departments and pioneered business acquisition lending, Heather shares her journey and explains why she made the leap from a top-producing BDO at a bank to launching her own brokerage. Heather gets candid about the shift in the SBA landscape, from the rise of business acquisition loans to the changing dynamics between lenders and borrowers. She also pulls back the curtain on the brokerage model, explaining why it's a more efficient way to get deals done and how it's poised to be the next big thing for lenders who have built a strong personal brand. We also dive into the current challenges facing the industry, including the controversial new policies on preferred equity and seller guarantees. 🎯 In this episode:  ➡️ The surprising data on business acquisition loan default rates. ➡️ Why a low rate on a real estate loan can be a "hamster wheel" for lenders. ➡️ The key difference between a BDO who is a "vendor" and one who is a "value add". ➡️ Why borrowers are now challenging lenders on their interpretation of the SOP. ➡️ The biggest policy change Heather would make to the SBA today. 💬 What's your take? Should a seller be required to personally guarantee a loan on a partial change of ownership? Join the debate in the comments! 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: CORPSMART  Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services. Rapid Business Plans  Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers. Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, I’m sitting down with Diane Heyden to get her take on leadership, career shifts, and the evolving landscape of small business lending. Diane, a seasoned veteran who has worked as a BDO, sales manager, and division manager, shares her unique perspective on what it takes to succeed in an industry where no two people are alike. From a memorable but short-lived move to a bank in Iowa to taking on a new role with a beloved team on the West Coast, Diane unpacks the lessons learned from her own career journey. We also dive into the state of the industry, debating the impact of Fintechs, the "do what you do" era, and the crucial role of "heart" in a numbers-driven world. 🎯 In this episode: ➡️ The real value of a bank's core deposits and what it's doing to lending strategies  ➡️ Why BDOs are like "snowflakes," and the right way to manage them  ➡️ Looking back at the aftermath of “do what you do” SBA policy  ➡️ Why a marriage of old-school lending values and new technology is the key to the future  ➡️ A heartwarming story of a rock climbing gym owner who is the "poster child for SBA" 💬 What's the biggest challenge you've faced in your SBA career? Share your story in the comments. 🎙This episode is sponsored by: Lumos 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 https://lumosdata.com/    Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week! Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, Ray Drew sits down with David Tinsley of Lenders Cooperative to unravel the shifting landscape of SBA lending and the role of technology and LSPs in shaping its future. Recorded live from the MALC conference, they dive into the buzz surrounding the unannounced new SOP and what it means for lenders. From the challenges of scaling an SBA division to the surprising dominance of AI in industry conversations, Ray and David explore how to navigate growth, manage risk, and foster innovation — "throwing the whole playbook out". They also tackle the ongoing debate of in-house operations versus leveraging Lender Service Providers (LSPs). 🎯 In this episode: ➡️ The "come what may" attitude of SBA lenders embracing change  ➡️ How LSPs offer a lifeline for smaller banks to compete and scale  ➡️ The critical role of AI and automation in streamlining SBA processes  ➡️ Dispelling myths about SBA lending: "It's not as scary as they have worked it up to be"  ➡️ The future of small business and SBA's opportunity to become a household name 💬 Are you ready to adapt to the new era of SBA lending, or are you holding onto the old ways? Join the conversation! 🎙This episode is sponsored by: CORPSMART  Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services. Rapid Business Plans  Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers. Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow  https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, I sit down with the incredible Alan Peterson, BDO from First Internet Bank. Alan isn't just closing deals; he's redefining what it means to be a top producer in SBA lending, reaching over $30 million year-to-date and tracking towards an astonishing $120 million annually! Ray Drew and Alan dive deep into the mindset of a high-volume BDO, the strategic art of saying "no" to grow faster, and why true business value isn't always what it seems. They discuss navigating the complexities of deals, the crucial role of data and innovation in banking, and why being a trusted advisor is paramount. 🎯 In this episode: The Power of "No": How strategic selectivity leads to massive growth. MBA vs. Blue Collar: Understanding true business ownership and cash flow beyond the books. The Innovation Imperative: Why banks embracing data (like Lumos) are set to dominate the future of lending. Beyond the Brokers: Why sourcing 85% of your own deals makes you a more objective and effective advisor. Sleep Well Deals: The difference between simply buying a business and buying one you can actually sleep on. The Evolution of a Lender: How perspective and gratitude reshape your approach to the "hard" parts of the job. 💬 What are your thoughts on growing by saying "no" more often? Share your take in the comments! 🎙 This episode is sponsored by: Lumos 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 https://lumosdata.com/  Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.  Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!  Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're sitting down with a true SBA powerhouse: Kirk Beeson, SBA Managing Director at Veritex Community Bank, and former Chief Credit Officer (and so much more!) at Fund-Ex Solutions Group. Ray Drew and Kirk take a deep dive into the inside story of Fund-Ex: from its promising start-up days to navigating the chaos of PPP and the eventual sale. What does it really take to build an SBA shop from the ground up? How do you maintain culture while scaling at lightning speed? And when do you know it's time to step away?   🎯 In this episode: ➡️The secrets to building a winning SBA culture (and why it matters) ➡️Navigating the PPP whirlwind: Lessons learned from the front lines ➡️The dangers of burnout and how to avoid them ➡️Why interviewing your credit officer is non-negotiable for BDOs considering making a move ➡️Kirk's insights on leadership, strategy, and the future of SBA lending 💬 What are your biggest takeaways from Kirk's journey? Join the conversation in the comments!  🎙️ This episode is sponsored by: CORPSMART Want to win over your closing team? Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services. Rapid Business Plans Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba SBA Jobs Board Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below! https://www.youtube.com/@TheBDOShow  https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're confronting the hard truth: the traditional SBA lending model no longer works. Rising overhead, margin compression, and tighter audits have flipped the economics, and now, shops across the country are closing or scrambling to restructure. So what’s the new model? And how do you scale without losing control? Ray Drew is joined by three SBA leaders navigating this shift in real time. Mike Breckheimer, Brian Carlson, and Chris Kwiatkowski are coming together to unpack the numbers, the pitfalls, and the path forward. 🎯 In this episode:  ➡️ Why SBA shops under $100MM are being forced to adapt or exit ➡️ How the LSP model is evolving (and where it still falls short) ➡️ The new math of SBA lending: headcount, volume, and cost per deal ➡️ Scaling smart with culture, compliance, and contingency planning ➡️ The role of AI, tariffs, and talent in shaping tomorrow’s strategy 💬 The SBA world is changing fast: are you adjusting with it? Listen now and let us know how your model is holding up. 🎙This episode is sponsored by: Lumos 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. Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.   SBA Jobs Board Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!   https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we're diving headfirst into one of the most controversial topics in small business finance: Merchant Cash Advances (MCAs). Are they a necessary lifeline—or a dangerous trap? Ray Drew brings together a panel of experienced lenders and brokers to debate the role of MCAs in today’s lending landscape. Featuring Ryan Kroge (First Internet Bank), Joseph Alam III (Midstates Advisors), John DiCanio (Fund My Biz), and Jerry Cocuzzo (FundAll Capital), the group tackles: ➡️ The pros, cons, and misconceptions of MCA lending ➡️ Why MCAs exploded post-2008 and during COVID ➡️ The rise of “stacking” and what it’s doing to small businesses ➡️ SBA vs. MCA—what’s really faster, safer, and more sustainable? ➡️ Is regulation overdue in the MCA space? From payday-style loans to structured SBA debt, this candid roundtable doesn’t hold back. Whether you’re team SBA, team MCA, or just trying to keep your borrowers afloat—this is one episode you don’t want to miss. 💬 What’s your take? Are MCAs helping or hurting Main Street? Drop a comment below and join the debate. 🎙This episode is sponsored by: CORPSMART Want to win over your closing team? Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.   Rapid Business Plans   Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.   For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba   SBA Jobs Board Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!   https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.  

This week on The Art of SBA Lending, Ray is laying out his own list of top 10 priorities for the SBA, several of which might shock you. But hey, if the SBA wants change, let's give em change. Joined by Ray is a panel of Art of SBA contributors: Charles Green, Jeannie Yoder, and Shane Pierson to discuss: ➡️ Changes to SBA 7a policy ➡️ Some fresh ideas that could streamline the program ➡️ How to avoid throwing the baby out with the bathwater ➡️ Timeline for the new SOP that is inevitably dropping ➡️ Predictions for the SBA landscape in the next 12 months Join Ray and his expert panel as they break down each priority one by one.  💬 What do you think is the biggest priority should be for the SBA? Drop your thoughts in the comments! 🎙This episode is sponsored by: Lumos 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. Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.   SBA Jobs Board Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!   https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.  

This week on The Art of SBA Lending, we're tackling one of the hottest topics in the industry: the rising SBA default rates. With concerns mounting over repayment trends, economic conditions, and policy shifts, it's time to cut through the noise and get to the facts. Ray Drew and an expert panel of Art of SBA contributors discuss: ➡️ The 3.69% default rate—how bad is it, really? ➡️ Why defaults are rising and whether it's just economic cycles catching up ➡️ How lenders can proactively manage risk and prevent unnecessary losses ➡️ The impact of interest rate hikes vs. SBA rule changes—what’s really to blame? ➡️ Portfolio management strategies that separate top-performing lenders from the rest Join Ray Drew, Jane Castro, Kay Anderson, and Mike Breckheimer as they analyze the numbers, break down borrower trends, and debate what lenders should be doing right now to navigate the shifting landscape. 💬 Is the concern overblown, or should lenders be worried? Drop your thoughts in the comments! 🎙This episode is sponsored by: CORPSMART Want to win over your closing team? Next time you pick up a deal involving titled assets, go to http://www.corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services. Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.   SBA Jobs Board Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!   https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.  

This week on The Art of SBA Lending, we’re diving into the Twitter war of the century: Elon Musk vs. the SBA. It all started when Musk called the Small Business Administration the "Shady Business Administration" and claimed that only 8% of SBA loans get paid back. Naturally, we had to set the record straight. Ray Drew and an expert panel of Art of SBA Contributors discuss: ➡️ The impact of Musk’s comments and whether misinformation could disrupt the SBA ➡️ The reality of SBA loan repayment rates (spoiler: it’s not 8%) ➡️ What happens if the SBA 7(a) program is eliminated—would private lenders fill the gap? ➡️ The efficiency of the SBA and whether emerging tech (like AI) could make lending faster ➡️ The future of Community Advantage loans, SBLCs, and potential policy changes Join Ray Drew, Darren Davis, Javier Jorge, and Brooke Mirenda as they unpack the chaos, misinformation, and possible shake-ups in the world of SBA lending. 💬 Drop your thoughts in the comments! Should we be worried about the SBA’s future? 🎙This episode is sponsored by: Lumos 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. Rapid Business Plans Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba The Director’s Retreat Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763 SBA Jobs Board Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!   https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

What does it take to rise as a leader in the competitive and ever-changing SBA lending space? In this episode of The Art of SBA Lending, we’re joined by Glenn Giro, Alan Peterson, and Jared W. Johnson—three industry leaders who share their insights into navigating the dynamic world of SBA lending, overcoming challenges, and seizing new opportunities. SBA lending is full of growth potential, but it’s not without its challenges. Today, we dive into how these experts are leading the charge, adapting to market changes, and embracing innovation to stay ahead. Key topics include: • Overcoming the latest challenges in SBA lending  • The importance of mentorship in shaping your career  • How Increased competition is reshaping the industry • Navigating difficult situations in your day to day Whether you're an emerging lender or a seasoned professional, this episode is packed with actionable advice to help you navigate the evolving SBA landscape and lead with confidence. This episode is sponsored by: Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.   Rapid Business Plans Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba The Director’s Retreat Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763 SBA Jobs Board Hiring for your SBA department? We’ve got you covered! The SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!   https://www.youtube.com/@TheBDOShow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

The conversation continues! In Part 2 of this special The Art of SBA Lending series, Ray Drew picks up where we left off with Molly Harder, Rob Parkin, and Jane Castro—three rising leaders in SBA lending—to dive deeper into the challenges, innovations, and hard-earned wisdom that define their careers. SBA lending is evolving, and those who adapt will lead the way. In this episode, we discuss the role of mentorship, the impact of AI, and how today’s trends—like rising interest rates and small loan programs—are shaping the future of the industry. Key topics include: • The role of mentorship in long-term career success • The impact of AI and automation on SBA lending—opportunities and concerns • How industry trends like rising interest rates and small loan programs are shaping the future • The need for innovation and how up-and-coming leaders can drive change With candid insights and practical advice from: Molly Harder, SBA Risk Compliance Manager at First Horizon Rob Parkin, SBA Credit Director at Truliant Jane Castro, SBA Portfolio Manager at Fund-Ex Solutions Group If you enjoyed Part 1, you won’t want to miss the rest of this insightful discussion. Whether you’re a veteran in the space or just starting out, this episode offers a forward-looking perspective on where SBA lending is headed—and how to be part of its evolution. This episode is sponsored by: CORPSMART CORPSMART is a due diligence group that specializes in line 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 McKenna@corp-smart.com - and let them know that the Art of SBA sent you! 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 http://www.rapidbusinessplans.com/art-of-sba The Director's Retreat Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763 SBA Jobs Board Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!   https://www.youtube.com/@thebdoshow https://www.youtube.com/@SBAToday Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

What does it take to rise as a leader in the competitive and ever-changing SBA lending space? In this episode of The Art of SBA Lending, Ray Drew is joined by Molly Harder, Rob Parkin, and Jane Castro—three of the brightest up-and-coming leaders in SBA lending—to explore their journeys, challenges, and visions for the future of the industry. SBA lending is complex, but it’s also filled with opportunities to grow, innovate, and leave a lasting impact. Today, we’re diving into how these professionals are navigating career bottlenecks, leveraging mentorship, and balancing the demands of leadership while maintaining strong relationships. Key topics include: Overcoming early challenges and finding inspiration in mentorship The biggest trends shaping SBA lending, from technology to industry shakeups How to foster a collaborative, positive culture in SBA divisions Strategies for balancing production goals with strong client relationships With candid insights and actionable advice from: Molly Harder, SBA Risk Compliance Manager Rob Parkin, SBA Credit Director at Truliant Jane Castro, SBA Lending Professional Whether you’re a seasoned BDO or just beginning your career in SBA lending, this episode offers invaluable perspectives on building a legacy of leadership and innovation in the industry. This episode is sponsored by: Lumos 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. Shatterbox Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.   SBA Jobs Board Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website | https://www.artofsba.com/job-board BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!   @‌thebdoshow @‌sbatoday   Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.