The BDO Show

Welcome back to The BDO Show—where new BDOs (and BDAs) are finding their stride and careers are built on reputation! This week, hosts Emily Detor and Ryan Kroge are joined by Dustin Baker and Sarah Sikkema of Shatterbox to unpack the realities of breaking into the SBA industry, the art of sales, and the dark underbelly of loan fraud that's about to shake everything up. If you're a BDO, an aspiring lender, or just can't get enough of industry drama, you won't want to miss this revealing discussion on: The SBA Talent Crisis Solved? Discover how Shatterbox is intentionally cultivating a new generation of bright, "hard-wired" SBA professionals to meet the industry's soaring demand. From Appraiser to BDA (12 Million in First 12 Months!): Hear Sarah Sikkema's inspiring journey, how she cracked the "numbers game" of sales, and why a strong network is your greatest asset. Beyond the Degree: What REALLY Makes a Top BDO? Dustin Baker reveals the "soft skills," personality traits, and "fire in the belly" that outweigh a finance degree in SBA success. Beware the "Rogue BDO": A chilling reminder that cutting corners, turning a blind eye to side deals, or prioritizing accolades over integrity can lead to "Club Fed" (federal prison). SOP Changes: Chaos or Course Correction? The panel discusses why SBA policies change so frequently and how government "knee-jerk reactions" impact the market. Your Reputation is EVERYTHING: Ryan Kroge shares profound advice on protecting your professional (and personal) standing in an industry ripe with pitfalls. Plus, enjoy a round of “Fun Summer Facts” with the hosts — did you get the question right? 👉 Got insights on navigating a new career, or a tip-off about a fraudulent scheme? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises.  Spots are limited—for more information and to register, go here: https://www.artofsba.com/bdo-retreat 📺 Like, subscribe, and hit the bell—because staying honest and knowledgeable is always in style! 🎙This episode is sponsored by: SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com    Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. We just wrapped up Season 1 of the BDO show, and what a journey it's been. From the laughs to the lessons, this episode encapsulates a year of shared experiences, challenges, and triumphs, offering a retrospective look at our adventure while setting the stage for future discussions in SBA lending and business development.  🎉 Season 2 🎉 We're calling upon our listeners for input. Your suggestions will shape the upcoming season’s episodes. 🎄 As we sign off, we want to give a special shoutout to all of our families and supporters. Your encouragement fuels our passion. We’re excited to bring you more BDO magic next season. See you soon!  Link to crossword puzzle:  https://drive.google.com/uc?export=download&id=1MXc634hszbzM-YoX2UnXwiKSmk5BE7Fx The first person to email an accurate completed crossword puzzle to TheBDOShow@gmail.com will win an official BDO Show Nike Zip-up Hoodie. If you have questions or comments, please send them to TheBDOShow@artofsba.com  This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful.  For more information, visit their website www.peakbizval.com or email Ryan Hutchins at ryan@peakbusinessvaluation.com 

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. Unlock the secrets of term sheets with our panel of top Business Development Officers—Sterling Birdsong, Chris Hackney, and Ryan Kroge—guided by Emily Detor. We dissect the crucial elements that make these documents the foundation of financial agreements, ensuring you leave with a blueprint to navigate these essential yet complex agreements. Covering everything from loan specifics to the semi-binding dance of commitment, our conversation promises to arm you with the confidence to craft term sheets that reflect not just an offer but a solid strategy. Ever wondered how the pros handle the cutthroat competition in SBA lending? Our guests spill the beans on the art of quick turnarounds, the finesse of engagement that keeps clients hooked, and why you should never play the rate adjustment game. As we dissect local market rivalries and the chess-like moves needed to win deals, you'll discover each lender's unique proposition and why it's crucial to your business's success. Drawing from the trenches of financial battlegrounds, this episode is your playbook to outmaneuver the competition with grace and expertise. Closing the loop, we illuminate the intricate dance of transparency in deal structuring, where clarity reigns supreme. Heart-to-heart discussions on potential deal renovations, managing client expectations, and the paramount rule of honoring term sheet commitments underscore our ethos. Through anecdotes of pre-flighting deals and steering clear of surprises, this episode isn't just about the dos and don'ts—it's about nurturing trust and integrity in the world of finance. So tune in, and let's elevate your term sheet game together. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com 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 Bethany@rapidbusinessplans.com or visit https://rapidbusinessplans.com/     The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Navigate the intricate dance of selecting the best third-party vendors for SBA lending in our latest BDO Show episode. We've brought together the power players to walk us through the minefield of collaborating with attorneys, appraisers, environmental specialists, and life insurance providers. They share insights on how these key partnerships can be the difference between a deal soaring or sinking, and why it's often the local familiarity that wins over broad national strokes, especially when it comes to understanding the subtleties of regional markets. This episode isn't just about whom you choose, but how you work with them. The team also pulls back the curtain on the environmental due diligence scene in Michigan, underscoring the immense value of local firms well-versed in state regulations. It's a masterclass in why direct vendor communication and industry-specific savvy are essential for timely and accurate appraisals and assessments. But what about the relationships behind these transactions? We recount personal tales of lightning-fast responses from vendors whose hustle has cemented their place in our trusted network. From securing last-minute life insurance policies to salvaging deals on the brink, it's clear that the human element can't be ignored. We chat about the art of crafting these vital connections, the kind that not only get you through one deal but pave the way for countless more. If you're looking to sharpen your vendor selection skills and build a portfolio of go-to professionals, this episode is your toolkit. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com     The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Picture this: you're at a friend's farewell bash and, amidst the bittersweet goodbyes, you stumble into a conversation that spirals into a promising business partnership. That's the unpredictable thrill of deal sourcing in the SBA lending world, and it's just a taste of what we cover in our latest episode. Join us for a rollercoaster ride through the high-stakes and serendipity of business development, where personal connections aren't just a strategy—they're the central narrative. We reminisce about the good, the bad, and the downright weird stories from our journey, including our take on the increased visibility of the SBA post-PPP loans and the curious case of being mistaken for scammers on social media. Ever won a catering raffle only to land a hefty deal for food trucks? Our candid conversations reveal the art of prospecting in places you'd least expect, and the power of an 'attitude of abundance.' We share our best networking sagas, illustrating the importance of articulating your role and value to those you meet. As we recount instances of both serendipitous wins and deals snatched away, you'll gain insights into the competitive yet personal nature of our industry and why sometimes, the most memorable deals come from the most casual of chats. Rounding out our chat, we delve into the delicate dance of maintaining professionalism in a field where your reputation can be your greatest asset. We share cautionary tales and victories alike, discussing the intricate balance of managing relationships with friends and family in the finance world. For those eyeing the Business Development Officer role, we offer sage advice and underscore the importance of continuous learning and training. So, whether you're a seasoned lender or just curious about the behind-the-scenes of SBA deal-making, this episode is packed with laughter, lessons, and maybe even a little inspiration to network at your next social gathering.  Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com     The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. Step into the dynamic world of Business Development Officers with us, as Emily, Alan, and Ryan pull back the curtain on what it's like to intimately understand America's small businesses during site visits. Our stories showcase the spectrum of entrepreneurial spirits and underline the art of creating bespoke financial solutions. In the lively exchange of tales, we uncover the true essence of personal connections within the industry and how they shape the way BDOs engage with each unique borrower. This episode takes you on a mentorship journey, where one of our personal encounters with a senior bank leader during a site visit reverberates with lessons on assessing borrower character and the risks involved in financial dealings. The anecdotes from our field audits bring home the vital nature of due diligence; from discovering fishy practices at a boat dealership to a bar with a burlesque license, these stories emphasize why no deal should ever risk your career. We navigate through these experiences, demonstrating the commitment required to safeguard against fraud and the unexpected.  As we wrap up, we share a thrilling case study of financing a private security firm, where creativity met compliance to overcome licensing hurdles and clinch a successful deal. I highlight the importance of proactive deal-closing strategies and the value of checklists to streamline the transaction process. Engage with us, as your questions and topics fuel our future episodes, ensuring a shared journey through the multifaceted terrain of BDO engagements. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com     The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. On this week's episode we're discussing what to look for in an SBA shop? We kick things off by discussing why selecting the right boss can be a career game-changer and the nuances of choosing an SBA shop that complements your unique deal-making skills. Understanding leadership dynamics and how they shape the work environment is crucial, and we provide insights into how these factors determine job satisfaction and personal growth within the industry. Transitioning from underwriting to sales is no small feat, and it's a journey Sterling has intensely traversed. Sharing his story, we explore how self-awareness can point you towards the right career choices, with a special nod to the value of mentorship in specialized fields. For anyone on the cusp of such a move, or those plotting a course towards leadership, we discuss how sales can expand your experience and pave the way to the top. Plus, we don't shy away from the gritty details of performance management and the tough decisions that come with knowing when to let an employee go. Our conversation takes a deep dive into the ramp-up phases for new Business Development Officers, from setting realistic sales targets to understanding the minimum accepted performance standards. We stress the importance of self-evaluation and recognizing when it's time to pivot if you're not thriving in your current role. For those eyeing their next big move, we offer expert advice on how to best present your loan portfolio during interviews, helping you secure a spot where your talents will shine. This episode is an essential listen for anyone eager to excel in the competitive landscape of banking and sales.  This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com     The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. Juggling a thriving career with a bustling family life is more acrobatics than most of us signed up for, but somehow, we make it work. In our heartfelt conversation, we peel back the layers on how we manage the daily tango of meeting professional demands while keeping personal time sacred. Sterling shares the profound satisfaction of enabling his wife's choice to stay at home and how this supports his son's future, while Alan toasts to a 'monster March' after clinching a crucial deal that eases our team's sales pressure. We get real about the pandemic reshaping our boundaries, with Ryan spotlighting the need to safeguard family moments and Sterling giving us a peek into his new reality as a dad and a professional. When it's time to talk strategy, Chris shares how his life is rich with community work and nonprofit efforts. This sparks an honest discussion about the nuances of work-life balance for those without children and how one measures success beyond the financial scoreboard. As we near the end, the focus shifts to the art of selecting just the right business conferences to enrich both our careers and our family lives. We're sharing laughs and learning the ropes of incorporating our loved ones into work travel, embracing the evolving inclusive atmosphere at professional events, and the excitement of reconnecting with colleagues face-to-face post-pandemic. Tune in and take a journey with us through the ups, downs, and rewarding moments of striking that elusive work-life harmony. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com     The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. Unlock the secrets to managing a bustling deal pipeline with precision and flair! On this episode, our all-star lineup of co-hosts distill their wisdom on maneuvering through the complex world of deal-making. From my 'right to left' strategy that prioritizes wrapping up those near-complete deals, to Ryan's legendary Excel tracker that's a treasure trove of negotiation history, we're pulling back the curtain on tactics that guarantee a smoother path to the finish line. Revolutionize your workflow with our deep dive into CRM systems like HubSpot, which are game-changers for the savvy Business Development Officer. Picture this: automated reminders, follow-ups that never miss a beat, and a goldmine of client information at your fingertips. We discuss how these powerful tools can transform the way you track term sheets and navigate underwriting stages, ensuring that you're always a step ahead. Plus, we share insider tips on assessing client interest and knowing when to gracefully bow out from a deal that's hit a dead end. Finally, prepare to get the lowdown on leading a deal from a handshake to a successful close. We spotlight the critical moments in the loan pipeline, emphasizing the urgency of securing signed term sheets and the proactive strategies for sailing through underwriting queries. It's about more than just dotting I's and crossing T's; it's about continuous communication and the finesse of a pre-closing checklist that elevates the customer experience. Join us as we divulge the essentials for ensuring a seamless and efficient journey to the closing table, peppered with real-world advice from our panel of experts.  Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com     The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. Ever wonder who the maestro of a deal really is? Strap in as we unravel the web of SBA loan negotiations and the indispensable role of a BDO. Our lively exchange reveals the delicate balance of leadership and collaboration necessary to shepherd deals to their fruitful end. Alan lets us in on his strategy of setting the pace early on, then deftly passing the baton to the bank's machinery, showcasing that success hinges on a well-oiled team and process. Dive headfirst into the trenches of loan closing with us as we dissect the symbiotic dance between BDOs and business brokers. With tales from the front line, we illuminate the art of keeping a deal's pulse racing and the inestimable value of local brokers in sealing acquisition deals. We confront the often-murky waters of maintaining engagement from all parties, avoiding the quicksand of seller hesitations, and sparking the fire under brokers to carry the torch over the months-long finish line. This episode is a masterclass in distinguishing the virtuosos from the 'Gmail brokers' in the orchestra of deal-making, and much more into the team of players who ultimately drive the deal together.  Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com     The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this episode, we uncover the intricacies and decision-making process  BDOs go through when navigating the delicate process of declining loan requests. Join us as we uncover the behind-the-scenes challenges, triumphs, tough conversations, and the legendary tale of the infamous safari deal. We explore the power of networking with bankers from different institutions to create a referral network that is robust, mutually beneficial, and ultimately, more successful. We also discuss that when managing declines and broker relationships, speed and honesty are your best allies. Learn from our experiences how to maintain trust with clients and brokers alike, even when the news isn't good. Tune in to gain our battle-tested advice on building and maintaining these essential professional connections. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com   The views and opinions expressed in this program are our own and/or those of our guests. They do not necessarily reflect the views or positions of our employers.  

Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this episode, we delve into the ever-evolving landscape of artificial intelligence and its potential impact on the role of loan officers.  Join us as we discuss the benefits and challenges of integrating AI into lending practices. Are machines capable of replacing human loan officers, or is there a harmonious collaboration on the horizon? We explore the efficiency gains, reduction in bias, and potential cost savings associated with AI-driven lending decisions. We'll also address the concerns surrounding job displacement and the ethical considerations of entrusting financial decisions to algorithms. Our panel of experts provides insights into the evolving role of loan officers in an AI-powered financial ecosystem, emphasizing the importance of human judgment, empathy, and personalized financial advice. Tune in to gain a deeper understanding of the transformative potential of AI in finance and whether machines are poised to take over the traditional responsibilities of BDOs. Can the future of lending find a balance between the precision of algorithms and the human touch? Find out in this thought-provoking episode. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

Welcome to the first episode of The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. On today's episode we discuss our humble beginnings in the SBA loan industry and explore the art and science of deal sourcing, the work and hustle needed in order to stand out within the industry, the unexpected wins that come from connecting with competitors, and so much more. We share laughs over caffeine-fueled marathon networking sessions and provide you with actionable insights on leveraging platforms like LinkedIn to expand your professional circle. Plus, we offer up some choice advice for lenders—tips that are as straightforward as they are effective. So, whether you're a seasoned professional or just starting out, tune in for an episode packed with industry wisdom and a hefty dose of inspiration.  Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

Welcome back to The BDO Show—where the best deals are born from strong partnerships, and "sus" financials are a non-starter! This week, hosts Emily Detor and Ryan Kroge are joined by a Florida legend, Jackie Hirsch, a business broker with over 400 deals under her belt. Jackie holds nothing back, sharing hilarious war stories from the trenches and revealing the secrets to her unwavering partnership with Ryan and her success in the hyper-competitive world of Entrepreneurship Through Acquisition (ETA). If you're a BDO, broker, or an aspiring business owner, you won't want to miss this discussion on: The Broker's Secret Weapon: Jackie pulls back the curtain on her legendary data room, explaining why her meticulously organized files and clear communication are the key to a fast closing. Addbacks: The Deal-Breaker: Learn why some lenders won't accept a single addback and why clarity is crucial to avoiding a month of "nitpicking" that can kill a transaction. The "Crisis Averted" Playbook: Ryan shares a recent story where a seller's messy bookkeeping almost tanked a deal—until a united front between the broker and lender saved the day. ETA is Exploding—But Not for Everyone: Jackie gives her unfiltered take on the massive growth of Entrepreneurship Through Acquisition and warns that while anyone can own a business, it doesn't mean they should. The Harder Path: Ryan and Jackie share why taking on difficult deals is what builds a reputation and a legacy, citing a 14-month-long deal with a landlord perpetually on a yacht that changed a family's life forever. 👉 Got a crazy broker story or a question about ETA? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because a long-term approach is always in style! The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat 🎙This episode is sponsored by:  SBA Protection  SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com. Peak Business Valuation  Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where the best deals are born from strong relationships, not low rates, and the secret to winning is just to show up. This week, host Emily Detor is joined by a powerful trio of lenders: Daniel Park, Andrew Chong, and John Chung. They're pulling back the curtain on what it takes to win in a hyper-competitive market and the "science" behind building a pipeline, all with a healthy dose of unfiltered truth. In this episode, we’re getting the West Coast version of the BDO building blocks. You won't want to miss this no-holds-barred discussion on: The Science of Winning a Deal: Learn how to differentiate yourself from the competition with credibility, execution, and a personal touch. Andrew and Daniel share their contrasting, yet equally effective, approaches to building trust with a borrower. The High-Stakes World of Rate Wars and Referral Fees: The panel dives into why the market is more fee-driven than ever. John explains why some brokers are pushing for higher fees The Reverse Psychology Playbook: Daniel Pak shares his "secret weapon" for competitive deals: telling a borrower he's too busy to take on their deal. This bold move often leads to them coming back later because it shows he's a busy BDO who gets things done. Building Your Referral Network: The trio stresses the unmatched value of face-to-face meetings and client referrals. They also offer advice to new BDOs on how to navigate the early days of building a pipeline and not getting discouraged by rejection. Word-of-Mouth is Unmatched: The panel discusses how a satisfied borrower's referral to their friends—who are likely other business owners—is the best form of marketing you can get. Plus, hear the group roast the $100 Million producer on his “podcast set-up.”      The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat 🎙This episode is sponsored by:  SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com. Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where the best deals are born from strong relationships, and a good broker knows how to "shake a tree" for you! This week, we're diving into the powerful world of lender-broker partnerships with a true industry vet, Ray Diab of Bank Alliance Capital. Joined by hosts Emily Detor and Ryan Kroge, Ray explains his journey from a long career in conventional banking to becoming a broker who "makes it easy" for lenders like Ryan. If you're a new BDO looking to build your referral network or a seasoned broker trying to navigate a tightening market, you won't want to miss this discussion on: Lender to Broker: Ray shares why he left a 24-year career in traditional banking to become a loan broker, driven by a desire to offer clients more financing options and a wider variety of products. The Art of the BDO-Broker Partnership: Ryan and Ray break down their winning dynamic, emphasizing communication, trust, and a shared philosophy of "relationship banking" that goes beyond transactional deals. Priority & Loyalty: Ray explains why Ryan gets "first look" at all his SBA deals—and why building a relationship based on trust and direct communication is more valuable than shopping a deal to multiple lenders. Market Insights from the Front Lines: Ray reveals a significant uptick in investment in commercial real estate acquisitions (65-70% of his deals!) and what that could mean for the market in 2025 and 2026. "Know Your Referral Sources": Ray offers parting advice to new BDOs on how to vet brokers and build lasting relationships, stressing the importance of personality, rapport, and due diligence beyond just the deal itself. Plus, get a recommendation about a delicious Detroit Italian restaurant where Ray's son is the executive chef! 👉 Got a great broker story or a question about the market? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because a good relationship is the key to a great deal! 🎙This episode is sponsored by: Rapid Business Plans Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information, email Bethany McClellan at Bethany@RapidBusinessplans.com or click the link in the show notes. Peak Business Valuation Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where wild stories from the branches are a cautionary tale, and knowing your customer is the first and last line of defense! This week, hosts Emily Detor and Ryan Kroge take a look back at the more bizarre moments in Ryan's 26.5-year career. It's "storytime with Grandpa Kroge" as he recounts tales from the branches, red-flag closings, and why a site visit is non-negotiable, all while exposing the dark side of lending. If you're a BDO, underwriter, or just someone who can't believe what goes on in this industry, you won't want to miss this wild ride through: The Branches of Bedlam: From working in a high-crime area of Detroit to witnessing multiple bank robberies (and a nude man in the lobby!), Ryan shares what it was like to work in a retail bank setting. The "$300K in a Winter Coat" Closing: A ridiculous, true story about a borrower who showed up to a closing with a Triple F.A.T. Goose coat, a Beretta 9mm pistol on the table, and stacks of cash. The Illegal Gambling & Strip Club Deal: Ryan recounts a site visit to a liquor store where the owners’ sons were running an illegal gambling and strip club on the second floor, a deal he immediately walked away from—and called their dads. Never Close Sight Unseen: The cautionary tale of a first-time assisted living facility buyer who never visited the property, leading Ryan to stop a closing and save the deal from a seller's lies and code violations. The Competition-Crushing Loan: A fascinating story about a Mexican restaurant owner who used an SBA loan not to grow, but to buy his rival's location and immediately shut it down. The Instagram Guru's Bad Advice: A borrower, inspired by online business "flipping" gurus, buys two gyms with a $1.5 million loan, only to put them up for sale immediately without ever stepping foot inside, leading to a quick default. Let Them Talk! Ryan reveals his secret to due diligence: asking important questions and then letting the customer talk until they either give you a "red flag" or a "green flag" that confirms their character and the deal's viability. Plus, hear a hilarious stat about Bills Mafia drinking habits and why it's not just the BDO's job to know the customer—it's everyone's! 👉 Got a wild story of your own? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because a little "nonsense" is good for the soul! The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat  🎙This episode is sponsored by:  SBA Protection SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com. Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where the only competitive advantage you need is yourself! This week, we're honored to sit down with the one and only Pattie Ehsaei, a force of nature in the SBA world. Pattie holds nothing back with hosts Emily Detor and Ray Drew as she delivers a masterclass in sales, success, and the surprising secrets of financial freedom. If you're a new BDO, an entrepreneur, or anyone looking to level up, you won't want to miss this no-holds-barred conversation on: The BDO's Competitive Advantage: Pattie reveals her single biggest competitive advantage is not her institution, rates, or even her bank's credit box—it's herself. The "Work-Life Balance" Myth: A controversial (but truthful) take on why top performers, from BDOs to LeBron James, don't have work-life balance—and if they say they do, they're lying. Bet on Yourself: Pattie shares her story of leaving a secure job to go back into production, driven by the confidence that she can "still play ball" and "do it better than most people." The Power of Delegation: Learn how to avoid getting stuck at a certain production level by embracing the art of letting go and delegating tasks to a trusted team. From "Red Power Suit" to "Forbes Contributor": Pattie recounts her character-building start in sales, going door-to-door in heels in the California heat, and how that experience shaped her career. The "Broke Dude" Playbook: Get the scoop on Pattie's book, which teaches financial independence and redefines a "broke dude" as anyone who doesn't match your ambition and drive. Investing for Wealth: Hear a masterclass on why you should only invest in appreciating assets, not depreciating ones like expensive cars and designer fashion (a lesson Pattie learned firsthand). Plus, hear Emily get grilled about her accent, a great plant analogy, and a reminder that "the customer can smell desperation." 👉 Got thoughts on work-life balance? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat  🎙This episode is sponsored by:  SBA Protection SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.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

Welcome back to The BDO Show—where conference wisdom meets cold, hard truths, and nobody needs free mints anymore! This week, we're doing a special "takeover episode" as Emily Detor and Ray Drew go behind the scenes to expose the secrets of mastering conferences and trade shows. Get ready for some "Patreon-level" honesty as they reveal what really works (and what's a total scam) in the world of BDO networking. If you're a BDO, lender, or just someone trying to stand out in a crowded room, you won't want to miss this no-holds-barred discussion on: Conference Mastermind Secrets Unveiled: Ray Drew is spilling his "secrets to success" for maximizing ROI at industry events, from strategic planning to making sure you're at the right show. The "Small Business Expo" Trap: Why most BDOs should avoid these broad expos like the plague (unless you love tiny startup deals). Ditch the Fliers & Giveaways! A controversial take on why those branded pens and paper handouts are a waste of time and money, and how to actually make a memorable impression. The Power of the Personalized Campaign: Learn how to craft email subject lines that get opened and leverage video to "stand out" from the competition before you even arrive. Booth Brilliance: Less is More! Discover why minimal design, strategic lighting, and ditching the table can turn your booth into an energy hub that invites conversation (not just card drops). Quality over Quantity: Why strengthening existing connections and being authentically yourself is key to lasting growth. Cutting the Big Checks: How reallocating sponsorship money to intimate dinners creates more meaningful and memorable connections. Plus, hear about Emily's "Navy Seals" training for podcast intros and a surprise visit from a familiar face! 👉 Got a crazy conference story or a secret marketing weapon? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com.   The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th. Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises. 🎙This episode is sponsored by: Rapid Business Plans  Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba  Peak Business Valuation  Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/

Welcome back to The BDO Show—where business owners turn into BDOs, and even a humble cafe owner can transform into a laser-focused SBA guru! This week, we're pulling back the curtain on what it really takes to thrive as a BDO, with special guest and former business owner, Shem Doupe. Joined by hosts Emily Detor and Ryan Kroge, we dive into the gritty realities of business acquisition, mentorship, and standing out in a sea of suits. If you're a new BDO, an aspiring business owner, or just curious about the future of the SBA landscape, you won't want to miss this insightful (and surprisingly funny) discussion on: From Cafe Dreams to SBA Machine: Shem's unconventional journey from starting (and selling) a non-franchise cafe to becoming a "laser-focused" BDO. The "Buyer's Market" Forecast: Why the next 12-18 months could be your golden opportunity to buy a business, thanks to dropping interest rates and a flood of retiring owners. The New SOP & Qualified Buyers: How recent SBA changes are weeding out the "tire kickers" and streamlining the process for serious entrepreneurs (finally!). Why "Passive Income" is a Myth: A stark warning from a former owner about the 100% commitment required for true business success. Skilled Trades Warning! Ryan Kroge's controversial take on why white-collar buyers will fail in blue-collar businesses – and why a license (and respect) is everything. Mentorship Matters: The profound impact of having a "Mary Soldano" in your corner to guide you through the complexities of the BDO role. Standing Out in a "Sea of Suits": Shem's brilliant (and "unprofessional") marketing strategy that turned him into "Laser Eyes" and made him a LinkedIn standout. Plus, hear the hosts reminisce about retro tech, discuss why New York avoids SBA loans, and a lively debate about lending to white collar workers in blue collar businesses. 👉 Got thoughts on finding the right buyer, or a killer marketing tip? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com. 📺 Like, subscribe, and hit the bell—because a little laser focus goes a long way! 🎙This episode is sponsored by: Rapid Business Plans  Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba  SBA Protection  SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com