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 

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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: 

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