Shows
2025-12-1602 minThe Art of SBA LendingFinal Episode: Revisiting My Roots (MCC Reunion)This week marks the finale of The Art of SBA Lending podcast, and Ray Drew brings it home by reuniting with his original mentors and colleagues from the era that shaped his career: the Mercantile Capital team. Listen as they reminisce about the "good old days" of 2011–2013, an era defined by reinventing business after the 2008 crash. The panel discusses how Mercantile Capital was built around the niche business of 504 interim lending (an industry they essentially invented). They recall the unique office culture, characterized by healthy competition, daily in-person mentoring sessions, frequent celebration of birthdays, and bizarre marketing ta...
2025-11-1346 minThe Art of SBA LendingWinding Down a Shop while Battling a Major Health Crisis feat. Heidi Whitesell | Ep. 189This week on The Art of SBA Lending, we go behind the scenes with Heidi Whitesell to unpack the leadership, culture, challenges, and ultimate wind-down of a successful SBA lending division. Ray Drew sits down with Heidi, who he calls one of the best leaders he's ever worked for, to discuss the philosophy that created a legendary, family-like culture in a fully virtual, non-bank setting. Heidi shares the vision for her former venture, Fund-Ex, which quickly climbed the national rankings without losing its unique team culture. She reveals her leadership principles, including the powerful belief that "love...
2025-10-1643 minThe Art of SBA LendingUSDA Lending: The Last Frontier? feat. Jason Hoerr, Steve Small, & Charles ConoleyThis 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...
2025-10-0253 minThe Art of SBA LendingMoney Store Reunion feat. Joe Weiner, John Handmaker, Sam Renta, & Vince CalicchiaThis 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...
2025-09-2554 minThe Art of SBA LendingThe Loan Broker PanelThis 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...
2025-09-181h 01The Art of SBA LendingA.I. Disruption: Time to Throw Out The Old Playbook ft. David TinsleyThis 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 th...
2025-06-1245 minThe Art of SBA LendingOn Track to Break $100 million feat. Alan PetersonThis 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...
2025-05-2948 minThe Art of SBA LendingOn Track to Break $100 million feat. Alan PetersonThis 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...
2025-05-2948 minThe Art of SBA LendingUntold Stories: The RIse and Fall of an SBLC feat. Kirk BeasonThis 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...
2025-05-1542 minThe Art of SBA LendingThe Model Has Changed: Rethinking SBA Operations ft. Mike Breckheimer, Brian Carlson & Chris KwiatkowskiThis 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 epi...
2025-05-0150 minThe Art of SBA LendingMCA Debate: Ryan Kroge and Joe Alam vs John Dicanio and Jerry Cocuzzo | Ep. 177This 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 COV...
2025-04-1738 minThe Art of SBA LendingRay's Top 10 Priorities for the SBA ft. Charles Green, Jeannie Yoder, and Shane Pierson | Ep. 176This 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...
2025-04-0349 minThe Art of SBA LendingAddressing the SBA Default Crisis ft. Jane Castro, Kay Anderson, and Mike Breckheimer | Ep. 175This 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 rea...
2025-03-2046 minThe Art of SBA LendingThe Dogefather Strikes at the SBA ft. Darren Davis, Javier Jorge, and Brooke Mirenda | Ep. 174This 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 i...
2025-03-0649 minThe Art of SBA LendingNexGen Panel (Part 2): Fresh Perspectives on SBA Lending Featuring 3 Rising Stars | Ep. 172The 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 i...
2025-02-0638 minThe Art of SBA LendingNexGen Panel: Fresh Perspectives on SBA Lending Featuring 3 Rising Stars (Part 1) | Ep. 171What 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 l...
2025-01-3048 minThe Art of SBA LendingThe Elon Musk of SBA Lending (Season Finale) feat. Chris HurnIn this episode of The Art of SBA Lending, Ray Drew sits down with Chris Hurn to explore the complexities of entrepreneurship, leadership, and finance. Chris shares the story of winding down his previous company, Fountainhead, navigating the challenges of partnerships, and transitioning to his latest venture—a business bank in West Georgia. From educating clients about SBA loans to building a team that aligns with company culture, Chris highlights the balancing act between growth, innovation, and risk. He also offers insights into: The risks and rewards of entrepreneurship Effective marketing strategies for th...
2024-12-1952 minThe Art of SBA LendingThe Fixer: Managing Risk and Taking Names feat. Brent CiurlinoIn this episode of The Art of SBA Lending Ray is joined by Brent Ciurlino at NAGGL as they unpack Brent's background in risk management and where he got his reputation as: "the fixer" Brent held significant roles, including the Director of Asset Marketing at the FDIC and several senior positions within SBA-regulated entities. His current position is with Velocity, an SBLC, where he oversees the company's strategic growth and risk management operations. Known for his innovative contributions to SBA oversight mechanisms, he has been instrumental in developing key regulatory frameworks. Moreover, Brent explains his...
2024-11-2850 minThe Art of SBA LendingAdding Value to your Team, Your Bank, & Your Borrowers feat. Michael JohnstonIn this episode of The Art of SBA Lending Ray is joined by Michael Johnston at NAGGL as they explore Michael's journey from BDO to national sales manager and his approach to driving value at every stage of the SBA lending process. Michael shares his vision of SBA lending in today's evolving landscape, where efficiency, accountability, and teamwork are non-negotiable. Aiming to streamline small-balance loan processing to as little as 2-5 days, Michael highlights the role of technology, a strong referral network, and consistent credit philosophy. He also provides insight into the qualities he looks for in...
2024-11-1442 minThe Art of SBA LendingThe Future of the SBA 7a Program feat. Mike Breckheimer, Charles Rho, & Bob ColemanThis week on The Art of SBA Lending we're bringing you through the evolution of The SBA. What started as a small-scale government program in 1953 has grown into a $35+ billion industry, touching every corner of U.S. business. In this episode, The Art of SBA Lending explores the dynamic story of SBA 7(a) – and the potential paths it might take. Ray and an expert panel of Art of SBA Contributors discuss: ➡️ Reaction to the bold changes of 2023: whether the concerns surrounding the sweeping changes made in 2023, such as the "Do What You Do" policy...
2024-11-0749 minThe Art of SBA LendingWhat It Takes to Create Raving Fans in SBA Lending feat. Charles H Green, Chris Hurn, & Javier JorgeWhat does it take to make your borrowers so happy that they can't stop talking about their experience? In this episode of The Art of SBA Lending, Ray Drew is joined by a panel of SBA lending pros to discuss how to elevate your customer service game and turn borrowers into raving fans. SBA loans can be complex, and the journey to closing is rarely easy. But top producers know that exceptional service isn't about avoiding obstacles—it's about guiding your borrower through them with empathy, attention, and solutions. Today, we're sharing five pr...
2024-10-3145 minThe Art of SBA LendingGetting Rid of the "All Available Collateral" Rule feat. Brian Carlson, Bob Coleman, & Darren DavisThe Art of SBA Lending Podcast is back this week with a new episode full of big ideas, fresh perspectives, and one (more) especially bold opinion from Ray. Join Ray and an expert panel of contributors as they explore the top trending topics in the SBA industry right now: The "big fish" trend—how top lenders are taking over more of the SBA market, and what that means for small-midsized shops How lenders approach the SOP's grey areas—practical tips for new and experienced lenders Ray's proposal to eliminate the all avai...
2024-10-2446 minThe Art of SBA Lending10 Culture-Killers: A Practical Guide on Building CultureIn this episode of The Art of SBA Lending, we're diving into the heart of building a strong and intentional company culture. Ray and our panel of experts discuss why defining a company's culture goes beyond labeling it as "good" or "bad." Instead, it's about identifying what makes your organization unique and aligning it with the values and behaviors you want to see reflected in your team every day. We'll explore: The importance of crafting clear, actionable core values and how they can serve as the backbone of a successful culture ...
2024-10-1744 minThe Art of SBA LendingCombining 504 and 7(a) into 1 program feat. Ken Rosenthal, Brooke Mirenda, & Mitch FogelThis week on The Art of SBA Lending, we're bringing a big, new idea to the table: what if we could combine the SBA 7a and 504 programs into a single powerhouse loan program? In this episode, Ray Drew and our panel of Art of SBA Contributors explore the possibility of merging these two essential programs to create what Ray calls the "SBA Centaur Loan." By taking the flexibility of the 7a program and pairing it with the affordability and stability of the 504, could we make SBA lending more accessible and efficient for small businesses?
2024-10-1042 minThe Art of SBA LendingBDO Career Paths ft. Jeannie Yoder, Dustin Baker, & Jared JohnsonIn this episode of The Art of SBA Lending, Ray tackles a question many top-producing BDOs face: What's next? For those constantly pushing themselves to the next level, it's not just about the numbers—it's about growth, challenge, and finding fulfillment in their career. Ray dives into the various career paths for high-performing BDOs and unpacks the unique challenges and opportunities that come with each option: Scaling to the $100 million mark: What does it take, and is it worth the risk of burnout? Transitioning to sales management: Can managing a team offer the ne...
2024-10-0359 minThe Art of SBA LendingBDO Career Paths ft. Jeannie Yoder, Dustin Baker, & Jared JohnsonIn this episode of The Art of SBA Lending, Ray tackles a question many top-producing BDOs face: What's next? For those constantly pushing themselves to the next level, it's not just about the numbers—it's about growth, challenge, and finding fulfillment in their career. Ray dives into the various career paths for high-performing BDOs and unpacks the unique challenges and opportunities that come with each option: Scaling to the $100 million mark: What does it take, and is it worth the risk of burnout? Transitioning to sales management: Can managing a team offer the ne...
2024-10-0359 minThe Art of SBA LendingIncentivizing SBA Closers and Underwriters feat. Chris Kwiatkowski, Dustin Baker, & Darren DavisIn this episode of The Art of SBA Lending, Ray Drew tackles the big question that can't be ignored: Should we be paying underwriters and closers based on production? From bonuses to performance metrics, we're exploring what it would take to reshape compensation in SBA lending. How do you incentivize underwriters and closers in a way that drives performance without crossing compliance lines? Ray is joined by this weeks Art of SBA Contributors: Dustin Baker, CEO and Co-Founder of Shatterbox Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood...
2024-09-2647 minThe Art of SBA LendingBroker Compensation feat. Charles H. Green, Javier Jorge, & Kay Anderson | Ep. 157 | The Art of SBAIn this episode of The Art of SBA Lending, we're diving into one of the hottest and most complex topics in the industry today: broker compensation in SBA lending. As the competition for volume in the 7(a) space heats up, broker fees are on the rise—sometimes dramatically so. But what does that mean for the industry, lenders, and ultimately, the borrowers? Join us as Ray brings in another panel of expert Art of SBA Contributors to dissect the impact of increasing broker referral fees and the ripple effects they have on SBA lending.
2024-09-1241 minThe Art of SBA LendingThe Great Debate: 504 vs 7(a) for Real Estate feat. Charles H. Green, Ken Rosenthal, & Brooke MirendaThis week on The Art of SBA Lending we're diving into a critical industry debate: the strategic differences between 504 and 7(a) loans for real estate. This episode will explore: Distinct Features: Analyze the structural nuances and financial mechanisms of 504 versus 7(a) loans. Strategic Considerations: Examine scenarios where each loan type offers superior advantages, focusing on factors like loan flexibility, interest rates, and collateral requirements. Impact Analysis: Evaluate how the choice between these loans affects long-term business relationships and portfolio health. Featuring expert insights from leading industry experts and Art of SBA Contributors: Charles Green...
2024-09-0553 minThe Art of SBA LendingBusiness Acquisition Underwriting Standards feat. Brian Carlson, Kay Anderson, & Charles RhoIn this episode of The Art of SBA Lending, Ray dives deep into the evolving world of business acquisition financing. Are lenders taking on more risk than ever before? Ray kicks things off by examining how underwriting standards for business acquisitions have shifted, allowing for up to 90% financing and bringing a wave of new buyers with little-to-no industry experience. Is this a positive change for the SBA's mission or does it open the door to more defaults? Ray is joined by an expert panel of Art of SBA Contributors, featuring: Charles Rho, President...
2024-08-2237 minThe Art of SBA LendingThe Rise of the Small Loan Program feat. Mike Breckheimer, Christopher Hackney, & Darren DavisIn this episode, host Ray Drew delves into the transformative changes within the SBA 7(a) Small Loan Program. With the new SOP increasing what they consider a "small loan" from $350,000 to $500,000 and streamlining processes, SBA lending has seen a renaissance in small loans. Key topics covered include: The shift in the secondary market favoring smaller loans The role of major banks in processing these loans How major banks are stepping up their game for small loans Fintechs role in sourcing these small loans Strategies for...
2024-08-0839 minThe Art of SBA LendingThe Impact of the 2024 Election on SBA Lending feat. Bob Coleman, Chris Hurn, & Brooke MirendaWelcome back to The Art of SBA Lending podcast! A place where the most influential leaders in the SBA lending industry come together to debate, discuss, and drive our industry forward. In today's episode, host Ray Drew kicks things off, addressing the increasing impact of politics on SBA lending. From SOP changes to funding challenges, the SBA mission for diverse funding, and the implications of the 2024 presidential elections, no stone is left unturned. Join us as we dive into a dynamic panel discussion with three esteemed Art of SBA Contributors: Brooke Mirenda, President...
2024-08-0146 minThe Art of SBA LendingLive from Miami... It's the Art of SBAIn this episode we bring you a LIVE panel discussion from The BDO Retreat in Miami! Join us for a panel discussion with top producing BDO's: Dennis Wagner, First National Bank, Ryan Kroge, First Internet Bank, Shane Pierson, Grasshopper Bank, and our host, Ray Drew. This episode is all about achieving success, meeting your potential, and maximizing your efforts. Listen in as our panelists give you the in's and out's on their path to success, their BDO superpower, honing in on your purpose, and the best tips for establishing relationships, referral sources, and efficiency.
2024-02-0857 minThe Art of SBA LendingThe State of Small Business feat. Nick Roach, Jordan Hallam, & Bill WoodardWelcome to the newest season of The Art of SBA Lending Podcast! This week we are kicking off with part-one of a fan-favorite, panel-style episode discussing the (surprising) state of small business. Our host, Ray Drew welcomes Bill Woodard, Chief Credit Officer at T Bank, Jordan Hallam, Director of Government Guaranteed Lending at SouthState Bank and Nick Roach President and CEO of Stone Bank. Listen to their takes on the state of small business and how it's not quite going the way we expected, managing relationships with borrowers that aren't communicating favorably and...
2024-01-2545 minThe Art of SBA LendingScaling to $400mm+ in 4 years feat. Mark Gibson | Ep. 129In this weeks can't-miss episode Ray sits down with his former boss, Mark Gibson, National Sales Manager at First Internet Bank . Ray first met Mark while working at Ready Capital- an experience in which Mark gives credit for preparing him for the difficult feat of starting and scaling a national SBA program to the top 10 the way that he did. Mark goes over some key aspects of what has made First Internet so successful, including the importance of a Chief Credit Officer, staying one step ahead, and communication with your staff. Listen in...
2023-12-2248 minThe Art of SBA LendingTom Pretty Challenged TD Bank to Become the #1 SBA Lender in their Market. (Here's how they did it.)In this weeks episode Ray sits down with Tom Pretty, Head of SBA Lending at TD. From heading up the SBA division at the top bank on the East Coast, to his background as a BDO himself- Tom has great insight to give our listeners when it comes to management and leadership, balancing the peaks and valleys of managing a department, setting yourself up to win, and achieving success at scale in the small loan arena. Tune in now to hear his top tips for leveling up as a BDO, and be sure to sign...
2023-12-1447 minThe Art of SBA LendingRay Drew interviews the interviewer with SBA Industry Legend Bob ColemanIt's THE episode you cannot miss, featuring Bob Coleman! This week on The Art of SBA Lending, Bob Coleman, Publisher of The Coleman Report, is interviewed by our host Ray Drew about whether we've returned to the loosened credit standards of 2007, how technological advances disrupted Bob's business multiple times, and the SBA's new reputation problem thanks to PPP fraud. Hear the legend himself get into details from behind-the-scenes at The Coleman Report, plus his exclusive industry takes! Navigate this episode: 2:25 Introducing Bob Coleman 6:55 Are we returning to the credit standards of 2007? 9:22 Government assistance now vs the...
2023-11-0246 minThe Art of SBA LendingThe SBA's Newest SBLC Takes the Stage feat. Andrew SimonThe SBA industry has long been rooted in traditional banking practices. However, with the advent of new technologies and the rise of alternative lenders, the landscape is starting to change. In this episode, Ray sits down with Andrew Simon, Head of Digital Strategy at Exos Lending. Exos Lending is the newest non-bank lender in the industry and they are already shaking things up. Andrew and Ray discuss: Leveraging technology and marketing Making the lending process more efficient Embracing new talent and perspectives to drive innovation Check out Exos' slick website: https://www.exosfinancial.com/what-we-do/sba-lending ------------------- This episode is sp...
2023-10-1246 min
The Art of SBA LendingThe SBA Industry Needs More Closers Like Shelise EvansThank you for tuning in to another episode of the Art of SBA Lending. In this episode, Ray Drew sits down with Shelise Evans, an experienced SBA closer, about her background and approach to closing loans. Shelise shares how she got started in the SBA industry and why she fell in love with the role of a closer. She emphasizes the importance of speed and communication in the closing process and shares her tips for ensuring a smooth closing. Shelise also discusses the challenges she faces on closing days and how she manages them. Overall, she highlights...
2023-09-2843 min
The Art of SBA LendingA Masterclass in BDOing feat. Bruce MarksThis week on the Art of SBA Lending Podcast, Ray welcomes SBA Legend Bruce Marks for a second time. Bruce Marks is a highly experienced and successful business development officer (BDO). With over 35 years of experience, he has closed over 1,300 SBA loans and has a proven track record of success. Bruce is known for his expertise in credit, SBA lending, and relationship management. In this interview, Ray and Bruce discuss: Putting the borrower first and providing value is crucial in the lending industry. BDOs should focus on building relationships and understanding the borrower's needs...
2023-09-1450 min
The Art of SBA LendingThe Future of SBA Lending Part 1In this episode of the Art of SBA Lending, host Ray Drew moderates a roundtable discussion on the future of SBA lending with Kevin Rafferty, Lynne Singletary, and Javier Jorge. They discuss the changes in SBA lending over the past decade, the impact of technology and remote work, and the importance of human judgment in the lending process. Key Takeaways: 🔹SBA lending has become more efficient and accessible over the past decade, with more lenders and banks offering SBA loans. 🔹The internet has played a significant role in increasing awareness and knowledg...
2023-08-3145 min
The Art of SBA LendingI'm Your Guest, Ray Drew. (feat. Guest Host Bruce Boddie)We're turning the tables on this one. In this episode, Bruce Boddie interviews your host, Ray Drew, on his journey to becoming a top-producing SBA lender and podcaster. Ray shares his journey in the lending industry and his philosophy for success. He emphasizes the importance of effective communication, problem-solving skills, and exceptional customer service in the SBA lending industry. Ray also discusses the challenges and traits of successful SBA lenders and highlights the value of building strong relationships with clients and referral sources. _________________________________________________________ This episode is brought to you in part by the folks from Rapid Business Plans...
2023-08-2450 min
The Art of SBA LendingFormer Live Oak CFO Brett Caines founds SBA Data Analytics Company LumosChemical Engineering, Data Analytics, and SBA. One person ties these three things together and that's this week's guest, Brett Caines. Your host, Ray Drew, sits down with Brett to discuss his journey from chemical engineering to banking. Brett spent time as the CFO at Live Oak Bank before starting his own business, Lumos. Lumos is a data company that uses data to empower lenders to make decisions. Within their system, Lumos has created an expected loss model called Lumos Prime Plus, which is an automated feature that considers factors such as geography, industry, and loan...
2023-05-2538 min
The Art of SBA LendingSBA Underwriting Talk with Credit Manager Lizzie SlatonRay sits down with Lizzie Slaton, newly appointed SBA Credit Manager at Dogwood State Bank. Lizzie shares her background in SBA servicing and underwriting, discusses her credit philosophy and indulges Ray as they share each others pet peeves. https://www.artofsba.com/ ----------------------------------------------------- This episode is brought to you by the folks from Shatterbox. Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench? Shatterbox is resurrecting the apprenticeship to solve the talent gap in SBA le...
2023-05-1839 min
The Art of SBA LendingRaising the Bar for SBA Legal Counsel ft. Scott Oliver (See what I did there?)Today on the podcast, Ray travels to the NAGGL conference in St. Louis to sit down with Scott Oliver, Partner at Lewis Kappes. Ray and Scott discuss why attorneys are afraid of engaging on social media, the secrets behind his firms outstanding customer service, and some of the major pitfalls in SBA closings. Scott's LinkedIn: https://www.linkedin.com/in/scottoliver5/ This episode is brought to you by the folks from Shatterbox. Lenders, would you like to hire top-shelf, pre-vetted talent to deepen your SBA bench? Shatterbox is resurrecting the apprenticeship to solve t...
2023-05-0440 min
Story LoansStory Loans | Welcome! Episode #1Ever wonder what the SBA loan process is like? Then you're in the right place. Here, Ray Drew, an SBA lender, will speak with entrepreneurs and small business owners about their experience: the good, the bad, and the ugly.
2022-10-0104 min
The Art of SBA LendingAlexa Glasgow Keeps The Trains Moving While Her BDO is in Market | Ep. #85Alexa Glasgow, Sr. Loan Coordinator at Fund-Ex Solutions Group stops by the studio to share her experience working alongside Ray and the rest of the GOAT Pod. Tune in to learn why we created the LC position, how it can help you close more loans and create more happy customers.
2022-09-2236 min
The Art of SBA LendingFinding your Ceiling as a BDO feat. Alejandro Buitrago | Ep. #84In this episode, Ray sits down with Mr. 305, Alejandro Buitrago. Alejandro is crushing it in the SBA space after stumbling into the industry from a job in IT. Take a listen as Ray questions Alejandro about his success and passion for the SBA 504 program.
2022-09-1537 min
The Art of SBA Lending6 Month Check-in: New Manager Edition | Ep. #82Back 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.
2022-09-0130 min
The Art of SBA LendingFrom BDO to President & CEO with Brooke Mirenda | Ep. #81In the first episode of season 2, Ray heads to Tampa to sit down with Brooke Mirenda, President and CEO of SEDCO - Sunshine State Economic Development Corporation.
2022-08-2540 min
The Art of SBA LendingSBA is a 3 Letter Word for Fun | Ep. #80In this episode Ray sits down with SBA living legend Annemarie Murphy, EVP/President of SBA Lending at First Bank of the Lake to discuss her journey in the SBA industry including her time at previous shops such as Money Store, CIT, and Live Oak Bank, philosophies on building a healthy SBA shop, and how to be good stewards of the SBA program.
2022-06-0948 min
The Art of SBA LendingMatthias Smith Chooses Social Media and Entrepreneurship over His Job | Ep. #79In this episode, Ray sits down with Matthias Smith, a former SBA Loan Closer who recently quit his job to start his own brokerage after his employer asked him to stop posting about small business lending on social media.
2022-06-0229 min
The Art of SBA Lending2 YouTubers Just Saved the SBA Industry in 53 minutes feat. Dustin Baker | Ep. #78In this episode, Dustin Baker returns to The Art of SBA Lending for an in-person interview with Ray Drew at the NAGGL conference in Atlanta. Dustin is the CEO & Founder of the SBA advisory firm Baker Lewis and Host of The SBA Road Show. You won't find this SBA industry insight anywhere else!
2022-05-2652 min
The Art of SBA LendingMaintaining Strong Business Broker Relationships (5 Tips)In this episode, Ray shares 5 tips to help SBA BDO's maintain strong relationships with business brokers for the purpose of financing more Business Acquisitions.
2022-05-0507 min
The Art of SBA LendingIs Working in Pods a Good Idea? | Ep. #73 In this episode, Ray discusses whether SBA lenders should work in pods based on his experience implementing the pod structure at multiple SBA companies.
2022-04-2108 min
The Art of SBA LendingUnderwriting with Urgency feat. Nathan Walker | Ep. #72Ray sits down with his very own SBA underwriting partner, Nathan Walker. Nathan is a top performing underwriter and in this episode, he opines on the art and science of SBA underwriting, and how mindset is key to success.
2022-04-1444 min
The Art of SBA LendingBy Popular Demand, Marty Ferguson! | Ep. #71In this episode, Ray sits down with Marty Ferguson, Managing Director of SBA Lending at First Business Bank to discuss Marty's leadership style, COI prospecting, and the SBA industry in general.
2022-04-0736 min
The Art of SBA LendingHow SBA Lenders Should Handle Rising Rates | Ep. #70In this episode, Ray breaks down how SBA Lenders should handle the rising interest rate environment from both an underwriting and a sales perspective.
2022-03-3107 min
The Art of SBA LendingImplementing a Pull Marketing Strategy (vs Push Selling) | Ep. #69In this episode, Ray discusses the distinction between "pull" marketing vs "push" selling and how to use Pull marketing to build a network of COI's (centers of influence) that want to do business with you. To join The Art of SBA Lending's Discord channel, email the word "Discord" to Ray@artofsba.com and we'll send you an invitation.
2022-03-2408 min
The Art of SBA LendingThe Pied Piper of BDO's, George Andreaus | Ep. #68In this episode Ray sits down with one of his first ever mentors: George Andreas. George is SVP, National Sales Manager at Bank of George, and back in 2013 he was Ray's manager. Tune in to learn how George played a role in Ray's success, as well as the success of many other BDO's all around the country. You can reach George by sending him an email at: George at GAndreaus@bankofgeorge.com
2022-03-1744 min
The Art of SBA LendingA Winning "Upfront Process" for BDO's | Ep. #67In this episode, Ray discusses the importance of a BDO's upfront process for new deals and shares his proven process for receiving, assessing, and presenting a new deal to credit. Ray's Pre-approval Checklist: Business: - 3 years tax returns - Interim Financials (P&L Statement and Balance Sheet) - Business Debt Schedule Personal: - 3 years tax returns - PFS - Credit score - Resume (for business acquisitions and start up's only) Affiliate Businesses: - 3 years tax returns - Interim Financials (P&L Statement...
2022-03-0306 min
The Art of SBA LendingSome BDOs Fail Before They Even Start | Ep. #66In this episode, Ray shares the common mistakes made during the BDO interviewing process and how they can lead to an unsuccessful BDO hire - and no one wants that! Tune in to learn how banks and BDO's can avoid this in the first place. 26 questions Ray asked a previous potential employer during the interview process: Funding sources and restrictions (non-bank lenders) Construction lending appetite Existing portfolio make up / issues Approval process / signature or committee? Geographical restrictions or preferences Any limits on unsecured exposure Property type restrictions Industry restrictions Does all RE get discounted to 85% (other than vacant land?) How often do...
2022-02-2709 minThe Art of SBA LendingHow Having TOO Much Success forced Stephen Speer Out of a Job | Ep. #65In this episode, Ray sits down with Stephen Speer to discuss sales mastery and time management and how having TOO much success forced him out of a job and into his own business. Stephen is the CEO and Founder of e-Commerce Lending, an SBA advisory firm specialized in online business acquisitions. He is also a former SBA BDO. Tune in to to hear about the different sales and marketing strategies Stephen has used to propel his business forward.
2022-02-1732 min
The Art of SBA LendingWhat To DoWhat To Do Your First 90 Days as a BDO | Ep. #63 Your First 90 Days as a BDO | Ep. #63In this episode, Ray breaks down exactly what you need to do in your first 90 days as a BDO at a new shop in order to create enough momentum to become a high producer.
2022-02-0311 min
The Art of SBA LendingMy path to becoming a $50mm/yr producer | Ep. #62In this episode, Ray details his 9 year journey from a young BDO 30 days away from being fired to one of the industry's top producers.
2022-01-2709 min
The Art of SBA LendingRay's SBA 7a Predictions for 2022 | Ep. 61In this episode, Ray shares his assessment of the SBA 7a lending landscape and makes his prediction on what fiscal year 2022 is going to look like when it's all said and done.
2022-01-2006 min
The Art of SBA LendingDanny Lobina Embodies the Spirit of the Program | Ep. #60In this episode, Ray sits down with Danny. Lobina, SVP, SBA Director at Sunflower Bank. Danny recently published an article on LinkedIn that poses the question, "how do you know if you can trust your banker?" We break it down. Link to Danny's Article.
2022-01-1431 min
The Art of SBA LendingThe Power of Thinking Big with Pattie Ehsaei | Ep. 58In this episode, Ray talks with Pattie Ehsaei, a former prosecutor turned private equity, turned banking, turned top-producing SBA lender, and now has a TikTok under the handle @duchessofdecorum with over 850,000 followers. What can't she do?! Tune in to learn how the right mindset can make anything possible. To contact Pattie: Pattie Ehsaei Senior Vice President National SBA M&A Lending First Bank SBA pehsaei@firstbanksba.com
2021-12-2326 min
The Art of SBA LendingHow CIT changed the SBA industry feat. Chris Kwiatkowski | Ep. 57In this episode, Ray sits down with Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank, a top 30 SBA 7(a) lender (based on 9/30/21 data.) Chris's roots trace back to CIT and he's ran multiple SBA shops throughout his career. To contact Chris, email him at chrisk@dsbnc.com.
2021-12-1634 min
The Art of SBA LendingThe 10 BDO CommandmentsIn this episode, Ray breaks down the 10 BDO commencements that all SBA BDO's should live by.
2021-12-0908 min
The Art of SBA LendingHow Daniel Park originated $100,000,000+ in one year | Ep. 55In this episode, Ray sits down with Daniel Park of US Metrobank. Tune in to learn how Daniel outproduces 99.9% of BDO's in the SBA industry with over $100,000,000 in closings this year.
2021-12-0226 min
The Art of SBA LendingWhy Most SBA Departments Fail (or Fail to Take Off) | Ep. 54In this episode, Ray breaks down what he views as the main reason why an SBA shop fails (or fails to gain traction in the market.)
2021-11-1107 min
The Art of SBA LendingSBA 7(a) Pricing Debate with Kevin Riffey | Ep. #53In this episode Ray catches up with Kevin Riffey, EVP and SBA Executive at Bank of Central Florida. Kevin has been around in SBA lending for many years, on both the retail and wholesale side, as well as a director at multiple shops. Tune in to hear Kevin and Ray debate SBA 7(a) pricing. To contact Kevin: Kevin Riffey Kevin.riffey@bocfl.com
2021-10-2936 min
The Art of SBA LendingMastery of a Small Loan Program with Fred Crispen | Ep. #52In this episode, Ray chats with Fred Crispen, a seasoned SBA professional with 30+ years of SBA experience. Fred has spent the majority of his SBA career perfecting an SBA program that most SBA lenders often avoid - loans up to $150,000. Tune in to learn more about how Fred is able to excel where others have failed. To contact Fred for SBA Loans up to $150,000: Fred Crispen Senior Vice President United Midwest Savings Bank Email: FCrispen@umwsb.com Phone: 850-527-5310
2021-10-1429 min
The Art of SBA LendingCalifornia's rising SBA star Scott Cisneros talks shop | Ep. #51In this episode, Ray sits down with Scott Cisneros, VP/SBA Commercial Loan Officer at Union Bank. Scott found SBA late in his banking career but quickly established himself as a top-producer in the industry. Hear what Scott has to say about going to market as an SBA lender in California.
2021-10-0738 min
The Art of SBA LendingIs the SBA boom here to stay? | Ep. #50In this episode, Ray discusses what is fueling this record-breaking year for SBA Lending and opines on whether the heightened demand for SBA lending will continue after the loss of the SBA incentives.
2021-09-3006 min
The Art of SBA LendingNick Roach's Rise from Teller to Bank President | Ep. 49In this episode Ray sits down with Nick Roach, President and Chief Lending Officer of Stone Bank. Tune in to hear about Nicks Journey from Bank Teller to Bank President all before the age of 40.
2021-09-2328 min
The Art of SBA LendingInterview with Chris Hurn | Ep. #48In this episode, Ray sits down with Chris Hurn, Founder and CEO of Fountainhead, a nationwide, nonbank commercial lender specializing in helping small to midsize businesses finance their growth and create wealth through our SBA 504, SBA 7(a) and low LTV conventional loan programs. Tune in to hear Chris's fascinating journey from SBA BDO to the CEO and Founder of a successful SBA Lending Company. For more information about Chris's company, Fountainhead, go to www.fountainheadcc.com.
2021-09-0250 min
The Art of SBA LendingInterview with Pam Frie | Ep. #47In this episode, Ray catches up with Pam Frie - a 20 year veteran in the SBA space. Pam is the SBA Lending Team Lead at Lakeland Bank where she has lead the charge through PPP. Tune in to hear more about Pam's journey from a local bank, to CIT, the #1 SBA lender in the country, to the start of ReadyCap, to today. Lots to unpack!
2021-08-2729 min
The Art of SBA LendingInterview with Charles Green | Ep. #46In this episode, Ray catches up with his old pal Charles Green, a seasoned SBA Lender with a 35 year track record of helping small business owners with access to capital.
2021-08-1942 min
The Art of SBA LendingInterview with Keith Kohler | Ep. #45In this episode, Ray talks to Keith Kohler, founder of K2 Financing. Keith's firm provides advisory services and arranges financing for small-midsized businesses. We sit down to discuss how SBA lenders can attract top-level brokers like Keith to grow their pipeline with more broker deal flow. Keith's email: Keith@k2financing.com
2021-08-1241 min
The Art of SBA LendingInterview with Christopher Hackney | Ep. #44Today Ray chats it up with Christopher Hackney, VP/SBA Lending Officer at Credit Bench (powered by First Home Bank.) Chris is an SBA Underwriter turned BDO, and a very successful one at that. Tune in to learn how Chris built his pipeline and earned his status as a top-producing SBA BDO.
2021-08-0534 min
The Art of SBA LendingInterview with Javier Jorge | Ep. #43In this episode, Ray talks to Javier Jorge, SBA Director at Pilot Bank to discuss his meteoric rise in SBA Lending. Reserve your spot at the SBA BDO Retreat by emailing Rdrew@FundexSolutions.com. Dates: Friday, December 3rd – 5th Location: The W at Fort Lauderdale, FL And don't forget – you can subscribe to our podcast and YouTube channel so you never miss an episode.
2021-07-2936 min
The Art of SBA LendingPricing your SBA 7(a) Loan | Ep. #41In this episode, Ray discusses how to price their SBA 7(a) loans.
2021-04-0508 min
The Art of SBA LendingInterview with Lynne Singletary | Ep. #40In this episode, Ray sits down with Lynne Singletary, one of the top-producing, well-respected SBA Lenders in the country, to discuss process, selling, and all things SBA. Lynne is currently a Senior BDO at First Internet Bank and has over 25 years experience in SBA. Lynne Singletary 407-731-9555 lsingletary@firstib.com
2021-03-2440 min
The Art of SBA LendingInterview with Bruce Boddie | Ep. 39In this episode, Ray sits down with Bruce Boddie for a conversation about SBA lending. We talk about The Money Store, the Managing BDO position, and more! Bruce Boddie Senior Vice President GGL Healthcare & CRE Sales Manager 561-289-8410 bboddie@firstbanklake.com
2021-03-1046 min
The Art of SBA LendingBusiness Acquisition Lending | Ep. #38In this episode, Ray discusses what it takes to succeed in the world of business acquisition lending covering topics such as buyer pre qualification, seller pre qualification, structuring, seller financing, experience requirements, addbacks, inventory counts, and more.
2021-03-0513 min
The Art of SBA LendingSBA 7(a) Stimulus Update | Ep. #37In this episode, Ray covers the new SBA 7(a) stimulus notice that SBA issued on February 16th regarding Section 1112 payments. Correction: For new loans approved Feb 1 - Sep 30 2021, SBA is providing 3 payments instead of 6 (I misspoke and said March 1.)
2021-02-2307 min
The Art of SBA LendingThe "10 Good Referral Sources" Days are Dead | Ep. #36Back in the days, the goal of a Business Development Officers would be to form 10 really good referral source relationships sending you business, relying on you just as you rely on them. Not so much today. In this episode, Ray talks about the Business Development strategy for the modern SBA BDO.
2021-02-0108 min
The Art of SBA Lending5 Ways to Build Your Personal Brand | Ep. #35In this episode, Ray shares 5 ways SBA BDO's can build their personal brand, including one very new way that involves the new invite-only audio app Clubhouse. Connect with Ray on LinkedIn: linkedin.com/in/raydrew4589
2021-01-1807 min
The Art of SBA LendingSBA Stimulus has Arrived! | Ep. #34In this episode, Ray talks about what the newly passed SBA stimulus means for SBA Lenders.
2021-01-0308 min
The Art of SBA LendingThe 10 SBA Commandments | Ep. #33In this episode, Ray discusses 10 important principles any SBA lender should adhere by to create a top-notch SBA shop. The content of this podcast is my own and doesn't necessarily reflect the views of my employer.
2020-12-2009 min
The Art of SBA LendingWhere is Ray Drew? | Ep. #32After 6 years, Ray has decided to make a change, and join a new, up-and-coming, non-bank SBA 7(a) Lender. In this episode, you'll learn more about his latest SBA venture. The content of this podcast is my own and doesn't reflect the views of my employer.
2020-12-1309 min
The Art of SBA LendingWhy Some BDO's Fail | Ep. #31In this episode, Ray discusses the top 5 reasons why some SBA BDO's fail. The content of this podcast is my own and doesn't necessarily reflect the views of my employer.
2020-10-2608 min
The Art of SBA LendingNot Every Deal Should Get Done | Ep. #30In this week's episode, Ray makes the point that not every deal should get done. He discusses why lenders should be consultative, and not just act as order takers. The content of this podcast is my own and doesn't necessarily reflect the views of my employer.
2020-10-1305 min
The Art of SBA LendingThe BDO Position w/ Dustin Baker | Ep. #29In this episode, Ray talks with Dustin Baker, CEO and Cofounder of Baker Lewis & Co, one of the SBA industry's premier executive search and personnel consulting firms about the SBA BDO position. www.bakerandlewis.com Dustin on LinkedIn: linkedin.com/in/dustinbakersba The content of this episode is my own and doesn't necessarily reflect the views of my employer.
2020-10-0535 min
The Art of SBA LendingBuilding Your Business Development Plan | Ep. #28In this episode, Ray discusses how to build out a strategic go-to-market plan as an SBA BDO without internal referrals. Resources mentioned: www.fiverr.com The content of this episode is my own and doesn't necessarily reflect the views of my employer.
2020-09-2808 min
The Art of SBA LendingThe Key to Becoming a Successful BDO | Ep. #27In this episode, Ray discusses how not only understanding credit is important to the roll of a BDO, but how a credit heavy mindset can unlock their full potential. The content of this podcast is my own and doesn't necessarily reflect the views of my employer.
2020-09-1310 min
The Art of SBA LendingBusiness Development Strategy for Large Banks | Ep. #13In this episode, I discuss Business Development Strategy for SBA Product Specialists at Large Banks. - Building relationships within the bank - Marketing to your internal referral sources - COI Relationships - Best Practices for handling internal referrals If you have questions or feedback for Ray, email him at Ray.Drew@ReadyCapital.com. The content of this podcast is my own and doesn't necessarily reflect the views of my employer.
2020-03-0308 min