In 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 …

This 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 …

What 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 e…

The 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, a…

In 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 behavio…

This 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 Loa…

In 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 th…

In 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 per…

This week on The Art of SBA Lending, we’re diving deep into the framework that defines SBA lending success—the credit box. Ray is joined by our panel of experts to explore how SBA shops build and refine their credit boxes to manage risk and go to market with a competitive product. What does it take to build a successful SBA credit box? Is your cred…

In 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 bor…

This 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 offer…

In this episode of The Art of SBA Lending, we dive into another crucial conversation: how do we not only attract, but also train and retain the next generation of SBA professionals? From the great financial collapse to a $37 billion year in 2021, the landscape has drastically changed. Yet, the challenge remains: cultivating a workforce that is not …

In 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-…

The BDO model—it’s reliable and proven, and clearly I’ve been a fan, but is the industry missing out on better alternatives? We’re getting into it on todays new episode. Join me and our Art of SBA Contributors as we break down the costs, the strengths and potential pitfalls, and alternative options for the BDO model. Should we be exploring new sale…

In 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 sm…

Welcome 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 miss…

We’ve got a one-of-a-kind episode as our last one of the season. We’re bringing on an impromptu guest this week! No planning or prepping- just great SBA discussions with fellow SBA content creator Kyel Sletten in front of the mic. Listen in as Kyel and Ray pull back the curtain on content creation and why it’s so great for the industry, their hopes…

This week we have Jonathan Smith on the podcast to talk about the national growth and success of SBA at Northwest Bank. In this episode Jonathan and Ray get into: >Strategies behind hiring and interviewing >The dedication it takes to be a high producing player/coach (especially in a new shop) >How important titles should be to an employee >Underwri…

This week we have SBA legend Lance Sexton on the podcast for a stellar episode on education for the future generation of SBA lenders behind the scenes of a bank closure, and Lance uses a phrase that may sound familiar: clear as mud. Can you guess what he’s talking about? Great topics for a great guest, live from Nashville at NAGGL. Also, how did Th…

We’re sitting down with Lane Rhodes on her home turf for this episode! Live from Nashville we are chatting with Nashville's OG of Lending about leveraging your strengths and efficiency to find success as a BDO. Listen in to get all the details about how Lane found her success by creating relationships, how being patient doesn’t always pay off, why …

For this weeks episode we have Karen Bean joining us to discuss all things about the secondary market. Listen to Karen and Ray get into details about her incredibly successful career in the secondary market, learning about what happens when a buyer mistakenly bids too high, how 2008 and Covid-era incentives impacted the secondary market, her BTS th…

This week we have Steve Miriani, founder of Diamond Financial joining us to get into the industry hot topic, raising the SBA 7(a) limit. Listen in to hear Ray and Steve discuss why this needs to be a priority and what steps are being taken to get us there. We also discuss the journey of Steve’s career, how creating his own niche led him to his succ…

For this weeks episode we have Darren Davis, president of Small Business Specialty Lending at Colony Bank joining us to conclude our sit-down interview series from Asheville. In one of Ray's favorite episodes so far this season, they sit down to talk leadership, talent, overcoming obstacles and SBA changes, and the lessons he's learned the hard way…

This week on The Art of SBA Lending- Shatterbox Join us for a panel discussion as we sit down with founder of Shatterbox, Dustin Baker, and early adopters of the program Chris Kwiatkowski and Cam Nayebi. Ray and our panelists go into detail about the struggles with the talent gap in SBA lending, including hiring and training, why Shatterbox was cre…

This week we have Ken Rosenthal on the podcast giving us his 4 secrets to success in SBA sales. Listen in as Ray and Ken think back to when they first met in the very beginning of Rays SBA career, how Ken organizes his day to maintain his position as a top-producer, standing out as an SBA lender in your market, and those sales secrets we are all wa…

This week on The Art of SBA Lending we have a guest who certainly likes to stay busy, Maria Lawson! Maria is the Managing Director of Government Guaranteed Lending at Signature Bank of Georgia and board member of GLQC. Maria sits down with Ray at The Southeastern Small Business Lenders Conference in Asheville, NC, to discuss: -Balancing her impress…

This week on The Art of SBA Lending we have Victor Diaz, Managing Partner of Starfield & Smith, an SBA Law firm you may already know. Kicking off our 5 week in-person interview series from Ashville, Victor is sitting down with Ray for another great episode. Victor talks about his experiences from being a trial attorney to now an SBA attorney, what …

In this weeks episode we are sitting down with Shane Lewis, President and co-founder of Baker Lewis, an SBA advisory firm. If you’ve been following along The Art of SBA, you already know who they are! We all know this shake up in the SBA industry has caused a lot of movement…but nobody knows it as well as Shane does. Listen in to hear what he has t…

This week on The Art of SBA Lending we have a mystery guess with a big announcement…their retirement! Listen in to see who is retiring and what industry they are moving into. We’re also talking BDO experiences and comp plans, post-covid trends, and more. Leave a review if you’ve been loving these episodes and don’t forget to share our channel! This…

This week on The Art of SBA Lending we're honored to be bringing you an interview with one of the few people who have actually run the SBA. Welcome, Jeanne Hulit, former acting SBA administrator and current CEO of Maine Community Bank! Jeanne is here giving us her takes on the 2023 changes of the SBA, and what she thinks about simplifying the SOP. …

Join us for our newest episode with Jim Mueller, BDO at Celtic Bank and highly deserving recipient of last years “BDO of the Year” award. Ray and Jim have a great conversation about achieving success and caring deeply about the process from somebody who has been on both sides of the table. In this episode we discuss: Jim's transition from a CEO to …

In this episode we interview Phil Johnson, Founder and CEO of the Master of Business Leadership program for employees and executives. Listen in as Ray and Phil get into the majorly important topic of emotional intelligence. What it is, why it’s important, and it’s current role in corporate America. Covering the questions of ego-based fears and how …

Serious Episode- Sorry It’s Jared Johnson of First Internet back on the podcast this week! $100+mm years, content creation, closers, authenticity and business acquisitions, we’re talking about it all! Learn what kind of sacrifice, dedication, and value-add is needed to earn the spot of a top producer right here. ____________________________________…

In 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…

Welcome to Part 2 of our State of Small Business Panel on The Art of SBA Lending Podcast with William "Bill" Woodard, Chief Credit Officer at T Bank, Jordan Hallam, Director of Government Guaranteed Lending at SouthState Bank, Nick Roach, President and CEO of Stone Bank. In this episode we cover which industries are hot right now, why you should be…

Welcome 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 a…

In this episode we welcome our first guest of the new year, Sherry Martin! Sherry is the Director of Client Bank Development at SBA Complete. She's had a life-long passion for the success of small businesses, has worked every role in SBA, started shops from the ground up, and could teach everyone a thing or two about leadership. Listen in as Ray an…

In 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 …

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 …

For this weeks insightful and inspiring episode, we sat down with the Head of Small Business Banking at Live Oak Bank, Mike McGinley, and got the background of what it's like to be a part of the #1 bank in SBA. Ray and Mike discuss Live Oak's success and what they attribute it to- their work place culture, their training and recruiting process, com…

In this episode of The Art of SBA Lending, we keep the NAGGL interviews going with Kyle Gustafson, National Client Manager at Partner Engineering and Science. Kyle is a former tech-insider with a specialty in SBA software. Ever since Covid, our industry was forced to be more reliant on tech than ever but were we ready to jump into that change so qu…

This week on The Art of SBA Lending Podcast, Ray continues his sit-down interviews from NAGGL in New Orleans with guest Shay Kleinschmidt! Shay is the VP of Funding at FranFund, and has tons of insight on how to be a top-tier lender and get more business from loan brokers, and what first-time borrowers need to be educated on before entering the len…

For this week's episode, we had the chance to sit down with Diane Gallion in NOLA and have a great conversation about her 48 years in banking and decades spent becoming a key player in the SBA industry. Ray and Diane get into details about her career in SBA from the very beginning and leave us with some great takeaways for a successful career, no m…

In this episode we sit down with founder of Distressed Loan Advisors, Jason Milleisen. During one of the worst financial disasters of our time, Jason was a workout specialist at CIT. From being an underwriter, to switching sides of the table and helping distressed borrowers- Jason's here to share his experiences from that time. If you've been enjoy…

It'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 proble…

Gary Henderson, or as you may know him, "SBA Guy", is with us this week! In this candid episode of "The Art of SBA Lending" we share our thought-provoking wisdom, experiences and differences. This week we're diving deep into: - Having vision and playing the long game - Keeping your mind open to process improvements -The importance of meeting with c…

The last time we sat down with Daniel was two years ago as he was closing out a $100,000,000+ year. This week, Daniel Park returns to The Art of SBA Lending Podcast to discuss what's changed in the market over the last two years, and how he's been able to keep up. Ray and Daniel go over where you need to stay consistent, and where you need to pivot…

The 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…

Increased rates. Cash Flow issues. General nervousness in the market. After getting spoiled with doable deals for the past couple years, BDOs are now facing a new reality. In this episode, Ray sits down with Shane Pierson to get into the weeds about who is winning in this market and how. Shane has been in the industry for over 18 years and now serv…

Thank 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…