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 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 BDOs—highly motivated “grinders” who are dedicated to getting results.

Key Takeaways:

• Strategic Growth: How Michael leverages digital marketing, a robust broker network, and high-efficiency standards, noting how steady, methodical growth is preferred over rapid expansion that could be difficult to sustain.

• Team Dynamics: The importance of hiring the right people, fostering a collaborative culture, and maintaining a consistent credit philosophy across the board.

• Process Efficiency: Practical ways to reduce approval times, enhance productivity, and meet client expectations without sacrificing quality or accuracy.

Listen in as Michael and Ray discuss how to bring value to your team, your bank, and your borrowers in this engaging and informative episode.

Be sure to subscribe to keep up with the rest of our Vegas interview series from NAGGL 2024!

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to https://rapidbusinessplans.com/art-of-sba

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! SBA Jobs Board is here to bridge the gap between you and top SBA talent. Our Art of SBA Lending audience is packed with experts ready for their next career move. List your openings with us to connect with the best in the industry and find the right fit for your team. Live now on our new Art of SBA Website

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending we’re 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 and new SBLC licenses, were justified or overblown.

➡️ Zero-subsidy model: Ray asks the panel if they think the zero-subsidy model (where the program is funded through fees, not government appropriations) will continue, considering the government’s massive deficits and spending.

➡️ Emerging technologies: The panel shares thoughts on emerging technologies that could transform the SBA lending space.

As well as desired and anticipated changes for the industry over the next 5 years and what it’s going to take to stand out.

Join Ray Drew, Bob Coleman, Charles Rho, and Mike Breckheimer as they reflect on where SBA 7(a) is headed next. 🎙️

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at CORPSMART™ - CORPSMART™ for more information or to set up a get acquainted call, email McKenna Weiks at McKenna@corp-smart.com - and let them know that the Art of SBA sent you!

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Www.youtube.com/@thebdosbow

www.youtube.com/@sbatoday

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 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 proven methods that will not only enhance your borrower’s experience but also create lifelong advocates for your services.

Key topics include:

• Why empathy is a game-changer in borrower relationships

• The power of doing the unexpected to create a lasting impression

• Aligning your services with borrower needs to generate true loyalty

With expert insights from our panel of Art of SBA Contributors:

• Chris Hurn, SBA Lending Expert

• Javier Jorge, Director of Government Guaranteed Lending at Locality Bank

• Charles Green, SVP at Harvest Small Business Finance

Whether you’re an established BDO or just starting out, this episode offers invaluable advice for creating the kind of borrower experience that leads to repeat business and enthusiastic referrals.

This episode is sponsored by:

The Content Store

The Content Store is a video content agency specialized in podcast, YouTube, and short form video editing.

Elevate your brand with premium video content today. Go to http://www.thecontentstore.com to get in touch.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders.

For more information, or to set up a Get Acquainted call go to http://www.rapidbusinessplans.com/art-of-sba

BDO’s…let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top. Subscribe here: https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.