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.

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, 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 available collateral rule—why it makes sense, and how it will grow the program.

This week’s panel of Art of SBA Contributors includes:

🎙️ Bob Coleman - Founder of The Coleman Report
🎙️ Brian Carlson - Managing Director at Mission Valley Bank
🎙️ Darren Davis - President of SBA Lending at Colony Bank

Tune in for an insightful conversation on how the industry is evolving, how to navigate its current position, and where it’s headed next.

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit https://lumosdata.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

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.

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 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

• How to embed these values throughout your operations, from hiring practices to daily interactions

• Ray’s top 10 “culture killers” and the steps you can take to eliminate them from your organization, ensuring a positive and productive work environment

Our panel of Art of SBA Contributors bring a wealth of experience and insights to the conversation:

-Chris Hurn

-Brooke Mirenda, President & CEO of SEDCO

-Jeannie Yoder, SBA Regional Executive at United Community Bank.

Whether you’re just starting to build a culture from the ground up or looking to refine the one you have, this episode offers essential insights and actionable advice. We’ll share real-world examples, personal experiences, and tested strategies to help you create a place where people want to work, grow, and succeed.

Tune in today and let us know what you think!

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!

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 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?

Our expert panel dives into some critical questions, including:

• The historical roots of 7a and 504: Why were two separate programs created, and do we still need both?

• Potential benefits for lenders and borrowers: How could a unified program enhance small business lending and streamline the process?

• Challenges and risks of a merged program: From secondary markets to regulatory impacts, what would a single program mean for the SBA community?

Art of SBA Contributors this week:

✨ Brooke Mirenda, President & CEO, SEDCO
✨ Ken Rosenthal, Senior Advisor, Momentus Direct Capital
✨ Mitch Fogel, Managing Partner, Fogel Law Group

Join us for an innovative discussion that examines the future of SBA lending, the pros and cons of combining these two programs, and how we might reimagine access to capital for America’s small businesses. Don’t miss this thought-provoking episode and let us know your thoughts!

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 The Content Store 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 Art of SBA — Rapid Business Plans

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.

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 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 next level of satisfaction, or is the pay cut too steep?

• Becoming a shop director: What does it look like to lead your own SBA department? Can this role provide both the challenge and compensation that top BDOs are seeking?

We also explore the emerging idea of the "Mini-Director" role, where BDOs can continue to grow without sacrificing income or independence. This episode is packed with real-world insights from a stellar panel of Art of SBA contributors:

• Dustin Baker - CEO and Cofounder of Shatterbox

• Jeannie Yoder - SBA Regional Executive at United Community Bank

• Jared Johnson - Senior Business Development Officer at First Internet Bank

Whether you’re looking to expand your production or explore new career paths, this episode is for you. Tune in to learn how top BDOs are leveling up and what you can do to take the next step in your SBA lending career.

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 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.

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 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 State Bank

• Darren Davis, President of SBA Lending at Colony Bank

We’re covering:

• Why aligning compensation with performance could improve underwriting and closing speeds

• The risks and benefits of incentivizing non-BDO roles

• How incentive plans could attract new talent and boost retention

• How to navigate SBA compliance when implementing new pay structures

🎧 Tune in to this thought-provoking discussion and see how a shift in compensation could change your shop’s performance dynamics.

Listen in today and let us know what you think in the comments or by leaving a review!

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/artofsba

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.