This week on The Art of SBA Lending, we're joined by Heather Endersen, a true veteran of the SBA world with a career spanning decades. Having managed SBA departments and pioneered business acquisition lending, Heather shares her journey and explains why she made the leap from a top-producing BDO at a bank to launching her own brokerage.

Heather gets candid about the shift in the SBA landscape, from the rise of business acquisition loans to the changing dynamics between lenders and borrowers. She also pulls back the curtain on the brokerage model, explaining why it's a more efficient way to get deals done and how it's poised to be the next big thing for lenders who have built a strong personal brand. We also dive into the current challenges facing the industry, including the controversial new policies on preferred equity and seller guarantees.

🎯 In this episode:

➡️ The surprising data on business acquisition loan default rates.

➡️ Why a low rate on a real estate loan can be a "hamster wheel" for lenders.

➡️ The key difference between a BDO who is a "vendor" and one who is a "value add".

➡️ Why borrowers are now challenging lenders on their interpretation of the SOP.

➡️ The biggest policy change Heather would make to the SBA today.

💬 What's your take? Should a seller be required to personally guarantee a loan on a partial change of ownership? Join the debate in the comments!

The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers.

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 https://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, I’m sitting down with Diane Heyden to get her take on leadership, career shifts, and the evolving landscape of small business lending. Diane, a seasoned veteran who has worked as a BDO, sales manager, and division manager, shares her unique perspective on what it takes to succeed in an industry where no two people are alike.

From a memorable but short-lived move to a bank in Iowa to taking on a new role with a beloved team on the West Coast, Diane unpacks the lessons learned from her own career journey. We also dive into the state of the industry, debating the impact of Fintechs, the "do what you do" era, and the crucial role of "heart" in a numbers-driven world.

🎯 In this episode:

➡️ The real value of a bank's core deposits and what it's doing to lending strategies

➡️ Why BDOs are like "snowflakes," and the right way to manage them

➡️ Looking back at the aftermath of “do what you do” SBA policy

➡️ Why a marriage of old-school lending values and new technology is the key to the future

➡️ A heartwarming story of a rock climbing gym owner who is the "poster child for SBA"

💬 What's the biggest challenge you've faced in your SBA career? Share your story in the comments.

🎙This episode is sponsored by:

Lumos

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/

Shatterbox

Learn how Shatterbox can help you hire and invest in bright young talent without breaking the bank. Go to https://shatterbox.io/artofsba and set up a discovery call today.

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

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, 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 the ongoing debate of in-house operations versus leveraging Lender Service Providers (LSPs).

🎯 In this episode:

➡️ The "come what may" attitude of SBA lenders embracing change

➡️ How LSPs offer a lifeline for smaller banks to compete and scale

➡️ The critical role of AI and automation in streamlining SBA processes

➡️ Dispelling myths about SBA lending: "It's not as scary as they have worked it up to be"

➡️ The future of small business and SBA's opportunity to become a household name

💬 Are you ready to adapt to the new era of SBA lending, or are you holding onto the old ways? Join the conversation!

🎙This episode is sponsored by:

CORPSMART

Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you’ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services.

Rapid Business Plans

Rapid Business Plans is the go-to provider of business plans and feasibility studies for government guaranteed small business lenders. For more information, or to set up a Get Acquainted call, go to https://rapidbusinessplans.com/art-of-sba. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers.

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

https://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.