This 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 episode:

➡️ Why SBA shops under $100MM are being forced to adapt or exit
➡️ How the LSP model is evolving (and where it still falls short)
➡️ The new math of SBA lending: headcount, volume, and cost per deal
➡️ Scaling smart with culture, compliance, and contingency planning
➡️ The role of AI, tariffs, and talent in shaping tomorrow’s strategy

💬 The SBA world is changing fast: are you adjusting with it?
Listen now and let us know how your model is holding up.

🎙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 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.

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The 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 | https://www.artofsba.com/job-board

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, 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 COVID
➡️ The rise of “stacking” and what it’s doing to small businesses
➡️ SBA vs. MCA—what’s really faster, safer, and more sustainable?
➡️ Is regulation overdue in the MCA space?

From payday-style loans to structured SBA debt, this candid roundtable doesn’t hold back. Whether you’re team SBA, team MCA, or just trying to keep your borrowers afloat—this is one episode you don’t want to miss.

💬 What’s your take? Are MCAs helping or hurting Main Street? Drop a comment below and join the debate.

🎙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 http://www.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

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The 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 | https://www.artofsba.com/job-board

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, 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 the next 12 months

Join Ray and his expert panel as they break down each priority one by one.

💬 What do you think is the biggest priority should be for the SBA? Drop your thoughts 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 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.

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The 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 | https://www.artofsba.com/job-board

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, 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 really to blame?
➡️ Portfolio management strategies that separate top-performing lenders from the rest

Join Ray Drew, Jane Castro, Kay Anderson, and Mike Breckheimer as they analyze the numbers, break down borrower trends, and debate what lenders should be doing right now to navigate the shifting landscape.

💬 Is the concern overblown, or should lenders be worried? Drop your thoughts in the comments!

🎙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 http://www.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.

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.

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The 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 | https://www.artofsba.com/job-board

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.

What 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, we’re joined by Glenn Giro, Alan Peterson, and Jared W. Johnson—three industry leaders who share their insights into navigating the dynamic world of SBA lending, overcoming challenges, and seizing new opportunities.

SBA lending is full of growth potential, but it’s not without its challenges. Today, we dive into how these experts are leading the charge, adapting to market changes, and embracing innovation to stay ahead.

Key topics include:

• Overcoming the latest challenges in SBA lending

• The importance of mentorship in shaping your career

• How Increased competition is reshaping the industry

• Navigating difficult situations in your day to day

Whether you're an emerging lender or a seasoned professional, this episode is packed with actionable advice to help you navigate the evolving SBA landscape and lead with confidence.

This episode is sponsored by:

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.

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

The Director’s Retreat

Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763

SBA Jobs Board

Hiring for your SBA department? We’ve got you covered! The 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 | https://www.artofsba.com/job-board

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.

The 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 include:
• The role of mentorship in long-term career success
• The impact of AI and automation on SBA lending—opportunities and concerns
• How industry trends like rising interest rates and small loan programs are shaping the future
• The need for innovation and how up-and-coming leaders can drive change

With candid insights and practical advice from:

Molly Harder, SBA Risk Compliance Manager at First Horizon
Rob Parkin, SBA Credit Director at Truliant
Jane Castro, SBA Portfolio Manager at Fund-Ex Solutions Group

If you enjoyed Part 1, you won’t want to miss the rest of this insightful discussion. Whether you’re a veteran in the space or just starting out, this episode offers a forward-looking perspective on where SBA lending is headed—and how to be part of its evolution.

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in line 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 https://corp-smart.com 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

The Director's Retreat

Join us May 4-5 in Savannah, Georgia, for an exclusive event tailored to the heads of SBA 7(a) lending programs. This retreat is your chance to collaborate with peers, share insights, and tackle the unique challenges of leading SBA lending programs. Don’t miss out—register now to secure your spot! https://www.simpletix.com/e/the-directors-retreat-tickets-198763

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 | https://www.artofsba.com/job-board

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.

What 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 leadership while maintaining strong relationships.

Key topics include:

• Overcoming early challenges and finding inspiration in mentorship

• The biggest trends shaping SBA lending, from technology to industry shakeups

• How to foster a collaborative, positive culture in SBA divisions

• Strategies for balancing production goals with strong client relationships

With candid insights and actionable advice from:

Molly Harder, SBA Risk Compliance Manager
Rob Parkin, SBA Credit Director at Truliant
Jane Castro, SBA Lending Professional

Whether you’re a seasoned BDO or just beginning your career in SBA lending, this episode offers invaluable perspectives on building a legacy of leadership and innovation in the industry.

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 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.

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 | https://www.artofsba.com/job-board

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!

@‌thebdoshow

@‌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.

🚨 Here’s what’s new for The Art of SBA Lending in 2025! 🚨

1️⃣ The Directors Retreat
An exclusive event for SBA 7(a) division heads, happening May 4th & 5th at the Bohemian Hotel in Savannah, GA. Only 10 seats available!

Reserve your spot:
https://www.simpletix.com/e/the-directors-retreat-tickets-198763

2️⃣ SBA Jobs Board
Our new jobs board is live! For just $99, post your open SBA lending positions and connect with top talent in the SBA community.

Learn more:
https://www.artofsba.com/job-board

3️⃣ Podcast Season Update
We’re gearing up for a new season of The Art of SBA Lending featuring:

• A two-part episode with emerging SBA leaders
• A behind-the-scenes look at this year’s Annual BDO Retreat

Make sure to subscribe so you don’t miss a thing!

Got questions or ideas? Reach out to us:
📧 admin@artofsba.com

🔔 Subscribe and stay tuned for more updates!