Welcome back to The BDO Show—where the next generation of BDOs are taking notes (literally).

Cam Nayebi is back! Just finishing his first full year as a BDO, Cam is on track for $30 million in production—a staggering "unicorn number" that even seasoned vets couldn't touch in their early years.

Join Emily Detor, John Chung, Daniel Park, and Andrew Chong as they break down Cam's playbook:

• 📈 The Leap to 30: Cam reveals his secret to scaling: stopping work on singular deals and focusing 80% of his time on revenue-generating activities.

• 🛡️ Pipeline Protection: The key to surviving a market slowdown is patience and consistency. Cam lost $5-7 million in great deals due to environmental issues, but his deep pipeline saved him from fragility.

• 🤖 AI & The Handwritten Note: Cam shares his passion for using AI to accelerate document collection and draft narratives faster, but he warns that a personal, wordy email style still remains his core value that AI can't replace.

• 🎓 The Mentor Effect: Cam credits his success to his support group (including his RSM Rhonda) and the importance of having mentors who let you fail quick and figure things out on your own.

• 🥊 The Battle for First Look: John explains why networking with other BDOs—even competition—is crucial; if you can't do a deal, passing it to a trusted contact keeps you "first look".

• 🗓️ The Shutdown Playbook: Cam shares his strategy for managing customers during the government shutdown: be transparent, prioritize clients under purchase contract, and market your conventional options.

This episode is packed with current market strategy, tips for handling tough conversations, and the truth about what it takes to win the battle for the borrower.

👉 What is your best strategy for generating deal flow? Share your secrets (or just your favorite emoji) in the comments!

🎙This episode is sponsored by:

SBA Protection

SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com.

Rapid Business Plans

Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information go to https://rapidbusinessplans.com/the-bdo-show

Welcome back to The BDO Show—where deals get funded, policy changes drop like bombs, and no borrower (or lender) is truly safe.

The competition for SBA 7A loans is fierce, with big banks, community lenders, and 504 CDCs all fighting for the same borrower. So, how do top BDOs like John Chung, Daniel Park, Andrew Chong, and Zach Bennett stand out and secure the win?

Join the fight as they break down:

• 🎯 The 504 Invasion: John notes that 504 lenders (CDCs and commercial banks) are coming down to the 7A space, trying to offer fixed-rate financing to meet their goals, leading to more shopping and pricing compression.

• 🔥 The Sizzle Sale: Daniel reveals his famous marketing strategy: "We're over here selling steak, but I sell the sizzle of the steak," using emojis and relatable, non-deal-specific posts to create buzz and separate himself from the boring competition.

• ⚡ Speed as a Weapon: Andrew and Daniel detail their competitive edge: avoiding loan committee entirely for sub-$3 million deals (one signature!) and the possibility of closing docs in less than one day when everything is in place.

• 🔨 Pivot or Perish: Zach shares how his institution lowered its par rate by half a percent to stay competitive on 504 deals, while John's bank added 504 lending for certain California transactions to capture more deals and offer variety.

• 🤝 The Network Advantage: John explains why networking with your "enemies" (other BDOs) is crucial—if you can't do a deal, you remain "first look" by giving the client to a contact who can close it.

This episode is packed with current market strategy, tips for handling tough conversations, and the truth about what it takes to win the battle for the borrower.

👉 What is your best strategy for generating deal flow? Share your secrets (or just your favorite emoji) in the comments!

🎙This episode is sponsored by:

Rapid Business Plans

Rapid Business Plan is a trusted partner that can help your borrower get their story on paper. Whether they're acquiring, starting, or expanding, Rapid Business Plans delivers powerful, fast SBA and USDA-ready business plans with projections and assumptions. For more information, email Bethany McClellan at Bethany@RapidBusinessplans.com or go to https://rapidbusinessplans.com/the-bdo-show

Peak Business Valuation

Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.

Welcome back to The BDO Show—where banks are playing defense, brokers are fighting for every dollar.

🚨 The market is shifting! As defaults rise, many banks are getting conservative and scaling back on commercial real estate and conventional lending to protect their assets. The result? The SBA world is becoming a critical driver for fee income, making it the wild west of finance!

Join Emily Detor, John Chang, Andrew Chang, Daniel Pak, and Zach Bennett as they break down how to thrive in this "play-defense" environment:

• 🛡️ Banks vs. SBA: Why commercial groups are getting picky, and how the SBA side is being leveraged (or scaled back) in response to shrinking deposits.
• 💰 The Broker Battle: Are they desperate, asking for ridiculous fees, and "double-dipping" on commissions? (Plus, why Daniel's volume is "always up" and he just wants to sit this one out.)
• ⚖️ 7(a) vs. 504: The eternal question. Which loan product is best for the borrower, which pays the BDO more, and how do you sell against the one you can't offer?
• 🔑 The BDO Defense: The single most important piece of advice for new and current BDOs to keep their deals (and their credibility) alive with credit. This episode is packed with market strategy, war stories about rogue brokers, and a strong, final reminder: It all comes down to education!

👉 What's the wildest broker story you've heard this quarter? Share your thoughts in the comments or email us at TheBDOShow@ArtofSBA.com.

🎙This episode is sponsored by:

SBA Protection

SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com.

Peak Business Valuation

Peak Business Valuation has put together a free resource just for BDO show listeners, listing out the rule-of-thumb formulas for common industries financed by SBA lenders. Get yours today at peakbusinessvaluation.com/get-your-free-valuation-resource/