Welcome back to The BDO Show—where the ups and downs of SBA lending drives BDOs to overconsumption of coffee (even at 7 PM) and sweet little threats to their borrowers.

SBA lending isn't just about spreadsheets; it's an emotional roller coaster. This week, the panel gets real about the crushing deals that died, the shock of fraud, and the unexpected "therapy session" that happens when a loan finally funds.

Join Emily Detor, Andrew Chong, John Chung, Daniel Park, and Zach Bennett as they share their most painful (and triumphant) deal stories:

Tune in as they break down:

• 💀 Time Kills Deals: Andrew is living this out right now with a deal that – if they listened – would have gotten done.

• 💔 The Year-Long Loss: Zach recounts his most crushing career deal: a purchase that took a full year to underwrite, only to be killed at the finish line by a new Chief Credit Officer who just had a "different set of eyes."

• 🚨 The Fraud Flag: Zach and John detail the terrifying reality of encountering tax fraud and the common issue of sellers being leery of providing real tax returns.

• 🥊 Fighting Credit: The panel agrees that the key to dealing with the credit team is credibility. You must anticipate weaknesses, hit them head-on, and mitigate issues upfront—otherwise, they can sink your deal later.

• ⏱️ Borrower Deadlines: John explains why you must give the borrower deadlines and make them responsible for the timeline: "We can close as fast or slow as you get us everything we need."

This episode is packed with war stories, mental strategies for surviving sales, and a reminder that you're an essential part of the American Dream.

👉 What was your most heartbreaking deal loss? Share your story in the comments or email us at TheBDOShow@ArtofSBA.com.

🎙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 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 morning routines are the foundation of success.

This job is not for the weak. So, how do top producers manage pipeline, personal life, and the chaos of being a BDO? This week, Daniel Pak, John Chung, Andrew Chong, and Zach Bennet open their daily calendars and walk us through their routines, from stock trading and prayer to gym time and daycare drop-offs.

Tune in as they break down:

• 📅 The BDO Morning Routine

• 👶 Juggling Deals and Diapers: Zach and Daniel share the struggle of being hands-on BDOs while raising young children

• 🤝 Proximity is Power: Daniel explains why he divides his day between his corporate office (where closers and underwriters are) and his branch office. Being "right there on the spot" is the key to his success.

• 🎁 Holiday Pipeline Management: The secret to keeping your support staff happy (so they're happy to see your name across their desk)? Starbucks gift cards, kudos on the intranet, and taking closers out to lunch when a loan funds.

• 🧠 Educate Your Brokers: Andrew and Daniel champion spending time educating brokers—especially residential (resi) mortgage brokers who are new to commercial lending.

This episode is packed with personal stories, time management hacks, and a deep look at what it takes to be a successful, hands-on BDO.

👉 How do you manage the "fires" in your pipeline? Share your best time management hack 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.

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 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