Welcome back to The BDO Show—where dodgy deals get exposed, and the SBA is coming for answers (and maybe your referral fees)! This week, the gloves are OFF as we dive into the murky world of SBA fraud, "straw buyers," and the new "7(a) Loan Agent Oversight Act." Hosts Emily Detor, Alan Peterson, Ryan Kroge, and Ray Drew lay it all out, from questionable tax returns to side agreements that could land you in hot water. If you're a BDO, agent, or borrower, you absolutely won't want to miss this no-...
Jul 07, 2025•48 min•Ep. 63
Welcome back to The BDO Show—where business plans get built in a flash, and even an unexpected front-door visitor can't stop the flow of expert insights! This week, we're pulling back the curtain on the world of business plans and feasibility studies with our special guest, Bethany McClellan, founder of Rapid Business Plans. Joined by hosts Emily Detor, Ryan Kroge, and Alan Peterson (back from hiatus and a "Robbery on Camera" scare ), we dive into why these documents are more than just a box to ...
Jun 30, 2025•29 min•Ep. 62
This week on The BDO Show, we're cutting through the noise surrounding the SBA's recent notice on search funds and preferred equity. What does the new guidance really mean for acquisition entrepreneurs, investors, and the future of small business acquisitions? Host Emily Detor is joined by Ray Drew, and special guest Sam Rosati , co-founder of Perimeter Solutions Group and a serial entrepreneur in the acquisition space, to unpack the implications of these changes in real-time. Sam, a former Wall...
Jun 23, 2025•41 min•Ep. 61
Welcome back to The BDO Show—where the grind is real, relationships are everything, and "America's Sweetheart" makes an appearance! Ever wonder what truly drives top BDOs in a daily grind that can eat you alive? Or how to master the art of managing broker relationships, big and small? This week, Ryan Kroge and Emily Detor are joined by the one and only Ryan Collins , "America's Sweetheart," to break down the secrets to staying driven, building invaluable connections, and navigating the nuances o...
Jun 02, 2025•39 min•Ep. 60
Welcome back to The BDO Show—where business valuations meet cold, hard truths, and nobody sells a cash cow (unless the numbers add up). This week, we're diving deep into the world of business valuations and the often-suspect financials that come with selling a company. Emily Detor and Ryan Kroge are joined by Ryan Hutchins with Peak Business Valuation, a long-time sponsor and an expert who’s also bought multiple businesses himself using SBA loans. If you're a BDO, buyer, or seller, you won't wan...
May 26, 2025•37 min•Ep. 59
Welcome back to The BDO Show—where loan closings get real, F reorgs get explained (sort of), and we finally give some love to the legal eagles! Ever wonder what really happens once a loan hits the closing stage? Or why your attorney is suddenly talking about "F reorgs" like it's the latest dance craze? This episode, we pull back the curtain on the lender-legal relationship with special guest Scott Oliver of Lewis Kappes. Join Emily Detour, Sterling Birdsong, and Ryan Kroge as they dive into: The...
May 05, 2025•34 min•Ep. 58
Welcome back to The BDO Show—where SOPs change faster than a Tampa street scene and SBA rumors become reality. 🌊 📢 In this episode, we break down the brand new SBA SOP—what's changing, who's winning, who's losing, and how the industry is reacting. Chris Hackney, Sterling Birdsong, and Emily Detor (with a surprise Ray Drew appearance) unpack: 🔹 Why the new seller note rules are causing waves 🔹 How the SBA is tightening up MCA refinancing (and why it's controversial) 🔹 What the end of partial...
Apr 29, 2025•44 min•Ep. 57
Welcome back to The BDO Show—where merchant cash advances meet mic drops, and no referral fee is safe from scrutiny. 💰 Is MCA a necessary evil—or just misunderstood? In this episode, we sit down with business loan broker Alex Roshko to explore the controversial world of alternative lending, fast capital, and what it really means to serve the borrower’s best interest. Joined by hosts Emily Detor, Chris Hackney, Sterling Birdsong, and Ryan Kroge, we dig into: ⚡ The real competition for SBA lender...
Apr 21, 2025•37 min•Ep. 56
Welcome back to The BDO Show—where files get moved, borrowers get coached, and we finally find out who the real Ray Drew is. 👀 Ever wonder how top BDOs stay on top? Spoiler: They’ve got powerhouses like Cora Robinson behind the scenes—handling everything from borrower calls to credit writeups (and yes, she even bakes cookies for referral sources). In this episode, we talk with Cora, the SBA loan specialist and operational engine behind Ray Drew’s high-volume production. We dig into what it’s re...
Apr 14, 2025•36 min•Ep. 55
Welcome back to The BDO Show—where business plans are rapid, license plates are questionable, and the next generation of BDOs are taking notes (literally). 🎓 What does it take to break into SBA lending and actually thrive? This episode is all about building your name, booking deals, and navigating the steep learning curve—without crashing and burning. Join Emily Detor, Ryan Kroge, Chris Hackney, and our rising star guest, Cam Nayebi, as they talk through: 🔥 What it’s really like to start as a ...
Apr 07, 2025•38 min•Ep. 54
Welcome back to The BDO Show—where franchises rise, fall, and sometimes, just collect franchise fees. 🔍 What makes a brand a solid bet for SBA financing? And what separates a franchise success story from a financial trainwreck? In this episode, we dive deep into the franchise world—what lenders love, what borrowers should avoid, and why some franchises are just glorified marketing schemes. Join Alan Peterson, Sterling Birdsong, Ryan Kroge, and the peanut butter prince’s dad as they break down: ...
Mar 31, 2025•37 min•Ep. 53
Welcome back to The BDO Show—where deals get funded, policy changes drop like bombs, and no borrower (or lender) is truly safe. 🚨 The SBA just shook things up—again. In a surprise rule change, foreign nationals can no longer own any percentage of an SBA-funded business. Effective immediately, every SBA borrower must be a U.S. citizen or green card holder. What does this mean for borrowers, lenders, and entire industries like hospitality? And is this a smart move—or a step in the wrong direction...
Mar 24, 2025•39 min•Ep. 52
Welcome back to The BDO Show—where term sheets are the promise rings of SBA lending: full of commitment until a better offer comes along. 📝 Ever sent out a term sheet just to never hear back? Or worse—watch it get used as leverage for a better deal? In this episode, we’re tackling the real term sheet acceptance rates, how to spot a shopper, and what to do when your deal is getting passed around like a free sample at Costco. Join Emily Detor, Sterling Birdsong, and Ryan Kroge as they break down:...
Mar 17, 2025•41 min•Ep. 51
Welcome back to The BDO Show—where deals get funded, search funders get scrutinized, and no borrower (or lender) is truly safe. 🔍 Is search fund lending a golden opportunity or a ticking time bomb? In this episode, we dive into the world of search funders—what makes them a lender’s dream (or nightmare), how they leverage the SBA program, and where things might be heading next. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they break down: 🔥 The real risks...
Mar 10, 2025•38 min•Ep. 50
Welcome back to The BDO Show—where deals get closed, liquidity gets questioned, and no borrower (or lender) is safe. 💰 Need cash to close? Wondering if your liquidity is enough? Or just here for the chaos? In this episode, we dive deep into liquidity in SBA lending—how much you really need, how to structure deals when borrowers are short, and the biggest liquidity mistakes BDOs make. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they discuss: 🔥 Why underc...
Mar 03, 2025•33 min•Ep. 49
📢 The BDO Show is back, and we’re diving into a topic that’s got SBA lenders everywhere talking—DOGE, efficiency, and what it all means for small business lending. What happens when a billionaire takes a microscope (or a hacksaw) to the SBA? We’re breaking down the real implications of the Department of Government Efficiency (DOGE) and why it might not be as funny as it sounds. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they cover: 💰 The truth about DO...
Feb 24, 2025•41 min•Ep. 48
Welcome back to The BDO Show—where career moves get analyzed, interview blunders get exposed, and no BDO is safe. Thinking about switching banks? Interviewing for a new BDO role? Or just curious what hiring managers really think? In this episode, we break down the do’s, the don’ts, and the absolute cringe moments of BDO interviews. From botched resumes to water-spilling disasters, we’ve seen it all. Join Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge as they cover: ...
Feb 17, 2025•32 min•Ep. 47
Welcome back to The BDO Show—where SBA lending gets dissected, debated, and occasionally roasted. Equity injection (or the lack thereof) has been a hot topic, and in this episode, we break down the winners, the losers, and the unintended consequences of recent SOP changes. Is 100% financing making a comeback? Should seller notes really count as skin in the game? And what happens when borrowers try to have just enough liquidity to game the system? Join Emily Detor, Alan Peterson, Chris Hackney, S...
Feb 10, 2025•32 min•Ep. 46
Welcome back to The BDO Show! The go-to podcast for BDOs looking to sharpen their skills and stay ahead of the game. What started out as a “winners and losers” episode focused on the 2023 changes to the 7a loan program, turned into a fiery debate on search fund deals, partial change of ownership transactions and refinance SBA loans with SBA loans. In this episode, Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge dive into one of the most heated debates in SBA lending—...
Feb 03, 2025•31 min•Ep. 45
The BDO Show is hitting the road. We will be speaking at the Mid America SBA Lending Conference in Houston on April 15th. Go to https://malc-conference.com for more information. This is will be a live show you won't want to miss! In this episode, co-hosts Emily Detor, Alan Peterson, Chris Hackney, Sterling Birdsong, and Ryan Kroge come together to discuss strategies for setting and achieving impactful goals for 2025. From scaling operations to balancing work-life priorities, this episode offers ...
Jan 27, 2025•34 min
Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. We just wrapped up Season 1 of the BDO show, and what a journey it's been. From the laughs to the lessons, this episode encapsulates a year of shared experiences, challenges, and triumphs, offering a retrospective look at our adventure while setting the stage for future discussions in SBA lending and business development. 🎉 Season 2 🎉 We're calling upon our li...
Dec 02, 2024•25 min•Season 1Ep. 43
Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this engaging episode of the BDO Show, hosts Alan Peterson, Ryan Kroge, and Emily Detor delve into the strategic intricacies of business development, especially for newly minted BDOs. They discuss crucial aspects such as target market selection, business development plans, and effective outreach strategies to bolster business portfolios. Listeners are encoura...
Nov 25, 2024•41 min•Ep. 43
Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this insightful episode of the BDO Show, co-hosts Alan Peterson, Chris Hackney, Sterling Birdsong, Ryan Kroge, and Emily Detor delve into essential strategies for managing business development operations during the holiday season. The discussion kicks off with a focus on effective communication with clients and the importance of understanding their needs, esp...
Nov 18, 2024•33 min•Ep. 41
Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this insightful episode of the BDO Show, the hosts delve into the intricacies of pricing strategies within SBA lending, emphasizing the importance of aligning pricing with risk. They explore real-world scenarios where BDOs face challenges in maintaining competitive rates while ensuring sustainability. Through engaging discussions, the hosts stress that execut...
Nov 11, 2024•38 min•Ep. 40
Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this episode of "The BDO Show," the hosts, Emily Detor, Alan Peterson, Sterling Birdsong, and Ryan Kroge, are joined by special guest Bruce Marks, a distinguished figure in the SBA lending sphere. The discussion centers around the challenges and rewards of managing stress as a BDO, the importance of client relationships, and navigating the complexities of lar...
Nov 04, 2024•40 min•Ep. 39
Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this engaging episode of The BDO Show, the team welcomes Mary Soldano, a renowned SBA BDO. They delve deep into the intricacies of balancing SBA lending while maintaining a healthy work-life balance. The podcast kicks off with a discussion on the expectations and strategies for managing the numbers game in the field of SBA lending. Mary shares her insights on...
Oct 28, 2024•37 min•Ep. 38
Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this insightful episode of the BDO Show, the co-hosts engage in a thought-provoking conversation with special guest Glenn Giro. The focus is on navigating career transitions within the SBA lending industry and understanding when and why to switch institutions. The discussion delves deeply into the factors that contribute to making a successful career transiti...
Oct 21, 2024•37 min•Ep. 37
In the high-stakes world of SBA lending, closing a deal successfully is often a race against time and unforeseen challenges. Join Emily Detor, Ryan Kroge, and Sterling Birdsong as they delve into the intricacies of navigating credit, legal, and internal team dynamics to coax deals over the finish line. Your hosts offer a candid look into the hurdles and strategic maneuvers that seasoned BDOs employ. Learn about the importance of setting expectations, managing third-party reports, and communicati...
Oct 14, 2024•43 min•Ep. 36
Welcome to The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. In this episode, we're talking about lies, deceit, and deception, you know -- that thing SOME BDOs use when selling a deal. Misleading borrowers can be largely categorized into two types: intentional and unintentional. As Sterling Birdsong rightly points out, often, misleading a borrower stems from ignorance rather than deliberate deceit. New BDOs may unintentio...
Sep 30, 2024•40 min•Ep. 35
Shout out to Ted for today's episode discussion: structuring the deal. Now, we've covered certain aspects of deals but this time, we're going to give our thoughts on Ted's questions. We'll begin by addressing the importance of upfront deal assessments, emphasizing the pitfalls of relying heavily on add-backs and the necessity of ensuring deal viability through initial reviews. Then, we'll transition into a discussion about scrutinizing projections, with a focus on character issues that can arise...
Sep 23, 2024•34 min•Ep. 34
