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, the hosts breakdown the best practices for scaling your SBA production from $25 million to $50 million annually. This insightful discussion is aimed at experienced BDOs who seek to elevate their game by doubling their production numbers. Leveraging key elements like effective time management, strategic delegation, and optimizing your referral ne...
Sep 16, 2024•38 min•Ep. 33
Navigating relationships with your credit team is an essential skill for any BDO. The nuances of successful BDO-credit interactions are often subtle but impactful. In this engaging episode of the BDO Show podcast, the hosts discuss the critical aspects of building and maintaining strong relationships with credit teams to ensure successful deal closures. We're focusing on: Effective Communication is Paramount: Building trust and rapport with your credit team hinges on continual and honest communi...
Sep 09, 2024•41 min•Ep. 32
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. Reaching out directly to business owners offers unparalleled opportunities for BDOs to cultivate genuine relationships and achieve superior results. In this episode, we dive into effective techniques for direct outreach, common pitfalls to avoid, and strategies for maintaining long-term relationships with business owners. Remember: Authenticity Matters - Buildin...
Sep 02, 2024•34 min•Ep. 31
in today's episode, we welcome Sterling back from his Europe trip, roast Ray Drew's Spreadsheet skills, and discuss building robust relationships with other business development officers (BDOs). "Relationship building with other BDO's is really probably the secret sauce for my success as a BDO." Creating a network of fellow lenders can often outweigh even direct broker relationships. There is tremendous value in being at the forefront of other bankers' minds. When another BDO encounters a loan t...
Aug 26, 2024•39 min•Ep. 30
Selecting the right conference or trade show is crucial for any BDO. Not every conference will provide the same return on investment, and as the speakers repeatedly highlight, the key is knowing your audience and goals. Aligning your conference participation with your business goals involves several considerations: Attendee Profile: Identify who will be there. Are they your target audience? Is it saturated with competitors? Peer and Competitor Presence: As Hackney notes, seeing competitors at a ...
Aug 19, 2024•46 min
“Not all production is good production.” This sentiment is echoed by Alan, Chris, and Ryan throughout today's discussion, especially when dealing with clawbacks —where a loan goes bad or is repaid early, requiring the BDO to return their commission. Understanding the clawback mechanism can save BDOs from significant losses. The episode is packed with essential advice for maintaining the integrity of loan portfolios, structuring deals to avoid clawbacks, and nurturing long-term relationships that...
Aug 12, 2024•44 min•Ep. 28
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. Being an SBA Business Development Officer (BDO) not only relies on robust financial acumen but also on the right approach and mindset. For those looking to transition into this specialized field, understanding the nuances and strategic preparation can make all the difference. In this episode, we'll talk about: Entryways into SBA BDO Roles Preparing for and Succe...
Aug 05, 2024•38 min•Ep. 27
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 the fast-paced world of business development, the transition from a high-performing Business Development Officer (BDO) to a manager is both challenging and rewarding. As Chris poignantly states, "If you're the number one producer as the manager, then you failed as a manager." This transition requires a deep understanding of your reasons for making the leap an...
Jul 29, 2024•39 min•Ep. 26
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. Some BDOs succeed while others fail. Why is that? BDOs who falter often do so because they are ill-prepared for the challenges they face. Success in the SBA space isn’t just about knowledge or contacts; it's about adopting a flexible approach and pushing through the hard times. Only then can one transform setbacks into stepping stones for success. The hosts also...
Jul 22, 2024•42 min•Ep. 25
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 today's episode, the hosts debate Specialization vs. Generalization. Specializing in a particular industry can bring significant advantages. However, being too narrowly focused can be risky. As Sterling put it, "I think the only thing that you have to be careful about if you're going to essentially go into one niche is that that niche doesn't dry up." This se...
Jul 15, 2024•34 min•Ep. 24
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. Today's episode continues our in-person series and our hosts delve into the art and science of pushing back within the lending process. We start by discussing the importance of understanding the credit committee's pain points and presenting the customer's best side in those pivotal 50/50 calls. Also, let us emphasize the critical need for maintaining credibility...
Jul 08, 2024•37 min•Ep. 23
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 week's episode, host Emily Detour, alongside co-hosts Alan Peterson, Sterling Birdsong, and Ryan Kroge, dive into strategies for maintaining business momentum during the summer slowdown. They explore the challenges unique to the warmer months when distractions and holidays can disrupt even the most organized BDOs. Here were the highlights: Effective Vaca...
Jul 01, 2024•31 min•Ep. 22
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. Hats off to the Class of 2024. In this episode, the team focuses on providing life advice to those who have recently graduated. Addressing the unique challenges and opportunities facing new graduates, the hosts highlight: Find Your Strengths Embrace Hard Work Be Authentic Adapt to Change Network Consider how these themes resonate with your career aspirations. Ne...
Jun 24, 2024•40 min•Ep. 21
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. Today's episode is covered and smothered with stories of networking gone wrong as well as advice on how to level up your networking. We were happy to have SBA legend Tom Zernick stop by, with his vast experience in the industry, to add a historical perspective to the discussion. He reminisces about the old days of SBA lending and the importance of personal conne...
Jun 17, 2024•39 min•Ep. 20
Welcome to Episode 19 of The BDO Show! A podcast for passionate BDOs wanting to level up their game with advice and stories from battle-tested BDO’s. Taking your BDO game to the next level isn't just about closing deals, it's about building relationships and having a solid marketing strategy. Hear from the experts on how to plan your first 30, 60, and 90 days. The importance of getting in the arena and embarking on energetic prospecting cannot be overstated. As Sterling Birdsong passionately poi...
Jun 10, 2024•40 min•Ep. 19
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. Engaging with Centers of Influence (COIs) is crucial for SBA lenders looking to elevate their game. "Nothing is really developed just by one outreach or doing it one time." The idea here is that relationship building is an ongoing process that requires time and effort. By consistently reaching out to COIs and offering them value, you can build a network that sup...
Jun 03, 2024•43 min
In this episode, host Emily Detor is joined by Alan Peterson, Ryan Kroge, and special guests, Daniel Park and Jared Johnson, to discuss the importance of production in the lending industry. Does the $350 Million make sense now? These guys are at the top when it comes to production and they are sharing their secrets to success. "If you've really got it, then you can give it away," or whatever Alan said. They share their personal experiences and insights on how production drives success and the st...
May 27, 2024•36 min•Ep. 17
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 special episode, our very first in-person episode, we are giving the lowdown on all things sales within the world of SBA lending. Each host lets us in on their one-of-a-kind sales techniques, all the while highlighting how key it is to really get your product, teach your customers, and build a solid trust. The conversation further reveals how these seaso...
May 20, 2024•35 min•Ep. 16
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. Discover the secrets to finding the perfect financial institution for your deals and building a thriving SBA lending team. Our seasoned hosts provide a candid look at what it means to align with a financial institution that not only grasps the kind of deals you specialize in but also has the capacity to support and amplify your success. Through the episode, our ...
May 13, 2024•33 min•Ep. 15
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. Unlock the secrets of term sheets with our panel of top Business Development Officers—Sterling Birdsong, Chris Hackney, and Ryan Kroge—guided by Emily Detor. We dissect the crucial elements that make these documents the foundation of financial agreements, ensuring you leave with a blueprint to navigate these essential yet complex agreements. Covering everything ...
May 06, 2024•32 min•Season 1Ep. 14
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. Unlock the secrets to mastering your time with insights from our BDO extraordinaires who live by the principle of "Protect Your Time." As BDOs, we're often caught in a whirlwind of demands, but this episode offers a blueprint for building an efficient pipeline and shunning those productivity pitfalls that can keep us from what we do best. Chris shares his journe...
Apr 15, 2024•37 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. Unlock the secrets to exponentially increasing your earning potential as a Business Development Officer in the banking sector! This episode, with insights from industry experts promises to reveal the intricacies of BDO compensation that could redefine your career trajectory. Together with co-hosts Alan Peterson, Chris Hackney, Sterling Birdsong, and Emily Detor,...
Apr 08, 2024•40 min
Navigate the intricate dance of selecting the best third-party vendors for SBA lending in our latest BDO Show episode. We've brought together the power players to walk us through the minefield of collaborating with attorneys, appraisers, environmental specialists, and life insurance providers. They share insights on how these key partnerships can be the difference between a deal soaring or sinking, and why it's often the local familiarity that wins over broad national strokes, especially when it...
Apr 01, 2024•37 min•Season 1Ep. 11
Picture this: you're at a friend's farewell bash and, amidst the bittersweet goodbyes, you stumble into a conversation that spirals into a promising business partnership. That's the unpredictable thrill of deal sourcing in the SBA lending world, and it's just a taste of what we cover in our latest episode. Join us for a rollercoaster ride through the high-stakes and serendipity of business development, where personal connections aren't just a strategy—they're the central narrative. We reminisce ...
Mar 25, 2024•41 min•Season 1Ep. 10
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. Step into the dynamic world of Business Development Officers with us, as Emily, Alan, and Ryan pull back the curtain on what it's like to intimately understand America's small businesses during site visits. Our stories showcase the spectrum of entrepreneurial spirits and underline the art of creating bespoke financial solutions. In the lively exchange of tales, ...
Mar 18, 2024•38 min•Season 1Ep. 9
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. On this week's episode we're discussing what to look for in an SBA shop? We kick things off by discussing why selecting the right boss can be a career game-changer and the nuances of choosing an SBA shop that complements your unique deal-making skills. Understanding leadership dynamics and how they shape the work environment is crucial, and we provide insights i...
Mar 11, 2024•45 min•Season 1Ep. 8
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. Juggling a thriving career with a bustling family life is more acrobatics than most of us signed up for, but somehow, we make it work. In our heartfelt conversation, we peel back the layers on how we manage the daily tango of meeting professional demands while keeping personal time sacred. Sterling shares the profound satisfaction of enabling his wife's choice t...
Mar 04, 2024•33 min•Season 1Ep. 7
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. Unlock the secrets to managing a bustling deal pipeline with precision and flair! On this episode, our all-star lineup of co-hosts distill their wisdom on maneuvering through the complex world of deal-making. From my 'right to left' strategy that prioritizes wrapping up those near-complete deals, to Ryan's legendary Excel tracker that's a treasure trove of negot...
Feb 26, 2024•37 min•Season 1Ep. 6
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. Ever wonder who the maestro of a deal really is? Strap in as we unravel the web of SBA loan negotiations and the indispensable role of a BDO. Our lively exchange reveals the delicate balance of leadership and collaboration necessary to shepherd deals to their fruitful end. Alan lets us in on his strategy of setting the pace early on, then deftly passing the bato...
Feb 19, 2024•39 min•Season 1Ep. 5
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. Strap in for a wild ride through the inner workings of SBA lending, because today, we're talking about the power of a well-oiled deal-closing machine. With the sage wisdom of our entertaining and experienced co-hosts, we're uncovering the secrets behind assembling a top-notch 'tribe'—the packagers, underwriters, approvers, closers, and attorneys who are the unsu...
Feb 12, 2024•35 min
