Welcome back to The BDO Show—where cash flow is tight, credit boxes are shrinking, and the only thing more volatile than the market is the NFL fantasy league.

🚨 The Market is Shifting—Hard. Delinquencies are up, credit quality is deteriorating , and BDOs are being forced to shift from "Chief Marketing" to "Chief Risk Officer". Deal flow is now heavily dependent on owner character, global cash flow, and proving that the borrower isn't likely to file bankruptcy again.

Join Emily Detor, Daniel Park, John Chung, Andrew Chong, and guest Zach Bennett as they dive into:

• 📉 The Great Credit Tightening: Why banks are "karate chopping" deals they would have approved last year , and the warning signs that your shop is about to pull back.

• 🏡 Creative Real Estate: How borrowers are trying to stretch the 51% occupancy rule to include rental income and cover soaring mortgage payments.

• 💣 M&A Bombshells: How to read the writing on the wall before your bank gets sold , and why some banks are still hiring in this economy.

• 🤔 Temporary Tightening or Permanent Shift? The crew debates if this cycle is just a reaction to tariffs and changing administrations, or a fundamental change to the SBA landscape.

Plus: We get into the one piece of advice all BDOs need right now: Be authentic, find your niche, and lead with passion!.

👉 What's the biggest red flag you've seen on a borrower's personal financial history lately? Share your thoughts in the comments or email us at TheBDOShow@ArtofSBA.com.

📺 Like, subscribe, and hit that bell—because you can't afford to miss the next market update!

🎙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, email Bethany McClellan at Bethany@RapidBusinessplans.com or click the link in the show notes.

This season, The BDO Show heads west — featuring Andrew chong, John Chung, and the $100,000,000 man himself, Daniel Park — three Southern California producers redefining what's possible in SBA lending.

And in true BDO show fashioned, this week's guest may be sticking around a bit longer than he may have bargained for. Give a round of applause to our newest member of the BDO Show universe Zach Bennett.

Expect real talk. No fluff.

Controversial topics, unfiltered opinions, and a front-row seat to how the this generation of BDOs are changing the game.

The first episode is out and the next one drops tomorrow. As our cohost Emily Detor likes to say, don't forget to smash. that. subscribe button.

Welcome back to The BDO Show—where execution and certainty are the only currencies that matter.

This week, hosts Emily Detor and a guest host are joined by the "West Coast Trio": seasoned SBA legends Andrew Chong, Daniel Park, and John Chung. They dive into the high-stakes BDO world, revealing what it takes to earn a broker's trust and why consistency is more important than charisma.

If you're an aspiring Yoda or a young Jedi, tune in to hear the honest truth about making it in this industry:

• The Certainty Covenant: The trio breaks down what "execution and certainty" really means—and why John and Daniel never "over promise and under deliver" or "bait and switch" a borrower.

• The Quarterback Mentality: As a BDO, you are the quarterback of the deal. The panelists explain why you have to be ready to absorb the panic, manage the timelines, and chase down everyone from attorneys to title companies, because any delay comes back to you.

• Winning Through Osmosis and Friendship: Daniel Park reveals his secret to consistent top production: treating every client and broker like a friend or "buddy." He credits this comfort level for earning the trust that leads to referrals and volume.

• Navigating the Internal Politics: The hosts discuss the toughest internal relationship to crack (Credit!) and the importance of presenting "good, clean deals" to build credibility and get your support staff on your side.

• The Yoda Principle: Andrew gives a reality check to newer BDOs, warning them not to skip the "build-up state" or adopt a veteran's swagger too soon—patience, a steady approach, and hard work are non-negotiable early on.

• Culture and Community in Banking: John and Daniel share their experience working in primarily Korean-focused banks and the surprising realization that neither of them primarily deals with Korean clients.

🎙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 click the link in the show notes.

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 best deals are born from strong partnerships, and "sus" financials are a non-starter!

This week, hosts Emily Detor and Ryan Kroge are joined by a Florida legend, Jackie Hirsch, a business broker with over 400 deals under her belt. Jackie holds nothing back, sharing hilarious war stories from the trenches and revealing the secrets to her unwavering partnership with Ryan and her success in the hyper-competitive world of Entrepreneurship Through Acquisition (ETA).

If you're a BDO, broker, or an aspiring business owner, you won't want to miss this discussion on:

• The Broker's Secret Weapon: Jackie pulls back the curtain on her legendary data room, explaining why her meticulously organized files and clear communication are the key to a fast closing.

• Addbacks: The Deal-Breaker: Learn why some lenders won't accept a single addback and why clarity is crucial to avoiding a month of "nitpicking" that can kill a transaction.

• The "Crisis Averted" Playbook: Ryan shares a recent story where a seller's messy bookkeeping almost tanked a deal—until a united front between the broker and lender saved the day.

• ETA is Exploding—But Not for Everyone: Jackie gives her unfiltered take on the massive growth of Entrepreneurship Through Acquisition and warns that while anyone can own a business, it doesn't mean they should.

• The Harder Path: Ryan and Jackie share why taking on difficult deals is what builds a reputation and a legacy, citing a 14-month-long deal with a landlord perpetually on a yacht that changed a family's life forever.

👉 Got a crazy broker story or a question about ETA? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com.

📺 Like, subscribe, and hit the bell—because a long-term approach is always in style!

The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙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 best deals are born from strong relationships, not low rates, and the secret to winning is just to show up.

This week, host Emily Detor is joined by a powerful trio of lenders: Daniel Park, Andrew Chong, and John Chung. They're pulling back the curtain on what it takes to win in a hyper-competitive market and the "science" behind building a pipeline, all with a healthy dose of unfiltered truth.

In this episode, we're getting the West Coast version of the BDO building blocks. You won't want to miss this no-holds-barred discussion on:

• The Science of Winning a Deal: Learn how to differentiate yourself from the competition with credibility, execution, and a personal touch. Andrew and Daniel share their contrasting, yet equally effective, approaches to building trust with a borrower.

• The High-Stakes World of Rate Wars and Referral Fees: The panel dives into why the market is more fee-driven than ever. John explains why some brokers are pushing for higher fees

• The Reverse Psychology Playbook: Daniel Pak shares his "secret weapon" for competitive deals: telling a borrower he's too busy to take on their deal. This bold move often leads to them coming back later because it shows he's a busy BDO who gets things done.

• Building Your Referral Network: The trio stresses the unmatched value of face-to-face meetings and client referrals. They also offer advice to new BDOs on how to navigate the early days of building a pipeline and not getting discouraged by rejection.

• Word-of-Mouth is Unmatched: The panel discusses how a satisfied borrower's referral to their friends—who are likely other business owners—is the best form of marketing you can get.

Plus, hear the group roast the $100 Million producer on his "podcast set-up."

The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙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/

Welcome back to The BDO Show—where the best deals are born from strong relationships, and a good broker knows how to "shake a tree" for you!

This week, we're diving into the powerful world of lender-broker partnerships with a true industry vet, Ray Diab of Bank Alliance Capital. Joined by hosts Emily Detor and Ryan Kroge, Ray explains his journey from a long career in conventional banking to becoming a broker who "makes it easy" for lenders like Ryan.

If you're a new BDO looking to build your referral network or a seasoned broker trying to navigate a tightening market, you won't want to miss this discussion on:

• Lender to Broker: Ray shares why he left a 24-year career in traditional banking to become a loan broker, driven by a desire to offer clients more financing options and a wider variety of products.

• The Art of the BDO-Broker Partnership: Ryan and Ray break down their winning dynamic, emphasizing communication, trust, and a shared philosophy of "relationship banking" that goes beyond transactional deals.

• Priority & Loyalty: Ray explains why Ryan gets "first look" at all his SBA deals—and why building a relationship based on trust and direct communication is more valuable than shopping a deal to multiple lenders.

• Market Insights from the Front Lines: Ray reveals a significant uptick in investment in commercial real estate acquisitions (65-70% of his deals!) and what that could mean for the market in 2025 and 2026.

• "Know Your Referral Sources": Ray offers parting advice to new BDOs on how to vet brokers and build lasting relationships, stressing the importance of personality, rapport, and due diligence beyond just the deal itself.

Plus, get a recommendation about a delicious Detroit Italian restaurant where Ray's son is the executive chef!

👉 Got a great broker story or a question about the market? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com.

📺 Like, subscribe, and hit the bell—because a good relationship is the key to a great deal!

🎙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 click the link in the show notes.

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 wild stories from the branches are a cautionary tale, and knowing your customer is the first and last line of defense!

This week, hosts Emily Detor and Ryan Kroge take a look back at the more bizarre moments in Ryan's 26.5-year career. It's "storytime with Grandpa Kroge" as he recounts tales from the branches, red-flag closings, and why a site visit is non-negotiable, all while exposing the dark side of lending.

If you're a BDO, underwriter, or just someone who can't believe what goes on in this industry, you won't want to miss this wild ride through:

• The Branches of Bedlam: From working in a high-crime area of Detroit to witnessing multiple bank robberies (and a nude man in the lobby!), Ryan shares what it was like to work in a retail bank setting.

• The "$300K in a Winter Coat" Closing: A ridiculous, true story about a borrower who showed up to a closing with a Triple F.A.T. Goose coat, a Beretta 9mm pistol on the table, and stacks of cash.

• The Illegal Gambling & Strip Club Deal: Ryan recounts a site visit to a liquor store where the owners' sons were running an illegal gambling and strip club on the second floor, a deal he immediately walked away from—and called their dads.

• Never Close Sight Unseen: The cautionary tale of a first-time assisted living facility buyer who never visited the property, leading Ryan to stop a closing and save the deal from a seller's lies and code violations.

• The Competition-Crushing Loan: A fascinating story about a Mexican restaurant owner who used an SBA loan not to grow, but to buy his rival's location and immediately shut it down.

• The Instagram Guru's Bad Advice: A borrower, inspired by online business "flipping" gurus, buys two gyms with a $1.5 million loan, only to put them up for sale immediately without ever stepping foot inside, leading to a quick default.

• Let Them Talk! Ryan reveals his secret to due diligence: asking important questions and then letting the customer talk until they either give you a "red flag" or a "green flag" that confirms their character and the deal's viability.

Plus, hear a hilarious stat about Bills Mafia drinking habits and why it's not just the BDO's job to know the customer—it's everyone's!

👉 Got a wild story of your own? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com.

📺 Like, subscribe, and hit the bell—because a little "nonsense" is good for the soul!

The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙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/

Welcome back to The BDO Show—where the only competitive advantage you need is yourself!

This week, we're honored to sit down with the one and only Pattie Ehsaei, a force of nature in the SBA world. Pattie holds nothing back with hosts Emily Detor and Ray Drew as she delivers a masterclass in sales, success, and the surprising secrets of financial freedom.

If you're a new BDO, an entrepreneur, or anyone looking to level up, you won't want to miss this no-holds-barred conversation on:

• The BDO's Competitive Advantage: Pattie reveals her single biggest competitive advantage is not her institution, rates, or even her bank's credit box—it's herself.

• The "Work-Life Balance" Myth: A controversial (but truthful) take on why top performers, from BDOs to LeBron James, don't have work-life balance—and if they say they do, they're lying.

• Bet on Yourself: Pattie shares her story of leaving a secure job to go back into production, driven by the confidence that she can "still play ball" and "do it better than most people."

• The Power of Delegation: Learn how to avoid getting stuck at a certain production level by embracing the art of letting go and delegating tasks to a trusted team.

• From "Red Power Suit" to "Forbes Contributor": Pattie recounts her character-building start in sales, going door-to-door in heels in the California heat, and how that experience shaped her career.

• The "Broke Dude" Playbook: Get the scoop on Pattie's book, which teaches financial independence and redefines a "broke dude" as anyone who doesn't match your ambition and drive.

• Investing for Wealth: Hear a masterclass on why you should only invest in appreciating assets, not depreciating ones like expensive cars and designer fashion (a lesson Pattie learned firsthand).

Plus, hear Emily get grilled about her accent, a great plant analogy, and a reminder that "the customer can smell desperation."

👉 Got thoughts on work-life balance? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com.

The BDO Retreat is back for its fifth and final year, and this time, we're taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙This episode is sponsored by:

SBA Protection

SBA Protection Quick Close Life Insurance – the fastest, easiest way to secure the insurance protection your borrower needs for their SBA loan. For more information, visit their website

https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com

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