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 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 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/

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.