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

Welcome back to The BDO Show—where conference wisdom meets cold, hard truths, and nobody needs free mints anymore!

This week, we're doing a special "takeover episode" as Emily Detor and Ray Drew go behind the scenes to expose the secrets of mastering conferences and trade shows. Get ready for some "Patreon-level" honesty as they reveal what really works (and what's a total scam) in the world of BDO networking.

If you're a BDO, lender, or just someone trying to stand out in a crowded room, you won't want to miss this no-holds-barred discussion on:

• Conference Mastermind Secrets Unveiled: Ray Drew is spilling his "secrets to success" for maximizing ROI at industry events, from strategic planning to making sure you're at the right show.

• The "Small Business Expo" Trap: Why most BDOs should avoid these broad expos like the plague (unless you love tiny startup deals).

• Ditch the Fliers & Giveaways! A controversial take on why those branded pens and paper handouts are a waste of time and money, and how to actually make a memorable impression.

• The Power of the Personalized Campaign: Learn how to craft email subject lines that get opened and leverage video to "stand out" from the competition before you even arrive.

• Booth Brilliance: Less is More! Discover why minimal design, strategic lighting, and ditching the table can turn your booth into an energy hub that invites conversation (not just card drops).

• Quality over Quantity: Why strengthening existing connections and being authentically yourself is key to lasting growth.

• Cutting the Big Checks: How reallocating sponsorship money to intimate dinners creates more meaningful and memorable connections.

Plus, hear about Emily's "Navy Seals" training for podcast intros and a surprise visit from a familiar face!

👉 Got a crazy conference story or a secret marketing weapon? 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.

🎙This episode is sponsored by:

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

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 new BDOs (and BDAs) are finding their stride and careers are built on reputation!

This week, hosts Emily Detor and Ryan Kroge are joined by Dustin Baker and Sarah Sikkema of Shatterbox to unpack the realities of breaking into the SBA industry, the art of sales, and the dark underbelly of loan fraud that's about to shake everything up.

If you're a BDO, an aspiring lender, or just can't get enough of industry drama, you won't want to miss this revealing discussion on:

• The SBA Talent Crisis Solved? Discover how Shatterbox is intentionally cultivating a new generation of bright, "hard-wired" SBA professionals to meet the industry's soaring demand.

• From Appraiser to BDA (12 Million in First 12 Months!): Hear Sarah Sikkema's inspiring journey, how she cracked the "numbers game" of sales, and why a strong network is your greatest asset.

• Beyond the Degree: What REALLY Makes a Top BDO? Dustin Baker reveals the "soft skills," personality traits, and "fire in the belly" that outweigh a finance degree in SBA success.

• Beware the "Rogue BDO": A chilling reminder that cutting corners, turning a blind eye to side deals, or prioritizing accolades over integrity can lead to "Club Fed" (federal prison).

• SOP Changes: Chaos or Course Correction? The panel discusses why SBA policies change so frequently and how government "knee-jerk reactions" impact the market.

• Your Reputation is EVERYTHING: Ryan Kroge shares profound advice on protecting your professional (and personal) standing in an industry ripe with pitfalls.

Plus, enjoy a round of “Fun Summer Facts” with the hosts — did you get the question right?

👉 Got insights on navigating a new career, or a tip-off about a fraudulent scheme? 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.

Spots are limited—for more information and to register, go here: https://www.artofsba.com/bdo-retreat

📺 Like, subscribe, and hit the bell—because staying honest and knowledgeable is always in style!

🎙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

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 business owners turn into BDOs, and even a humble cafe owner can transform into a laser-focused SBA guru!

This week, we're pulling back the curtain on what it really takes to thrive as a BDO, with special guest and former business owner, Shem Doupe. Joined by hosts Emily Detor and Ryan Kroge, we dive into the gritty realities of business acquisition, mentorship, and standing out in a sea of suits.

If you're a new BDO, an aspiring business owner, or just curious about the future of the SBA landscape, you won't want to miss this insightful (and surprisingly funny) discussion on:

• From Cafe Dreams to SBA Machine: Shem's unconventional journey from starting (and selling) a non-franchise cafe to becoming a "laser-focused" BDO.

• The "Buyer's Market" Forecast: Why the next 12-18 months could be your golden opportunity to buy a business, thanks to dropping interest rates and a flood of retiring owners.

• The New SOP & Qualified Buyers: How recent SBA changes are weeding out the "tire kickers" and streamlining the process for serious entrepreneurs (finally!).

• Why "Passive Income" is a Myth: A stark warning from a former owner about the 100% commitment required for true business success.

• Skilled Trades Warning! Ryan Kroge's controversial take on why white-collar buyers will fail in blue-collar businesses – and why a license (and respect) is everything.

• Mentorship Matters: The profound impact of having a "Mary Soldano" in your corner to guide you through the complexities of the BDO role.

• Standing Out in a "Sea of Suits": Shem's brilliant (and "unprofessional") marketing strategy that turned him into "Laser Eyes" and made him a LinkedIn standout.

Plus, hear the hosts reminisce about retro tech, discuss why New York avoids SBA loans, and a lively debate about lending to white collar workers in blue collar businesses.

👉 Got thoughts on finding the right buyer, or a killer marketing tip? 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 laser focus goes a long way!

🎙This episode is sponsored by:

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

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