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 discuss the power of proactive outreach as well as support and mentorship. You'll want to stayed tuned on how President Chris Hackney motivates young BDOs to build great habits in their outbound efforts.  Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@ArtofSBA.com  This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com  CHAPTERS 0:00 | Introduction 1:52 | Securing SBA Loan Life Insurance Quickly and Hassle-Free 2:53 | Why Some Business Development Officers Fail  7:42 | Why Business Development Officers Fail in SBA Lending 14:43 | Ramp Up Time and Metrics for Successful BDOs 20:24 | The Drive for Success and the Importance of Competitiveness 26:46 | Tracking Success with a Point-Based System for Sales Efforts 31:20 | Advice for New BDOs Feeling Underperforming

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 sentiment underscores the importance of balancing specialization with the ability to pivot and adapt.   Ryan, on the other hand, highlighted his dual expertise as both a generalist and a specialist. "Personally, I like to call myself a generalist, but I do have very industry-specific specialties that any and all brokers within the Midwest kind of bring me—gas station, liquor stores, and grocery stores." His approach allows him to leverage specialized knowledge while remaining open to various opportunities.   So are you Team Ryan or Team Sterling? Before picking a side, become a specialist in the SBA SOP.    Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@ArtofSBA.com  This episode is sponsored by: Peak Business Valuations Peak   Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful.   For more information, visit their website www.peakbizval.com or email Ryan Hutchins at ryan@peakbusinessvaluation.com  CHAPTERS 0:00 | Introduction 2:59 | Specialist vs Generalist in the Financial Industry 8:16 | Navigating Niche Markets and Transaction Types in Lending 15:54 | Navigating Lending Restrictions and Industry-Specific Challenges 24:50 | Finding Your Niche as a New BDO

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 and respectful interactions to foster collaborative decision-making. Remember, it's not solely about winning every deal but also about building deeper relationships within the team. Bring everyone into the conversation, through a phone call to ensure clarity and respect for all viewpoints. Please e-mail us about a time you pushed back on credit or any other questions/suggestions at TheBDOShow@ArtofSBA.com  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, email Bethany McClellan at Bethany@rapidbusinessplans.com or visit https://rapidbusinessplans.com/

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 Vacation Planning: Set expectations with clients and colleagues before going on vacation—maintaining communication ensures smooth transitions and reduces the risk of losing business.Strategic Use of Downtime: Use summer slowdowns to build strategic marketing plans and strengthen professional networks, preparing for a busier fall season.Work-Life Balance: Achieving a balance is critical. Plan vacations considering the least impact on work and ensure to carve out time for family and personal relaxation.Resource Utilization: Leverage technology and team support to manage tasks efficiently during periods of absence.Building Trust: Developing strong, reliable relationships with clients and referral sources can ensure they are willing to wait for your return, reducing the stress of handling urgent matters on vacation. _________________________________________ This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com _________________________________________  CHAPTERS  0:00 | Navigating Summer Slowdowns and Travel Nightmares  3:18 | Maintaining Momentum and Balancing Family Time During Summer 6:37 | Balancing Work and Vacation Strategies for BDOs 15:52 | Balancing Vacation and Work Through Technology and Team Support 24:56 | Navigating Vacation Challenges and Building Trust in Business

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 StrengthsEmbrace Hard WorkBe AuthenticAdapt to ChangeNetwork    Consider how these themes resonate with your career aspirations. Networking, authenticity, and an unwavering work ethic aren't just buzzwords but rather essential tools for navigating the complexities of today's job market. Leverage your twenties to the fullest, forging connections and honing skills that will serve you in the decades to come. Remember, the job market is as much about who you know and how earnestly you're willing to work, as it is about the qualifications you hold. So, roll up your sleeves, build those bridges, and keep your eyes on the long-term gains. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@ArtofSBA.com This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful. For more information, visit their website www.peakbizval.com or email Ryan Hutchins at ryan@peakbusinessvaluation.com

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 connections in the business world. Do you think business cards are outdated? Share your networking stories with us at: theBDOShow@ArtofSBA.com 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, email Bethany McClellan at Bethany@rapidbusinessplans.com or visit https://rapidbusinessplans.com/

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 points out, "You need to start calling people. You need to stub your toe. You need to get egg on your face. You need to tell a customer the wrong thing because you're inexperienced." Whether you're new to the BDO world or looking to sharpen your skills, our latest episode is packed with tips on prospecting, relationship-building, and the power of effective communication. Don't miss out! Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@ArtofSBA.com This episode is sponsored by: 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 www.sbaprotection.com  or email Adam Bergen at Adam@SBAProtection.com

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 supports your business long-term. Whether it's through regular follow-up calls or inviting them to social events, the key is to stay on their radar and be a resource they can rely on. Each of our hosts share their strategies for developing and keeping COIs. But in the end, nothing sells like a closed loan. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@ArtofSBA.com This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful.

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 strategies they use to consistently achieve high levels of production. "Friendly competition can be a great motivator and can push you to achieve higher levels of production." - Jared Johnson Key Takeaways: Passion and motivation are key drivers of production in the lending industry.Building a strong network and referral base is crucial for sustained production success.Overcoming challenges and consistently achieving high levels of production requires dedication and hard work.Setting and surpassing production milestones can be both challenging and rewarding. The competitive nature of the lending industry can drive individuals to achieve higher levels of production.  Resources: Alan Peterson's LinkedIn |  Ryan Kroge's LinkedIn |  Daniel Park's LinkedIn |  Jared Johnson's LinkedIn |  Jared Johnson's YouTube Channel Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com 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, email Bethany McClellan at Bethany@rapidbusinessplans.com or visit https://rapidbusinessplans.com/

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 seasoned pros handle challenges, such as dealing with operational snags at busy hotels or the nuances of explaining loan rates to clients. Was your sales style discussed? Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

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 hosts unravel the complexities of SBA lending markets, sharing first-hand experiences and key criteria to consider when choosing a partnership with a lending shop.  For BDOs, aligning with a lender that understands and is willing to support their specialized deals is critical. Ryan Kroge emphasizes the importance of this match, indicating that a lender’s willingness to conduct certain types of transactions can make or break a BDO's career. Sterling Birdsong adds that this alignment is especially crucial when considering the core revenue models of different banks. Banks that integrate SBA lending into their core strategy are prone to be more supportive of BDOs than those where SBA is just a supplemental offering. The volume of deals a shop processes can reflect their operational scope. Kroge suggests looking beyond the number of loans to the dollar volume to assess a lender's true capacity. This insight is supported by Chris Hackney's point that the staff-to-BDO ratio reveals the shop’s ability to effectively manage loan closures. From understanding the credit box and approval processes to gaining insights into the staff support and the realities of bank policies versus SBA guidelines, this episode is a treasure trove for both new and veteran BDOs aiming to elevate their game. With riveting anecdotes and thoughtful advice, the episode is sure to guide listeners towards building an effective SBA lending strategy. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: Peak Business Valuations Peak Business Valuation works with over 80 SBA bank lenders across the country, performing around 1,100 SBA-compliant Business Valuations and 100 Equipment Appraisals a year. Those whom we work with label us as fast, reliable, and insightful.  For more information, visit their website www.peakbizval.com or email Ryan Hutchins at ryan@peakbusinessvaluation.com

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 from loan specifics to the semi-binding dance of commitment, our conversation promises to arm you with the confidence to craft term sheets that reflect not just an offer but a solid strategy. Ever wondered how the pros handle the cutthroat competition in SBA lending? Our guests spill the beans on the art of quick turnarounds, the finesse of engagement that keeps clients hooked, and why you should never play the rate adjustment game. As we dissect local market rivalries and the chess-like moves needed to win deals, you'll discover each lender's unique proposition and why it's crucial to your business's success. Drawing from the trenches of financial battlegrounds, this episode is your playbook to outmaneuver the competition with grace and expertise. Closing the loop, we illuminate the intricate dance of transparency in deal structuring, where clarity reigns supreme. Heart-to-heart discussions on potential deal renovations, managing client expectations, and the paramount rule of honoring term sheet commitments underscore our ethos. Through anecdotes of pre-flighting deals and steering clear of surprises, this episode isn't just about the dos and don'ts—it's about nurturing trust and integrity in the world of finance. So tune in, and let's elevate your term sheet game together. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com 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, email Bethany McClellan at Bethany@rapidbusinessplans.com or visit https://rapidbusinessplans.com/

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 journey and how he's applying his guiding mantra to prioritize tasks that truly make an impact, ensuring that we as professionals are performing at the peak of our abilities. Ever felt that your days are slipping through your fingers, especially when balancing client needs with your own expertise? We've got you covered. This episode is a treasure trove of strategy, from discerning which deals to prioritize to perfecting the art of client education when it comes to SBA loans. Discover the finesse required to manage both seasoned borrowers and SBA newbies, all while maintaining that golden equilibrium between accommodating and valuing your time. As we wrap up, take heart in knowing that you're not alone in the quest for a work-life symphony, especially in these tumultuous times of home offices and blurred boundaries. We share our personal tactics for setting clear lines between our professional and family commitments, giving you the tools to maintain focus and foster a supportive environment at home. Not to mention, our hosts offer a special nugget of wisdom – a reminder that unless you cherish your time, nobody else will. So, as you tune in, prepare to embark on a journey toward reclaiming your hours and transforming them into your greatest asset. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

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, we dissect the multitude of factors influencing your paycheck, from commission-based incentives to the nuances of loan portfolios. Whether you're just stepping into the world of banking or are a seasoned professional, this discussion is your key to understanding how financial achievements truly translate into financial rewards. As we navigate through the various compensation models in the banking landscape, the conversation gets especially intriguing when we consider how market fluctuations and clawbacks can play pivotal roles in a BDO's financial stability and loyalty to their institution. We debate the delicate balance between the enticement of a generous commission and the value of being backed by a supportive bank. If you've ever wondered how successful loan sales not only line your pockets but also propel the bank's success, our candid chat, peppered with personal stories and shrewd advice, will shed light on this symbiotic relationship. Finally, we cast our gaze towards the horizon of BDO compensation, discussing ethical considerations and the groundbreaking concept of residual income from a well-managed loan portfolio. For those BDOs looking to future-proof their careers, we share strategic tips on aligning with progressive banks and potentially collaborating with FinTechs. As we wrap up, we leave you with a hearty dose of encouragement: your hard work is more than a contribution—it's an investment in your own prosperity and the bank's growth. So tune in, take notes, and prepare to amplify your success as a BDO. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com 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, email Bethany McClellan at Bethany@rapidbusinessplans.com or visit https://rapidbusinessplans.com/

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 comes to understanding the subtleties of regional markets. This episode isn't just about whom you choose, but how you work with them. The team also pulls back the curtain on the environmental due diligence scene in Michigan, underscoring the immense value of local firms well-versed in state regulations. It's a masterclass in why direct vendor communication and industry-specific savvy are essential for timely and accurate appraisals and assessments. But what about the relationships behind these transactions? We recount personal tales of lightning-fast responses from vendors whose hustle has cemented their place in our trusted network. From securing last-minute life insurance policies to salvaging deals on the brink, it's clear that the human element can't be ignored. We chat about the art of crafting these vital connections, the kind that not only get you through one deal but pave the way for countless more. If you're looking to sharpen your vendor selection skills and build a portfolio of go-to professionals, this episode is your toolkit. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

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 about the good, the bad, and the downright weird stories from our journey, including our take on the increased visibility of the SBA post-PPP loans and the curious case of being mistaken for scammers on social media. Ever won a catering raffle only to land a hefty deal for food trucks? Our candid conversations reveal the art of prospecting in places you'd least expect, and the power of an 'attitude of abundance.' We share our best networking sagas, illustrating the importance of articulating your role and value to those you meet. As we recount instances of both serendipitous wins and deals snatched away, you'll gain insights into the competitive yet personal nature of our industry and why sometimes, the most memorable deals come from the most casual of chats. Rounding out our chat, we delve into the delicate dance of maintaining professionalism in a field where your reputation can be your greatest asset. We share cautionary tales and victories alike, discussing the intricate balance of managing relationships with friends and family in the finance world. For those eyeing the Business Development Officer role, we offer sage advice and underscore the importance of continuous learning and training. So, whether you're a seasoned lender or just curious about the behind-the-scenes of SBA deal-making, this episode is packed with laughter, lessons, and maybe even a little inspiration to network at your next social gathering.  Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

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, we uncover the true essence of personal connections within the industry and how they shape the way BDOs engage with each unique borrower. This episode takes you on a mentorship journey, where one of our personal encounters with a senior bank leader during a site visit reverberates with lessons on assessing borrower character and the risks involved in financial dealings. The anecdotes from our field audits bring home the vital nature of due diligence; from discovering fishy practices at a boat dealership to a bar with a burlesque license, these stories emphasize why no deal should ever risk your career. We navigate through these experiences, demonstrating the commitment required to safeguard against fraud and the unexpected.  As we wrap up, we share a thrilling case study of financing a private security firm, where creativity met compliance to overcome licensing hurdles and clinch a successful deal. I highlight the importance of proactive deal-closing strategies and the value of checklists to streamline the transaction process. Engage with us, as your questions and topics fuel our future episodes, ensuring a shared journey through the multifaceted terrain of BDO engagements. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

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 into how these factors determine job satisfaction and personal growth within the industry. Transitioning from underwriting to sales is no small feat, and it's a journey Sterling has intensely traversed. Sharing his story, we explore how self-awareness can point you towards the right career choices, with a special nod to the value of mentorship in specialized fields. For anyone on the cusp of such a move, or those plotting a course towards leadership, we discuss how sales can expand your experience and pave the way to the top. Plus, we don't shy away from the gritty details of performance management and the tough decisions that come with knowing when to let an employee go. Our conversation takes a deep dive into the ramp-up phases for new Business Development Officers, from setting realistic sales targets to understanding the minimum accepted performance standards. We stress the importance of self-evaluation and recognizing when it's time to pivot if you're not thriving in your current role. For those eyeing their next big move, we offer expert advice on how to best present your loan portfolio during interviews, helping you secure a spot where your talents will shine. This episode is an essential listen for anyone eager to excel in the competitive landscape of banking and sales.  This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

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 to stay at home and how this supports his son's future, while Alan toasts to a 'monster March' after clinching a crucial deal that eases our team's sales pressure. We get real about the pandemic reshaping our boundaries, with Ryan spotlighting the need to safeguard family moments and Sterling giving us a peek into his new reality as a dad and a professional. When it's time to talk strategy, Chris shares how his life is rich with community work and nonprofit efforts. This sparks an honest discussion about the nuances of work-life balance for those without children and how one measures success beyond the financial scoreboard. As we near the end, the focus shifts to the art of selecting just the right business conferences to enrich both our careers and our family lives. We're sharing laughs and learning the ropes of incorporating our loved ones into work travel, embracing the evolving inclusive atmosphere at professional events, and the excitement of reconnecting with colleagues face-to-face post-pandemic. Tune in and take a journey with us through the ups, downs, and rewarding moments of striking that elusive work-life harmony. Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com

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 negotiation history, we're pulling back the curtain on tactics that guarantee a smoother path to the finish line. Revolutionize your workflow with our deep dive into CRM systems like HubSpot, which are game-changers for the savvy Business Development Officer. Picture this: automated reminders, follow-ups that never miss a beat, and a goldmine of client information at your fingertips. We discuss how these powerful tools can transform the way you track term sheets and navigate underwriting stages, ensuring that you're always a step ahead. Plus, we share insider tips on assessing client interest and knowing when to gracefully bow out from a deal that's hit a dead end. Finally, prepare to get the lowdown on leading a deal from a handshake to a successful close. We spotlight the critical moments in the loan pipeline, emphasizing the urgency of securing signed term sheets and the proactive strategies for sailing through underwriting queries. It's about more than just dotting I's and crossing T's; it's about continuous communication and the finesse of a pre-closing checklist that elevates the customer experience. Join us as we divulge the essentials for ensuring a seamless and efficient journey to the closing table, peppered with real-world advice from our panel of experts.  Please e-mail us any questions, or suggestions for future episode topics at TheBDOShow@Gmail.com This episode is sponsored by: 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 www.sbaprotection.com or email Adam Bergen at Adam@SBAProtection.com