How to Build a Credit Box feat. Brian Carlson, Jeannie Yoder, & Chris Kwiatkowski | Ep. 158

09/19/24 • 31 min

This week on The Art of SBA Lending, we’re diving deep into the framework that defines SBA lending success—the credit box.

Ray is joined by our panel of experts to explore how SBA shops build and refine their credit boxes to manage risk and go to market with a competitive product.

What does it take to build a successful SBA credit box? Is your credit box ready for the future?

With insights from this weeks Art of SBA panelists:

Jeannie Yoder, SBA Regional Executive at United Community Bank Brian Carlson, SBA Managing Director at Mission Valley Bank Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank

We're covering:

-How to design a credit matrix that reflects your risk appetite -The role of competition in shaping your credit guidelines -Balancing conservative vs. aggressive underwriting -Post-close liquidity and its importance in credit risk assessment -The impact of regulatory compliance on your credit box decisions

Tune in now for a conversation that could redefine your approach to SBA lending and leave us a review!

This episode is sponsored by:

CORPSMART

CORPSMART is a due diligence group that specializes in lien searching, UCC filing, DMV title recordings and more. If you're looking to streamline your process, the CORPSMART team is the best resource, offering a wide range of services, capability to directly integrate with your in-house systems, and the icing on the cake, their over-the-top customer service, making every deal that much easier to close

To discuss your due diligence needs visit the CORPSMART website at https://corp-smart.com for more information or to set up a get acquainted call, email McKenna Weiks at [email protected] - and let them know that the Art of SBA sent you!

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 http://www.rapidbusinessplans.com/art...

BDO’s...let’s start your weeks strong! Sign up for our weekly sales advice series, Sales Ammo. Every Monday morning wake up to a piece of Rays sales advice in your inbox to help you rise to the top.

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Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

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Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

This week on The Art of SBA Lending, we’re diving deep into the framework that defines SBA lending success—the credit box.

Ray is joined by our panel of experts to explore how SBA shops build and refine their credit boxes to manage risk and go to market with a competitive product.

What does it take to build a successful SBA credit box? Is your credit box ready for the future?

With insights from this weeks Art of SBA panelists:

We're covering:

Tune in now for a conversation that could redefine your approach to SBA lending and leave us a review!

This episode is sponsored by:

CORPSMART

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 http://www.rapidbusinessplans.com/art...

Subscribe here:

https://www.artofsba.com/army-of-bdos

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www. http://youtube.com/@thebdoshow

https://www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

Previous Episode

Broker Compensation feat. Charles H. Green, Javier Jorge, & Kay Anderson | Ep. 157

In this episode of The Art of SBA Lending, we’re diving into one of the hottest and most complex topics in the industry today: broker compensation in SBA lending.

As the competition for volume in the 7(a) space heats up, broker fees are on the rise—sometimes dramatically so. But what does that mean for the industry, lenders, and ultimately, the borrowers?

Join us as Ray brings in another panel of expert Art of SBA Contributors to dissect the impact of increasing broker referral fees and the ripple effects they have on SBA lending.

Is higher compensation pushing brokers to steer deals toward banks that offer the highest payout rather than the best solution for the borrower? And are those costs being passed on to the small business owner in the form of higher interest rates?

In this episode, we’ll break down:

The ethics and impact of rising broker compensation
How higher referral fees could affect borrower pricing
Why banks might be "buying" business rather than earning it
A proposed solution to ensure transparency and competition in the industry

Joining us are top SBA professionals:

Charles Green, SVP at Harvest
Kay Anderson, SVP at Live Oak Bank
Javier Jorge, CEO of Chatbiz and SBA Director at Locality Bank

Tune in for a candid conversation on what’s driving broker compensation trends and what the future of SBA lending might look like if these practices continue.

This episode is sponsored by:

Lumos Data

Lumos empowers your small business lending growth with cutting-edge analytics and streamlined applications that optimize your performance.

If you're ready to take your small business lending to the next level with cutting edge analytics visit lumosdata.com.

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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

Join us at FLAGGL!

Catch Ray Drew, Chris Hackney, Alan Peterson, and Sterling Birdsong speak at the FLAGGL conference on September 19th in Orlando, FL

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

Https://www.YouTube.com/@thebdoshow

Https://www.YouTube.com/@sbatoday

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Subscribe here:

ARMY OF BDOs | Art of SBA

Head to www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.

Next Episode

Incentivizing SBA Closers and Underwriters feat. Chris Kwiatkowski, Dustin Baker, & Darren Davis | Ep. 159

In this episode of The Art of SBA Lending, Ray Drew tackles the big question that can’t be ignored: Should we be paying underwriters and closers based on production?

From bonuses to performance metrics, we’re exploring what it would take to reshape compensation in SBA lending.

How do you incentivize underwriters and closers in a way that drives performance without crossing compliance lines?

Ray is joined by this weeks Art of SBA Contributors:

Dustin Baker, CEO and Co-Founder of Shatterbox
Chris Kwiatkowski, President of Government Guaranteed Lending at Dogwood State Bank
Darren Davis, President of SBA Lending at Colony Bank

We’re covering:

Why aligning compensation with performance could improve underwriting and closing speeds
The risks and benefits of incentivizing non-BDO roles
How incentive plans could attract new talent and boost retention
How to navigate SBA compliance when implementing new pay structures

🎧 Tune in to this thought-provoking discussion and see how a shift in compensation could change your shop’s performance dynamics.

Listen in today and let us know what you think in the comments or by leaving a review!

This episode is sponsored by:

Baker Lewis

Baker Lewis is the SBA lending industry’s premier executive search and personnel consulting firm. Schedule a call by reaching out to Dustin Baker at 940-230-4321.

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/artofsba

Loving The Art of SBA Lending episodes? Make sure to follow along with our sister shows, The BDO Show and SBA Today, each week with the links below!

https://www.youtube.com/@thebdoshow

www.youtube.com/@sbatoday

Head to http://www.artofsba.com for more information and to sign up for our must-read monthly newsletter to stay up to date with The Art of SBA Lending.