{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Quitting the Bank: Closing 100 Deals in 24 Months feat Heather Endresen | Ep. 183","description":"This week on The Art of SBA Lending, we're joined by Heather Endersen, a true veteran of the SBA world with a career spanning decades. Having managed SBA departments and pioneered business acquisition lending, Heather shares her journey and explains why she made the leap from a top-producing BDO at a bank to launching her own brokerage. Heather gets candid about the shift in the SBA landscape, from the rise of business acquisition loans to the changing dynamics between lenders and borrowers. She also pulls back the curtain on the brokerage model, explaining why it's a more efficient way to get deals done and how it's poised to be the next big thing for lenders who have built a strong personal brand. We also dive into the current challenges facing the industry, including the controversial new policies on preferred equity and seller guarantees. \ud83c\udfaf In this episode:  \u27a1\ufe0f The surprising data on business acquisition loan default rates. \u27a1\ufe0f Why a low rate on a real estate loan can be a "hamster wheel" for lenders. \u27a1\ufe0f The key difference between a BDO who is a "vendor" and one who is a "value add". \u27a1\ufe0f Why borrowers are now challenging lenders on their interpretation of the SOP. \u27a1\ufe0f The biggest policy change Heather would make to the SBA today. \ud83d\udcac What's your take? Should a seller be required to personally guarantee a loan on a partial change of ownership? Join the debate in the comments! The BDO Retreat is back for its fifth and final year, and this time, we\u2019re 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  \ud83c\udf99This episode is sponsored by: CORPSMART  Want to win over your closing team? Next time you pick up a deal involving titled assets, go to corp-smart.com\/artofsba and request a quote for tax, tag, and title so you can structure your loan correctly right from the jump. When it comes to titling vehicles, boats, and aircrafts, CORPSMART has the knowledge to assist you confidently. CORPSMART offers full-service titling solutions, working directly with the local agencies to get your titles processed accurately and on-time. If you\u2019ve struggled with recording titles, reach out to support@corp-smart.com to learn more about their services. 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. Find out why so many top-producing BDOs recommend Rapid to their small business borrowers. 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 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. ","author_name":"The Art of SBA Lending","author_url":"https:\/\/www.artofsba.com\/","html":"