How the SBA BDO is Paid in 2013
The New SBA BDO Compensation Model
Wednesday, April 17, 2013
2:00 p.m. to 3:15 p.m. Eastern
Complimentary Coleman Report News with Bob Coleman starts at 1:50 p.m. Eastern
Use our “email address only” order form!
After years of tremendous upheaval in our industry, the SBA business development officer position is beginning to make a comeback.
Selling SBA loans is a complicated endeavor.
The professional sales staff must be continually trained of the changes in SBA’s lending programs. Add to that the BDO must have a thorough understanding of the lender’s current credit box.
Then, the BDO must devise and execute a strategy to find loans that match the need of the small business customer and the requirements of the lender.
Finally, the lender must pay the BDO for their service.
We will examine what the industry perceives is fair, for both the BDO and the lender.
The landscape has changed significantly over the past several years. The first casualties in SBA professional employment were at the sales level. Many lenders shed these positions as they cut back on their small business lending. But with SBA lending rebounding, (2012 was the second highest year ever in SBA lending) lenders have restaffed these positions in order to slowly rebuild their SBA lending portfolio.
And, with new compensation models.
We’ll examine in-depth the results of the Coleman 2013 SBA BDO compensation survey.
We have surveyed over 100 BDOs and have interviewed numerous national, regional and community bank lenders to be able to accurately report the current trends in our industry.
Predictably, this is not 2007, when SBA BDO compensation peaked. Six years later, compensation strategies and packages are significantly different.
We will discuss the survey results:
• Total compensation packages
• Compensation benchmark statistics
• Base salary benchmark statistics
• How commissions are structured
• Challenges facing the BDO today
The survey breakdowns the compensation numbers by the four volume buckets:
• Over $15 million
• $10 to $12 million
• $8 to $10 million
• $5 to $8 million
You will learn:
• The results of the just released Coleman Report 2013 SBA BDO Compensation Report
• How compensation packages are structured
• Common commissions on a 7(a) loan
• Common commissions on a 504 loan
• The commission matrix — elements lenders are using for commission payments
• How national lenders pay their sale force
• What regional and community bank lenders are doing in structuring compensation
• Tiered commission payments — paying more for more production
• Milestone bonus programs — are they still around?
• Common clawbacks provisions
• What is happening with broker fees
This webinar is rated “INTERMEDIATE” for all attendees.
Coleman’s Webinar level of instruction guide:
ELEMENTARY — The webinar assumes the audience has no experience in the topic.
BASIC — The webinar is for small business lenders who have some experience in the topic. The webinar is designed as the Topical 101 course. This is the appropriate level of instruction for managers who oversee the function.
INTERMEDIATE — The webinar solves an unique problem for the small business lending professional. A strong working knowledge of the subject matter is recommended.
EXPERT — The webinar discusses detailed, technical and advanced topics for the well-seasoned professional. A strong working knowledge of the subject matter is a must.
Who should attend:
Small Business Bankers
Small Business Development Officers
Small Business Banking Managers
Small Business Loan Underwriters
Commercial Loan Brokers
Certificates of Participation
All Coleman Webinar attendees will receive a certificate of participation. This documents your continuing education history for your regulators. Also, this documents the answer for SBA’s Review question of continuing staff education.
We will automatically forward a certificate of participation for those who are registered to attend the webinar via Go-to-Webinar.
If you have purchased the unlimited site license and would like certificates for all who attend, please forward their names and email addresses to email@example.com. She will email the certificates
Join Coleman’s Expert SBA Instructor:
Charles H. Green
Small Business Financing Expert
Author of the Bestseller “The SBA Loan Book”
Charles Green began working in his parent’s small business at age 8 and attended many dinner hour “board meetings.” Today he is a recognized small business authority with over 30 years of advising, financing and investing in entrepreneurs. His experience as a commercial banker, venture capitalist and advisor yielded clients in more than 30 countries. He founded and served as President/CEO of Sunrise Bank of Atlanta. Charles has authored several books and articles about business financing including bestselling The SBA Loan Book and the just released Get Financing Now (McGraw-Hill) available January, 2012.
Bob Coleman is the Author of “Money Money Everywhere and Not a Drop for Main Street“. Coleman is the Editor of the Coleman Report, a trade newsletter for small business bankers. He is the nationally recognized expert on small business financing. He has appeared on Fox Business News and CNN and has been quoted by all major financial media outlets including the Wall Street Journal, New York Times and Bloomberg. He has spoken at numerous small business banking events across the United States, including international engagements in the U.K. and Germany. Coleman has a B.A. in Medieval History from the University of California Santa Barbara and a M.B.A. in Real Estate Finance from the University of Southern California.
Keynote — SBA Lending Investments Seminar, April 16, Beverly Hills
Keynote — Great Lakes Lending Conference, August 2, Detroit
About Coleman Webinars
Coleman is the largest producer of small business banking webinars in the country, all taught by the best experts in our industry.
Not only our instructors chosen with care, they are excellent teachers of their craft.
Coleman’s Webinars provide 75 minutes of highly specialized information, access to industry experts, live Q&A, and step-by-step “how-to’s” on a variety of topics relevant to today’s small business banker.
Two monthly SBA topical webinars are conducted by John Dunn and Lisa Lerner, our national professional SBA instructors.
Dunn and Lerner’s presentations solve pressing problems facing today’s SBA lending professionals.
Every month, the author of the bestselling “The SBA Loan Book” and the just released book, “Get Financing Now,” Charles Greene presents a program on a topical small business lending underwriting subject.
We rotate our SBA loan liquidation and servicing webinars with three of the finest experts in the country — Ethan Smith of SBA lender boutique law firm Starfield and Smith, SBA lender attorney Mitch Fogel, and Kerri Agee, of banc-serv, the president of the largest SBA loan service provider in the country.
Why a Webinar?
It’s very cost effective. No airfare, no hotels. Just cram as many people as you wish into your conference room and turn on the computer. You have two options to listen to the program–phone, or through your computer speakers. You are only charged for the connection.
You can choose to have any many connections nationwide as you wish when you purchase unlimited access for only $100.
A great benefit of the program is that you have the ability to ask questions directly of the panelists. Or, you may simply email Coleman during the program and he will air your question. All of our webinars are recorded. Buyers of the unlimited site license option will receive a DVD recording of the event to share with anyone you wish. A transcript of the program is also provided to purchasers of the unlimited site license.
How it Works
We use Go-to-Webinar as our platform. You will receive a link that will direct you to an Internet site to view the presentation. Nothing will be downloaded to your computer. If you would like to test this process to make sure you will be able to access the link through your system’s firewall, just send an email to firstname.lastname@example.org, and he will walk you through it.
You may choose to listen to the program separately from the on-line presentation. Before the event, we will email you the presentation that you may distribute to all of your attendees.
Coleman Report News of the Day Starts of 1:50 p.m. Eastern
Log and dial in ten minutes before each Coleman webinar to hear the “Coleman Report News of the Day” with Bob Coleman.
We do this for two reasons. First, the pre-show confirms you are successfully connected to the webinar. Second, we provide you a synopsis of the current news to help you place what is happening to the small business lending industry in context. Join us for this free feature!
The Fine Print
1) The single user registration fee of $289 is based on location not attendance. You may have as many people in one location attend. You many distribute the materials to anybody in your company.
2) For only $100 more, you may invite as many people from your institution from as many locations as you wish. (You also get the DVD and transcript!) We will forward you a link that allows you to sign up as many people as you wish. If
3) Substitutions are allowed at no charge.
4) Cancellations receive a 100% credit for any Coleman product.
5) As with all our products, we offer a 100% money back satisfaction guaranty — no questions asked.
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1) Previous customers need only to send an email to email@example.com with “Register” and the date of the webinar in the Subject Line. We will do all the paperwork and charge your credit card on file, or send you a PayPal request.
2) Call Customer Service at 800-617-1380, extension 1
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