Maximize Your SBA Secondary Market Premiums Through Strategic Loan Origination — Tues, Aug 4
The Origination Decisions That Drive Investor Demand and Gain-on-Sale Income
A Coleman Webinar
Date: Tuesday, August 4, 2026
Time: 2:00 p.m. Eastern
Includes e-certification & recording
The sale of the guaranteed portion of a 7(a) loan represents one of the largest sources of non-interest income for many SBA lenders. Yet the premium received in the secondary market is often influenced long before the loan is sold. Decisions made during structuring can significantly affect investor demand and the premium ultimately received when the guaranteed portion is sold.
Experienced SBA lenders understand that secondary market execution begins at origination, not after closing. A loan structured with the secondary market in mind can improve liquidity, expand lending capacity, and strengthen the overall profitability of an SBA lending program.
Join David Parrish, President of Deerwood Advisors and former Manager of the SBA Secondary Market Group within the Office of Capital Access, for a discussion on how experienced SBA lenders approach loan structuring with both the borrower and the secondary market in mind. Drawing on his experience overseeing SBA secondary market operations, David will examine the loan characteristics investors evaluate, discuss how loan structure influences pricing and marketability, and share current perspectives on today’s SBA secondary market.
Rather than treating loan origination and secondary market sales as separate functions, this webinar examines how successful SBA lenders connect the two as part of a more profitable SBA lending strategy.
David will discuss:
- How investors evaluate interest rate structure, spreads, and loan terms.
- Which loan characteristics have the greatest influence on premium pricing.
- Why seemingly minor structuring decisions can materially affect gain-on-sale income.
- The advantages and tradeoffs of different interest rate structures.
- How investors evaluate loan term, size, seasoning, and prepayment expectations.
- How poolability affects investor demand and pricing.
- Strategies experienced lenders use to balance borrower needs with secondary market value.
- Current secondary market trends influencing investor appetite.
- SBA Form 1086 and its role in secondary market transactions.
- Practical ideas for strengthening your institution’s secondary market strategy.
Whether your institution sells a handful of SBA loans each year or maintains an active secondary market program, this webinar will provide a practical framework for evaluating loan structuring decisions through the lens of the secondary market.
How the Webinar Works
We use Microsoft Teams as the webinar platform.
Recording
All Coleman webinars are recorded and a link is sent to all attendees.
Single Site License
The single site license grants your institution one viewing of the webinar. It is permissible to use a single site license on one device in a conference room to be viewed by multiple attendees The webinar can be viewed on any device.
Multiple Site License
A multiple site license is an unlimited access pass for anyone at your institution. You will be given a link that will be usable to anyone with your email domain.
Webinar Links and Handouts
The webinar link will be sent out prior to the session, and included again when we send the presentation and handouts.
Participants Earn Certificates of Participation
All Coleman Webinar attendees will receive a certificate of participation. This documents your continuing education history for SBA and your regulators.
Questions
Questions throughout the webinar are strongly encouraged. There are two ways to ask a question. The first is to ask the question via the chat in Microsoft Teams. The second is to send an email to anna@colemanreport.com. Also, feel free to ask pre and post-webinar questions.
The Fine Print
1) Substitutions are allowed at no charge.
2) Cancellations receive a 100% credit for any Coleman product.
3) As with all our products, we offer a 100% money back satisfaction guarantee — no questions asked.
3 Easy Ways to Order
1) ONLINE — Register and pay online via Quickbooks
2) EMAIL –Send an email to cindy@colemanreport.com with “Webinar Registration” in the Subject Line. We will do all the paperwork and either send you a sales receipt or an invoice.
3) PHONE — Call us at 818-790-4591.
Bob Coleman
Publisher, Coleman Report
bob@colemanreport.com