Structure SBA 7(a) Loans for Maximum Secondary Market Premium and Gain-on-Sale Income — 3/25
A Coleman Webinar
Date: Wednesday, March 25, 2026
Time: 2:00 p.m. Eastern
Includes e-certification & recording
Selling the guaranteed portion of SBA 7(a) loans generates significant non-interest income for lenders, but secondary market investors are increasingly sensitive to loan structure. Interest rate type, base rates, spread, reset frequency, maturity, and loan size directly affect pricing.
Small structural decisions made at origination can translate into tens of thousands of dollars in gain-on-sale differences when the guaranteed portion is sold.
Many lenders still treat loan structuring and secondary market execution as separate functions. That disconnect leads to weaker premiums, lower gain-on-sale income, and missed revenue opportunities.
Lenders who structure SBA loans with the secondary market in mind consistently produce stronger pricing and higher profitability.
Join David Parrish of Deerwood Advisors, former SBA Manager of the Secondary Market Group in the Office of Capital Access, for a focused, practical discussion on how to structure SBA 7(a) loans to maximize secondary market value before the loan is ever booked.
Why This Matters
Loan structure drives investor demand. Investors evaluate spread, rate type, reset frequency, maturity, and loan size when pricing SBA loans. If those variables are not designed with the secondary market in mind, lenders risk selling loans at discounted premiums.
For SBA program managers, secondary market teams, and executive leadership responsible for SBA profitability, understanding how loan design affects pricing is critical. A disciplined structuring strategy allows lenders to originate loans that sell faster, pool more easily, and command stronger premiums.
What You’ll Gain by Attending
1. Clear understanding of how interest rates are structured on SBA 7(a) loans, including how base rate ties like Prime and lender spreads form the foundation of pricing.
2. Insight into how small changes in rate spread can meaningfully alter investor appetite and premium pricing.
3. How variable-rate loans with frequent adjustment periods often command stronger premiums than fixed-rate structures.
4. Why loan maturities and term choices matter to secondary buyers and how longer or standard terms can enhance sale value.
5. How investors view prepayment speeds in pricing.
6. How loan size and seasoning at the time of sale influence pricing outcomes.
7. How to align loan design with investor preferences to improve poolability and investor demand.
8. Best practices for balancing borrower needs with structures that maximize sale proceeds.
9. Which base rate to choose — SOFR, Prime, SOP Peg Rate, or Treasury 5/10 Year Benchmarks
10. What management teams need to understand about SBA Form 1086.
Register now and learn how to design SBA loans that consistently sell for higher value.
What You’ll Learn:
This webinar covers critical topics to avoid SBA purchase traps.
- Equity Injection
How to exceed SBA’s expectation of clear proof that the required borrower injection occurred and was not borrowed or recycled improperly. - Improper Lien Positions
Tips to double-check the required lien positions — one of the most common reasons for repair or denial. - Unauthorized Use of Loan Proceeds
Prevent denials triggered by failing to document exactly what SBA needs. Clearly understand the proper use of proceeds. - Documentation Deficiencies
Learn proactive actions to undertake when faced with documentation errors in the underwriting phase. Be aware of debt repayment disbursement traps. - Failure to Review Bank Statements to uncover MCA debt.
The best practices for reviewing SBA’s new checking account statement analysis. - Overlooked Insurance Requirements
Document and perfect interests in all collateral or guaranty denials. - Borrower Eligibility Issues
Dive into key SBA eligibility requirements and avoid missteps that result in denials. - Notes to Credit Memo to Reduce Guaranty Risk
Learn strategies to document addenda to the credit memo to reduce exposure during the guarantee purchase process. - Missing Required Closing Conditions
A review of all other conditions, such as landlord waivers, lease assignments, environmental clearances, and third-party agreements, must be completed before disbursement. - Post-Closing Disbursement Failures
Ensure compliance with the disbursement control of construction or working capital proceeds
Your Training Staff
David Parrish
David Parrish is a small business finance and capital markets professional with nearly two decades of experience at SBA. During his tenure, he held leadership roles in the Office of Capital Access and the Small Business Investment Company (SBIC) program, specializing in SBA lending, secondary market operations, credit risk management, and investment analysis. Most recently, he served as Manager of the SBA’s Secondary Market Group, overseeing securitization and market operations for SBA-backed loans. Now affiliated with Deerwood Advisors, Parrish advises on small business finance, lending strategy, and capital market dynamics, bringing deep expertise in SBA programs, private equity and venture capital finance, and commercial lending.
Bob Coleman
Bob Coleman is the founder of Coleman Publishing, a publisher of newsletters, reports, data, conferences, webinars, online training videos — to help finance professionals become small business lending experts. Bob is the nationally recognized expert on small business financing. He has appeared frequently on Fox Business News, NPR and other numerous media outlets. He is sourced by all print media. He is a frequent speaker about small business lending throughout the US and EU. Bob has a BA in Medieval History from the University of California Santa Barbara and a MBA in Real Estate Finance from the University of Southern California. Bob has earned numerous awards as a producer of events and video training. His passion is getting capital to Main Street and Rural American small business.
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 included on your sales receipt.
The link will also be included when we send the presentation and handouts. These will be sent by eod the day before.
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