Authentic Sales Leader

In this episode, we are joined by Ray Drew, the managing business development officer for Fund-Ex Solutions Group. Ray is considered a thought leader in the SBA lending space and also hosts the Art of SBA Lending podcast. In this episode, we will dive into Ray's background, the concept of SBA lending, his success in the industry, and his unique approach to differentiation and personal branding.

Ray's journey in the financial services industry began after he completed his marketing degree in college. Initially, he had no intention of pursuing a career in sales, but a marketing internship at an SBA lender opened his eyes to the world of small business lending. He quickly fell in love with both SBA lending and sales. Ray attributes a significant part of his success to the habit of reading books. In his early years, he read multiple books on sales and marketing, constantly seeking ways to improve his skills and knowledge.

SBA lending, according to Ray, involves lending money to small business owners for various purposes such as buying businesses, buying out partners, or purchasing real estate for their businesses. It is a niche industry but plays a vital role, especially in the M&A activity happening in the business world today. SBA loans can finance transactions up to $5 million, making them attractive to small to medium-sized businesses.

When it comes to differentiating himself from other SBA lenders, Ray emphasizes the importance of personal branding and education. By establishing himself as a thought leader through his podcast and YouTube channel, Ray has not only gained a following but has also built trust and credibility in the industry. His content provides valuable information that helps potential borrowers and referral sources understand the complexities of SBA lending. Ray believes that customers today have the power to do their own research, and by offering educational content, he is able to stand out from the competition.

As a player-coach, Ray also shares his insights and strategies with his team. He believes in hiring high-performing individuals who do not require excessive coaching. He encourages his team members to establish themselves as thought leaders and provides them with the freedom to explore their own growth paths. Ray's approach to leadership focuses on empowering his team rather than micromanaging their every move.

Referrals play a significant role in the SBA lending space, and while many professionals shy away from asking for referrals, Ray sees the value in it. He suggests asking for referrals at appropriate moments, such as when a problem has been solved for a customer or during the closing of a deal. By highlighting the positive outcomes and emphasizing the value they provided, SBA lenders can position themselves as trusted resources for potential referrals.

Ultimately, success stories for Ray come from helping individuals achieve their dreams of business ownership. He shared a heartwarming story of a receptionist who worked her way up to become a manager and eventually purchased the salon she worked at. These stories showcase the impact SBA lending can have on individuals' lives and solidify Ray's satisfaction in his career choice.

In conclusion, Ray Drew's journey in the SBA lending industry, coupled with his focus on personal branding and education, has propelled him to become a thought leader and successful sales professional. By sharing his knowledge and experiences through his podcast and other platforms, he has been able to differentiate himself and build a strong reputation in the industry. Ray's approach to leadership and his commitment to empowering his team further contribute to his success. Through his stories and insights, we can all learn valuable lessons about authenticity and success in the sales industry.

If you enjoyed this episode, make sure to check out the Authentic Sales Leader podcast and share it with others who may find it valuable. Remember, success comes not just from sales skills, but also from being authentic and providing value to customers and the industry as a whole.