CVBBA Insights

SBA lending continues to be one of the most important financing tools in business brokerage, but the rules, expectations, and lender priorities continue to evolve.
In this episode of CVBBA Insights, Heather Valeri sits down with Matt Williams, SVP and SBA Sales Team Lead at United Community Bank, for a timely conversation about the current SBA lending environment and what business brokers need to understand when preparing buyers, sellers, and deals for financing.
Matt brings more than 20 years of banking experience across mortgage, retail banking, commercial lending, and SBA financing. Since joining SBA lending in 2019, he has helped guide clients through credit analysis, SBA requirements, and the practical realities of getting deals funded. 
In This Episode
Heather and Matt discuss:
What brokers should understand about today’s SBA lending landscape
How recent SBA updates may impact deal structure and buyer qualification
Why early lender conversations can help prevent delays and surprises
Common issues that can slow down or derail SBA-financed transactions
What lenders look for when evaluating buyer strength, seller financials, cash flow, and deal viability
How brokers can better prepare buyers before they submit an offer
The importance of communication between the trusted business advisors
Practical ways to improve the probability of getting a transaction to the closing table
Why This Episode Matters
For business brokers, financing is not just a buyer issue, it is a deal management issue.
Understanding how lenders evaluate SBA transactions helps brokers better advise clients, manage expectations, structure stronger offers, and identify potential red flags earlier in the process.
This conversation is especially valuable for brokers working with main street and lower middle market transactions where SBA financing is often a key part of the acquisition strategy.
Key Takeaways
Prepared buyers create stronger offers.A buyer who understands their financial capacity, equity injection, resume strength, and lender expectations is better positioned to move quickly and confidently.
Clean financials matter.Seller financial records, tax returns, add-backs, payroll, lease terms, and cash flow documentation all play a major role in financing success.
The lender should be involved early.Waiting until after an LOI or purchase agreement can create unnecessary delays. Early conversations can help determine whether the structure is realistic.
Communication keeps deals moving.Brokers, lenders, attorneys, CPAs, buyers, and sellers all play a role in keeping the transaction organized and moving toward closing.
SBA lending remains a powerful tool.When properly structured, SBA financing can help qualified buyers acquire strong businesses while giving sellers a path to a successful transition.
About the Guest
Matt WilliamsSVP | SBA Sales Team LeadUnited Community Bank125 East Broad StreetGreenville, SC 29601Phone: 864-228-2519Website: ucbi.com
Matt Williams has more than 20 years of banking experience, including mortgage origination, retail banking, commercial lending, and SBA financing. He currently serves as Senior Vice President and SBA Sales Team Lead at United Community Bank. 
About the Host
Heather Valeri, CBI, CEPAFounder & CEOMeridian Business AdvisorsWebsite: meridianbusinessbrokers.comEmail: heather@meridianbusinessbrokers.comOffice: 843-800-2148
Heather Valeri is an award-winning business broker, advisor, and industry leader with more than 20 years of experience.  She is VP Elect of the CVBBA,  Board of Governors member for the IBBA, and CEO of Meridian Business Advisors. 
 
CVBBA’s podcast section features monthly contributions from members and affiliates with practical, implementable ideas, strategies, and success stories designed to help members strengthen their brokerage practice and better serve their clients. 

When business owners think about a successful sale, many focus on the purchase price. But sophisticated dealmakers know the real question is what the seller actually retains after taxes, structure, and transition planning. 
In this episode of the CVBBA Insights Podcast, host Heather Valeri, CBI, CEPA sits down with Richard B. “Rick” Chess, Counselor at Law, Past President of CVBBA, to discuss practical strategies for preserving wealth in business and real estate transactions.
Together, they explore how 1031 exchanges, tax planning, and smart deal structuring can help business owners, brokers, and deal partners think beyond the headline number and focus on true net proceeds. Rick shares insights on when a 1031 exchange may be relevant, how it can create opportunities for reinvestment, and why early coordination between brokers, attorneys, tax professionals, and other advisors is essential.
This conversation is especially valuable for business brokers, real estate professionals, deal teams, and business owners who want to better understand the intersection of transaction strategy, taxes, and long-term wealth preservation.
 In This Episode, You’ll Learn:
What a 1031 exchange is and why it matters in certain transactions
How tax strategy can significantly affect a seller’s true net proceeds
Why brokers and advisors should think beyond sale price alone
Common planning considerations when real estate is involved in a deal
The importance of assembling the right professional team early
How business owners can make more informed decisions before going to market
This episode offers a practical look at how thoughtful planning can help clients protect value, reduce surprises, and create more strategic outcomes at closing and beyond.
Subscribe to the CVBBA Insights Podcast on your favorite streaming platform so you never miss an episode.Listen on AppleListen on SpotifyListen on IHeart Radio
If you found this episode helpful, please leave a positive review. It helps us grow the show and reach more professionals across the business brokerage and deal-making community.
Interested in Being a Guest?
If you are interested in being a guest on the CVBBA Insights Podcast, please contact:Heather ValeriChair, CVBBA Podcast Committee
Learn More About CVBBA
Interested in learning more about the Carolinas Virginia Business Brokers Association?Visit: https://www.cvbba.com
 
Host & Guest Contact Information
Heather Valeri, CBI, CEPA
CEO, Meridian Business AdvisorsVice President, CVBBA |  Board of Governors, IBBAheather@meridianbusinessbrokers.comhttps://www.meridianbusinessbrokers.comLinkedIn: https://www.linkedin.com/heathervaleri
Richard B. “Rick” ChessCounselor at LawChess Law Firm, PLC804-241-9999rick@chesslawfirm.comhttps://www.chesslawfirm.com

Every experienced business broker has a story about the "deal from hell"—the one that turned into a soap opera or hit a legal landmine no one saw coming. In this episode, host Colette Kemp is joined by veteran transactional attorneys Lisa Crandall and Tad Cook of PLG Law. Together, they pull back the curtain on why some deals stay clean while others spiral into expensive chaos.
Learn how to stop playing the "hero" in a failing deal and start playing the expert who spots red flags before they explode. Whether you are a broker, a buyer, or a seller, this masterclass provides the roadmap to keeping your deals on track and your reputation intact.
In This Episode, You’ll Discover:
The Hero Trap: Why trying to "save" a deal can sometimes lead to crossing legal lines.
Early Warning Signs: How to recognize the subtle "drama" indicators before they derail a closing.
The Broker's Boundary: What you should (and absolutely should NOT) be doing to protect yourself and your clients legally.
Building a Cleaner Process: How to structure your very first conversation to ensure a smooth exit months down the line.
The "Drama-Free Deal" Checklist: Key questions every broker should ask upfront to vet a deal’s viability.
Featured Guests:
Colette Kemp (Host): Founder of SureStep Business Advisors and CVBBA Board Member. With 15 years of experience growing and exiting a multi-million-dollar service business, Colette now helps owners ensure they are operationally and emotionally ready for exit.
Lisa Crandall (Guest): Attorney at PLG Law specializing in complex commercial transactions, M&A, securities, and franchising. Lisa is licensed in 7+ jurisdictions and serves as a leader in the North Carolina Bar Association.
Tad Cook (Guest): Attorney at PLG Law with over 25 years of experience in sophisticated debt financing and business sales across industries like IT, manufacturing, and trucking.
Sponsorship Opportunities
Interested in sponsoring the CVBBA Insights Podcast Series?Please reach out to Colette Kemp or Heather Valeri for sponsorship details and partnership opportunities.
Heather Valeri, CBI, CEPA, CVGMeridian Business AdvisorsCall or Text: (843) 800-2148heather@meridianbusinessbrokers.com
 
Learn More About CVBBA
Interested in joining CVBBA or learning more about the association?Visit www.cvbba.com
 
Subscribe & Review
If you found this episode informative, please subscribe to the CVBBA Insights Podcast and leave a positive review. It helps us grow awareness and continue delivering high value content to the business brokerage community.
 
Connect with Us:
Follow CVBBA on LinkedIn or Facebook
 

Episode Overview
In this conversation, Colette Kemp interviews Phil Bongiorno, an expert in the home healthcare industry. They discuss the various niches within senior care, the regulatory landscape, and the future growth of the industry. Phil emphasizes the importance of understanding compliance, operations, and the payer mix for brokers looking to navigate this sector effectively. The conversation highlights the increasing demand for home healthcare services and the opportunities available for business brokers in this evolving market.
 
Guest Contact Information
Phil BongiornoAssociate BrokerHorizon Business BrokersCall: (202) 680-8986phil@horizonbrokers.com
 
Moderator Contact Information
Colette Kemp, ACBSureStep Business AdvisorsCall or Text: (804) 920-8897colette@surestepbusiness.com
 
Sponsorship Opportunities
Interested in sponsoring the CVBBA Insights Podcast Series?Please reach out to Colette Kemp or Heather Valeri for sponsorship details and partnership opportunities.
Heather Valeri, CBI, CEPA, CVGMeridian Business AdvisorsCall or Text: (843) 800-2148heather@meridianbusinessbrokers.com
 
Learn More About CVBBA
Interested in joining CVBBA or learning more about the association?Visit www.cvbba.com
 
Subscribe & Review
If you found this episode informative, please subscribe to the CVBBA Insights Podcast and leave a positive review. It helps us grow awareness and continue delivering high value content to the business brokerage community.

Episode Overview
In this episode of the CVBBA Insights Podcast, we bring you the recording of CVBBA Vision 2026, featuring incoming President AJ Ramsey.
Moderated by Colette Kemp and Heather Valeri, this conversation outlines the strategic priorities, growth initiatives, and leadership vision guiding the Carolinas Virginia Business Brokers Association (CVBBA) into 2026.
The discussion addresses industry tailwinds such as the Silver Tsunami, evolving deal dynamics, member value creation, governance, and how brokers can maximize ROI from their CVBBA membership.
 
 
Episode Agenda & Key Topics:
Welcome & Opening Remarks Introduction to CVBBA Vision 2026 and President AJ Ramsey
President IntroductionAJ Ramsey’s professional background and leadership journey within CVBBA
The Silver TsunamiWhy demographic shifts make this a pivotal moment for business brokers
Why CVBBA MattersThe association’s role in elevating brokers and strengthening the profession
Core Goals & Strategic PrioritiesWhat must remain front and center as CVBBA grows
Expanding CVBBA’s ReachMembership growth, brand awareness, and external partnerships
2025 Key AccomplishmentsAJ-led recap of milestones and wins
What’s Ahead for 2026New initiatives, programs, and opportunities for members
Membership Values & BenefitsHow members can maximize ROI and engagement
Volunteering with CVBBALeadership development through committee and board service
Save the DatePreview of the annual CVBBA conference
Closing Thoughts from the PresidentFinal reflections and call to action for members
 
 
About the Guest
AJ Ramsey, CBI, M&AMIPresident, CVBBA (2026)COO & Managing DirectorTransworld Business Advisors - ENC
AJ Ramsey is a Transworld Senior Business Advisor with over 30 years of experience across corporate and small business environments. His background includes building, operating, and selling both domestic and international organizations, bringing deep operational and transactional expertise to his leadership role at CVBBA.
 
Moderators
Colette Kemp, ACBBoard Member, CVBBACEO, SureStep Business Advisors
Heather Valeri, CBI, CEPA, CVGCurrent VP & President-Elect (2027), CVBBACEO, Meridian Business Advisors
 
Contact Information
Colette Kemp, ACBSureStep Business AdvisorsCall or Text: (804) 920-8897colette@surestepbusiness.com
Heather Valeri, CBI, CEPA, CVGMeridian Business AdvisorsCall or Text: (843) 800-2148heather@meridianbusinessbrokers.com
AJ Ramsey, CBI, M&AMITransworld Business Advisors – ENCCall: (919) 325-6611ajramsey@tworld.com
 
Sponsorship Opportunities
Interested in sponsoring the CVBBA Insights Podcast Series?Please reach out to Colette Kemp or Heather Valeri for sponsorship details and partnership opportunities.
 
Learn More About CVBBA
Interested in joining CVBBA or learning more about the association?Visit www.cvbba.com
 
Subscribe & Review
If you found this episode informative, please subscribe to the CVBBA Insights Podcast and leave a positive review. It helps us grow awareness and continue delivering high value content to the business brokerage community.

What if your most valuable ROI in 2026 isn’t financial but relational?
 
In this episode of the CVBBA Insights Podcast, host Heather Valeri, CBI, CEPA sits down with Larry Long Jr. to challenge how brokers, lenders, and deal partners think about growth, business development, and relationships.
Together, they redefine ROI as Return on Intention and explore why authentic, relationship-first strategies consistently outperform transactional networking, especially on LinkedIn.
Larry shares his personal and professional journey of overcoming early self-doubt, navigating business failure, and rebuilding momentum through consistency, authenticity, and purpose. The conversation blends inspiration with practical application, offering brokers real-world strategies they can implement immediately.
In This Episode, You’ll Learn:
- Why authentic relationships create compounding ROI in brokerage and deal-making
- How consistency beats motivation in business development
- Lessons from business failure and how to pivot with intention
- Why LinkedIn works best when used for connection, not conversion
- Larry’s powerful 3-Minute Challenge for intentional outreach
- How to show up with clarity, purpose, and confidence in 2026
This episode is especially relevant for professionals who rely on trust, credibility, and long-term relationships to close deals and not just leads or algorithms.
Featured Resource
Jolt!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness
By Larry Long Jr. - Amazon.com : jolt! get zapped
Listen, Subscribe & Engage
 
Subscribe to the CVBBA Insights Podcast on your favorite streaming platform so you never miss an episode.
 
If you found this episode insightful or inspirational, please leave a positive review! It helps us grow the show and reach more professionals in our industry.
Interested in Being a Guest?
If you are interested in being a guest on the CVBBA Insights Podcast, please contact:
Heather ValeriChair, CVBBA Podcast Committee
Learn More About CVBBA
Interested in learning more about the Carolinas Virginia Business Brokers Association?Visit: https://www.cvbba.com
Host & Guest Contact Information
Heather Valeri, CBI, CEPACEO, Meridian Business AdvisorsAward-Winning Business Broker & AdvisorEmail: heather@meridianbusinessbrokers.comWebsite: https://www.meridianbusinessbrokers.comLinkedIn: https://www.linkedin.com/heathervaleri
 
Larry Long Jr.CEO, LLJR EnterprisesEmail: larry@larrylongjr.comWebsite: https://larrylongjr.comLinkedIn: https://www.linkedin.com/in/larrylongjrAuthor of JOLT! Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness
 

Most brokers eventually face it: a deal that goes sideways fast. Emotions spike, communication breaks down, and what once looked like a smooth closing suddenly feels impossible.
In this episode of the CVBBA Thrive in ’25 Podcast, host Colette Kemp (SureStep Business Advisors) is joined by Sheryl Vazquez (CRE & Business Brokerage Specialist) to unpack a real transaction that nearly collapsed, and the exact steps Sheryl took to revive it.
From misaligned expectations to miscommunication between parties, you’ll hear how a seasoned broker navigated complexity, rebuilt trust, and guided both buyer and seller back to the closing table.
This episode is a masterclass in problem-solving, deal psychology, and the power of an experienced broker helping to manage the emotions of buyers and sellers.
What You’ll Learn
-The early warning signs that a deal is about to “run away”
-How to deescalate emotional sellers and buyers before irreversible damage occurs
-Communication resets that rebuild trust when the relationship is strained
-Structuring creative solutions when financing, timing, or expectations clash
-Post-mortem lessons for preventing deal breakdowns in the future
 
Whether you’re new to dealmaking or a seasoned intermediary, this story highlights the skill, patience, and strategic thinking required to keep complex transactions alive.
Connect with our guest
Sheryl Vazquez | CRE & Business Brokerage SpecialistSeasoned advisor with deep experience in commercial real estate, business brokerage, and transaction management.
 
Contact Sheryl
Commercial Real Estate/Business Broker
CSG Capital, powered by EXP Commercial
919-619-6863
sheri.vazquez@csgcapitals.com
www.csgcapitals.com
 
Host's Contact
Host: Colette Kemp | SureStep Business AdvisorsBusiness broker, accredited small business advisor, and expert in deal navigation and client coaching.
 
Colette Kemp
Accredited Business Broker 
SureStep Business Advisors
Call or Text (804)-920-8897
Visit us online or connect with me on social
 
 
If you're interested in being a guest or learning more about CVBBA Insights, please reach out to:
 
Heather Valeri, CBI, CEPA
Chairperson, Podcast Committee 
Board of Directors, CVBBA 
Office: 843-800.2148
Email: hvaleri@meridianballc.com
www.meridianbusinessbrokers.com
 
 
To learn more about the CVBBA, please check out our website, https://www.cvbba.com/
If this episode gave you fresh insight into deal rescue strategies:
Subscribe to the CVBBA Thrive in ’25 PodcastHelp builds the community and share this episode with your team and fellow brokers.

Host: Heather Valeri, CBI, CEPA — Meridian Business AdvisorsGuest: Dustin Zeher, CBI, CM&AP — Principal Broker & M&A Advisor, Horizon Business Brokers
 
 
In this new episode of the CVBBA Thrive in ’25 Podcast, host Heather Valeri sits down with seasoned business broker and long-time CVBBA/IBBA leader Dustin Zeher to discuss the top five lessons every new broker needs to hear.
Whether you're just getting started or you’re looking to sharpen your process, Dustin delivers real-world, actionable insights drawn from 15+ years of experience, thousands of buyer conversations, and hundreds of completed transactions.
This episode is packed with practical advice, operational discipline, and the hard-earned lessons that separate top-performing brokers from everyone else.
Brokers will walk away with a clearer understanding of:
-Why joining your industry associations is not optional
-How the right professional network directly impacts your close rate
-How to avoid working with unmotivated or unrealistic sellers
-Why intake is the foundation of every successful deal
-The #1 operational habit that turns chaos into consistent closings
Dustin breaks down exactly what he wishes someone had told him earlier — and why brokers who master these fundamentals build stronger pipelines, faster momentum, and more predictable revenue.
 
 
Connect with Our Guest:
Dustin Zeher, CBI, CM&APPrincipal Broker / M&A AdvisorHorizon Business Brokers, LLC.
Office: 703-910-7384Email: dustin@horizonbrokers.comWebsite: www.horizonbrokers.com
Host Contact:
Heather Valeri, CBI, CEPAChairperson, CVBBA Podcast CommitteeBoard of Directors, CVBBAMeridian Business AdvisorsOffice: 843-800-2148www.meridianbusinessbrokers.com
 
 
To learn more about the CVBBA, please check out our website, https://www.cvbba.com/
 
If you're interested in being a guest or learning more about CVBBA Insights, please reach out to Heather Valeri
 
Don’t forget to subscribe so you never miss an episode — and please leave a five-star review on your favorite podcast platform!

In this special edition of the CVBBA Thrive in ’25 Podcast, hosts Heather Valeri, CBI, CEPA of Meridian Business Advisors and Colette Kemp of SureStep Business Advisors sit down with one of the Southeast’s most trusted SBA lenders — Erica Gregg Parker, VP SBA Lending, Fidelity Bank — to unpack what the recent government shutdown really means for deal flow.
Brokers and business owners have been asking the same questions:
     - Are year-end closings still possible?
     - Are lenders tightening?
     - Will holiday slowdowns make Q1 2026 even worse?
     - What’s actually happening with underwriting timelines?
 
Erica breaks it all down — with clarity, candor, and insights only someone inside the lending world can provide.
You'll learn:
     - How the shutdown impacted SBA submissions and credit decisions
     - Whether 2025 closings are still realistic
     - What’s changing in bank appetite as we enter 2026
     - Why lenders are being more selective in Q4
     - What buyers and sellers must do now to avoid delays
     - Bold predictions for Q1–Q2 SBA lending in 2026
     - The most common deal-packaging mistakes brokers are making
     - How to prepare files so underwriting says “yes” faster
If you’re a broker, buyer, or business owner relying on SBA financing, this is the episode to get ahead of the next 90 days.
Subscribe, share, and stay informed — it matters more this year than ever.
 
Supplemental Links
     - www.SBA.gov
     - www.Sellyourway.com
     - www.IBBA.org
 
Connect with Our Guest
Erica Gregg Parker, VP SBA Lending, Fidelity Bank
Office: 919-592-5288
Erica.Parker@fidelitybanknc.com
 www.fidelitybank.com
 
 
Co-Hosts Contact
 
Colette Kemp
Accredited Business Broker 
SureStep Business Advisors
Call or Text (804)-920-8897
Visit us online or connect with me on social
 
 
If you're interested in being a guest or learning more about CVBBA Insights, please reach out to:
 
Heather Valeri, CBI, CEPA
Chairperson, Podcast Committee 
Board of Directors, CVBBA 
Office: 843-800.2148
Email: hvaleri@meridianballc.com
www.meridianbusinessbrokers.com
 
 
To learn more about the CVBBA, please check out our website, https://www.cvbba.com/
 
Don't forget to subscribe so you don't miss an episode and leave a five-star review on your favorite podcast app!
 

Episode Overview
 
 
Welcome to the CVBBA podcast “Thrive in 25.”
In this episode, host Colette Kemp is joined by Michael Goddard, Senior SBA Business Development Officer at Fidelity Bank. Together, they explore the realities of SBA financing from a lender’s perspective — what brokers often overlook, and how to navigate deals more effectively.
 
They discuss the effects of the government shutdown on SBA loan processing, common misconceptions business brokers hold about SBA financing, and key factors that drive successful transactions. Michael also shares expert advice on buyer screening, maintaining clear communication throughout the process, and employing innovative lending strategies to close both small and large deals with confidence.
 
Tune in to gain actionable insights that will help you strengthen your SBA knowledge and improve your deal-making outcomes.
 
 
 
Episode Chapters
 
 
00:00 — Introduction to Thrive in 25
00:34 — Government Shutdown and SBA Lending
02:20 — Common Misconceptions in SBA Lending
05:29 — Key Insights for Business Brokers
07:56 — Top Mistakes by New Business Brokers
11:54 — Innovative Lending Strategies
13:34 — Conclusion and Contact Information
 
 
 
Connect with Our Guest
 
 
Michael Goddard
Senior SBA Business Development Officer – Fidelity Bank
 Michael.Goddard@fidelitybanknc.com
 336-514-5810
 
For questions about SBA financing or to connect directly with Michael, reach out via email or phone.
 
If you're interested in being a guest or learning more about our CVBBA Insights, please reach out to:
 
Heather Valeri, CBI, CEPA
Chairperson, Podcast Committee 
Board of Directors, CVBBA 
Office: 843-800.2148
Email: hvaleri@meridianballc.com
 
 
If you are interested in learning more about the CVBBA, please checkout our website https://www.cvbba.com/
 
Don't forget to subscribe so you don't miss an episode and leave a five-star review on your favorite podcast app!