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SBA Distribution Model

SBA Distribution Model. September 2012. Organizational Structure. Head of SBA. Region 1 Sales Mgr. Region 2 Sales Mgr. SBA Loan Production Mgr. SBA Express Mgr. Sales Operations. Region 3 Sales Mgr. SBA Express Analysts. Sales Operations Analyst. Region 2 BDOs. Region 3 BDOs.

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SBA Distribution Model

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  1. SBA Distribution Model September 2012

  2. Organizational Structure Head of SBA Region 1 Sales Mgr Region 2 Sales Mgr SBA Loan Production Mgr SBA Express Mgr Sales Operations Region 3 Sales Mgr SBA Express Analysts Sales Operations Analyst Region 2 BDOs Region 3 BDOs Region 1 BDOs Closing & Packaging Managers Underwriting Managers Closers & Packagers SBA Senior Credit Officer SBA Senior Workout Mgr Underwriters & Credit Analysts

  3. Centralization is Key! • Centralized Credit Adjudication • Credit Center to Underwrite and Process loans • Lending decisions made on behalf of the U.S. SBA • Preferred Lender Program (PLP) • Portfolio Management Team ensures guarantee is maintained • All Market Underwritten deals are reviewed for eligibility even if the SBA Credit Center didn’t Underwrite • Weekly pipeline meeting with Sales and Credit Center • Executive oversight of larger deals

  4. Compensation Plan • Sales Variable Compensation • Awards Volume • Targets top producers • Tiered compensation with thresholds at $5MM • Commission Payout Product Variations • 7(a) – Greater profitability = higher individual compensation • 504 – Lower profitability = lower individual compensation

  5. Compensation Plan Guidelines • Volume goals established at beginning of Plan Year • Maximum Plan Payouts • 90 Day Ramp-up period of ineligibility • Claw-Backs if non-performing within first 12 months

  6. Sample Compensation 7(a) 504

  7. Compensation Adjustments Referral Fees: • Paid to Brokers • Maximums apply • Alters Payout to Sales Person

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