Loan Stars Episode 12: Navigating AI in Brokerage: Insights from Cheryl Tibbs

Loan Stars Episode 12: Navigating AI in Brokerage: Insights from Cheryl Tibbs

On the Loan Stars podcast, host Celeste Deal-Maunoir (Chief Sales Officer at ARF Financial) interviews Cheryl Tibbs, founder of One Stop Commercial Capital and an AI/automation strategist, about practical ways brokers can use AI to improve speed, workflow, and client experience while keeping human judgment in the loop. Tibbs argues deals often go to the fastest broker and describes AI as a “junior loan officer” that can handle intake, qualification, and follow-up 24/7, including instant text/email responses and document flagging. She outlines using agentic systems with guardrails for security and brand voice, leveraging tools like ChatGPT and Claude, and scoring leads against ARF guidelines to route “hot” deals into a GoHighLevel pipeline. She emphasizes automating first touch while reserving packaging/structuring decisions for humans, and advises brokers to fix one major workflow leak—usually follow-up—before adopting many tools.

Loan Stars Episode 11: AI, Regulation, and Opportunities in Business Financing with Shane Mahabir

Host Celeste Deal-Maunoir welcomes Shane Mahabir, founder and president of Funder Intel, to discuss the current business financing landscape. Mahabir recounts entering alternative lending in 2014, launching Funder Intel during the 2020 pandemic, and evolving it from company ratings into a community platform offering data, news, resources, and networking events. They describe an industry that is rapidly improving through technology, giving business owners more options and faster funding, while banks remain tight and may partner with or adopt underwriting software. Mahabir notes ongoing lender growth alongside potential consolidation, plus inflation, energy costs, and tariffs shaping cautious cash-flow management. They cover AI-driven underwriting speed, embedded finance awareness, fraud and security risks, and state-by-state commercial finance disclosure laws increasing compliance costs. Mahabir predicts AI agents will increasingly apply for financing within 12–24 months.

Loan Stars Episode 10: Building a Robust Business Pipeline with Select Capital's Steve Champlin

Host Celeste Deal-Manouir (Chief Sales Officer at ARF Financial) interviews Steve Champlin of Select Capital about building a robust referral-partner pipeline in private commercial credit. Champlin, a former manufacturing owner-operator for 27 years who sold his last company in 2022, founded Select Capital in 2023 after seeing a Midwest gap for private commercial credit. He says bank, CPA, and attorney referrals—especially banks—outperform expensive online marketing because bankers provide credibility and a “captive audience.” He defines his pipeline as tracking referral relationships and multiple potential transactions per client, advising consultants to offer a broad lender “Rolodex” (unsecured revolving lines, small-balance CRE, ABL, bridge, SBA, equipment finance, factoring, specialty finance) and to avoid bad lenders charging upfront due diligence fees. He recommends clarifying positioning, leveraging LinkedIn, meeting bankers regularly (coffee/lunch), using newsletters to stay top of mind, asking for internal bank introductions, and being patient with long trust cycles; he notes banks are conservative, understaffed, and increasingly concerned about unpaid-down principals.

Loan Stars Episode 9: ARF 25th Anniversary with Steve Glenn

Celeste Deal-Maunoir hosts the Loan Stars Podcast to mark ARF Financial’s 25th anniversary with CEO and co-founder Steve Glenn. Glenn recounts how the company began in 2000–2001 after a restaurant marketing business revealed clients’ need for cash flow, leading ARF to become a California licensed lender and later a nationwide lender via a bank model. He describes early milestones and evolution from “Advanced Restaurant Finance” to ARF Financial, expansion beyond restaurants, and innovations including early line-of-credit checkbooks, ROI-based selling, and later a true revolving line of credit. Key challenges included 9/11, the 2008–2009 recession, and COVID-19, during which ARF cut low credits, extended terms, launched a broker program (2018), continued funding, and introduced payment relief and a 13-week interest-only product. Glenn highlights the partnership with co-founder Les Haskew and outlines future growth through new business categories, products, and broker training.

Loan Stars Episode 8: Unlocking Asset-Based Lending with Tammy Kemp

On the Loan Stars Podcast, host Celeste Deal-Maunoir (Chief Sales Officer at ARF Financial) interviews Tammy Kemp, President of Carrington Capital, about identifying asset-based lending (ABL) and invoice factoring opportunities earlier in the sales process and when they fit better than traditional cashflow loans or merchant cash advances. Kemp explains that many small and mid-sized businesses are declined by banks or qualify for less than they need, while ABL leverages underutilized tangible assets such as accounts receivable, inventory, and sometimes equipment. She highlights strong fits including manufacturing, staffing, transportation, service businesses, and oil and gas services, especially during growth, volatility, or ownership transitions. Carrington focuses on realizable collateral value, offers typical advance rates of ~85% on receivables (up to ~90%+ in factoring), and can work alongside banks via carve-outs; brokers should provide the business “story” and key collateral details and enable early borrower conversations.