ARF Financial’s Loan Stars Podcast

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.

Loan Stars Episode 7: Mastering Equipment Financing with Sandra VanBuren

In this episode of the Loan Stars Podcast, host Celeste Deal-Maunoir discusses business financing with Sandra Van uren, CEO and Co-founder of Food Service Solutions. Sandra explains the importance of equipment financing in the food service industry, emphasizing its rapid and streamlined process which helps startups and expanding businesses manage cash flow effectively. She addresses common mistakes restaurant owners make, such as using all liquid capital upfront and the benefits of discussing financing options early. Sandra outlines different types of financing structures including lease-to-own, fair market value contracts, equipment finance agreements, and loans, and explains the importance of choosing the right option based on the business's growth trajectory and financial goals. The discussion also covers the evolving landscape of equipment financing post-pandemic, the impact of economic factors, and the role of technology in modern restaurant operations. Sandra advises business owners to explore all financing options, consult experts, and ensure they understand all terms to make informed decisions. The episode aims to equip restaurant operators and loan brokers with the knowledge to navigate financing challenges and leverage opportunities for growth.

Loan Stars Episode 6: Thriving in Economic Uncertainty: Insights from Joe Camberato

In this episode of the Loan Stars Podcast, Celeste Deal-Maunoir, Chief Sales Officer at ARF Financial, discusses strategies for thriving during financial hardship with Joe Camberato, CEO and founder of National Business Capital. They explore the current economic climate, the impact of high-interest rates on small businesses, regulatory changes affecting the finance industry, and the role of AI in lending. Joe emphasizes the importance of focusing on growth opportunities during challenging times and advises loan brokers to establish trust with clients by acting as advisors rather than salespeople. He also highlights the potential of non-bank lending and the need for businesses to adapt and leverage new opportunities for growth.