An Ode to the Greats: SBA High Lord of Rhythm and Grace

Welcome back to the realm of the SBA High Lords and their words of wisdom from the thrones of greatness.

I want to tell you a story that blew my mind and changed my life. It’s about a humble hero and a priceless piece of advice from a superstar loan officer named Jim Mueller.

Let me take you back to 15 years ago, when I was at an SBA department meetup in California. I had the chance to talk to Jim, who was a legend in the SBA loan lending world. He was closing 5-10 loans every month (or at least that's what it felt like), crushing his targets and making history, as he continues to do this day, I'm sure. But he was also the nicest guy you could ever meet. He had a smile that could light up a room and a calmness that could soothe any storm. (gushy enough?)

I was dying to know his secret, so I asked him: “Jim, how do you do it?” He looked at me with a twinkle in his eye and said, “Shane, I just try to close one loan a month.”

That’s it. That’s all he said. No fancy tricks, no complicated strategies, no magic formulas. Just one loan a month.

At first, I thought he was joking. How could someone who was closing more loans than anyone else in the country be so modest? But then I realized he was serious. He wasn’t trying to impress me or brag about his achievements. He was just being honest and humble.

Jim’s advice may sound simple, but it changed everything for me. It made me realize that success isn’t about chasing big dreams or putting yourself under pressure. It’s about making steady progress, one step at a time. Jim’s words became my motto: “Just try to close one loan a month.”

This mindset helped me find my own groove, my own speed, and my own way to success. It was about building a solid foundation, creating lasting relationships with clients, and supporting my team with all I had. Jim showed me that greatness isn’t just about numbers; it’s about character, integrity, and the genuine desire to help others.

One thing that always amazed me about Jim was his cool and collected way of dealing with people. It didn’t matter if it was a client, a colleague, or even a newbie in the industry; Jim treated everyone with equal respect and kindness. He had confidence, but not arrogance. I vividly remember him just sitting back in his chair as the room fluttered with common on a million ways of doing things different that would solve world hunger in the SBA world. Never needed to say a word. He had it figured out and I could see he humble appreciation for all the effort that people in the room put in to the deals that he worked on.

In the fast and furious world of SBA loan lending, where deals can be tricky and the stakes are high, Jim’s example stands as a reminder that success isn’t measured by how many loans you close. It’s measured by how many people you touch, how well you understand their needs, and how well you solve their problems. As $BA Ray says, its all about the value you provide. Jim’s approach taught me to put the client first, to walk in their shoes, and to be their partner in their journey.

As I share this story with you all, I can’t help but think about my own personality – one where I wear my emotions on my sleeve, and I say what most people don’t dare to say (and it gets me in a lot of trouble sometimes). This tribute is not just about Jim, but about how his wisdom has shaped me and countless others in the industry.

So, to those of you who want to achieve greatness in the world of SBA loan lending or any other sales environment, I urge you to follow Jim’s timeless advice. Set realistic goals, keep a steady rhythm, and never forget the humility and grace that define true greatness.

This is my homage to the SBA High Lord of Rhythm and Grace: Jim Mueller. I hope it inspires you to lead with your heart, work with passion, and touch lives with the same warmth and integrity that Jim embodied.

Here’s to achieving greatness, one step at a time.