SBA loans don't compete with MCA — they complement it. Merchants who fund with MCA today often qualify for SBA capital 12–24 months later as their financials clean up. The MCA broker who built the relationship is positioned to broker the SBA deal too.
SBA basics for ISOs
- ▸SBA 7(a): general purpose, up to $5M, terms 7–25 years, rates Prime + 2.5–4.75%
- ▸SBA 504: real estate and major equipment, up to $5.5M, longer terms, low fixed rates
- ▸SBA Microloan: up to $50K, mission-driven lenders
- ▸SBA Express: up to $500K, faster turnaround, slightly higher rates
Who qualifies
Generally: 2+ years in business, profitable on tax returns, owner FICO 680+, no recent bankruptcies, US citizen or LPR ownership. SBA underwriting is conservative — these are bank-quality deals.
Cross-sell economics
An ISO who places an MCA today and an SBA loan in 18 months earns commission on both — typically 5–8 points on the MCA and 1–3% on the SBA, paid by referral fee from a partnered SBA lender. On a $250K SBA, that's $2,500–$7,500 in additional commission from the same merchant relationship.
How to set up the partnership
Most active SBA lenders welcome ISO referrals. Reach out to 5–10 SBA lenders in your region, sign referral agreements, and build a workflow in your CRM for tagging MCA merchants who might qualify for SBA in 12–24 months. The merchants you helped when banks said no will remember you when they're bankable.
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