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Cross-Reference: COI Contacts x SBA Operator Targets

Haven Capital Partners · April 2026 · Internal

Created: April 22, 2026 Purpose: Connect the COI channel contacts (this session) with the actual SBA operator targets (SBA enrichment session) so outreach is specific, not generic.

Source data: - COI contacts: ~/haven-project-build/coi-channel-build-2026-04-22/ (100 contacts) - SBA operators: ~/haven-project-build/sba-enrichment-2026-04-22/ (top 50 enriched)

The Power Move

Generic outreach: "We work with SBA borrowers who hit the ceiling." Specific outreach: "Three of your borrowers — Eye Vets ($8.3M), Assured Endodontics ($3.6M), and Brownsville Pizza ($3.1M) — are approaching or past the SBA ceiling. Haven funds their next builds."

Naming actual borrowers proves Haven has done the homework. It also makes the referral conversation concrete instead of theoretical.

IMPORTANT: Do NOT name these borrowers in cold outreach emails. Use them in the meeting — after the lender agrees to a call. Mentioning a bank's borrowers in an unsolicited email is presumptuous. In the meeting, it's due diligence.

Lender Cross-References (COI Contact → Their SBA Borrowers)

Live Oak Bank

COI Contacts (from this session): | Contact | Title | Email | Phone | |---------|-------|-------|-------| | William Frazier | SVP, Vet/Medical Financing | william.frazier@liveoak.bank | — | | Jamie Hardy | VP, Dental/Medical | jamie.hardy@liveoak.bank | — | | Jeff Katz | Sr Loan Officer, Franchise | jeff.katz@liveoak.bank | — | | Brei Silvia | Sr Loan Officer, Specialty | brei.silvia@liveoak.bank | — |

Their SBA Borrowers (from SBA session): | Operator | Owner | Vertical | SBA Exposure | Haven Fit | |----------|-------|----------|-------------|-----------| | THE EYE VETS LLC | Dr. Ben Bergstrom | Vet Ophthalmology | $8,290,000 | 8/10 | | ASSURED ENDODONTICS PLLC | Dr. Michael James | Dental | $3,600,000 | 5/10 | | BROWNSVILLE PIZZA LLC | Unknown | QSR | $3,092,000 | 4/10 |

Meeting talking point for William Frazier:

"William, we've been looking at the vet and dental landscape in Tennessee. There are operators in your space — vet ophthalmology practices at $8M+ SBA, dental practices at $3.6M — who are approaching or past the ceiling. Without naming names, you know who they are better than I do. When those operators need their next facility, Haven funds it. The question is: how do we build a referral bridge so you can send them our way before they stall?"

Meeting talking point for Jamie Hardy:

"Jamie, with 265 dental/medical M&A deals, you've financed a significant share of the multi-location dental practices in the Southeast. We're seeing dental groups in TN with $3M–$5M in SBA exposure hitting the ceiling just as they're ready to add locations 4 and 5. Haven is the capital structure for that next phase."

Pinnacle Financial Partners

COI Contacts: | Contact | Title | Email | |---------|-------|-------| | Daniel Crosby | Director of SBA Lending | daniel.crosby@pnfp.com | | Eric Hicklin | SBA Financial Advisor, Nashville | eric.hicklin@pnfp.com | | Calvin Martin | SVP, SBA (Healthcare/CRE) | calvin.martin@pnfp.com | | Sean Henneberger | SVP, SBA Memphis | sean.henneberger@pnfp.com | | Doug Appleby | SVP, SBA SE | doug.appleby@pnfp.com | | Jim Gugliemino | SBA Advisor, Chattanooga | jim.gugliemino@pnfp.com |

Their SBA Borrowers: | Operator | Owner | Vertical | SBA Exposure | Haven Fit | |----------|-------|----------|-------------|-----------| | METROPOLITAN CARDIOVASCULAR INSTITUTE | Dr. Dwight Dishmon | Cardiology | $4,959,600 | 8/10 | | Bee Kids Preschool Learning Center | Krystal Emmons | Childcare | $2,814,900 | 7/10 |

Meeting talking point for Daniel Crosby:

"Daniel, Pinnacle is TN's #1 SBA lender. You're financing the operators Haven wants to work with — medical practices at $5M, childcare operators building their next centers. When these borrowers hit the ceiling, Haven funds the next build. Your 8 SBA advisors see these situations every week. I'd like to set up a simple referral process: advisor identifies a borrower at the ceiling, sends an intro to Haven, and the borrower keeps their Pinnacle relationship."

Specific angle for Calvin Martin (healthcare/CRE):

"Calvin, your healthcare and CRE specialty means you're likely financing the exact operator profiles Haven serves — dental groups, vet practices, medical practices that need purpose-built facilities. When they max SBA, their growth stalls unless they find alternative real estate capital. That's Haven."

Celtic Bank

COI Contact: | Contact | Title | Email | |---------|-------|-------| | Skyler McClure | VP, Business Development | smcclure@celticbank.com |

Their SBA Borrower: | Operator | Owner | Vertical | SBA Exposure | Haven Fit | |----------|-------|----------|-------------|-----------| | PURE CLEAN EXPRESS INC | Brian & Jennifer Carroll | Car Wash | $10,000,000 | 9/10 |

Meeting talking point for Skyler McClure:

"Skyler, Celtic Bank is the #4 SBA lender nationally, and your special-use property focus — gas stations, car washes, hotels, franchise — means you finance operators in Haven's sweet spot. Car wash operators, for example, are spending $3M–$6M per location. At $5M SBA ceiling per borrower, they max out after 1–2 locations. Haven funds the rest."

Note: Pure Clean Express is a KNOWN Haven target from prior work. The Carrolls are maxed at $10M across 2 loans at Celtic Bank. If Skyler McClure introduces Haven to the Carrolls, that's a direct deal — not just a referral relationship.

Byline Bank

COI Contact: | Contact | Title | Email | |---------|-------|-------| | Michael Adams | SVP, National SBA Sales Manager | michaela@bylinebank.com |

Their SBA Borrowers: | Operator | Owner | Vertical | SBA Exposure | Haven Fit | |----------|-------|----------|-------------|-----------| | BYRD GROUP TWO LLC (PixelFLEX) | Jeremy Byrd | AV/Events | $6,250,000 | 5/10 | | FRENCH'S CABINET GALLERY LLC | Barbara French | Light Industrial | $2,260,000 | 4/10 |

Meeting talking point: Byline's borrowers in TN skew light industrial and specialty manufacturing. Haven funds purpose-built facilities for these verticals.

Broker Cross-References (COI Contact → Relevant Operators)

Curt Anes — CARR (Healthcare Tenant Rep)

Relevant SBA operators CARR should know about: | Operator | Vertical | SBA Exposure | Status | |----------|----------|-------------|--------| | Family Pet Health | Veterinary | $5,580,000 | KNOWN TARGET — Dr. Amy Shirley | | The Eye Vets | Vet Ophthalmology | $8,290,000 | KNOWN TARGET — Dr. Ben Bergstrom | | Assured Endodontics | Dental | $3,600,000 | At SBA ceiling | | Hillsboro Dental TN | Dental | $3,099,000 | Approaching ceiling | | Animal Wellness & Rehab | Veterinary | $4,014,000 | Past ceiling | | Metro Cardiovascular | Cardiology | $4,959,600 | At ceiling |

Meeting talking point:

"Curt, Tennessee has at least 6 healthcare operators with $3M–$8M in SBA exposure who are at or past the ceiling. They need new facilities but can't fund the real estate. As CARR's Regional Director, you're the one they call when they need space. Haven funds the build. You earn the commission."

David Plummer — Retail Specialists (Heartland Dental, Fresenius)

Relevant SBA operators in his market: | Operator | Vertical | SBA Exposure | Market | |----------|----------|-------------|--------| | Hillsboro Dental TN | Dental | $3,099,000 | Nashville | | Assured Endodontics | Dental | $3,600,000 | Nashville | | Metro Cardiovascular | Cardiology | $4,959,600 | Memphis |

Meeting talking point:

"David, beyond Heartland Dental and Fresenius, there are independent dental and medical operators in Nashville and Memphis who need the same kind of builds. Haven funds them. You represent them."

Jennifer Annello — CBRE Nashville (Fitness/QSR)

Relevant SBA operators: | Operator | Vertical | SBA Exposure | |----------|----------|-------------| | Culvers of Knoxville | QSR | $4,620,000 | | L&S Family Entertainment | Bowling/FEC | $5,000,000 | | Pure Clean Express | Car Wash | $10,000,000 |

Meeting talking point:

"Jen, the QSR and entertainment operators in Tennessee are hitting SBA limits. Culver's franchisees at $4.6M, entertainment centers at $5M. When they need the next build, Haven funds it. You earn the tenant rep commission."

CPA / Advisor Cross-References

Greig Davis — Dental ROI Associates

Relevant SBA dental operators: | Operator | Owner | SBA Exposure | Status | |----------|-------|-------------|--------| | Hillsboro Dental TN | Dr. Lauren Medwed | $3,099,000 | Approaching ceiling | | Assured Endodontics | Dr. Michael James | $3,600,000 | At ceiling |

Meeting talking point:

"Greig, there are dental practices in Nashville alone with $3M–$4M in SBA exposure approaching the ceiling. You likely advise some of them. When they ask about funding location #5, Haven is the answer."

Travis York — SignatureFD / Three and One Vet Advisors

Relevant SBA vet operators: | Operator | Owner | SBA Exposure | Status | |----------|-------|-------------|--------| | The Eye Vets | Dr. Ben Bergstrom | $8,290,000 | Way past ceiling | | Family Pet Health | Dr. Amy Shirley | $5,580,000 | Past ceiling | | Animal Wellness & Rehab | Dr. Amanda Pittman | $4,014,000 | Approaching ceiling |

Meeting talking point:

"Travis, the vet consolidation landscape in Tennessee has at least 3 independent practices with $4M–$8M in SBA exposure. They're either at the ceiling or past it. When they need the next facility, Haven funds the build. As their exit planning advisor, you can position Haven's net lease as an asset-light strategy that increases their exit multiple."

Operator-to-COI Routing Table

For each top SBA operator, which COI contact is the best referral path:

Operator Best Lender Path Best Broker Path Best Advisor Path
CG Model Tek (Aerospace) Newtek Bank (not in COI list — gap) — —
Pure Clean Express (Car Wash) Skyler McClure @ Celtic Bank Mark Elrod @ NAI Chase (Birmingham) —
Family Pet Health (Vet) William Frazier @ Live Oak Curt Anes @ CARR Travis York @ SignatureFD
Culvers of Knoxville (QSR) Jeff Katz @ Live Oak (franchise) Jennifer Annello @ CBRE —
Building Generations (Childcare) Blair Smyly @ Wilson Bank — —
The Eye Vets (Vet) William Frazier @ Live Oak Curt Anes @ CARR Travis York @ SignatureFD
Nourishing Kid Potential (Childcare) Daniel Crosby @ Pinnacle — —
Metro Cardiovascular (Cardiology) Sean Henneberger @ Pinnacle Memphis David Plummer @ Retail Specialists —
L&S Family Ent. (Bowling) Lane Rhodes @ FirstBank Jennifer Annello @ CBRE —
Systematic Power (Battery Mfg) — — —
TailGate Brewery (Restaurant) Lane Rhodes @ FirstBank Jon Petty @ Southeast Venture —

Gaps Identified in Cross-Reference

  1. Newtek Bank — 3 SBA operators (including #1 target CG Model Tek) but NO named Newtek contact in COI list. Newtek doesn't publicly list loan officers. Action: Call Newtek main line (855-639-8351) and ask for the TN SBA team lead.

  2. U.S. Bank — 3 operators ($15.7M combined exposure) but no U.S. Bank contact in COI list. Action: Research U.S. Bank Nashville SBA team for next enrichment pass.

  3. Regions Bank — 2 operators ($10.1M combined) but no Regions contact. Action: Research Regions Bank TN SBA team.

  4. Ameris Bank — 2 operators ($7.4M combined) but no Ameris contact. Action: Research Ameris Bank TN SBA/commercial team.

  5. Light Industrial operators (15 of top 50) have NO natural COI channel. Attorneys, CPAs, and brokers in our list skew healthcare/franchise/QSR. Action: Add industrial CRE brokers and manufacturing-focused lenders in the next COI expansion.

Recommended Outreach Sequence (Combined Intelligence)

Phase 1 — Lender outreach with operator context (Week 1-2): 1. Call Lane Rhodes (FirstBank) — mention TailGate Brewery, L&S Entertainment as growth operators in Middle TN 2. Email William Frazier (Live Oak) — reference the vet/dental operators approaching ceiling 3. Email Daniel Crosby (Pinnacle) — reference medical/childcare operators in their portfolio 4. Email Skyler McClure (Celtic Bank) — Pure Clean Express is literally their borrower

Phase 2 — Broker outreach with tenant context (Week 2-3): 5. Email Curt Anes (CARR) — reference 6 healthcare operators needing facilities 6. Email Jennifer Annello (CBRE) — reference QSR/entertainment operators needing builds 7. Email David Plummer (Retail Specialists) — reference dental/medical operators in SE markets

Phase 3 — Advisor outreach with client context (Week 3-4): 8. Email Greig Davis (Dental ROI) — reference Nashville dental practices approaching ceiling 9. Email Travis York (SignatureFD) — reference 3 vet practices at SBA limits 10. Email Dena Jalbert (Align BA) — reference $10M+ healthcare operators ready for Haven structure

Phase 4 — Direct operator outreach (parallel track, owned by Jason): - Pure Clean Express (Carrolls) — direct, KNOWN target - The Eye Vets (Dr. Bergstrom) — direct, KNOWN target, HIGH URGENCY - Family Pet Health (Dr. Shirley) — direct, KNOWN target - Culvers of Knoxville (Ron Dresen) — direct, phone number available - CG Model Tek (Chris Athaide) — direct via LinkedIn

The compounding effect: When Haven approaches an operator who has ALREADY heard about Haven from their lender, their broker, or their CPA, the conversion rate multiplies. The COI outreach softens the ground. The direct operator outreach harvests it.