Most owner-operators have a complicated relationship with their bank — part dependence, part frustration, and very little transparency. I’ve lived that reality myself, and I know how powerless it can feel when decisions are made “behind the curtain.”

In this episode, I sat down with my longtime friend and commercial banker, Luke Maupin, to pull that curtain back. We walk through how banks actually make money, how credit decisions really get made, why some owners get easy access to capital while others get boxed in, and how much of this comes down to planning, storytelling, and preparation — not luck.

This conversation is about flipping the power dynamic. When owners understand the banking business model, bring a clear financial narrative, and know which questions to ask, banks stop being adversaries and start becoming tools. The goal isn’t cheaper money — it’s optionality, confidence, and control over your future.

Luke Maupin is a commercial banker with nearly two decades of experience across large national banks and community institutions. Known for advocating for owner-operators inside the banking system, Luke specializes in credit strategy, growth financing, and helping businesses align capital structures with long-term plans. He brings uncommon transparency to how banks operate and how owners can navigate lending relationships with confidence.

Top 10 Takeaways

Banks are businesses first, and their balance sheet health directly impacts your access to capital.

Most lending decisions are driven by risk allocation and capital reserves, not personal relationships.

A banker’s real job is to be a storyteller for your business inside the credit department.

Owners should ask the same hard questions of their bank that banks ask of them.

Deposit composition, portfolio concentration, and liquidity matter more than headline interest rates.

A three-statement financial forecast is the strongest leverage an owner can bring into a banking relationship.

Covenants, not rates, are usually what restrict owner freedom the most.

Personal guarantees are negotiable, especially when tied to clear performance milestones.

The right debt structure depends on timing, cash conversion, and growth visibility — not rules of thumb.

Owners who can clearly show when effort turns into cash regain control of financing conversations.

Chapters:
(00:00) Introduction, Luke Maupin - from touring musician to commercial banker

(05:50) Banking transparency: asking banks the same questions they ask you

(14:38) How banks operate: deposits, liquidity, and the business model

(37:30) How banks make money: lending margins, fees, and treasury management

(44:34) Business banking versus middle market: understanding customer segmentation

(56:00) Cash flow mastery and why three statement projections matter

(1:00:17) Credit approval process: understanding who makes the final decision

(1:19:41) Covenants and distributions: negotiating terms that don't strangle growth

(1:33:18) Personal guarantees: strategies for negotiating and eliminating recourse debt

Resources:
Lucas Maupin LinkedIn: https://www.linkedin.com/in/lucas-maupin-0501b428/
Ryan Tansom Website https://ryantansom.com/

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