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.