Banking on Digital Growth
Banking on Digital Growth

Episode · 1 month ago

147) #NewStartsNow: Building Digital Growth into a New Community Bank

ABOUT THIS EPISODE

The pace of change in the financial world we’re seeing today is unprecedented — and the rate of change is only accelerating.

For many community banks, it can be hard to keep up…

But not for those willing to blaze a new path forward.

Today, I’m joined by two trailblazers, Keith Costello, President & CEO, and Kelsey Weaver, Board Member, at Locality Bank, where they are building an innovative new community bank — ready for the change we all know is coming over the horizon.

In this episode, we discuss:

- How Keith and Kelsey approached launching a new, digital-growth-ready community bank

- The importance of mindset to digital growth

You can find this interview and many more by subscribing to Banking on Digital Growth on Apple Podcasts, on Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Banking on Digital Growth in your favorite podcast player.

I think there's something to attractingthe right talent by having easier technology and having people be able touse their brains and have technology replaced. Some of the mundanerepetitive tasks. Mm hmm Mhm. You're listening to banking on digitalgrowth with James robert Ley who believes there is no better time thannow to educate and empower financial brands to gain a fresh perspectivearound future growth opportunities. That's why today's episode is part ofthe new starts now series brought to you by Nimbus who offers a complete setof tech tools and services, all designed and engineered to empower youand your financial brand to maximize your future growth potential greetingsand hello I am James robert ley and welcome to 147th episode of the bankingon digital growth podcast. Today's episode is part of the news starts nowseries and I'm excited to welcome Kelsey, weaver and keith Costello tothe show. Both keith and Kelsey are veteran entrepreneurs in the bankingspace who have each started lead and have managed multiple brands over theyears now. They're working together on their next adventure with keith as thepresident and Ceo and Kelsey on the board of locality locality is a digitalcommunity bank on a mission to build better banking as sustainable futuresfor south florida businesses. Welcome to the show, Kelsey and keith. It is sogood to have you on today. Thank you James robert. Great to be here. Thanksfor having us. Absolutely. One of the things I always like to do is juststart start things off on a positive note and I want to hear from you bothwhat's good personally professionally, what's what's one good thing that'sbeen happening for you that has you excited that has you energized? LetChelsea go first. Well, I was gonna say, I mean, I think it's been a big weekand a big celebration for things happening for the bank to be official.So we have our kick off later this evening. So we officially got our, withthe approval letter from the FBI. That is that is big news. That is fantasticnews, congratulations on that keith. What about you? What's good? Yes, soexcited about that. And we're also simultaneously doing our fundraising.So we have a $23 million dollar capital goal that we have surpassed in terms ofour subscription agreements were actually were over 29 million andsubscriptions right now. So as everybody knows, a subscription is notcash, it's not It's not the same thing. So now we need to get all those fundsin. So we're reaching out to all of our investors and saying our deadline'sNovember 15, we need all the funds to get in. And so what happens now, James,I was like kind of crazy, there's all these rules just don't want ourattorney talking about all of these things now that have to occur and it'slike within five days of this, you have to do this and then after you have tosend out a listing of all your shareholders and then you have to havean annual meeting 30 days after that. And it's, it's a little bit mindboggling, but it's all fun and we're, you know, working our way through theprocess, hearing you talk through that, you said it's all fun and I think thatthis is gonna be a fun conversation because it's not every day we go outand we start a new organization, we start a new financial brand, we start anew bank. And this is a journey, particularly with the list that you'retaking and you recently he shared a quote on linkedin from nelson Mandela.There's no passion to be found playing small and settling for a life that isless than the one you're capable of, of living. And I really connected withthis personally, I believe growth is a...

...journey, There's a journey from Good togreat and I know that sometimes we can get trapped, we can get stuck in what Icall and I'm writing about and the next book, Banking on Change, which is whatI call the cave of complacency. I know a lot of bankers sometimes get stuckthere. Sometimes they struggle to break free from the cave and I want to goback in your own mind. Key think about your own journey of growth that you'vetaken over the years as, as a banker to keep playing a bigger game. How do youensure that you have not got trapped to not get stuck to break free from thiscave of complacency and what have you done going back to nelsons quote toplay an even bigger game with all the work that you're doing here because itis exciting. It is fun. So I think back because I was always an entrepreneurial,but it's very easy when you have a family and you have Children and youhave probably start to accumulate obligations and as we go through lifeand we're not really thinking about, we're not necessarily conscious aboutand planning every step along the way. So before you know it, you have amortgage, you have a bunch of kids so you have all these obligations thatoccur and so it's very easy to cling to a job of security and to hold on tothat and to say you know I've got a good job, I'm lucky I'm taking care ofmy family, which is an important thing and it's always felt like I wanted todo more though and it was interesting because I had the opportunity to goback to 2007. I'm working at bank in Fort Lauderdale called the bank offlorida and the bank of florida was organizedby some of the most prominent people in Fort Lauderdale at the time who's, whoof the business community, you know, wayne high, using a lot of people arebillionaire founder of Autonation and a bunch of other company was ashareholder and so I was working at that bank and I was really enjoying myrole there when somebody approached me and said, we want to start a bank inFort Lauderdale and we need a ceo and at that time was the chief learningofficer, so I was an executive officer at this bank of florida and I thoughtto myself, you know, got a good job, you know, I've got at that time I havefour kids and I have two ex wives and I'm thinking to myself, oh my gosh, youknow, this is a huge risk, I'm 50 years old to at the time, and I said to theguys, I said, listen, I can run your bank and I'm entrepreneurial enough totake that challenge, but I don't want to have to raise money, I just, youknow, it's not, I think that's beneath me to have to go, I'm a banker, I'mused to people asking me for money and I don't want to go ask people for money.So they said, okay, don't worry, we've got all the money raised, all you haveto do is run the bank. And I said, fine, you know, you got a deal, I'm gonna I'mgonna jump into this thing and I felt like I was really taking a huge riskleaving this good job and going and jumping into a startup at the time, MhmAnd then we all remember what happened in 2008 came and the bottom fell out ofthe financial markets. And so all of these people that had said they werebuying stock and we're going to contribute capital to the bank. We'reno longer taking our phone calls and and the money evaporated to start thisbank and so on. All of the group was like, well I guess, you know, we'regonna have to fold up our tents and I'm like, what do you mean fold up? I said,I'm all in, I can't fold up my tent, we have to open this bank. You know, So wecontinued, You know, to persevere and to actually we finally got it raised,it was like $12.5 million. We opened in January of 2009. And we were just oneof the very last banks to open before...

...the F. D. I. C. Just shut downeverything. But the moral of that story is the bank of florida that I felt sosafe and secure at ended up failing two years later, Wow. So, you know, youjust never know where you're safe and where you're not safe.And so I thought that was just as I reflect back on that, it turned out tobe the best thing I ever did in my career was to leave that job, jump intothis other group. That's a that's a fantastic story and a lot of lessons tolearn from it. You know, it's, if we're going to continue to grow to grow fromgood to great to blaze new paths, we have to let go of the past, we can'tget attached. And for years I've had this kind of loop in my head, I don'tknow where it came from, but it says attached to nothing detached fromeverything. And that has always been a kind of a guiding voice. If you will tofocus on creating the new and being careful not to attach to where we'vebeen, because it is safe, it is secure and I can't help but think two of Oneof my mentors along this journey, Dan Sullivan Who's been coachingentrepreneurs for about 40 years now, and he talks about, you know, we mustalways create a future that is bigger than the past and and that's where Iwant to come over to you, Kelsey, because you have done a lot of creationover the years uh, in your own journey. What what have you done to ensure thatyou're always creating a future bigger than your own past here with the stepsthat you've taken along the way to not get trapped into what I was talkingabout before? The Cave of complacency. I don't think anyone that knows me well,would think that I would ever fall into complacency. I have to do with or whatI want to know and learn list or accomplish that is a mile long. So I Ican't stand boredom and I'm always ready for what's next. Um you know, soI don't I don't fear getting too complacent because if I know what I'mdoing that someone else's turn, I like to kind of figure things out and andand beyond that leading edge versus kind of getting into cycle. You youmake an interesting point, this idea of a to do list, but then also a to learnlist or I want to know list. I'm a big believer in lifelong learning becauseas you begin to learn new things, it opens up new horizons that those newhorizons, you see new opportunities, what's on your to learn list right now,like what's the next big thing that you're wanting to learn and to to knowabout? So my next big move, I was going to be marrying what has been a passionand actually how I met keith on the pediatric cancer, I'm involved with thefoundation that funds childhood cancer research. My to learn list is just, youknow, biotech in general. I've been switching hats in between. I've had aart commission, uh a board meeting to learning biotech and I think I finallyoverwhelmed myself in short circuited. So I just went on a girls trip to havesome wine and just got back to florida, so I could actually decompress from allthe gear switching. Um but everything from the other side of this office ismy arts and crafts room. So I've been learning our astrology, one of ourboards favorite topics, you know, it's interesting, it's interesting you talkabout this idea of biotech and I really feel that there's going to be a closecorrelation, there will be an intersection in the banking space withthat and probably the next 5 to 10...

...years. Um, I don't know exactly whatthat looks like just yet, but I do see there might be some overlap betweenthis idea of financial well being and physical, well being, mental, wellbeing, they all kind of circle and go hand in hand together. You brought upan interesting point, Kelsey uh, and use the word fear. I know in thebanking space a lot have spoken with me in private uh, when we think aboutdigital growth and what's coming down and what's ahead there, a littleintimidated. They're a little cautious. Um, and I wrote about in banking ondigital growth of four fears. Fear of the unknown, Fear of change, fear offailure and and maybe even fear of success for someone who is listeningand hearing your own stories and experiences so far. Whatrecommendations might you be able to give to the dear listener for both ofyou on how to process some of this stuff in a positive manner, toessentially transformed fear into fuel for future growth instead of it beingan impediment. There's no new venture that somebody would get into or no, noreal change that somebody's going to engage in or risk that you're going totake, that doesn't create fear. And so fear is natural and you can't eliminateit. I think it becomes, I would use the word exhilarating, almost like being ona roller coaster or jumping off with a bungee cord or something, you know? So,so yeah, you're afraid when you do it, but once you do it, it's exhilaratingand to succeed with it. And of course there was failure to, sometimes we trythings. How many cars do we see at the F one race, you know, in Austin? I meanthere was only one winner, right? But you have to believe every single one ofthose competitors was exhilarated just being in that race that day. So, Ithink a lot of it is about just embracing uh competition, embracingchange and embracing just being engaged in in life and doing the things thatyou really feel compelled to do. It's a great point about failure. You know, II look at failure as coming back to this point that you're mentioningbefore Kelsey failure is one of the greatest teachers. It's one of thegreatest ways to learn continuously, particularly when working through anenvironment where there is rapid change. Um, failure is what I call the fertileseeds from which new growth springs and new, I'm curious Kelsey with, with yourjourney, where where have you used failure as a learning tool to managechange in a positive manner because like you said you not many people whoknow you would say, I don't know, she's she's one who's always, always learning,always growing, but but think back in your own mind and maybe what have beensome of the greatest lessons that you've learned along the way whendealing with change, the biggest motivator to me has always been uh toprove people wrong, right, I feel that into how do you get over this obstacle?And so therefore when you think about failure, if you're trying one way andit's not working or you I do a lot of paying attention to what other peopleare doing and using kind of what hasn't worked or what's working over here, howdo you apply it there? So I think that failure, I mean, if you can't get yourpoint across, you can't get the team to believe in something, then you go proveit, solving that problem is fun and if it was easy, it wouldn't be as fun, youknow, other people would be doing it. So I've always gotten a thrill out ofYeah, thinking about what's next and you know, even if you pay attention towhat others are doing, even if the first approach isn't right, that's whatmakes the victory sweeter once you crack the code, there's thatcommonality that I'm hearing from, you...

...keith as well as the exhilaration, it'sthat roller coasters, that bungee jumping effect when it comes to goingdown a path like this, you know, one of the things that I think about a lot isgetting comfortable feeling uncomfortable, how can that bepractically applied in the banking space, what might there be somepractices because keith back to your point over here, you know, you you'vebeen through this journey, you had no choice but to succeed going forwardbecause had you stayed where you were previously, it wouldn't have ended sobrightly, but because you had the courage to commit and see that through,follow it through, there was a period of probably feeling a littleuncomfortable, if not very uncomfortable from time to time, whatwhat can others do to push through those feelings of, of uncomfortable toget to the other side of that, to get comfortable being uncomfortable. The things that I've been doing as I'velearned more about how to handle some of the stresses and some of the andit's fair to call it stress, I guess change creates stress and and werenaturally uncomfortable when things are changing. I don't think there's anybodywho's totally comfortable and if you look at our industry For somebody who'sbeen in this business for 30 years and to see the change in the last I tellpeople the last five years, things have changed more than in the previous 25and that rate of change is not slowing, it's accelerating and so things aregetting faster and faster and so I think you can really if you don'treally consciously try to it really becomes self aware and to call mostcalm yourself you can really get caught up in this and you and I think a lot ofpeople become so afraid of technological change and and it'salmost like uh it can be overwhelming but you just have to really. I foundmeditation for me has just been so extremely helpful and I've gone fromsomebody who I thought I was always such a driven A. D. D. Type human when I wasyounger and now I never thought I would ever be able to meditate And I wentfrom five minutes to 20 minutes to now my goal is to meditate an hour a dayand I found it it's helped me so much to just be more present, more relaxedabout things and enable able to listen better to people which I was never goodat before. Either man. That's a that's that's a really practical thought. It'sa practical idea is something that I've been writing and speaking about more oftaking time to disconnect so that we can reconnect, reconnect first andforemost kind of like just with ourselves in our own minds even umAllison an episode 1 48 she literally ended the conversation talking abouttaking care of the mind um as as a key strategic competitive advantage, Kelseythoughts to add on to that because I I see you shaking your head about thisidea that when dealing and managing managing change, we must take care ofthe mind. Where's your thinking here? I mean I mindset is everything, I meanwhen you talk about how people might have fears of failure or uh who's youryour biggest inner critic? Right? How do you silence that? So I think thatyou know when I was at the time, I was at Bank Director launching Finex Tech,which was a platform for banks and technology providers to come to thetable and work together. And I just remember when one of the law firms thatwas one of our first sponsor signing on...

...is like and then here's this girl fromTennessee that thinks that she's just going to start this new company forbased on Fintech and banks didn't care at that time, but I believed in herconfidence that I had no idea how important this lawyer was or that shewas thinking I'm just a girl from Tennessee, I'm I'm just doing what Isaid, I would do. You know, I just thought it was a good idea. So I justemailed her, so you're just kind of like sometimes to me it was theyoungest of three left to my own devices a lot. So I never actually knewI was approaching things differently uh five taels for days, but I thinksometimes that ignorance or perhaps just that you know, uh trying to do itwithout worrying about what other people are thinking and that that mindis your biggest advocate and to keep the point, I'm shaking my head becauseI'm a big sink tuition. That app is, it's a mind spa so I don't have anyreferral codes, it's just the best app I use for meditation and I'm big on,you know, just thinking about things. Um making sure that I get rest and thenI take time to do art. If I'm doing a bunch of screen time, today's episodeof banking on digital growth is brought to you by Nimbus who believes increating even better financial services for all better access, betterexperiences, better value, all while supporting the entire customer journey.And how do they do this offering end to end niche banking solutions that youcan buy or build, providing accountability beyond the technologyand prioritizing impactful intentional innovation instead of chasing featuresready to transform what is and create what's next, learn more at nimbus dotcom, you've got to, you've got an outlet, you're taking time todisconnect to reconnect. And and now there's a common pattern here betweenthe three of us because I literally just pull this up on on my phone overhere. Now. Now here's the secret, I do not have email on my phone. I do nothave social media, I do not even have an internet browser on my phone. I havea dumb smartphone that pretty much you can call text Gps and listen topodcasts. Now. I do have meditation app which is called My Life and you have acheck in and right now I'm looking at it as good afternoon, How are you startyour check in? And so it uses some guided questions to then get the rightproper meditation. So now there's a common pattern between the three of us.This idea of taking care of the mind in a world of continuous change in a worldwhere I think transformation will continue to happen in a more rapid pace.Let's take this thinking and continue forward with the conversation becausethere's some really practical things the dear listener can take away justlearning from the two of you here as you move forward. Um as as you continueto blaze a new trail. And I I there was a there was a robert Frost poem thatI'll never forget. 9th grade, I was sitting in English ap and it was rightthere on the wall in front of me. And it was the poem, Two roads diverged ina yellow wood and I took the one less traveled. And that has made all thedifference. And I always remember thinking because there was one paththat went to the right, there was one path that went to the left and beingthe curious mind and uh I wasn't so interested in the, in the past. Iwanted to to blaze my own trail down the middle. I wanted to see what wasthere and go into that uncharted territory. So as you're continuing toblaze a new trail to, to launch locality digital community bank,focused on empowering the local business to maximize their growth umthrough an experience, a digital experience that is simple, empoweringand personal keith, what was the inspiration here to launch locality?Why blaze this new trail to begin with...

...in the first place? So going back tothe community banking and the power of community banking. I've always, so inmy banking career, worked in big banks and then actually started working inthe smaller community banks And then having started a community bank in 2009and being able to through that bank safe, a lot of the local companies inour community during a time when funds were drying up and it was so satisfyingto be able to do that. And these some of these companies had been In businessfor 40, 50 years, family businesses that were no longer able to get fundsfrom there existing bank relationships, so that that felt so good. And then wesold that bank and then, you know, I got involved in another bank, did thesame thing again, we sold that bank. And so the common denominator for mewas really, you know, I would like to do this again, I don't necessarily wantto sell the bank again, I want to tell our shareholder group this time, let'skeep this going, let's take it public, because I think our community, and Itell people when I talk to investors about what we're doing, so you know,this is a good business, it's a great business really. If you run it right,banks can be really profitable investments, but I said it's more thanthat, it is also an investment in your community. When you, when you getinvolved in the community bank, you're helping the local economy, you'rehelping the local businesses, you're helping the smaller businesses. And thebeauty of this is, you know, thank God, we have people like Kelsey who areinvolved with us now to understand technology and Corey Leblanc, who, youknow, who's our chief technology officer, I mean, I never had peoplelike this in my other banks, but I knew if we're gonna do this again, and wewere going to really be able to help even more local businesses andhopefully someday local businesses in other localities, that we needed to beable to do that through technology, and that was the way we could do it and wecould do it effectively. So very fortunate, so happy, you know, Kelseyis such a great thinker, I'm just sitting here. It was funny becausebefore this happened because I was like, well do we have company notes? And Isaid, no, we don't have company knows we're not even a company yet. Absolutely, let's let's spend that overto to you, Kelsey because my my follow up question and keith, you've actuallyjust set this up perfectly. So next time I'm gonna I'm gonna pass the micover to you and let you host the show and I'm just gonna step out and take alook, I'm gonna go have lunch with my wife, you know, next time we do thisand you can just run this thing because you've set this up so well, because myfollow up question for you, Kelsey to this was what inspired you, whatinspired you to join the board at locality, because to be honest, youknow, keith, hearing you talk through and download your mind here. To me, I'mexcited, I'm inspired and I see the bigger future that you're you'relooking to create. But I'm curious to get your take on this Kelsey becauseyou, like you said, you're you're bringing a unique perspective, You'rebringing a unique experience here. What what what are your thoughts, what'syour inspiration here? I mean if we heard what keith justtalked about from a meditation standpoint to this, the way he looks atlife? Yeah, it's not necessarily that common that you hear a ceo of bank thathas that that way of thinking or the openness to wanting to try new thingsand forge a new path. So I'll say, you know, for me, I've been in communitybanking, I used to run education for directors of banks. So I thought, yeah,should know a little bit about being a director. But when you look at how torun a bank, I mean, what an exciting opportunity to get to start from theground up to not have the legacy technology or all this existing,because that's the way we've always...

...done it, because there's not someonethat started and you know, there's a handful of Lenovo's, but to be able tohave this kind of Greenfield to build a bank from scratch with people that uhkeith mentioned, uh Cory Live blog, like these people that have this visionthat want to do it the right way. And then look at technology, not as we'renot trying to replace all humans. We want to emphasize the relationship andwe want to use tech to empower our team. I think there's something to attractingthe right talent by having easier technology and having people be able touse their brains and have technology replaced some of the mundane,repetitive tasks and as we grow our our team for the bank property. I thinkthat that same mentality tone starts at the top, and I think we all, I believein what we're building You touched on purpose and I want to stay on thatpoint in episode one, one of the things that came from that conversation was uhpartnering around purpose, collaborating around purpose. I'm a bigbeliever in purpose driven growth. I see purpose as a guiding light when itcomes to creating something even bigger, better and brighter for those around us.And I'm curious to get your take on this keith, what role has purposeplayed for you? Um both in the work that you've done up to this point inbaking, and I think even more importantly, what role will purposecontinue to play through the work that you're doing, leading locality here. Sothe if you think about the comments that I made earlier about the communitybusinesses, the local companies, that's a noble calling to be able to helpentrepreneurs, to be able to help people create a business, be able tohelp somebody really fulfill their dreams. It's a calling that is, you can really get excited about that.You talk about purpose in terms of helping someone create a business andbeing a part of that. And so if I could elaborate on one other thing, we'regoing to do that, we really think is different. We want to be, if anybodycan think of a time and everybody has been turned down for a loan at sometime, right? Oh, it's anxiety, there's there's there's a lot of like anxietythat gets tied to that, and b I think, you know, we even see research to wherelike, small business owners won't apply for a loan or get trying to even getaccess to capital, because there comes back to what we were talking aboutbefore with fear it's fear of rejection. Right? And and a lot of people taketake it personally, right? If their business doesn't get alone. Yeah. So wewant to flip that around to really make that, not an experience where somebodyrejects you, but where somebody says, let me help you. You've got a greatidea, open your account with us, we're going to continue to monitor your cashflow and we're gonna work with you on a monthly basis. Now we're gonna be ableto do that one on one with every business because we need, it just doesnot cost effective, right? But with technology we can do that. We can reachout with data and we can say to that person, we're watching your cash flow,hey, guess what? Once this, once your receivables get to this level and yoursales get to this point, you know, all you have to do is this and this, Thenwe'll be able to give you $100,000 loan. So keep up the good work, keep thedeposits coming in and encourage them to grow and to, you know, who does that?Now I don't, nobody does. Uh it's more like, you know, the bank sits back andand you're rejected and it's a horrible experience. So I think there's a lot ofopportunity and and if you think about...

...it, who are the businesses that needthe most help, the smaller local companies don't have power, they'rebeholden to the banks and so we want to be able to make that a much morepleasurable experience. And so that's our purpose really. We looked at ourcommunity and we saw that that was a problem during P. P. P. That the localcompanies were not getting funding and that was a lot of the inspiration forthe bank, but if it's happening here it's happening throughout America andwe know that it is because they're just so fewer humanity banks than there usedto be the words once again, I mentioned danSullivan before but he just wrote a new book and released it. I we we talkedabout this in episode 1 36 called The Gap in the Gain and one of the thingsthat he talks about is it's so important to measure progress, theprogress that we're making by looking behind it, where we've been and I likeyour idea like you're thinking around using technology as a tool to providethat guidance, to provide that accountability, to provide thatcoaching, to provide even that encouragement because it is sodifferent. Starting a business is hard. Running a business is even harderbecause back to your point to bring this almost full circle keith, youtalked about, there's other areas that come into play, families, kids otherrelationships that all we have to think about with this and it's something thatwe just can't do alone and that's why you know, collaboration collaborationis another big thing that has been coming through this these podcastconversations and even even the idea of the noble calling, I've heard that comeup in a few recent conversations to bringing the nobility back I think tobanking because it is it is a noble uh part that we can play. I'm curious,Kelsey, you've, you've been helping and working with companies, helping them tounderstand the value of partnerships, creating connections to to solve versuscell and through your experience, how has how does connections throughcollaborations create a clear path for growth when thinking about just whereyou're at and what you're seeing with locality here, everyone knows you wantto work smart, not hard or find people that are complementary. I mean I thinkthat's what you saw at the beginning of when Fintech came out, there was therewas fear there was so fight coming out and all of a sudden banks are going tobe the next blockbuster but so you have tech companies that are building toolsthat they've never heard of anything about regulation or worked at a bank,but they think they've created a better experience yet, they don't actuallyhave the distribution of the banks. So when you look at uh you know, you willget complimentary talents and you think banks have distribution, but there is aneed for a better experience, why don't we put them at the table so that theycan actually learn from each other. Um That goes back to the constant learning.I never want to be the smartest person in the room. You want to find the waythat you can put the right, it's probably what I spend most of my timedoing um is connecting my friends to each other and I tell them I don't knowmuch but I know a lot of people that may know that answer and then I can putthe right people together on that. So I mean it's definitely, yeah I could be alittle kumbaya but I definitely think that the when you look at um scarcitylike the mindset of abundance versus scarcity when you're coming from aplace of fear, you may not want to work together because you think there's onlyone pie. Um but when you're able to kind of join forces makes life easierand better for those around and technology provides that capability.Like never before I think of a conversation that I had going back toepisode 69. We're talking about who not how I think a lot of times when wethink about growth and doing something new, the mind goes to how are we goingto do X. Y. R. Z. And that creates some...

...limitations because we only know whatwe know but when we begin to think who who do we need to help us, you knowsolve this problem, eliminate this roadblock, capture this new opportunity,achieve this goal and we think who first back to your point, Kelseyconnections, it's the mind opens up to new connections that will help toshortcut our learnings to gain new capabilities quickly. And keith, that'swhat you've been doing with with Nimbus as well on this journey through acollaborative model, what has that collaboration looked like so far inregards to just short cutting things speed, um gaining new capability andreally just just moving forward with courage and confidence. Well, Nimbushas been just an amazing partner force they have and we're going at this kindof together because when we first got into conversations with them but werecognize that they have a lot of the consumer banking applications, but thatthe commercial lending pieces were we're really not fully developed yet.And so we have partnered together with them with our bankers, working togetherwith their software engineers and coders to create new products that areso amazing and will enable us to really differentiate ourselves in the marketso that partnership it wouldn't be possible for and I'll say another thingthat with not only do they provide the technology, but Nimbus has provided uswith marketing, they provide us with social media, they provided us with,they've set up our website, so they have just done so many, they brought Itell people they brought world class talent to a startup organization and soI mean I'm just so uh impressed with what they've been able to do for us andthat's that collaboration once again to where you're gaining capability andincreasing speed versus having to try to figure out and do, it's like whatyou said, Kelsey don't want to be the smartest person in the room. We want toalign ourselves with others who know even more so that we can all growtogether. This has been a fantastic conversation with you both today,appreciate the knowledge, the thinking that you have shared. I want to getreal practical here at the end to help the dear listener to educate, toempower the dear listener to continue to move forward and make progress alongtheir own digital growth journey and all growth begins with something small.A simple step. Um what would that small, simple step you could make arecommendation around so that they can move forward based upon what we'vetalked about today, Kelsey, what would you recommend the dear listener do next?Something small to, to to take those next steps forward. Um something small. That is kind ofcorny, but a book that I've been reading recently, it's called the Hi Fi,I think it's called High Five Life. Uh but it talks about the science and uhwhat happens when you high five yourself in a mirror and it's this positive reinforcementthat it's impossible to have a negative thought. Well when you high fiveyourself or someone, but there's this innate, you know, it's definitely likea mood booster and so yeah, I kind of laughed it off at the beginning um butthey do something called the high five challenge or you high five yourself,you guys can look it up, you can sign up and get news like that, it's a freelittle email reminder, it's fairly a big movement um and it's just a coolconcept because when you think about just What's a small thing you can do,you can try the five day high fiving thing. I'm on day four uh at leastmakes me laugh because I feel embarrassed and by myself thinking thisis weird, I don't, I'm gonna tell you...

...why there's science like you said, it'sstarting to show, we're really bring this full circle now back to the brainand meditation and mind set here when dealing with exponential change thatcan feel confusing and scary and overwhelming. It all comes back tokeith, what you're talking about awareness and the mind can only hold apositive or a negative thought or emotion, definitely go back and listento the conversation that I had with dan Sullivan about the gap and the gainbecause that's what that's one of the big things, it's so easy to fall intothe gap and I use acronyms. The gap is where you gripe about problems, towhere if you're continuously focusing on what's been going? Well where haveyou been winning? What are you excited about? What have you learned? What areyou looking forward to? You can program the mind to really be in a state ofpositivity to be in a state of abundance which are then directlycorrelated with growth. So not corny, corny at all. Really, really practical.What was that book again for the dear listener? The High five Life, The HighFive Life? I'm a big reader, I'm going to get it myself. That's not correct.It's very close to that, Kelsey, That's a great, that's a great one, keith.What about you? What what's a recommendation that you can send thedear listener off for something practical, something small that theycan continue to grow with. So I'm also going to throw a book out That. Andthis is a book that is a very short read. It's probably like 45 pages longand you can read this in 2030 minutes. And that's the beauty of it. And it'scalled as a man Thinketh. Uh have either of you read that book?Are you familiar with it? No, but I've got two books that I'm gonna have to goand annoy my wife with now to get another package from amazon? So as aman Thinketh, Yes. And so I just bought this book actually for my daughteryesterday because I was telling her about it. So Uh and another book I wasready? They were talking about this? So this book was written around 1900, soit's an old book and but it was, it's beautifully written and it was probablyone of the first books that set the stage for as you're talking about howhow the mind is so important to what we become and therefore the title of thebook and how we think and not just how we create our lives, but how throughthinking positive thoughts and it's a very simple, beautiful, beautifullywritten book, but how our thoughts really create are the entirety of ourlife. So I would really recommend that book to anybody. And like sometimesI'll read it before I go to bed and you can finish it that quickly and you justyou know, I have beautiful dreams that night after you read that that book.It's just that uh wonderful, that's that's really been a big interestingstudy area of study for me personally, coming back to the point Kelsey ofalways being a lifelong learner, always having not a to do list, but it's alearn list is the impact of the mind in relationship to to the future andliterally like creating the future self. And back to the point of theconversation that you started with keith, we have to let go of the past sothat we can create that space to create the new going forward. Thank you bothfor such a wonderful conversation today. If someone wants to continue theconversation with either one of you, what's the best way for them to reachout and say hello, what's the best way for them to connect and maybe evencollaborate. I'm easy to find linkedin message or twitter or emails. I don'tknow, I'm pretty, I'm pretty findable. Just just just google Kelsey, justgoogle Kelsey, weaver linked linked in. There you go. Yeah, Lincoln is good. Imean my email address is keith at...

...locality bank dot com. It's prettypredictable. Got it. Well, this is, this has been a great conversation,thank you both again for joining me on another episode of banking on digitalgrowth. This has been a lot of fun today. Thank you. Thank you as always.And until next time be well, do good and make your bed. Thank you forlistening to another episode of banking on digital growth with James robert,ley brought to you by nimbys who is on a mission to bring the people processand technology together to create new routes to growth for financial brandsand enable them to deliver outcomes to learn more about how you cancollaborate with Nimbus to maximize your future digital growth potentialvisit www dot nimbus dot com. Until next time be well and do good.

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