Banking on Digital Growth
Banking on Digital Growth

Episode · 5 months ago

107) #DigitalGrowthJourneys: Educating & Creating a Better Customer Experience within Banking

ABOUT THIS EPISODE

When business feels “good enough,” it can lead to a decline in customer experience. Providing new ways to educate customers and make the banking process easier should not only be looked at as advantageous to the success of the bank, but as a reminder that helping the customer is the first priority.

Paul Long, Senior Vice President - Business Banking & SBA Lending at Timberland Bank, joins the show to discuss his approach to providing customers with a first-rate digital experience and always giving more than he will ever get back.

What we talked about:

  • 4 Pillars of Personal Growth for the Commercial Banker
  • The 3 Different Kinds of Bankers
  • The Princess Problem & How to Deal w/ a Surplus of Business
  • A Proactive VS. Reactive Stance to Business
  • Investing in Videos and Podcasts w/ the Intention to Educate
  • Balancing ROI and Content Production
  • Actionable Advice from Paul to the Listeners

Check out these resources we mentioned during the podcast:

To hear more interviews like this one, subscribe to Banking On Digital Growth on Apple Podcasts, Spotify, or your preferred podcast platform.

...how are we helping? And I think it'sthat giving back to the community that we serve and just giving back makes mefeel good and gets me excited to create a personal brand. Mhm. Mhm. You're listening to banking on digitalgrowth with James robert lay a podcast that empowers financial brand marketing,sales and leadership teams to maximize their digital growth potential Bygenerating 10 times more loans and deposits. Today's episode is part ofthe digital growth journeys series where James robert uncovers andexplores some of the industry's biggest digital marketing and sales stories ofsuccess. Let's get into the show greetings and hello I am James robert,ley and welcome to the 107th episode of the Banking on Digital Growth podcast.Today's episode is part of the digital growth journey series and I'm excitedto welcome paul Long to the show. Paul is the senior vice president ofbusiness banking and S. B. A. Lending at timberland bank in Washington state.He's actually been in banking for 22 years, starting a week after his 16thbirthday as a teller. And he was raised in the ranks to the branch manager atthe age of 18 and district manager leading multiple banks at the age of 21.At the age of 25 Paul found his passion of working with business owners,something that I'm personally passionate about as well in the bankingspace, entrepreneurship, small business etcetera. And since then paul has builtmultiple bank, small business banking divisions recently, creating an sp adivision. He's written countless published articles about small businessbanking lending and has funded more business loans than he can count overhis career. Paul is also a dog lover and a dad and today I'm excited to talkabout paul, the journey that he's been on and how he has continuouslytransformed himself while maximizing his digital growth potential bybuilding relationships through a personal brand rooted deeply in thoughtleadership. Welcome to the show poll, Thank you James robert. I'm glad to behere. I am so excited for this because this is an area of opportunity, onethat I've been having guests come on and share their own digital growthjourney stories, to educate, to inspire others, because there's so muchopportunity around thought leadership in building a personal brand before weget there. What is one thing right now that you are just excited aboutpersonally or professionally? I'm happy to go back to the office. I know thatsounds weird, I love being a dad and I love being around my kids, but it'skind of nice that you know, Covid kind of things are opening back up, we'reable to go to restaurants, I'm able to take my clients out for lunch, unableto kind of prospect in person. I'm just happy that we're back to this somewhatnormal. Yes, Yes. And I think what's going to be interesting is how much ofwhat we learned through the covid...

...experience and operating in a digitalworld. How much are either we going to a retain and be even better because ofit or be, we're going to simply forget and we're going to go back and fallback on old patterns, on old behaviors, on old habits. And that's going toprobably create some conflict intention over the next 235 years. And so it'lljust be interesting to see one of the things that I've been asking myfinancial brands in the banking on digital growth program is as we openedback up and I'd like to ask this for you, what is one thing that you willnot do again as we move back into the kind of thisadjustable period Because for me it's like I have conditions on traveling nowbeing on the road, I don't have to be in the office all the time. I likegoing in. I like the personal interaction, I like the you know youknow working with my team and all of that type stuff but it's also nicebeing at home and being with family. So I do see myself kind of doing a littlebit of work from home and being a little bit more flexible and yeah justbeing more flexible. I think that's it. I think it's the flexibility, theadaptability. One of the big lessons that I've seen and I've been teachingis that EQ plus A. Q. Is greater than I. Q. So emotional intelligence plusadaptability is far greater than just I. Q. Alone and when we think about thisidea of connection and I'm right there with you, I'm I love being aroundpeople, I love teaching, I love educating and now there's anopportunity to do it in the best of both worlds because it's more Generallyand socially acceptable. I can think of going back to like even 2019 doing zoomcalls in 2019. I would probably be the only one with a camera on everyone elsehave a camera often. Now it's like it's just that's part of the cultural andthe social norm. And so when we think about People and relationships thereare four things that you believe in Paul that you shared with me fourpillars if you will that I'd like to get out into the open before we walkback in time together. Because I think it's these four things these fourtraits that have helped to frame and guide your thinking, your journey ofgrowth along the way, which are to be open to be approachable, to betransparent, to be credible and the reason I want to address these earlyand often, because when it comes to sharing thought leadership, when itcomes to building a personal brand, which is a tremendous growthopportunity for many who are listening right now, how do these four pillarsthat you have shared to be open, approachable, transparent, incredible.What role in how do these four pillars have played in your own journey ofgrowth over the years as a commercial banker? That's a big question, I thinkit goes back to being different, being different, wassomething that my parents always taught...

...me and as I grew up I always have thatin my mind and I think being different can be in a good thing and being adifferent can be in a bad thing, But I definitely think that going back to,you know, episode 70 and Greg Martin, my buddy over in Texas is the richesare in the niches and that's where I've really found again, being different andhow can, how can I provide value to others that nobody else is doing andthat's why I kind of created, you know, the multi long brand 567 years ago, Iforgot how long it's been, but I wanted to be able to share knowledge withoutkind of having the handcuffs necessarily of the institution that Iwould be working for and so you know what I will say, opinions expressed inthis podcast, our personal opinions only and not necessarily those ofpaul's employer, but I think it's it's important that a lot of the informationthat I do give out people aren't addressing it and that's where I wantto be kind of the bull in the china closet and really be out there and helpothers. So again, it all kind of starts back being creative. How can I bedifferent within my brand? I really like that. It's to be different maybeeven a little bit contrarian and taking a different path. As a, as a freshmanin high school there was a, a poem, it was robert frost. Two roads diverged ina wood, two roads diverged in a wood and I took the one less traveled andthat has made all the difference. And I always remember it's like burned in mymind's eye going back. I could see that poster and it was two roads in a wood,but I always was curious. I don't want to go down path A I don't want to godown path B I want to go down the middle, I want to like see what's inthe woods and blaze that trail. And I was listening this morning actually toto some old thinking and an old speech by Earl Nightingale on Youtube and hewas talking about, I'd say it's almost like quote unquote ancient wisdom atthis point, but it's so practical today about specialization about focus. Andthat's big. A big thing that my friends over at Nimbus have been really, reallyteaching now is is to focus and to specialize around key areas. And youmentioned our friend Greg Martin an episode 70 when we think aboutopportunities, opportunities available for financial brands, commercialopportunities, what are some of the greatest opportunities available forthem today in this new world that we see, we're all working through together.So I'm a firm believer that there's three different types of bankers thatare out there. And so you have the small business banker who just got outof college, got a job as a business banker. They sat him in a desk and said,Hey you're going to have a small business banker, you now knoweverything okay. On the other side, you...

...have a commercial lender that's been inbeen in the industry for 30 some years. You know, if your lending request isn'tover $1 million, they're not going to even return your phone call. What aboutthe people in the middle, where's the service for that? And again, you knowwhen we talk about small business, the word small business I think is kind ofan overused term because are we talking micro businesses? Are we talking peoplewith annual sales of 100,000, they still have lending needs. Are wetalking, you know, small business, according to S. B. A. You know, is upto five, you know, up to five million of alone amount. What's the truedefinition? And I think that within that that middle space is where Ithrive and where I want to provide the most value, not only to my clients, butmy prospects and even people that I necessarily can help outside ofWashington state, the information still needs to be out there. And again, itall goes back to why I created a personal brand is because I want toshare even outside of my my world of what I can do, because digital hasallowed your world to get even that much bigger. No longer. You can find tothe border of Washington state, you can now look for others in a niche marketsegment to where you're providing deep level expertise across the country. Andand you're right, I'm going to give a shout out to Michael Exstein. He hadposted something yesterday on the subject on linked in, he said, youwould never say mini golf is a miniaturized version of golf. There aresimilarities. You you play both with golf clubs, balls, tees and you'reaiming for the whole. But that's where the similarities in the obstacles aretotally different. The size of the course is different. The atmosphere isdifferent. The time of play through it takes is different. So why, then issmall business considered a miniaturized version of big businesswhen it's really it's it's own game in and of itself? So, I think that's areally great analogy when we're thinking about this idea of smallbusiness commercial. What does that even mean to begin with? And one of thethings that really intrigued me when Greg connected us together was aproblem that you coined the princess problem, what's the princess problemand why is it important to address it? The princess problem is I've I've neverbeen busier than going through with Covid. You know, there's the P. P. P.Program, there's all of that, but you know what, there's still lending needsthat are out there. And so I was working on P. P. P. And these othercommercial real estate deals and business acquisitions. And I wouldalways tell people, hey, I got a princess problem and that is I have toomuch business and I think that we obviously need to take care of ourcustomers, but being busy can be a good thing. But don't don't necessarily say,hey I'm too busy say you know, I'm never too busy enough for your referralor for your business and if you are too...

...busy, I think it takes. And I'm seeingthis, I'm actually seeing this pretty frequently right now on the mortgageside of the house. Um, a lot of financial brand mortgage lenders aresaying, you know what our pipelines to full, we can't take on any more. AndI'm like, so either a fix the problem, get more capacity, hire more people orbe have the courage to do a referral to another mortgage lender at anotherfinancial brand that can help that person because this is exactly whatI've learned from Tony shea Zappos who passed away far too early. Greatthinker delivering happiness is his book. And there's a Youtube video ofhim basically talking about the Zappos methodology of if someone is trying toplace an order on Zappos and they're talking to someone in their call centerthat if Zappos is unable to fulfill or find whatever that product is, they'llliterally go online, go to another website, even a competing website andsay, hey, we found this for you, go buy it there, and that takes a lot ofcourage. But it all comes back to giving more than you will ever get,because it's going to come back and pay off tenfold in the end. But it's amental shift that I really think has to happen for us to to make that. And sowhen we're thinking about mental shifts, when we're thinking about mindsets,this idea of taking a proactive stance vs. A reactive stance, what are theopportunities here and maybe why are a lot of financial brand marketing cells,leadership, team members, even stuck in a proactive state, stuck in the cave ofcomplacency, and how can they break through, Break free of that? to takemore of a proactive stance in relationship building? You know thatthat's a great question and I wish I knew that answer because I would befilthy rich if I knew that answer because I mean at the end of the day,yes, I'm busy, but I still have time to market. Market is not something you dojust when you're slow, it's something you do all the time. And again, themortgage industry, when they're super busy boom, they're not marketing. Butyou know what, that's when they should be. You should always be doing that.And I think that goes back to just being, being different in your mindset.Yeah, you have a big pipeline, maybe you've hit your goal for the year,Whatever the case is, you still have to go out there and get more business andI'm just, I, I wish that my industry in general, I'm sorry, which wasn't solazy because what can happen is that laziness can kick in because hey, weget all the big deals coming in, I'm hitting my goal, things are going great.But what about are we in the business to just make a bunch of money? Are wein the business to help people and when we're helping people, That's where Iget the good feeling inside. I never worry about my goal or the numbers thatI need to have. I always hit those. How...

...am I helping others? How am I giving myknowledge a way to help joe blow in Idaho, get a business loan at whateverbank that's not mine. It doesn't matter how are we helping? And I think it'sthat giving back to the community that we serve and just giving back, makes mefeel good and gets me excited to create a personal brand, because it comes backto that. Yeah, we're gonna come back to that point of of that journey ofbuilding the personal brand here in a moment, because I think it's there's alot of lessons to learn to unpack to share with the dear listener. I want tocome down the path of building relationships, because at the end ofthe day, I that's what it's all about, it's about building relationships, it'sabout educating, it's about empowering and elevating others. And so one of thebig pain points when it comes to building relationships digitally, forexample, that I hear from marketing teams, sells team leadership teams isthe complaints around Crm, and I get it, I understand it, there's a lot of pain,there's a lot of friction, there's a lot of frustration historically, when Ibring up Crm in a group setting or at a conference, two things happen numberone, either eye rolls and there's a lot of shifting in the seats are number two,there are like audible moans and groans as they think about and reflect on thenegative experience tied to the tool tied to the technology. And so if wecan transform the thinking of Crm meaning historically, customerrelationship management, which is a reactive state in and of itself toreally thinking about a Crm being a tool to multiply relationship. Socustomer relationship multiplier, I know that you got fed up with the painof Crm, you built your own. How has that helped you take a proactiveapproach to relationships, to build relationships, to nurture relationships,to follow up with people, to really make what I call, make the micromoments matter. Yes. And going back, you know, um I was raised in largeinstitutions, large institutions have Crm and they make sure that you usethem and so they really put that thumb right on you to make sure you do it.And so to be honestly, I think it does go back to that and I think those largeinstitutions for helping me kind of make that foundation within my mind,but what I think got me into the leap of that is it goes back to again, howare we connecting with our clients and using outlook to remind me of someone'sbirthday, it's not that easy but a Crm that says hey joe blow's birthdaystoday and I send them a card, it's that impact. They have. My customers alwaysget a birthday card for me and they will always get an anniversary card oftheir banking relationship with my institution And you know, thanks forcelebrating 22 years of being my customer or 22 years of with the bank.It gives me a reason to reach out and...

...touch them. How are things? Technologyhas transformed our world and digital has changed the way consumers shop forand buy financial services forever. Now consumers make purchase decisions longbefore they walk into a branch. If they walk into a branch at all, but yourfinancial brand still wants to grow loans and deposits, we get it. Digitalgrowth can feel confusing, frustrating and overwhelming for any financialbrand, marketing and sales leader, but it doesn't have to because James robertwrote the book that guides you every step of the way along your digitalgrowth journey, visit www dot digital growth dot com to get a preview of hisbest selling book banking on digital growth. Or order a copy right now foryou and your team from amazon Inside you'll find a strategic marketingmanifesto that was written to transform financial brands and it is packed fullof practical and proven insights you can start using today to confidentlygenerate 10 times more loans and deposits now back to the show as you'retalking through this. Do you mind if I just give you some proactive, real timeadvice recommendations to take that process and like level it up and makeit even that much better because it's great. It's it's those micro momentsthat matter, the micro in this digital world, I believe will beat the macroday in and day out. So if you can take that same methodology and it could be amulti touch system at this point, number one continue to do the work thatyou're doing there. There's the ability to maybe adding a little bit ofautomation even to the point where I'm seeing automation down to handwrittencards to where the ink actually gets embedded into the stationary. Like youwould never know the difference, I'm not saying go in that direction, but tolevel it up with, with video, I'm seeing a lot more video usedparticularly on the mortgage side of the business and to utilize a platform,say like loom to where it literally takes 30 eric cook and I were justdoing this the other day, ERic spent another guest on the podcast. He reallyis, and ERic had a question for me, he hit me up on linkedin. He was like, hey,I got something in your inbox and I forgot about it, like because I mean myinbox is just, it's a mess and I don't like being in my inbox. And so if yousent me an email and I haven't followed up. There it is. Um but he sent mesomething in, linked in and I'm like I was like you know, I feel really bad.So I I got on loom, I sent him a video, I said eric thanks so much, Iappreciate the note and he was asking me a couple of questions and it was atwo minute video and that was it. He sends me a video communication back via,linked in via loom on the mobile device. And it was like 60 seconds. But it wasa different experience than just typing something out. And if we can build thatvideo calms into just our work, full of our process, our methodology, ourmindset, sending those messages via linked in or even email. But thenthat's personalized. But then if you're doing the cards as well, doing almost a.Q. R. Code on the card. And that links...

...to just more of a standard thank youvideo celebrating them etcetera etcetera. So I'm just giving you somereal time to think that's a good one. And one thing I do is any customer thatyou know that I need to submit that, that I need to say, hey I need your taxreturns and whatever for the loan etcetera. Actually has a video of me,hey thanks for talking on the phone with me. Just like we're doing here andit's got that and then down below there's details on how to fill out theform, click this Youtube video, it's me going through the form. It's creatingthat digital experience for them because anyone can say I need your taxreturns in a personal financial statement. Okay. The biggest complaintI have heard and I've interviewed a lot of my customers is they hate thatpersonal financial statement. It looks horrible. It's crazy on the level ofdetail. So let's create a video on how to fill it out because I'm tired ofrepeating myself on how to fill it out. And this is where I love theseconversations because I'm able to start connecting just different thoughts andideas and people and processes altogether. That's a big pain pointthat Karen Monahans is helping to solve with boss insights so that no longer isit kind of this back and forth. It's literally it's more of a P. I.Integration tapping into the I. R. S tapping into quickbooks or whateverdata. So literally you could tap in there as a commercial lender, look attheir P. And L's. It's obviously permission based so they just literallyunlock that and then it takes care of that back and forth. But I like thatthe use of video to humanize that experience to walk them through, holdtheir hands step by step because we know how confusing and frustrating canfeel to have to deal with money yet alone, the commercial side of the houseand the lending aspects, so you're just taking a step above and a step beyondand that's where I want to look back here to those four pillars to be opento be approachable, to be transparent and thinking about these pillars andhow they've helped you to build a personal brand. One that I recommend.The dear listener. Check out, check out your linked in profile, connect withyou there, but also check out your personal website over at paul t longdot com because on linked in your profile shares. Business owners deservea commercial banker that is a strategic advisor, not just a banker. And youlive this belief through your personal brand through the website that you'vebeen building where you have podcast, you have videos, you have articles, anentire library of resource to educate, empower and elevate others who arelooking to start to buy, to build to grow a business. What's the story here?Let's go back in your mind those 567 years ago, when did you launch thiswebsite, This personal brand and what was the inspiration for you to, forlack of a better word, take the time to do so to make that investment. So again,I am all about efficiency. My brain, everything I do is efficiency. So whenI get asked the same question over and over and over and over again, thatreally annoys me. So I take that...

...annoyance and turn it into an idea andthat is creating those videos. And so one of the first things I did andthey're still on my site is what's a commercial loan, what should you expectin the process, those simple types of things. And then I just started movingon that. And one of the things that I did recently on there is I kind ofrevamp the website a little bit, so it's really towards, hey, not what Ican offer you. It's in the person who goes to the website, there's a sectionthat says, I need, I need a commercial loan, I need an acquisition loan I need.So I'm changing the mindset onto a really addressing of what my websiteviewer wants to get. It's not about me, it's not about The bank that I'm at,it's about what do you need. And so it goes back to videos. I'm about ready tostart a 52 week video series um which has been a ton of work, of three minutevideos on the commercial loan process for commercial real estate. And I amgoing to dwell On every little thing in the short 2-3 minute videos to givethem the information that they want because that's the questions that I get.What's title insurance, what's an environmental report going into thevideos and making the digital experience? I think this all comes downto one thing. It's just value, its value creation, value creation forothers. You may or may not ever do any business with your truly giving morethan you're ever going to get back. And so I want to address this what valuehas this time investment because that's pretty much all it is, it's a timeinvestment. What value has this time investment created for you in theaggregate? Because I think the way a lot of bankers think is there like Ineed some proof before I make this investment dollars or in thisparticular case probably more time than anything. What's the value? What's thepayoff? What's the hope that you can give someone who's listening? Well whatI want and I'll give you a real life example about a year and a half ago Igot an email through the website and it was a person over in, I want to say itwas Oklahoma completely out of my, my service area but watched a few of thevideos, had some additional questions and I was more than happy to answer itagain. It's providing that just enough detail for them to be able to beeducated. I just want them to be educated. I do so many loans a yearthat people just don't fully understand the process. You're making a hugeinvestment into your building, you're buying a business, you're buyingequipment, whatever the case is, let's get you the full education. So you knowexactly what you're wanting to do and...

...what you're signing on that dotted line.Most people, it's just like an apple service agreement. You just collect thebox and move on and that's not necessarily how it should be. Thebanker should be able to walk you through what you're signing,understanding what a personal guarantee is and really helping them through theprocess. Yes. And in addition, and I think it's important to address this inaddition to the website, the content, the articles, the podcast, the videos,the emails. You're also bringing people together for good with an annualbusiness summit. What's the story there? Because to me that's a uniqueopportunity for a lot of financial brands to start connecting content andthought leadership and expertise to. Now you're almost hosting the party andjust inviting other people to join you. Because that's, I mean, that's what thecool kids, that's what the cool kids in school. I mean, if you are really cool,if you hosted the party, that's right, Absolutely well and six years ago Isaid, you know what, how can I give back to the community? How can I givethem the information? Because it was about that same time that I wasstarting the paul brand. And so I created an event where every single daypeople could come in for lunch and learn about a topic and I had about 30people the first year and over the years it doubles in size and, and Ithink back, you know, obviously Covid kind of destroyed me a little bit. Idid a little bit more virtual and people are tired of zoom but before wegot into into the virtual piece, I ended up having 100 and 70 localbusiness people in a room together, networking and learning from localexperts and even some national had mike McCalla wits on their great big name.And again, how can I get the information to people to help them? Howcan we get people in a room to network, get business from one another and hopeto go back to in person next year? We will go back in person next year andlet's continue that. And again, can I say that? It obviously gets me business?Maybe it does. Maybe it doesn't. But at the end of the day, I don't care. It'sabout giving back. See that's where I think a lot of financial brand markingcells and leadership teams fall short because they're so focused on R. O. Ireturn on investment, but I'm wanting to start which is important. It reallyis, it really is. I'm not I'm not short changing that, but I'm also trying tobring a whole new perspective to the conversation of R. O. R. What is thereturn on relationship that we're bringing? How can we quantify R. O. R.And what are the specific measurable? So I got some thinking framed up aroundthat that I'm working through and I can hear the dear listener thinking twothings at this point, number one, how do you make time to produce and promoteall of this content? And then number two, how are you able to do all of thispersonal brand work while maintaining a good relationship with your bank?Because there's a lot of tension here,...

There's a lot of conflict that I see inthese two key areas when coaching and guiding other leaders in the industryWell, you know, and that that's a great question. And I what's nice is I alsohave a marketing brain and a legal brain, which I think makes me a goodbanker. So, you know, just like I gave the disclaimer at the beginning, youknow, it's important that you don't ever want to make or say anything thatthat is against your institution or anything like that, because it'sobviously a cohesive Marriage. But at the same .2, there's nothing stoppingme from doing what I want outside Of my day employment. Why can't I give thatinformation out? Is I mean, I don't mention my bank's name. If I can help.Great, then that's when I'll mention my bank's name. But you've got to createthat separation, kind of between church and state a little bit. But the same .2,there is going to be some overlap. That makes a lot of sense. And and it's goodto know and I like that. It's the marketing, the cells, the leadership,the legal side of things, all working hand in hand together and creating goodboundaries. Um I think I think boundaries is really, really importanthere and and this has been such an empowering and enriching conversation.I've learned a tremendous amount from you and as we wrap up, I want I want toget really practical here to help the dear listener to move forward to makesome progress together, all of us together on our own digital growthjourneys has all changed all all progress. All transformational growthbegins with a single commitment, a small step forward to do just one thing.And what would that one thing be, that small actionable item that you wouldrecommend? A financial, brand, marketing, sales or leadership teammember who is listening today to commit to as they move forward, reallythinking about these four pillars of growth, to be open, to be approachable,to be transparent, to be credible. What would that one thing be that you couldrecommend based upon just your experience of your own journey here? Iwould say find somebody that does exactly what you do across the state oroutside of your area. I'm gonna go back to my buddy Greg martin, I heard him onanother podcast and I just reached out to him and said, hey Greg, it's greatto see someone that's actually doing something like I am, let's get togetherand collaborate over and we've known each other now for a couple of years.We ended up doing a video series together where we discussed some ofthis stuff and we have it on, linked on Youtube and we partnered together. Weare not direct competitors, but we do the same thing. He provides a part ofvalue, I provide a part of value and we're sharing that find a competitor.I'm putting air quotes and partner with them because you're going to learnsomething from them two. I've learned a ton from Greg martin and I hope thatGreg's learned some stuff for me throughout my personal brand. You know,that's a great point and it's, it's looking at the world from a view ofabundance and not scarcity of...

...collaboration being greater thancompetition. And on that note, you mentioned Greg, you've got yourself,you've got Natalie Bartholomew who was a guest on this an episode 96. You'vegot Jodie episode number 85 from social assurance dug within um social episodenumber 80 carry an from J. M. And B. Group who's running the internalmarketing podcast. So she's down in Jamaica episode number 62 episode 51with, with J. Paultre. I mean these are the common patterns and trends thatwe're seeing and I'm just trying to make these connections to bring peopletogether to create exponential value. So I like that look for and I like theway you frame that look for a competitor because it transformed thethinking of the mind. Say we're not competitors, were collaborators andwe're going to create are more valuable to give more than we will ever receiveback. And for someone who wants to connect with you to continue thisconversation, to learn to literally put what you've just put into practice here.What you've just recommended to put into practice? What's the best way forthem to reach out? Say hello, connect with you, definitely check out thewebsite paul, t long dot com on. There's my contact information and Iwould love to be able to help any banker anywhere start this because itdefinitely will fill your soul. You know, I think I'm just gonna put thisout there and normal, this is how all great ideas begin is when you just putthem out into the universe. I think there might be an opportunity to bringsome of these guests that I've had and really maybe start building a microcommunity of sorts of thought leaders, teaching thought leaders. Um that'spowerful. I don't know what it looks like but it's it's just one of the timemy brain works. You know, it just takes ideas and I have way more many ideasthat probably a really bad, but there's those few that are just, you know what,they're going to create a lot of good. So I'm putting this is more of a notefor my future self, that's a year or two years now. We can come back toreference this podcast. That's exactly how I wrote the book banking on digitalgrowth. I was on a podcast with gray Mackenzie and was like, what's one goodthing? What's going to happen this year? And this was this was January of 2019.I was like, this is the year I write the book. And I'm like, oh my gosh,I've got to write a book this year. Uh and then that actually started in Mayof 2019, which was published in May of 2020. And it just, I'm putting that outbecause we're gonna come back and it's going to be documented. That's why I'mtrying to document more now with just my life because we have that capabilityso that we can come back and make these references. So man Paul, thank you somuch. There's been a lot of fun and I appreciate all the knowledge of thewisdom that you've shared on this episode of banking on digital growth.Thank you as always un until next time be well, do good and make your bed.Thank you for listening to another episode of banking on digital growthwith James robert. Ley like what you hear, tell a friend about the podcastand leave us a review on apple podcasts, google podcasts or Spotify andsubscribe while you're there to get...

...even more practical improvementinsights visit www dot digital growth dot com to grab a preview of Jamesroberts best selling book banking on digital growth or order a copy rightnow for you and your team from amazon inside, you'll find a strategicmarketing and sales blueprint framed around 12 key areas of focus thatempower you to confidently generate 10 times more loans and deposits untilnext time, be well and do good.

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