Banking on Digital Growth
Banking on Digital Growth

Episode · 3 months ago

116) #ExponentialInsights: Marketing Automation: Data-Driven or Death by Data?

ABOUT THIS EPISODE

As marketers, all want to be more data-driven, right?

Well, it’s just as important to avoid “death by data.”

We don’t just need more data — we need better data we can use.

Today’s guest is here to help you do just that. Kristin Harrison, Director Of Business Development at Webstrategies Inc., where she is leading the data-driven, digital marketing revolution.

In this episode, we discuss:

- How a data-driven mindset leads us out of the cave of complacency

- The importance of marketing automation

- How to foster alignment between sales, marketing and the rest of your organization

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.
 

...we can move forward with a progressivedigital mindset and get out of 1955 or no longer in the DeLorean. We aremoving forward and to really understanding what it means to have adeeper understanding of your user online. There are behaviors how you canmeet them there and how you can really support them along the way in a morepersonalized nature. Mhm Yeah. Mhm mm. You're listening to banking ondigital growth with James robert lay a podcast that empowers financial brandmarketing sales and leadership teams to Maximize their digital growth potentialby generating 10 times more loans and deposits. Today's episode is part ofthe exponential insight series where James robert interviews the industry'stop marketing sales and fintech leaders sharing practical wisdom toexponentially elevate you and your team. Let's get into the show greetings andhello I am James robert, ley and welcome to the 116th episode of theBanking on Digital Growth podcast. Today's episode is part of theexponential insight series and I'm excited to welcome Kristin Harrison tothe podcast. Kristen is the director of business development at web strategies,who is providing data driven digital marketing services advice and plans toconvert online visitors into leads and sells for financial brands. Welcome tothe show, Kristen, thank you. Thank you for having me. This is exciting. I lovedoing this kind of thing. Credit unions are my favorite thing and the longer Ican talk about them, the happier I am, it is good to have you here and andwe've got a mix of credit union listeners, community bank listeners.We've got some people from around the world we actually are and I think 120plus countries now to a growing audience of of just financial brandmarketing cells and leadership team members looking to gain clarity intothe future into what's the next growth opportunity available for them toeither create, capture or capitalize on. And before we go there with your areafocus around digital marketing, I want to know what you're most excited aboutright now. What's your most energized about whether that be personally orprofessionally it's your pick, interesting. Well, first of all this isa very timely question. I I go over things like this all the time, so wejust start leaving our leadership meeting internally. We had lastthursday and friday were all day meetings and we kind of planned for thefuture and and then business development, anybody who knows a reallygood salesperson that's a really good salesperson in a data driven world,those worlds can be completely, you know, kind of siloed right? Like I Ikind of do my thing and everyone else does their thing. And so when we cometogether and have conversations, you...

...know, I knew we were having a good yearon, I understand that I understand the numbers and everything, but when I sawhow the year that we were having this year lines up with the, with our threeyear plan that got me excited. So I can see, you know, really the forwardprogression we're making and how I get so juiced up with the numbers and howwe can bring more people in and help them and help them understand having agood data driven digital mindset will only help them succeed, help them lookgood and get them new members and loans for their financial institutions. Sothat's really what I'm juiced up about today and also some new opportunitiesthat we would have maybe and kind of expanding my role just a little bit. Sothose are the things that are top on mind right now. Well, I'm excited tohear that and I want to dive a little bit deeper into just maybe a bit ofreflection. Looking back to look ahead, you know, before we hit record, we kindof talked about this, always being 2-3 years ahead of what's going on today sothat we don't get run over and stuck in the cave of complacency and we're gonnatalk about that. But what are you most hopeful about? What are you mosthopeful about right now when it comes to financial brand, digital marketing,what are some of the biggest trends that you've seen unfold through whatwe're calling this Covid experience because this has been an experience andopportunity To rethink about how financial brands can target nurture,convert leads for loans and deposits. What are you most hopeful andencouraged by, from what you're seeing right now in the marketplace. I thinkthe thing that moved me the most over the last 18 months was the amount ofeffort that our clients put into who they serve and helping them throughthat. And I think that bar none. I heard some stories that I literally wascrying on the phone with some of our clients. I it was just, I think theentire world came together on the same equal playing field. Nobody knew whatthe next day was going to bring. Nobody knew what the heck was going on. We allliterally spent of solid, probably eight months just praying to God anddoing anything that we could do to help the other ones. And I think that welearned a lot. And so from that, the exciting thing is You have a wholegeneration of people who had never used any digital who are now 100% digital.Super exciting. You have the whole new generation coming in that won't evenlook at anything unless it's on the phone, doesn't know how to write acheck. he doesn't even know how to address an envelope and won't mess withcash. So that's the new generation coming in and you know, they're comingtogether, they're meeting together. So...

...the financial institutions areresponsible to pay attention to that, aren't they? We need to make sure thateveryone is harnessing that and we can move forward with a progressive digitalmindset and get out of 1955 or no longer in the DeLorean. We are movingforward and to really understanding what it means to have a deeperunderstanding of your user online. There are behaviors how you can meetthem there and how you can really support them along the way in a morepersonalized nature. Yeah. It's putting people at the center of all of yourthinking and all of your doing and using the data to make informeddecisions about how to create the greatest value for them, regardless ofwhere they're at on their own personal buying journey. And you think aboutbuying journeys for a financial brand. There's there's multiple, there'sthere's that checking journey and the savings and then the credit card andthen the mortgage and the personal and then all the business and the odd alone.So that's where it started I think to really for a financial market or beginsto fill overwhelming because there's just so much to do. You have a lot ofconversations with financial brands and what they're doing on the digitalmarketing front? What's the biggest problem that they're confronted withright now? What's causing them the most pain reflecting back over the last 18months, looking at where we're at the present and where we can go from heretowards the future? What's the big pain point that everyone is really kind of,talking about? Yeah, and I I think the biggest thing, it's it's really tyingback to reporting, right? I think the marketer wants and knows exactly whatthey want, And I think, spreading and understanding that message across allchannels within the institution in order to fund those things, or two foreveryone to get on board, it can be a challenge. And I'm hoping that the last18 months has shown boards and c suites that we really need to not holdourselves back and get on board to embracing a full digital first mindset.So, I think that that's a huge challenge. I think that we still have abunch of thought patterns in the vein of I know I need to do somethingdifferently, I just I'm not sure what that is and I know that there's morefor me to do, get the feeling of throwing spaghetti at the wall andwaiting for something to stick, get off that spinning wheel and really havesuch a clear path visitor comes in, they came from ex they're going to dowhy? And it cost us this much, is that gap between say look, we'll call itmarketing because there's that awareness and understanding, but if yougo into the other areas of a financial brand, it might be sells, it might belending, it might be operations, it...

...might be leadership team, it might evenbe bored. Is that a knowledge gap? Is that an education gap? Is that atraining where's the disconnect is a communication, what are you seeing fromyour end on this? How much time do we have? You know, I again go back to, Ithink departments within not only a financial institution, but really youcan call it in the institution, they like what they do, they do what they do,they're responsible for that and you know, they come in at 8 30 they go homeat five and I think we are way past that and again, not to put my sales haton, but everyone needs to pick up the phone and call hubs, but and get onboard with full marketing automation, you need to introduce your sales teamto that, you need to introduce your ops team to that everyone needs to startworking off of one platform, connecting all of your systems together so you canstart to understand that the member journey is really a part of everyone.There's no one that is responsible for just one member. The one member is notthere just because of marketing or the one member is not there just because ofsales. There's so many people that are involved in the customer journey andunless we start looking at it on the same playing field, it's always goingto be siloed that it takes a lot of work and a lot of hard conversations toget there, but you can get there. I've seen it over and over and over. That'sa great point. And you mentioned hubspot um and they're my favoritebecause I used them. But yeah, and we've had a lot of financial brands whohave utilized hubspot very successfully. Salesforce marketing, cloud marcatototal expert built specifically for the industry and and we've always stayedtech agnostic because I think you're right, it does come back to theinternal relationships between marketing between cells and service andbanking on digital growth. I wrote about what I call the bankers strategycircle that literally connects all three of those teams together to movebeyond the silo and and I want to look at some of the trends that that youjust recently did a marketing survey and what you guys found web strategieswas 84% of survey respondents said digital marketing had become a higherpriority in the past year. And as a result of this growing importance, 66%shared that they would be increasing their digital marketing budget in 2021.Even though 57% said that their total marketing budget was going to be thesame. So you mentioned reporting here and I want to hop on the other side ofthe table. I want to put on my my CMO hat and play like, like I'm one ofthese that's increasing my budget. So I'm gonna ask you, what, what do Iinvest in? Because there are a ton of options. There's a, it's almost toomuch. It's overwhelming because I want...

...to spend my dollars wisely. I want toget a return that proves my marketing value because I am tired. I am so tiredof being viewed as an internal cost center by my ceo, by my CFO. I'm tiredof being known to others. Maybe it's in lending is some type of necessary evil.That's this is there to run their campaigns in the last minute, No noticeor at worse. People look at my marketing team and me is just kids thatplay with Peyton crayon. So point me in the right direction. Where can I spendmy dollars wisely? Gosh, I feel like I said a version of that sentence about amillion times in my sales calls and I say it's something like, you know, amarketing person at a financial institution in one second they'll be ina think tank strategic meeting and then as they're walking out the door,somebody will stop them and say can you order my business cards for me? So thedisconnect is just enormous and I think if you were really going to invest, Iwould love to be able to steer you and give you you know, specific answers,but it depends on some of your internal, like what your L. O. S. Platform is.But let's just say pie in the sky, you have everything that's you know, easyto work with. So you have a good site, you're on Wordpress or another goodplatform. Ultra prime it and make it a Tech X. Not agnostic, but you have agood site. You have a good L O S. I would definitely say that you need toimplement marketing automation. The difference is anybody can get good dataright? Anybody can get good data as and configure analytics that by a simplegoogle search. But what we need to do is we need to start taking theanonymous data that google gives us and google's changing things every day. Wehave first and four coming out now we're going to be able to start doingapp tracking and like really if you know your way around google analyticsand google tag manager, you're you feel pretty good. I think the next step thatneeds to become as common of a conversation is you need to take theanonymous data that google is giving us and give it a name and say actuallyJames robert came in from the facebook ad and clicked onto here and follow andyou follow them all the way through. I think with the new security measuresthat are coming out in the in the whole IOS thing 15 14, 15. So with thatcoming out, I think having a good marketing automation platform will atleast help us connect some of the dots. Even with that being in play, we don'treally know yet because the court has been released. But when it is, I'mconfident enough to say that having a good marketing automation platform willhelp rather than hurt. And that's a positive because we have been speakingadvising, guiding coaching around marketing automation strategy since2014 and forever. And finally, finally,...

...it's like coming because in your reportyou noted That there's been 186% increase in credit unions usingmarketing automation compared to last year's survey. So that's a positivetrend in the right direction. I can't help but think because we're talkingIOS 15 update, which is gonna really totally reshape and I'm puttingtogether some thinking around that because marketing automation is goingto be, I think a cure to some of those pain points. Just like if we'rethinking about third party cookies finally crumbling and going away 2022it's going to be that first party cookie data of what we know aboutpeople on our site. That's going to allow us to take a proactive stance inthe relationship instead of waiting for someone to raise their hand and say I'minterested in an auto loan and that intention is done by the actualapplication. We have so much more knowledge available, buying signalsexhausted. There's a lot of different terminology to use for this type ofthinking, but that requires, to a degree, some type of a cultural shift,I found as well, because marketing has been, for the most part, a veryreactive activity. It's almost like last minute, how might we shift thatmindset internally? Because once again, if if if marketing gets this, but notothers in the organization, marketing is going to continue to repeat thepredictive past, which is going to create a future of frustration. Yeah,because that's where they're stuck, right? They got into a spot wherepeople would actually agree with them and they're like fabulous. Finally,people understand, but that's still five years ago, because you're exactlyright with hubspot. So, I've been here seven years, we've had hubspot thewhole time. I've been here, I've really been talking to credit unions abouthubspot for solidly four years and really since january to present, I cantell you I've never had more hubspot conversations with a credit union in mylife. So I think it's old school marketing and sales alignment and Ithink that that's the cure I really do because if marketing and sales arealigned along with their ops team and along with the C suite you just can'tlose and then everyone starts to understand what the other person isdoing. When I started marketing and sales alignment was a huge buzz worker,and Phil Woods was the director of our digital marketing at the time, he's nolonger with us. But I credit a lot of what I know to him because we reallydidn't take it as we took it seriously. It wasn't a buzz words he and I weregoing in and that's how we kind of started this credit union initiative.We just you know, we're in it and we...

...were both in it together and we, youknow, we had like before we started going after credit unions, we had ahandful of them. And so we went out and just did it. And here we are. And I andI looked back to the beginning and it's like, what was that? And it wasmarketing and sales line. And again, that is an employee that is willingneeds to be willing to have tough conversations to have huge emotionalintelligence, really, a lot about the industry, to be able to change the waythat they do things. It can no longer be the way you've always done, keepdoing that. You're not going to go forward. Technology has transformed ourworld and digital has changed the way consumers shop for and buy financialservices forever. Now, consumers make purchase decisions long before theywalk into a branch, If they walk into a branch at all, but your financial brandstill wants to grow loans and deposits, we get it. Digital growth can feelconfusing, frustrating and overwhelming for any financial brand, marketing andsales leader, but it doesn't have to because James robert wrote the bookthat guides you every step of the way along your digital growth journey,visit www dot digital growth dot com to get a preview of his best selling bookbanking on digital growth Or order a copy right now for you and your teamfrom Amazon inside you'll find a strategic marketing manifesto that waswritten to transform financial brands and it is packed full of practical andproven insights you can start using today to confidently generate 10 timesmore loans and deposits now back to the show and that right there, I think isthe secret to transform the way you do things requires you to transform theway you think requires to transform your belief system, which comes back tothis idea of training just to gain some clarity into what the future could hold.Because I wrote this a linked in this morning, I said, uh, how well ourmarketing and sales getting along right now with your financial brands are yourbest friends? Or do you fight like my four kids, you love each other, You'reon the same team, but you point fingers at each other to marketing tellslending that they're generating leads, but they're not being followed up andnurtured lending complaints to marketing. They're not generatingenough leads are the right ones. So who's to blame? Doesn't matter No morefinger pointing. No more fighting. The time is to come together to connect tocollaborate. It's time to write a new story of Unity Marketing Plus cellsequals the growth team. That's true. And what will clear all of those fingerpointing issues up is a good marketing automation platform because Big Brotheryou can go in and look and if market marketing yeah, if marketing is tocreating the lead and it's being kicked over to the sales team then guess what?It's all gonna be in there. So that's a real cure. But it's how you look at it.Right? Are you going to look at it like...

...it's Big Brother is watching or you'regoing to look at it like you're doing your job and I'm doing my job and we'reall doing it out of the same tool. And it's really it's it's helping and itmakes you better and it makes you stronger. But also kind I have fourkids to that's probably why we get along so well because for kids yeah forSissies you know hopefully. And quarantine I have four teenagers soLord help us. Yours are different life stage. What are the ages of yours now?So I have an 18 year old son and I have triplet girls that are 16 0. C. O. Oftriplets at 16. So we've got we've got every two years we've got 11 97 andfive. And it's boy girl boy girl and the personalities and it's like back toschool in august you know it's gonna be a whole different ballgame then. Uh AndI think there's a lot of lessons that can be learned from this because we'reall playing on the same team and it's not about Big Brother, it's aboutaccountability, right? It's about accountability. So it's like how are welooking at it for sure. And it's about respect. It's like I tell my kids right?You know, respect is about putting the other person before you and making surethat they're taking care of it. If you're thinking about marketing andsells internally. Okay, so something falls apart. We want to come back andyou and I were talking about this before we hit record, that's notfailure. It's like what did we learn from that experience? I just had thisconversation with my son, he made a mistake and we sat down, I said, wellwhat did you learn from this? And it was very like objective. You know, youtry to remove some of that emotion out of it because I think when he had allthe emotion you mentioned emotional intelligence, it's so key. I meanthat's a strategic competitive advantage I think internally andexternally. But when we look at this what they commonly held belief when itcomes to digital marketing that others in the industry might have. But youjust disagree with. And and put it another way where might others bemisguided to put put it lovely ba lovingly and kindly, where might othersbe misguided in their thinking and why? Gosh! I think that's such a greatquestion. I think data's the answer because you have to have it and youhave to have it to understand it. But I think I can also hurt you the most two.And um one of someone said this to me, I heard it on a call and I was like ohmy God, this totally captures how I feel about the data. It's the engine.He said death by data. And I think if you don't keep a person first or themember first or the understanding first or your employees first, the marketerfirst, the lending person first and you just are seeped in this data, youforget the human element to all of this and then you're not going to do whatyou want to do, which is attract the...

...member because they are attracted towho you really are. And if the credit union or the financial institution,community Bank, your entire audience, if they want to attract new customersand they want to do it in an authentic and real way and that's pushing out whothey are and how they will help you and how they will be there for you and holdyour hand through all of life's stages, right from your first checking accountall the way to like college loan, because I'm taking my firstborn tocollege. So if we're holding our hands through all of these stages, beenpassed through retirement, they want a human element to that and we have tomake sure that we transfer that human element in the digital space. And howcan we do that while utilizing the data is so important, but you can't live byit forever because then you forget what you're really trying to do in the firstplace. So I think it's a really, I think data and that in my role isprobably I'm running kind of a fine line to that. I'm talking to youbanking on digital growth. I mean digital marketing is nothing but dataand it makes you better. I think the new way of thinking, I think Covidtaught us, you know, we need to be a little bit more human while we'relooking into the data. Well, it comes down to the formulaic approach of DXplus H X equals growth and that's the digital experience when combined withthe human experience will lead to growth. And when I wrote that in thebook I made a massive error. Like I forgot a key key variable in a formulalike that to wear now a postcode I'm saying E X plus Hx plus dx equalsgrowth, meaning the employee experience because when you're thinking about datalike there's a lot to that will impact the employee experience because apositive employee experience will lead to a positive human experience that canbe delivered through positive digital experience. And I want to come back tomarketing automation because because it's a fun topic it's one that I'mpersonally just passionate about. It's one that I'm like I said before sothankful and grateful to see more and more financial brands finally finallystart taking action on and so biggest opportunities with marketing automationbecause just that one word as a massive definition that sits behind it. I meanwhether you're talking hubspot marquitos sells force part dot act ontotal expert because there's so many different nuances and variables thatyou can can build into this. And so if you're distill this down when you thinkmarketing automation, What is the one biggest greatest opportunity for afinancial brand to create or capture...

...through marketing automation withouthaving to try to boil the ocean. But it's like one thing, one opportunityfunded loans funded loans funded loan data because it will it will check offall of those boxes. If we can get funded loan data and you can get itwith marketing automation. And if marketing automation can attach to yourL. O. S. That's one way to do it. But it canalso attach to your data like that's another way to do it so fond and loaninformation will do a lot of things. It will give you more data to your membersand give you a better understanding of how you need to market to them and thetools that they have and the tools that they need. It will also give you gooddetailed reporting. So when you go through those meetings with you knowyour quarterly meetings or your monthly strategy meetings you're gonna be ableto have one clear line of sight of information. You're no longer gonnapiecemeal from system to system to system and you know look at spreadsheetafter spreadsheet and you just want to you know throw it all away. By the timethe whole thing's done you're going to have one report, one simple piece ofinformation that will say we spent this and it made the credit union thiseveryone doesn't need to know what happened in between. The only thingthat the board cares about is the bottom line. And so if you have amarketing automation platform and you'll have full data you can get thatbottom line for the board. And that is where I think everyone needs to startthinking is like when you start thinking with the end in mind like thisis what I want, this is what I need. These are the steps that we need totake to get there. So that's the one thing, if it was me, I like that andthis has been such a fantastic conversation today chris and I want toget real practical here at the end with two simple recommendations that thedear listener can commit to take to take action on to move forward to makeprogress along just their own digital growth journey. And I call this thegame of of start and stop What is one thing one action big or small. But Ialways like small and practical that a financial brand can start doing withtheir digital marketing with their data going forward. What is one thing thatyou would recommend that they start doing today implement cross domaintracking with analytics. Let's talk about that because that's a reallyimportant one because that's going to close a lot of data gaps from ananalytics perspective because we're moving from financial brands domainover to an out third party L. O. S. And then normally it's like well where dideveryone go? Like who turned out the lights and and that in that process. Socan you provide a little more context and perspective there please? Yeah,sure. So cross domain tracking is when it's just exactly what you said, it'swhen you have the analytics configured...

...in a way that goes from differentplatforms, different platform and it's still dumps back in analytics. Now alot of credit unions aren't going to sign up for a marketing automation.Think tomorrow you know it and I know it. So we're still in kind of the longterm play with marketing automation. So if you don't have marketing automation,your first step to that is really to configure analytics properly. And crossdomain tracking is the number one thing there to implement good cross domaintracking and you're going to get all of that data that we've been talking aboutwith marketing automation. It's just phenomena sits, you know, google number0123456 did this this this and this but it's still actionable data. You stillwill be able to go to the board and say board this was in my budget. These arethe new members we got. These are how many loans we closed and it made thecredit union this so with good cross domain tracking you can get all of thatdata without having the really super expensive, shiny new tool of marketingautomation if you can't get a budget for it and the board is not necessarilyready for it. Yeah, I totally agree. And it'll I think it'll provide a lotmore clarity into the activity that you're already working with today. Onthe flip side, if if we're going to add something to the plate when we startsomething new, it's always important so that we let something go from the pastso that we can create that space and time to do the new thing and and so onthe flip side, what's one recommendation you would have for afinancial brand to stop doing to create that space and time to maximize thefuture digital growth potential? What would that one thing to stop doingtoday? I'm probably going to give you an answer that you're going to thinkthat they should have stopped 10 years ago, but you'd be surprised at how manystill do it, you don't need to advertise on Yelp. And uh it's bestjust obscenely expensive. And so I have was blown away when I found out howmuch that was and so those random, so it's not only just yell, but it's allof those random kind of third party platforms that say, oh, you know,advertised with us and we'll get you this yellow pages all know saying no toall of those, You do not need those please. I just I just did an episodeepisode 106, the impact of one bad review and talking about yelp and theexpense behind it and why I had no idea, I had no idea how much it was. And nowlet's tie all this together. This is why cross the main track can come backand play because if you are advertising on yelp now you can track a click fromyelp into your L. O. S. And do you get a converted alone and what's your costof acquisition? $579 or some crazy or...

...1100% chance. You're not getting aconverted loan from it. You felt bad. So I'll just say that right now welland I think to this is where like we have busted and I'm not gonna namenames because it's not the place in a public forum like this, but we havebusted large name advertising properties that have promised the worldto credit unions. Uh, and when you look at their reporting and then you startmatching that up with other like google analytics reporting. Like wait a minute. Someone is nottelling the truth here. And so I think to just that statement that you justmade one other thing that, that the audience needs to know in terms of nottelling the truth your advertising agency, whether it's Mom and Pops areus in your local town or it's, you know, Bigwig Spectrum, whatever it is, ifthey are lumping the entire cost in as one and you have no idea how muchyou're paying them versus how what you're playing in click charges andthat is not broken out. Please fire them and move on to somebody else whowill actually give you actionable numbers because a lot of those in ourexperience or I have seen it before, I will say I've seen it before where alot of those companies who don't give you the difference between what you'respending in their fees and click charges and it's not even actual right.They'll burn through the click charges in the first hour and a half and therest of it is all based on their expense and their management fees andthe client is no worse for the wear. They don't know that it's happeningbecause it's their platform and its proprietary and that is just, that issomething else that needs to go away right now. If we're still dealing withthat for heaven's sakes. Yeah. So quick action on it for the audience. Go andlook at your agency spin, whether it's local or national or whatever it mightbe and if they're not breaking out management versus by back to your point,you know what? Just give Kristin Nicole. Thank you very much. Sure. Yeah. No.And I think, well let's let's wrap up on this because I see so many likethrough the coaching and the advisory that we're doing it really. It's like,and it's just a knowledge. It's like there's, I don't point blame to anyone,you people. And I've had, I've had marketers telling me this VPs and cmoSand it's getting less and less, but there's still some that come and likelook like please don't share this. But I didn't know that this was happening.I said, well it's okay, It's okay. 100%. It's like be amazed and percentage allthe time every day. I have these conversations. It's not your fault. Now.You know, now this is where like what...

...are you gonna do with that knowledge?Are you going to stay in the status quo? Are you going to change your behavior,your action, your habits and go in a different direction. That's myencouragement. That's my hope. And if someone wants to continue thisconversation with you, Kristen they want to connect with you. What's thebest way for them to reach out and say hello? Oh my gosh! Well first of all,thank you so much for that and the opportunity to come and talk to you alltoday. I've had so much fun. I hope that you have as well and I just haveloved every minute of it. Web strategies W W W dot web strategies,inc dot com. You can find me there. My email address is christian at webstrategies, inc dot com linked in has my phone number and my email address soyou know you can reach me anywhere. I'm always always available, connect withKristen, learn from Kristen and Kristen thank you so much for joining me onanother episode of banking on digital growth. This has been a lot of fun. Ithas been. I'm glad I'm super happy that we were able to connect and do it asalways 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 like what you hear, tell a friend about the podcast and leave us a reviewon apple podcasts, google podcasts or Spotify and subscribe while you'rethere to get even more practical improvement insights, visit www dotdigital growth dot com to grab a preview of James roberts, best sellingbook banking on digital growth or order a copy right now for you and your teamfrom amazon inside you'll find a strategic marketing and sales blueprintframed around 12 key areas of focus that empower you to confidentlygenerate 10 times more loans and deposits until next time, be well anddo good.

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