Banking on Digital Growth
Banking on Digital Growth

Episode · 1 year ago

92) #DigitalGrowthJourneys: How to Find Your Guiding Light for Digital Growth

ABOUT THIS EPISODE

If you’ve listened to the show before, then you already know digital transformation and growth are about more than just technology, they’re about people.

The people who are most successful are the ones guided by a purpose.

My guest today is Alana Kelly, Marketing Manager at On Tap Credit Union, who joins me today to share some lessons from her digital growth journey, including why having a guiding light can make all the difference in your digital journey.

We discuss:

- Why we need to get over the stigma and talk about money

- Why you need a defining purpose behind your digital growth

- Alana’s digital growth journey

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.
 

...money has probably been what I think it's in the top five most uncomfortable things to talk about, right? I think growing up it was don't talk about money, Don't talk about religion and don't talk about uh there's one other kids, but it is right. Politics, thank you. And so with that thought in mind it was like, don't ever talk about money, right? And I think that that's the problem. I think we do need to talk about it. Mhm. You're listening to banking on digital growth. With James robert lay a podcast That empowers financial brand marketing sales and leadership teams to maximize their digital growth potential by generating 10 times more loans and deposits. Today's episode is part of the digital growth journeys series where James Robert uncovers and explores some of the industry's biggest digital marketing and sales stories of success. Let's get into the show greetings and hello, I am James robert, ley and welcome to the 92nd episode of the Banking on Digital Growth podcast. Today's episode is part of the digital growth journey series and I'm excited to welcome a lot of kelly to the show. A lot is the marketing manager at on top credit union based out of colorado, driven by a personal purpose to help people be better and do better for themselves. Alana has also been a member of the digital growth Insider community and our program for about a year now as both her and her team started their digital growth journey right around the start of the pandemic. Since that time, it has been good to watch both Alana and her team continued to grow and make progress every 90 days as they move forward onward and upward. So welcome to the show, Alana, a James robert, Thanks so much for having me. I am looking forward to this conversation because you've been doing some really good things. You've made a lot of progress over this time period. But before we get there, what is one thing right now that you are excited about personally or professionally? You know, you asked us this question about once a month when we meet and I always think on it and I have to say right now personally as my daughter graduates, you know, pre K and start thinking about kindergarten next year, I'm just really proud of her, you know, to live in this virtual world at such a young age and was just really not understand. She's just dominated and did such a fantastic job with her peers and continuing to grow. And I think that just gives me a lot of courage and that as much as I worry about this generation of Children, I think they're just really going to persevere and shine through it all. And so that to me is something that is just personally resonating with me right now, I have to agree with you, the adaptability, the resilience in Children is going to be profound that like, you know, you mentioned your daughter graduating pre...

K and my youngest, she'll be starting kinder next year, I'm so excited, I think about my three older kids and they've honestly, they probably had one of the best years this year and and a lot of it is because we're very intentional about focusing on the positive. I ask them this question, what's going well, how is your, like, what was one good thing about your day? And if I fail to ask that question at dinner time, they're like, dad ask me one good thing about my day, I'm like, oh yeah, that's right, Lucia, what's the one good thing about your day, because it really is about focusing on what is good and I think a lot of this idea about resiliency and adaptability and as they grow up, because if you think back to like, you know, growing up in the eighties, growing up in the nineties, how far and how fast things have moved, it's gonna be even that much quicker for them. Exactly, and I actually really love that you asked that question at dinner and I have started asking it when I picked my daughter up from school and it's just really opened the door to have such a fun conversation and I think also like you said, flip the script and get her to think positive, so kudos to you because you've definitely helped me, I think be a better, more present parents some of those questions. So, you know, that's one thing to, I feel like that DGS really brought to the forefront is thinking about how you ask the question and how you approach things. Because I feel like The # one thing I hear is well, I don't understand what you're asking here, what do you mean by that question? And I feel like you guys have made it so simple to have such strong conversations in a way that lets people starts down and makes them really be open to the conversation and there's no longer this fear of well if I say this is their reprimand or recourse, it's like no, if you say this, it's going to help us that much for further along in our journey. You know, one of the questions in the way that I end the Inside Digital Growth series, when I take a question from one of the Dear listeners is the only question. The only bad question that is the only bad question is the question that goes unasked. And I think the more that we can have honest conversation, honest dialogue, honest discourse, the more that we will maximize our overall growth potential for that matter, not just digital growth. I mean this extends beyond just marketing and cells and leadership because when you think about growth, what is growth? Growth is transformation and transformation has to, it must begin by telling the truth, and sometimes that's a scary thought. But when we first and foremost give ourselves that permission to tell the truth and then we encourage others to do the same, like for example, you're you're having these conversations with your daughter. That's why I always start every conversation that I have, what's going well, what's been good,...

...what's something that you're excited about right now? Because the mind can only hold a positive or a negative thought or emotion at the time, and I really believe that our brain is the most powerful supercomputer, but we just have to be very intentional to program it or someone else is gonna program it for us when we think about this idea of being positive and intentional at the core, at the center of our digital growth blueprint. Its purpose, because purpose provides a strong foundation purpose, provides guidance, direction, it's a north star. What is the purpose that is driving you personally? What is getting you up in the morning to do what you're doing at on tap? You know, I think I shared when we first started the D. G. Journey that I actually had an opportunity to go through like a Simon Sinek training and read his book, start with Why? And so I thought it was really interesting because it kind of brought some of that back for me, you know, that whole thought around the golden circle of you know, what is your, why, what is your how and then your what? And I feel like that really resonates here as well, because you're asking me, you know, what is it that helps you get up or feel motivated every day. And for me, when I look back on my journey, just even just in my career, I feel like my purpose has always been to help others to find the good and others to help them achieve more and help them be their best self. And so every day, I feel like I leave with that thought and I can even just impact someone, I don't know, I could impact their world just by saying hello to them on the street and I feel like that is something that just leaves me every day. Is that feeling of today. I could impact someone else's life and maybe I will never know. But I feel like what if it's going to change the trajectory of maybe their life or their career or their thoughts. I don't know, just something I think that is always resonated with me on my heart. I'm a big believer in that. Some call it the butterfly effect where you drop or a ripple effect, you drop a stone in the pond and it ripples out and you're never going to see the impact. And and I think that's why the work that you're doing that on tap is doing that all of us are doing in this financial services space has the potential to truly transform lives because money, financial stress, it really hits all of us that are at our core and that stress, it takes a toll on health. It takes a toll on relationships. It takes a toll on even mental well being. And when you think about this this stress, what are some of the opportunities that you see just as a marketer to maybe help reduce that level of stress? Just turn the volume down and give people some comfort, some solace and even give them some hope. You know, I think that in...

...the world that we live in today, I think the one thing I learned was just covid and just even post covid is there was just so much noise and I feel like we really have to get back to basics in the sense of how do we help people feel comfortable having a conversation about money? Money is probably then what I think it's in the top five most uncomfortable things to talk about, right? I think growing up it was don't talk about money, don't talk about religion and don't talk about there's one other kids, but it is right. Politics. Thank you. And so with that thought in mind it was like, don't ever talk about money, right? And I think that that's the problem. I think we do need to talk about it. I think that it's healthy to give guidance. And one thing that we're kind of doing here and on top is, you know, how do we kind of get back to, you know, financial one on one? How do we help them first? So let's say for example, they can't get a loan today for an auto because their credits for is not where it needs to be. Well then let's help them get out to where it needs to be. Let's give them the tools and the resources and help them every step of the way and then celebrate with them when it gets there and then be able to give them that loan and come full circle in their journey with them like that. I feel like is a huge part of our job in this industry is to help people accomplish those goals. It get to the place where we can celebrate with them and say, Hey, you did it, you did the work and here's the reward and it's a conversation. It's healthy. It's opening the door I think to so much more than just this one topic of financial. It's also helping them set goals and clear expectations and then they meet them and I don't know about you, but if you've ever ran a marathon or half marathon or whenever you're into that's had like that goal in mind with that finish line, I don't know about you, but there's this feeling inside of you when you get there and that's the feeling I want people to feel. Mm. Yeah. It is, it is that idea of accomplishment. It is that idea of elation and you're right. It's, I think it's about creating that safe space to once again ask the questions and not be for fearful of any type of judgment because there's a lot of financial shame that people have that hold them back from even just asking the question. And when you look at this, I'm looking right here at some some recent data that has come out from business wire. three and 4 young Americans Ages 18-34. That's 75 say they have been at least somewhat stressed about their financial situation since the pandemic began And then it goes on. And it talks about how three and 559 say that there's been a...

...negative mental impact because of this dress. I'm sorry, actually, it's nine and 10 young adults have experienced stress about their financial situation, say it's had negative impact on their mental well being. And so to me, I think this is an unseen epidemic that the more that we can bring these conversations to bear, the better we can help make the lives of people in the communities that we serve. And this all comes back to this idea of just your own personal purpose, right? Of of helping people to live those best lives that they can. I want you to think back to your digital growth journey. What were some of the road blocks, some of the challenges that we're standing in your way when you begin? And I think also what inspired you to maybe take some action just to start to move forward to to make some progress beyond some of those challenges. Yeah, I'm thinking backs on when we started this back in june, right? So we had, I think originally slated april and McCain, we paused, took a took a little page out of your deck, Right, pause. And we we had this conversation in june and I think when we had the conversation, it was a lot of information, I think, to digest it was a lot of information to sit down and think, okay, how are we going to move forward? And I feel like what we did was we said, we're going to stop and we're going to pause for a second and we're going to give everybody who attended, who's going to be part of this. G I experience a moment to think about the training and, you know, again, asking those questions and starting again back to basics. And so once we did that, I feel like we then went back to our, well, I think everybody went back to their strategy for the year and it was already thrown out the window because of Covid. But what we really did was we said, if we're going to do this and we're going to do this successfully, then I think we need to think about where are we going to start? And let's start with one thing and again, progress, not perfection. And I think that's something else that resonated with us is we always felt this need to be perfect right before something kind of got out the door and let me be clear compliance, all those things those matter. Right. But I think we were focused too much on the details and not enough on the overall strategy and the goal. And what was this really going to do for our membership or potential members? And so I think once we started to think in that realm, again, help first sell second, we started to open this door to potential, We started to open a thought process of what are we going to stop doing today so we can make this a priority. And We started then working in these 90 day sprints.

And we started having really, I think deep and holistic conversations about what are we actually going to do and execute and what is this going to look like? And I think one of our very first projects Was giving back to our community and that was through that gift card campaign. And we learned a lot, you know, in that 90 days about what we could, we have done better. You know, but I think it was like, let's not always go there and focus on what could we have done better. Let's pause and say, what did we do? Well, what was the impact that we made and then what will we do to refine it? Yeah, it is, it's about optimization and, and think back to operationally speaking, you know, before you started this journey, because I hear the lamentation from so many different financial brand marketing teams that just get stuck in the wrote, they get stuck in the mundane, they stuck in the doing what would be some advice or a recommendation that you can make to them that might be listening right now, because it's to transform their thinking first, before they can transform they're doing because the thinking actually impacts the doing and then how does training fit into all of this to just provide clarity and perspective? Because I know I hear it in the back of my mind that I want to get to where you're at. What do we have to do to transform that thinking? Yeah. And I feel like So we recently just went through the 90 day sprint exercise and I actually wish that we started about a year ago. And so my thought process with anybody that's listening today and kind of going through this, you have to pause and think about it first because I feel like we're so quick to react and go home. They're doing that, we've got to jump on it, they're doing this, we've got to jump on it. If you chase the squirrels and you don't focus. The problem is then you don't have your defining purpose and your guiding light as you go through this process. And so my recommendation would be to start with that 90 day exercise because I feel like that really impacted our thinking into what are we doing today, kind of, what are we need to stop doing and where are we gonna, you know, again, Looking back 90 days, do we accomplish the goals that we have set for ourselves? And if you don't think that way, the problem is is that you're just firing off on all cylinders doing things and there's just miscommunications left and right and so as a team, not just marketing, you know, we need a line with all of our other teams in this thought process as well. And so I just want to, you know, also shine guidance there that you can agree to disagree, but how do you get them on board? And I think that's where it's important again with the thinking, we...

...thought through it, present it get their buying and input and executed together. And I think that impacts it a lot as well. I think sometimes there's this feeling like we're marketing is the driver in the business, so marketing has got to do it and they've got to drive it. Sure why not? But where are we missing the gap or missing that conversation with those other teams to help them also help us drive it. Like we're a team at the end of the day and it can't just be on one person or one group, it really has to be highly working together to move this brand forward. Technology has transformed our world and digital has changed the way consumers shop for and buy financial services forever. Now consumers make purchase decisions long before they walk into a branch, if they walk into a branch at all, but your financial brand still wants to grow loans and deposits, we get it. Digital growth can feel confusing, frustrating and overwhelming for any financial brand. Marketing and sales leader, but it doesn't have to because James robert wrote the book that 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 book banking on digital growth or order a copy right now for you and your team from amazon inside you'll find a strategic marketing manifesto that was written to transform financial brands and it is packed full of practical and proven insights you can start using today To confidently generate 10 times more loans and deposits. Now back to the show, that's a great point that this is not just about marketing. Marketing alone, it really is about multiple teams and individuals coming together coming back. That that idea of transformation transformation starts by telling the truth. Transformation begins with the self then the team than the organization. Because the organization made up of teams, it's made up of individuals. How have you through the conversations for lack of better word have been also providing training education to others to help the unaware become aware of some of the things that you've been learning along this journey. What does that look like? Well I mean anytime I start a meeting and I start saying we're humanizing the digital experience, I feel like half the room glazes over there like I don't even know what you just said. And so what I try to do is provide an example of how we're driving it forward. But then where's operations playing into that? Whereas I. T. Playing into that. Whereas compliance maybe you know, even though they might not be necessarily in the day to day. Like where are we getting there by and as we move this forward, you know, one area that we're kind of playing around with right now is for for a friend and again humanizing that in a sense of like, okay, well I just closed on my loan that I'm not closing in person anymore. So maybe we give them an opportunity X. Amount of days after they close, we send them an email we say, why don't...

...you choose your gift from on tap and here's three options to choose from. They pick that gift and then within X. Amount of days they get, you know, either the gift in the mail or you know, however whatever form they choose right, we want to make them feel like they got to make the decision. But then invite them to ask them say, hey, would you like to refer a friend to be part of on top credit union? And then through that experience X. Amount of days later, right? You mean there's this whole nurture campaign and everything behind that? But then within 4 to 6 weeks after we still mail them something physically to celebrate with them because at this point they've moved into that new home, they're ready to celebrate, let's celebrate with them. So they get a gift in the mail and nobody loves this idea because he really wants to clean up confetti. But I love the idea that they open it and confetti shoots out something along those lines. But again, it's a celebration is an experience why we can't be with them in person during the closing gave them a memorable experience. And I feel like that is the piece that you humanize the digital experience. It really is and the idea of the education that you're doing to help the unaware become aware of showing their role how it plays into this journey and this experience because if we think about experience, it's well defined systems and processes that have been strategically thought out applied and the secret is optimized over a period of time, resulting in one of two things a positive or a negative emotion. And as this practical example that you're sharing right here with the closing people are gonna remember how you made them feel positively or negatively. And I also like what you're talking about giving, giving account holders the idea of choice. I think the misunderstanding when it comes to digital is everything is going to be digital, it's only gonna be digital, it's just digital digital and that's not the case. It's to choose your own adventure like approach to growth because people have different paths pathways now more than ever, and it's our job is to give them that choice and then guide them down the path accordingly. Talk about some of the other successes that you've experienced and have had through this journey, you mentioned the gift cards and you mentioned the digital referrals, which to me is a great opportunity to continue to explore. You were seeing that in the Fintech space as a primary driver for growth because people trust people, but you've also been taking time In these 90 day growth periods to build out larger, full funnel marketing assets, that are a completely different way of once again thinking and doing now you're deploying what has that been...

...like for you and the team at large because it has been a team effort here, right? Yes, it's definitely been a team effort. So we actually kind of kick started this off last year at the end of um I want to say like november december with our debt consolidation campaign that kicked off in january. And so what our focus has been is when we first came to you guys, you know, I think the biggest feedback that we got out of it was your website is a glorified brochure. It's true, I mean that's really what it was and so I think we always had in the back of our mind, we were going to fix the website, we're going to fix the website, but we have always kind of also been like, but we have all these other initiatives that we need to focus on and so again, with that thinking of, okay, this is something that's important that we need to make time for it and we need to start shifting gears. We start thinking through the thought process of what is this journey going to look like? So through the debt consult again that was kind of our first campaign we started thinking about, okay, well we want to provide a quiz because it's an opportunity for us to learn more about our membership. But then also make sure that we have nurtured campaigns that are specific to what they're working on, not what we want them to work on what they want to work on. And again, opening that door to set up a meeting with an FAA or have a great conversation around money because money shouldn't be scary to talk about. It should be exciting. It should be something that you're looking forward to because it's going to help you in your future. And that's the goal that we wanted to do with the debt consolidation campaign was open that door to make it less scary and start to have holistic conversations. And so with that campaign that was kind of our first like, you know, toe in the water. And I think we learned a lot about what do we do really well and what is the impact we made and how are we again through that lead generation, helping to impact our membership. But then we wanted to take it a step further. And that's where then we went into the Evergreen Mortgage campaign, which is with our next one or next initiative. And now again, we did it in a 90 day sprint. We launched it. But we're almost up on our 90 days, we're about to review the data and then go back and tweak where are we missing the mark a little bit here or where do we need to provide? Again, how do we help them first and again, creating that content. We've had to create a lot of content from scratch. But again, what do we have to stop doing to make this a priority? So we could help first and you know, kind of sell second on that philosophy. And I think what you're talking about, you're not having to go back and start over like a when you think about marketing Historically it's always like a zero cost. So you always lose everything that you invest. Once that initiative is done, it's done. But now it's literally you're building an asset that can continue to be made even better over an extended period of time through multiple iterations. And you might not iterate on this until you know, six months or a year down the road because there's other things that...

...pop up and then you're having to to focus attention on. But I think that's the beauty and the value of this. And we have had some organizations in our program, you know, for 56 years and they have a library worth of assets that they literally can pull off the shelf if they need to create some additional demand. And that's where demand gen, marketing comes into play. That, you know what, we need to pull this off the shelf here. It is, we can run with it, we can go with it. The other thing that I hear you saying a lot is it's pausing, it's stopping, it's reflecting its refining. It is so easy. I think this is important to hear from you for other leaders who might be listening, it's easy to get trapped in the doing of digital. How important is it to disconnect from digital? Because that's almost like the paradox if you will, like digital is an amazing tool, but it can also be a double edged sword that is destructive even to our own very being and can pull us off from a leadership perspective. What are, what are some of your thoughts on that? You know, before again we went through this whole journey. I feel I felt like I was over connected. I think I knew that however going through this journey, I just kind of reflected on maybe I need to cut the noise and I need to take X amount of time a week or a day or however, I'm going to do this to take a break from because basically the way our T works is, you know, I own kind of our social media platform in addition to our public relations and things like that. When you own the external channel of communication, you need to kind of know what's going on. And I think by knowing what's going on, it kind of overkill the fact that I was a little too connected. And so for me personally, I've really tried to start and I'm not consistent, I'm not going to pretend to be perfect, I'm human. But in my mind, I try to take about an hour a week where I turn everything off. So that's email. That's phone that social, everything. And I just think about, I kind of celebrate where we've come because we have weekly team meetings and I try to bring that to the team and say like, look how far we've come. And I want to consistently keep that energy. And I think that's one way I've been able to do that. I feel as again, just there's so much noise that you kind of have to figure out what's best for you and how you're going to take a step away. But if you don't do it, I think the concern is is that your again kind of latching onto all these other ideas and you're not taking time to think through what's best for our members, what's best for our brand and what's best for, you know, again, that guiding light of the purpose. And I think it can fall off if you get a little too disjointed from that thought process and you start trying to do what...

...everyone else is doing, then you don't really have a plan, you don't really have a strategy, you're not kind of forward thinking about where is this going to lead us? You know, 90 days, six months a year down the road, if I just keep kind of jumping all over the place sporadically. And I think this idea is so important because digital has, especially when you're managing like social media, there's so many natural distractions and once again I'm just as guilty as charged. And this is a matter of continuous self awareness and having some emotional intelligence and some accountability that comes into play cal Newport, what a fantastic book on the subject called Deep Work. And his thesis is that there are two types of work. There is the shallow work that only needs like a little bit of time and focus. But then when we're doing like that deeper level strategic thinking, it must be focused on one thing. It must be free of distraction. And that's a cultural conversation, whether it be with the team, your team members or the larger organization at large because I really believe the organizations that have the courage to turn that noise down. And I think, you know, we're almost coming full circle the conversation of what has come out of this pandemic. It's about getting back to the basics, it's about simplifying, it's about reducing the noise and distractions. It's those organizations and those individuals, those teams that are going to have a strong competitive advantage. And once again, that's the paradox of digital and why we're doing more studying around this and don't have a thesis or a perspective strongly just yet. But it's one that I can see over the next 3-5 years post pandemic, we're probably gonna have to address it sooner rather than later. I would be interested to see those stats, to be honest with you. I think that there would be something really fascinating about kind of looking at that thinking. Yeah. And when you think about all of the opportunities, when it comes, there's there's an abundance of opportunities. And as you've talked about, it's a matter of prioritizing what's going to create the greatest value in the near future, but also then still planning for the longer term. And with that said, this has been a it's been a fantastic conversational on and I'm grateful for just the knowledge that you've shared today and the inspiration for others that that might be listening. What what is one practical example? I'd like to get really practical here as we wrap things up, because all transformation and growth, it starts small, it starts tiny, it's it's just a little win. And and so what is one practical, something small? A small habit that someone could commit two today to make progress on their own, just on their own digital growth journey on their own journey of growth for that matter. That is a great question. I feel like I could give so many thoughts here. So I'm trying to...

...think through, I will tell you that when we first started you gave us an exercise like kind of a journaling exercise. Um I don't have the card in front of me, but it was kind of like when I wake up there's like, you know, take five minutes and think on these thoughts and yeah, and then before I go to bed, think on these five thoughts and when we first started the journey, I did that probably a couple of times a week and I feel like it just helped me be more prepared to have conversations around. It's not that we're not going to do this, it just doesn't, doesn't fit into the strategy of what we're trying to accomplish today. So it's not a no, it's just say how is this going to align with what we're working on. And I think that thought process really helped me have some tough conversations where other people started to think, well, yeah, you're right, this doesn't really align with what we're doing and you're not saying no, you're just saying maybe we need to pause and see where it fits into that larger strategy or that larger thinking. And I feel like, you know, I'm really grateful because it on tap we do have a lot of influential leaders and thinkers, but we're also willing to say, you know, let's pause and think on this and I really admire that because every brand I worked for before, they weren't very good at pausing. It was like jumping around and knock it off the list. But I think here I've really learned and seen from other leaders, you know, that really high level of EQ where it's like, it's okay to pause and not react to everything. I'm glad that you mentioned that that high level of EQ, it is that emotional intelligence. And when you combine the EQ with the AQ that comes from the works of, of, of carol, the wick with growth mindset, Angela Duck are not grit, Carol, Dewitt's growth mindset, Angela Duckworth's is grit and that a lot of that comes back to training and education. That EQ plus the AQ that really is a formula for just continuous growth as you move forward. And you mentioned the conversations having the courage to have the tough conversations I think is another great, very practical, small key takeaway and it's going to take a little bit of courage and speaking about conversations. If someone is wanting to continue the dialogue and the discussion with you that you started here today, what's the best way for them just to reach out, say hello and and and learn from you a little bit further? You know, the best way to reach me is probably by email. So it's a k Elliot on taxi dot org or you can find me on linkedin. I do follow a lot of James, robert podcasts and messages, so you can also find me that way. But I would just love to support anybody in their journey, especially if they're just one they don't know how to get...

...started or if they want to brainstorm. You know, that's another area that I love to brainstorm with other credit unions and other thought leaders and what a great way to wrap this up, Alana, because there it is coming back to the very beginning, driven by a personal purpose to help people be better and to do better for themselves. Alana, thank you so much for joining me on this episode of banking on digital growth. Thank you for the opportunity. I always love our checks as always and until next time be well. Do good and make your bed. Thank you for listening 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 review on apple podcasts, google podcasts or Spotify and subscribe while you're there to get even more practical improvement insights visit www dot digital growth dot com to grab a preview of James roberts, best selling book banking on digital growth or order a copy right now for you and your team from amazon inside you'll find a strategic marketing and sales blueprint framed around 12 key areas of focus That empower you to confidently generate 10 times more loans and deposits until next time, be well and do good.

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