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really been so interesting how many demos we've been doing recently we're just like you know so many things you hear from bankers and uh and i think one of the things you know that i that's why i wanted to talk to you some of the myths out there about implementing a crm that come up all the time it's so interesting and one of the things that you know i've been hearing a lot is that it's just it's too expensive to implement a crm and and when i hear that and they'll say to me well what do you think is the cost the cfo is going to have an issue with this right i got to worry about the cost and i agree and then cost is really important but i think about the cost of not doing it right is so is so important and and honestly you know the efficiencies that are gained by implementing a tool like 360 to me there's no business that i don't know how businesses are getting away with running their shop without a tool um to manage you know their workflows their their referrals and and and and selling services to customers there's so many things we want to do and and without the right you know tools in place i don't know how you're doing it and i think the opposite is what is the cost of not doing it today if you can if you can really expand now and see where where are we losing what is it costing us to not put this in place that's right i think is a bigger view that that people just don't necessarily have they have that upfront of it's a project it's on the list it's in the budget and then you just everything moves off of that instead of really being able to step back and and they don't because they don't know too that's right never seen the other side and you know what i thought was so interesting i was talking to a banker last week and and and i thought his statement was absolutely the best he said you know in in light of where we've come out of this pandemic and they and they need immediately needed to implement uh the the ppp loan program and that he spun up on our pipeline system immediately was able to feed in 504 you know bank prospects and they could manage this the ppp loans right through here i thought oh my gosh i said he just proved exactly what we talk about by saying and he said we would never have been able to use or to do this without using a tool like 360. well and if you talk about the price and the time right right so they didn't have to have time to think about how are we doing this in a spreadsheet what do we how are we putting this in this product they already had tools and a mindset and a process in place to go this can look just like everything else we do and we can set it up in 20 minutes and we don't have to worry about it that's right what do you hear like have you heard anything outside of that what's a myth you're hearing i think part of the thing that i hear a lot is especially when talking about price and efficiency is how can something be efficient if we're looking to gain efficiencies how can something that is not part of the core be as efficient as a crm is that is a part of the core and so i think that there is a myth of integration right um and i have to do air quotes because there is so much of what's integrated well it's integrated well it's integrated so our core is already offering this and so i think there's a part of that that i'm really finding having the opportunity to say let's step back and talk about your core is your core and there are other things that they do but just because it is offered does not mean there is a seamless integration there is still a setup there is still a process there is still a feeding in um and i think to be able to look back and go there are other systems that can do crm better than what a core provider can offer and that it can be just as seamless and efficient and integrated if not more so i think there is a myth that just because it's under the same name umbrella that it all is seamless and that's not the case and i also think that there is a part of it that you think well they offer all of this with the course so they've got a handle and i think there's a missing piece of really being able to compare apples to apples of functionality yes it may be under the same umbrella and have the same name but there are really key functionalities that start to get missed well and i think also what happens with the core i mean i always position it too that you know the core to me um you know you're tied in with the core and they've developed crm tools because it is a defensive strategy they're trying to retain the business but the other thing is you know how many banks and credit unions right now are expected to you know do their due diligence on their core system every few years so if you're tied into your cores right you know business and then the crm and now you have to go out we're a portable system for us we have such an experience working with every core system that for us you decide to change your core system we move with you the data moves with you freedom and flexibility in that right allows that allows users to really go what is best for us in all areas not what is easier for us to stick with right well you know and it's funny and i mean there are so many things we hear that's why i love talking about this because um you know you're here things but a lot of what we hear is the same um one of the other things is uh is is that oh gosh you know the implementation it's just gonna be so huge we don't have the resources we don't have the the human resources to really implement a program like this and i always feel like number one you know first off this crm implementation is not an it implementation and that to me right there is is what most bankers need to hear this is a strategy that an a tool that's owned by your sales area your marketing your retail so honestly you know the the role that um your tech people are going to play yeah are they going to have a role in it but they're not going to be paramount with who is going to be most important in this are the people that are going to be really using exactly the working the the system working the process what employees need understanding how to best support them exactly and and you know what i think where we i i love because we have it we have a team of experts here and and because we've built the tool i mean we're bankers that understand this business right so it's like we've done this we know how to implement and you're going to benefit from our expertise i always say to myself like i did this i mean for years now as a banker had to implement tools and and and let's face it i know i made mistakes when i first started out in in doing this so i've learned but now as you know really helping bankers do this we've got the experience we have such you have such a resource here and for me what i say whenever we come to this part of the conversation is i can go i can have my sales hat on but i've done this for nine years in the trenches with you i spent nine years with banks and credit unions right implementing and training and walking them through and so to be able to come back and say we get it it's no small task but it's not scary and it doesn't have to be and so to talk through what is really what is important to us as a partner and as a company and that's one of the things i'll say we've got a great solution and you're going to see that but the thing that you don't see right now is the team that comes along with it our expertise our ability to train and to talk you through and to help you really you know almost on a consultive level to say what are you doing and how can we accomplish that's right and so we have yes the industry expertise of the the system and the knowledge and the language but also to be able to say we have done this we've been implementing banks for 20 years and we are a great help with this we know what it looks like yeah now have you ever have you ever come across and another myth to me has been kind of roi always you know oh my gosh we've got approved an roi item of an roi i love roi too because all it is is a meaningless number and i know that we measure and a lot of times we've got to present to the board of directors and they want to see you know we're going to we're and let's face it it is a significant investment that you're making in a tool however and you know and employ that's right but but what i will always say to to a banker is that listen you know what i know we'd love i could give you a number and the truth of the matter is i could say to you today i could probably come up with some spreadsheet that says you know gary you're going to get a 500 roi on this investment what i can tell you right now as we partner with a company like 360 view we're not only going to provide you with a great tool that's built for bankers but we're also going to provide you with the support and the implementation specialists that are going to help you make this project successful the piece that you're going to be responsible for that i can't manage is using it is the is the usage and the hr piece of it let's face it do you have the right culture do you have the right training programs in place because this is more than just a tool what i hope you're going to get here with 360 view is a tool that's going to support the culture and the process that you already have or have in place or are developing that's where you're going to see the greatest success and the roi you're going to be able to see in the efficiencies and the growth that you see in your bank and i think that's the other part of it right we can give you a number or or i can show you another client's roi i can give you a white paper what this looked like but you're not going to do things exactly the same way they are so to really step back and go what are you going to do with it and that can feel daunting but again to go we can help you identify what you need to do with it and because it is built in a scalable way right you're going to come out of the gate and use and use it and then you're going to figure out how do you need to grow how can and those changes you're going to be able to make on your own internally you're going to have those discussions and the tools are available for you to make those pivots and for it to grow as you grow and i think there's a part of it that again when you're talking so much on the front end and it's budgeting and it's investment and it's roi but then to step back and go but what are we gaining in time what are we gaining in efficiency what are we gaining in customer experience what are we gaining and how our clients feel about us what are we gaining in knocking out the unmeasurable right bringing fruit that you are never again going to send a marketing piece of someone about an account they already have but where they're going to measure they're going to see the growth the long-term growth is going to be there and and i think you know that you're they're they're going to come back to us and let's face our clients do to tell us here's where we have exceed and here's what the the results that we've seen so what's another so yeah what's another myth chelsea that you hear right you know i don't know so much as it's a myth but it's the question is um am i gonna pay this much and only five percent is going to use it or are we going to license this and we're only going to use five percent of the system or only five percent of our base is going to use it um and so i think that is often the positioning that comes in when we're talking about cost and we're looking at implementation and the time and whatnot the barrier is are we really going to use it and you know enough of it and are our employees really going to use it and so i think that is one of the things that i have to talk through often to go again there is part of it you out of the gate yes let's talk about you're only going to use a small piece of this out of the gate and that's a good thing like you will have the ability to put in time and build this and grow as you get used to it we don't want to roll out a massive cultural shift undertaking um that never goes over well but the only other piece of that is and i think the usage because i think it is really important and it really you do hear that and and i'll put it back to the executive team because as as i see it you know you are going to make a significant investment in this tool and this has to be a change of the way everybody does business in the organization well on board so it's top down you know what i remember at you know the bank that i came from we would go into our executive meetings and and we really did all of our reporting pipeline reporting referral report all came out of 360 view and i will say our president got to the point where you know you came in with a uh a pipeline or a lending report that was in an excel spreadsheet we'd even look at it we didn't want to hear about it if it did and i know it sounds cliche but if it didn't happen in 360 it didn't happen and that became kind of our mantra at the bank and i love now when we've seen it ship setting expectations that is the buy-in that says yeah so here's the vision and the direction we are going and so that really comes back to them to set that yeah so i think that management just has to be the part that drives this and and you know we hear a lot about you know failures of it and i push it back i've and i've said this to bankers you know this the the success and the failure will be dependent upon you buy-in at the executive level to me is probably one of the most important aspects and and i've had bankers say you know gosh can you help me sell my executive team on why we need this and quite honestly that's the hardest sound i and and that i don't even want to be in that position if your executive team doesn't understand why they need this it's a hard sell and that's really got to come back also to the people on the ground the ones that are realizing the need that's right turn around and say here's what you don't see that's right here's what we see that you're missing and and let us bring this to you and then give you the bigger picture i got to p i have a pain help me solve the pain here's something that we can do well anyway i think it's really important to share with you know people because you know and i know it it's a lot but i know that you know we talk all the time about these myths and and and the fact that you know there's all that it's the same things that we're hearing and you know gosh questions you'd just like to go out there and say it's not that difficult we can solve this for you well and there's something about it that i kind of like right you're getting these questions are you here you're talking with a financial institution and they are telling you their pain points or they're telling you where they're struggling and i often say just so you know you're not alone right you're not the only one this is so common and so it's not just that your institution is struggling with referrals it's not just your institution is struggling with a price point or a culture shift or this is called it's common and this is what we do every day that's right let us help you talk through that yep i love this conversation because we you know what we what we love and we're so passionate about here is that we know this is not difficult and so when you hear somebody present you with an obstacle and you know and you've seen it well we get excited but we also know it's not difficult so uh it's it's great and and thanks for for sitting and chatting with me about it i love it i love it