SPEAKER_01 0:01

This episode of Tech Solutions for CUs is sponsored by Maven Advisory, helping fintech founders build go-to-market strategies that fit how financial institutions actually buy. From ICP and positioning to sales strategy and go-to-market planning, Maven Advisory helps companies build the foundation for sustainable growth.

SPEAKER_02 0:30

And now here's the host of Tech Solutions for CUs, Finnopotamus publisher John Sanfilipo.

SPEAKER_03 0:37

Welcome to this episode of Tech Solutions for CUs. We are lucky today to have with us Greg Palmer, who is the VP and host of the Finovate conferences at the Finovate Spring and Finovate Fall. Welcome, Greg.

SPEAKER_00 0:55

Thanks, John. My pleasure. Thanks so much for having me.

SPEAKER_03 0:58

Yeah, I wanted to start out. We're going to be talking about the Finovate series today, but I wanted to start out because before I went to Finovate, um, which I've done the last couple of years, but up to that point when I thought of a conference, I thought of something like Money2020, who I should point out to our audience is also under the same company as Finovate now in Format. So I don't know how to talk about Money2020 here too. So anyway, so I always thought of a conference like Money 2020 companies spending bajillions of dollars on booths and parties and and just a big extravaganza. And then I thought of any any other tech conferences as just a smaller version of that. But then when I went to Finovate, it was a completely different experience from any other conference that I've ever been to, and one that I appreciated. So I was just wondering if you could talk a little bit to our audience about the Finovate difference.

SPEAKER_00 2:06

Yeah, absolutely. So um, you're right that we were kind of created to be almost a counter to a lot of the current conferences at that time. And I'll start by saying anybody who wants to spend a gajillion dollars with us more than welcome to. I'm sure we can find a way to do that, but you don't have to, I suppose, is the good news. Um and we we were created, uh Finavit was founded in 2007. And at that point, you know, we were um almost an anti-conference. We didn't really have a trade show floor, and we put the focus really on live demos of the latest fintech innovations. And when I say live demos, I really mean live demo, no PowerPoint slides, no canned video. We want to see the actual innovations up there on stage, and this creates a really fun experience for the attendees. First of all, you know that the things that you're seeing up there actually work. This is not vaporware. This is not, I intend to build this in the next couple of years. It's this is working now. This product exists today, and I'm actively showing it to you live in front of the audience. And that live demo format continues to be at the heart of everything that we do. We give every company who participates the exact same seven minutes on stage. They have the exact same rules. So the focus really is on the innovations themselves. It's not meant to be a contest of who has the biggest budget. It's meant to be a situation where people can come and see all the different innovations coming from all the sources across the fintech ecosystem. We do have sponsorships, we do have uh trade show floor. Uh, it's nowhere near as large as Money 2020s, but there are certainly sponsors at our events as well. But still, the focus really is on those demoing companies. And by putting it there, we create this hyper-efficient format where senior level bankers or people who are interested in the fintech space can come and quickly see these innovations and then go and follow up with the people who built them. And in just two days, you get to see over 60 new innovations and kind of pick and choose which ones are of interest to you. And the audience has really responded to this. We've continued to draw large crowds over the course of our history, and we're actually coming up on our 20th anniversary of being founded next year. So keep an eye on that space. We'll have a few different pieces to kind of celebrate that fact. Two decades of Finovate is um a big achievement in our eyes, and hopefully a lot of our attendees feel the same way. Um, but that format has really resonated and it's been something which I've been really proud to be a part of.

SPEAKER_03 4:30

Great. Now, what explain to me the reasoning for the two conferences, the spring and the fall? How did that come about?

SPEAKER_00 4:37

Sure. Well, I mean, honestly, it's just simple geography. There are large swaths of the population in the United States who really don't like traveling long distances, which is fair enough. There's also a large number of people who live and work in Manhattan. And for them, if it doesn't happen in Manhattan, it might as well not happen. So we kind of have to go there. If you want to attract senior-level financial institution executives, you really do have to go where they are. And so that's why we put Finovate Fall in the middle of the island of Manhattan, and we do get a lot of those Wall Street folks coming into that event. Um, on the similar uh side of things, there's a West Coast innovation contingency. And for those groups, if it doesn't happen in the West Coast, it might as well not happen. And so we really need to be in both places. We recently moved our West Coast event out of the Bay Area down to San Diego, which has been a good move. Yeah, I know, I know you like that one. Um, and we honestly our attendees have loved it as well. Um, there's quite a bit of innovation going on all across the West Coast, but we also find that it's just easier for our attendees to kind of self-select and go to the conference that's easier for them to fly into. It's not quite a pure East-West geography geographical breakdown, but we do see a lot more companies coming from their home geographies, particularly on the financial institution side, where you have people who really have a hard time kind of stepping away from the office for a long period of time. And so the more we can make it easy for them and efficient for them to fly in, see the event, and fly back out, the more of those really high profile attendees we're able to draw.

SPEAKER_03 6:07

So is is the competition pretty fierce for those demo slots?

SPEAKER_00 6:12

Yeah, it is. It's an application-based process. So um, it's similar to some extent uh to applying to college, right? Applying is completely free. You submit an application, you kind of tell us a little bit about what you're working on and what you'd like to show. And then we will select the companies that we think are in a really good position to show something unique to our audience and offer them a slot. Um, we do have a sliding scale of demo pricing. We want to make sure that the show is accessible to early stage companies who don't have a lot of funding. So there are price breaks for companies who are in that kind of seed stage, Series A stage. Um, and then we go all the way up to publicly traded companies. Um, but the the competition is there. And in many cases, our goal with the application process is really twofold. First of all, we want to make sure that the innovations we're putting in front of our attendees really are new, that they are interesting, that there's some things that people really haven't seen as much of before. And we want to avoid kind of a situation where you have the same presentations year after year where the content starts to feel stale. The other side of the screening process is in some to some extent, we protect companies from themselves. There's sometimes companies who maybe just aren't quite ready to get up on our stage, aren't quite where they need to be. And we don't want to put anybody up there who's not going to have a good experience. So for the companies who um don't get into the show, in most cases, it's kind of a not yet. There's still always the possibility that they could get on stage in a future iteration. We just don't want to put somebody up there who we don't think is really in a position to get the most out of our audience.

SPEAKER_03 7:39

Talk to me a little bit about the best of show awards.

SPEAKER_00 7:42

Yeah, so that's a fun one. Um, and this is one which is obviously uh really high profile for a lot of our uh demoing companies. They care a lot. This is a competitive group, a competitive ecosystem. The best of show awards are completely decided by audience voting. Infinivate staff is not eligible to vote. Uh, demoing companies and their guests are not eligible to vote. It's entirely down to the people who are in that room watching these demos. And at the end of each day, they get to select their top three demos that they thought really kind of blew them away that day. We will take the votes from day one and day two and come up with a list of winners. There's usually a group who kind of separates themselves from the pack. So sometimes it can be um, you know, as few as three companies, sometimes as many as eight, um, depending on where the kind of natural break occurs. We basically don't want anybody to miss out on best of show by one or two votes. We want there to be kind of a clear line somewhere. Um, but it is all decided by our attendees. And you know, I always have my guesses of who's likely to win the awards. Um, and to be honest, I'm not great at predicting who's gonna resonate. You know, we kind of have our own internal pools and our own internal guesses if I think this person's a contender. Um, and a lot of times it comes down to how well they do on stage, just what the fit is for the audience, and how many people in the room are able to really appreciate what they're working on. So the best of show is something which is obviously a really big honor for the companies that win because it means that you were able to capture a really large portion of the audience's attention and able to use it wisely. And it obviously also means that they understand what you're working on and they appreciate it.

SPEAKER_03 9:21

Yeah, I know I was uh getting earful from Finalytics the last couple of years.

SPEAKER_00 9:29

Yeah, yeah. Well, there are companies who've won a couple times. There are um, I think MX slash money desktop is still the all-time leader in number of Finovate uh best of show trophies. Um, I believe they're at nine. There are a handful of others who have gotten five plus, um, but it's really rarefied air up there when you start thinking about these companies who are able to consistently come back and win best of show.

SPEAKER_03 9:55

I was gonna say money desktop, that shows just how old this conference is.

SPEAKER_00 9:59

It really, I know. It's crazy. When we first saw them, they were still money desktop and they were much, much smaller than they are now. We were really happy to be part of their story for sure. Um, and I like to think that we helped them along their way.

SPEAKER_03 10:12

So I'm I'm a credit union technology executive. I'm trying to plan out my conference yeah. I've of course have a limited budget. Um, what what makes Finovate rise to the top of my list?

SPEAKER_00 10:28

Sure. Well, I think there's a couple things. Obviously, being able to see new innovations is really difficult for a lot of credit union executives who are pressed for time. It really is a full-time job to kind of stay on top of all the new innovations coming out of the space. And so that's where Finivate can do a lot of that work for you. We can we we curate the lineup, we show you this is what the industry is doing. So you can just take two days out, three days out of your schedule, come get that download, see what's going on, and then get back to your day job. We have also been adding content specifically for credit unions over the last couple of years. And this is kind of a response to just organic growth that we've seen. We had in 2022, we started noticing that there were a lot more credit unions raising their hands and saying, hey, we want to come to this conference. We we saw this organic growth. And so we decided to start putting some programs in place specifically for that ecosystem. And that led us to launch the credit union spotlight, which we are still running. We're actually continuing to expand it. Um, and this is a chance for credit unions to kind of have their own little room within Finivit. You don't have to share the space with bankers, you don't share it with wealth managers. It's really only credit unions that are in that room. And we pull in some companies that are working specifically on solutions for credit unions. And by giving them this space, we've noticed that the credit unions who come are able to kind of ask a lot more questions. They're just a lot more open. And it really creates this cool dynamic where the innovators come to kind of tell what they're working on, but they're also there to listen. And for a lot of credit union executives that I've talked to, I think there's sometimes this idea that they don't want to listen to me, that I'm an afterthought, that, you know, people aren't really building for credit unions. And so it's fun for them to be in a room and say, no, actually, this is a group who cares about me specifically. This is a group who understands the challenges that we're facing, who's building for us to be able to meet those challenges. Um, and by keeping everybody else out, it really just creates this much more open dynamic. Um, so this fall, that credit union spotlight session is going to run on Tuesday, September 8th. It's kind of like a welcome to the conference that afternoon and evening. We'll kick things off in the afternoon. We'll give the credit union executives a chance to meet uh between nine and 12 companies over the course of a couple of hours. And then following that session, uh, we'll give the credit unions themselves an opportunity to just network with each other, to kind of share best practices, talk about, hey, what are you working on? What challenges are you facing? And one of the really cool things that I've noticed about the credit unions in particular is that they are really collaborative. When you give them this opportunity, you see people talking about things in a much more open way. And I think there's a lot of learning that comes from that. There's a lot of really cool ideas, not just in terms of, you know, what are you doing from a technological standpoint, but you know, what are your priorities? What are you worried about? And in many cases, you have credit unions from completely different parts of the country who aren't competitors in any kind of meaningful way, who are able to learn from each other, able to share best practices and leave with some really cool new ideas. So it's been really fun for us. And I'll be the first to say, you know, when we first started Finovate, we didn't get a lot of credit union attendees. It's been fun for us to see this rise in CU attendees, especially as we've implemented this program. And it's been really enjoyable to kind of watch this growth, this organic community. And uh, we're still growing. Finivate Fall is going to be the biggest credit union spotlight we've run so far, and we certainly hope we'll continue that in 2027 as well.

SPEAKER_03 13:49

And I have to agree with you on everything you said for when I was at the last CU spotlight. So I can verify you're telling the truth. But but our our kind of premise right now is that credit unions really are a better option for fintechs when they're not looking for affi partners for a number of reasons. And and so we if as fin eponymous don't want these fintechs looking at community banks and credit unions as one thing. We want them to look at the credit union movement, understand the difference, understand what makes them different from community banks, and realize that there are some distinct advantages with going there around.

SPEAKER_00 14:35

Yeah, absolutely. And from the innovator standpoint, a lot of the companies that I talk to really appreciate when they can see credit unions who are willing to kind of engage them, not necessarily in a customer relationship, but as true partners, where you think, okay, we've got this idea, we think this is a good idea, but you tell me what it would take to make this something that you could engage with today. And the a lot of the fintechs that I talk to are really open to this kind of conversation, to this kind of feedback. And so it's almost the case where if you find as a credit union, if you find the right company, you almost get a custom-built product that's just for you, that you're able to have a huge amount of control and saying, you know, how do we want to design this? What's going to be really helpful for us? And that collaborative approach that works for one credit union tends to be something that other credit unions can then go and pick up and say, you know, actually, you worked it out with this credit union, but it works for us as well. So a lot of innovators are recognizing the value in having these conversations too, because if you think about it from that side of the equation, you know, you build something, you just kind of have to hope that somebody wants to buy it, right? You have this idea, like, I think this is cool. I built this technology. It seemed like we're plugging a hole in the market. But to be able to have that kind of hands-on conversation and talk to people who can potentially use it, um, that's that's really interesting and that's a really unique opportunity. So a lot of the fintechs that I talk to really relish that opportunity and love being able to get that kind of feedback. And you see some really cool stories coming out of it where people build programs and build products that they would never be able to build on their own on the other side of the equation.

SPEAKER_03 16:10

I feel I'd be doing the listeners a disservice if I didn't ask someone who has your vantage um to talk a little bit just in general about the state of fintech and what you see and what credit unions should be aware of right now.

SPEAKER_00 16:26

Yeah, absolutely. Well, it's a really interesting time right now in the fintech space. So um, you know, as I said, I've been I've been kind of looking after Finovate for coming up on 17 years now, which is just a bonkers amount of time. Um, and I've seen quite a bit of uh, you know, different waves that have kind of risen and fallen over the course of that time. Um, and I would say that a lot of that that's happening right now in the fintech ecosystem is being driven in part by the venture capital community and the way that they're looking at these opportunities to invest in some of these companies. And you know, prior to the pandemic, we had a situation where I think a lot of company valuations were probably pretty inflated. You had some funding rounds going out to companies that um I'm not sure were really backed up by the usefulness, and certainly not that they're to say that they're not useful companies, but just that some of the valuations exceeded what those companies could really credibly claim. Um, during the pandemic, we saw um a lot of different kinds of fissures within the ecosystem get exposed. And the a lot of the venture capitalists got much more tight with how they were thinking about their uh their investment dollars. And what that has done is it's created now a wave of fintech companies who were founded after 2020, you know, think 2011, 22. Um, a lot of these companies were kind of founded in that time frame, and they had to do quite a bit without anywhere near the resources that some of their uh counterparts might have had five or six years previously. And there's also been this really great uh importance placed on profitability and kind of the business side of these companies. In 2017, if you had an idea, you could get a lot of money just for having an idea, a lot of VC money. Now you can't just have an idea. You have to have a place where you can apply that idea. It has to turn into something where there's actually a business use case. And venture capitalists are a little bit more demanding in terms of wanting to see a path to profitability much more quickly than they would have 10 years ago. And what that means is that you have this group of companies right now who are slightly more battle-tested, right? They're sort of used to doing more with less. They're a little bit more business oriented than they might have been six or seven years ago. And a lot of these companies are just now reaching maturity. And so we're seeing them on the Finivate stage. Over the past couple of years, we've had more, a greater percentage of first-time demoers at our events than we've had in a really long time. And the companies that are getting up there, you can tell they're just able to kind of articulate a little bit more clearly. Here's our business model. They know who their customers are. They've got their heads or uh still heads in the cloud, but feet much more so on the ground. And I think this generation of fintech startup is really unique because of all these different factors. And what it means is that it's much easier to engage with them than it would have been previously, because you don't have to teach them how to become a business. They already know. You know, so if you go and engage with a fintech, you have a little bit greater understanding that, or greater confidence, I should say, that they know what they're doing. They understand your business needs, they understand their business goals. And it just kind of advances the conversation down the path a little bit more quickly than it would have done previously. For people who are looking at these innovations as potential opportunities for themselves, I think it's a really great time to get involved because you have that extra degree of confidence. Um, and obviously, this is kind of, I'm not gonna say that the venture capitalist necessarily planned it this way, but the way that it kind of has shaped out um really kind of validates that idea. So slightly lower valuations of companies, making them do a little bit more with less has really done a lot for the companies that are able to succeed in that environment. And we're seeing that. We're seeing that in on stage at Finovate, we're seeing that in terms of the success that those companies are able to have and how quickly they're able to have it.

SPEAKER_03 20:26

So looking looking at your best of show winners from however far far back you want to go, what are some of the things that they do in their demo that they all do right?

SPEAKER_00 20:38

Sure. Well, so there's two big elements to winning best of show, right? First uh and foremost, you obviously have to have a product that captures the interest of a lot of people in that audience. Um, and and one of the things, you know, I try not to put too much weight on the best of show winners because there are amazing solutions that are coming out, but they're just not necessarily as universally applicable as some of the other ones. So if you have a really terrific, you know, compliance tool um that's just not going to hit as many people in the audience as say a customer acquisition tool might. Um, and so there are certain types of innovations which are always at a little bit of a disadvantage when it comes to best of show, just because they kind of go after a slightly smaller segment of the market. Um but the from a technology standpoint, I think the thing that a lot of companies are doing really well is making it so it's very easy to engage with them, right? And they kind of understand not only is it about the technology that I have, but it's about how welcoming I am and how quickly you'll be able to implement it and how much I'm asking of you as a potential customer on the back end. Right. I think, and this is where a lot of fintech innovations kind of broke down over uh, let's say 10 years ago, you'd see amazing innovations on stage that could do really cool things, and you'd have a group of people in the audience who would say, you know what, I'm not sure I can really play with that. I don't know if my core service provider is gonna be compatible. That. I don't have a big team on the back end who can help me to implement that solution. Um, and so now a lot of these best of show winners have kind of taken a lot of that pressure off and said, you know, it's going to be super plug and play, super easy for you, a really light lift. Um, again, make it just easy to engage with us. The other piece that is a really big factor when you think about best of show is how well you talk about it on the stage. And this is one of those things which I pay a massive amount of attention to. I coach companies who get up on our stage to get them ready for that opportunity. And a lot of the things that I tell companies come back to a couple of really basic pieces. One of them being um you have to be really clear yourself on what messages you're trying to get across to the audience. You can't look at your seven-minute demo as a this is a comprehensive view of everything that we can do. There's just not enough time. In seven minutes, you can't do that. You have to really kind of be condensed and say, okay, I'm only going to try and really get you to remember three big picture things about us. I'm going to show you enough of the technology that you believe me that I can do those things, and that you're interested in following up. In my experience, nobody has ever come off stage after their seven-minute demo and had somebody waiting for them coming up down those stairs and saying, I don't have any further questions. I'm ready to sign a contract right now. Let's do this. Right. The best case is that you start a conversation, that you give somebody enough that they think, okay, I want to follow up. You have a 30-minute call later on, you bring more people into the conversation. And these are where you can really start to go into the weeds. But the best demos are the ones that make it simple for the audience to understand the value that you provide to them. And they give you that really good incentive to kind of follow up and say, you know what, I do want to learn more. Let's start this conversation. Those two kind of pieces combine. Uh, and you can see it really effectively in the best of show videos, which are all available online, by the way. Finivate.com/slash videos has every demo that we've ever seen on our stage. If you're interested in kind of looking at the evolution of the space or just going back and finding specific companies, you can absolutely do that. Um, there's a lot of great content on there.

SPEAKER_03 24:13

Yeah, I was gonna say it's just like any any kind of marketing. The the whole idea is just to get somebody to say, I want to know more.

SPEAKER_00 24:22

Right. Yeah, it's a conversation starter. And once you kind of view it through that lens and you think you think about it from the standpoint of what is most likely to get somebody to want to come back to my booth to raise their hand and say, Hey, let's have a meeting. Let me bring in some other folks on my side, let's talk about this in more depth. Um, and this is where, again, the Finovate format is really unique because in seven minutes, you typically, as an attendee, you have a really good sense of whether this is something that is going to be relevant for you or not. And if you find a demo that's not relevant for you, just wait seven minutes. The channel changes. The next one could be, right? So um, the way that uh the show works over the course of the day, not every innovation is going to hit every single person in the audience, but you never have to wait too long to find something that's gonna be interesting to you.

SPEAKER_03 25:07

Okay, great. And I don't want to wrap up and forget to mention that uh Finoponymus is an official media partner of Finovate. And as such, I believe you have a discount code for our audience.

SPEAKER_00 25:21

Yeah, absolutely. So anybody listening who's interested in getting involved in Finovate Fall, uh, the discount code Finopotamus20 will save you 20% off of your ticket uh at Finivate Fall this year. Um, the challenge there, I think, is going to be spelling Finopotamus correctly. I'm fairly confident that we've done that right, but uh, we will put in the episode description here a link which already has that discount code applied. And if you're listening to this and thinking that you'd like to participate in the credit union spotlight, um, either as one of those fintechs who's gonna be showcasing their solutions or coming from the credit union side, wanting to see some of the companies who are building pieces specifically with you in mind, um, once you buy your ticket, then just drop us a note. The credit union spotlight, we do keep a really close eye on who is attending. That is a RSVP only situation, and we do that to make sure that only credit union executives are in the room. So once you have your ticket and you want to join that session, just let us know. We can add you to the RSVP list. Um, and if you're one of the companies who's interested in getting involved, just drop us a note at info at finivate.com and we can steer you in the right direction.

SPEAKER_03 26:26

Excellent. Now, I always ask every uh guest at the end of the uh interview to reach under the table, pull out your crystal ball, and give me a prediction about something.

SPEAKER_00 26:40

Yeah, no, this is a fun one because um I I spend a lot of time thinking about this, as you can probably imagine. Um, and I think the the biggest prediction that I have right now is around the field of artificial intelligence. I think that you know, there's there's no question that AI is going to completely or continue changing the way that we do things, and there's so many practical applications for it. At the same time, I think there's about to be a fairly significant consumer backlash against consumer-facing AI. And I say this because this is, you know, AI, as in a customer service standpoint, has a way to be uniquely frustrating. And I think about some of the most frustrating phone calls that I've had in the past two years, and virtually all of them have been me yelling at some AI agent, some combination of just saying operator or agent or help until I can finally get to a real person. Um, AI agents are getting better and better. There's no question about it. But uh, I think that if you look at general fatigue of AI is starting to grow. And this is something which we really have to keep an eye on as an industry. Again, I'm not saying don't engage with AI. I think you absolutely should. There are things that human beings are really not very good at, which computers can do a much better job when you think about credit decisioning or understanding all of the different regulations and different uh regulatory environments. You know, these are places where AI can be extremely helpful, but you have to be really careful when you think about how much you're exposing your customers to your own AI and what you're asking that AI to do. Um, so uh, and and I'll just kind of give a little bit of credit here. Um, at Finovate Spring, we had Jennifer White of JD Power as one of our speakers. And she was talking about the ways that consumers kind of are viewing AI. And then we had her on a panel where everybody's talking about this is what we're gonna do with AI. What do you think is gonna happen in the next year? And all the people on the panel had really big ambitions, you know, this is how we think we're gonna grow. And then they asked Jennifer, what do you think we're gonna be talking about 12 months from now? And she said, I think I'm gonna be sitting here on this stage talking about how your customer uh satisfaction scores have all plummeted as you've engaged in AI in the ways that you're talking about here. Um, and and obviously, you know, I think that's that's a really important voice to have in the conversation, somebody who's looking after the consumer side, looking after consumer sentiment. So, all that to say, whoever as you're thinking about what your AI strategy is, don't lose sight of that kind of common sense consumer sentiment. Think about yourself as a consumer, think about your own interactions that you've had with artificial intelligence and whether they've been positive or negative, and really think about what you're asking your customers to sit through, because there is a possibility that even though you're adding efficiency, you could be doing harm to your customer relationships if you're not careful.

SPEAKER_03 29:38

And I will say just add that that plays in perfectly to the whole credit union movement because that's how they've always done business, quite frankly.

SPEAKER_00 29:48

Oh, yeah, absolutely. Well, and and I think this is why credit unions, again, are so unique. This the ones that really have this kind of member first mentality, which in my experience is most of them, um, tend to be able to get this balance right. Um, and so I think this is where credit unions have a pretty significant advantage. And I would encourage them to really capitalize on that because I think in many cases, CU executives feel like they're behind. They look at some of these large, you know, multinational FIs with ridiculously huge budgets and massive coding teams and programming teams, and they think, how can we compete with that? And I'll tell you right now, here's how you can compete with that by keeping the human element, by keeping that personal connection and really engaging people in the way that they want to be engaged. And if you're a credit union exec listening to this right now, you have that advantage. Go out, run with it, enjoy it, because this is a really unique time for you. And I would encourage you to push on it as hard as you can.

SPEAKER_03 30:42

Yeah, that's uh that's one of our messages is that if you're a credit union, you're never gonna win just on technology. Yeah, there's plenty of people who can outspend you.

SPEAKER_00 30:53

Yeah, but you good the good news is you don't have to, right? So that's the that's the positive side.

SPEAKER_03 30:58

All right. Well, thanks a lot for being here today, Greg. I really appreciate you spending some time with us.

SPEAKER_00 31:04

Yeah, it was my pleasure. John, thank you so much for having me. And I hope we see a lot of credit unions this fall in New York. And if anybody out there is listening and wanting to learn more, you can email me, Greg at finivate.com. You can find us at finivate.com and take a look in the link for the uh discount code which we've got available for you.

SPEAKER_03 31:22

Perfect. Thanks, my man.

SPEAKER_00 31:24

Thanks, John.