Episode 31: Patrick True

Jack Hubbard  00:01

I've had the privilege of being in and around banking for more than 50 years. Lots of changes during that time. We've gone from Ledger's to laptops, typewriters to technology. One thing, however, remains the same. Banking is a people business. And I'll be talking with those people that make banking great here on Jack Rants With Modern bankers. 

Welcome to Jack Rants With Modern Bankers brought to you by RelPro, and Vertical IQ. Each week I feature top voices in financial services from bankers and consultants, to best selling authors and many more. The goal of this program is simple, to provide insights, success practices and to bring new ideas to the table that you can use to maximize your results. 

My guest today is Pat true. Now, what a lot of people don't know about Pat is that he was a riverboat pilot in his younger days, and he's always had a passion to help small businesses. Pat earned a BBA from Belmont University and an MBA from Middle Tennessee State. His banking career started at Nation's Bank where he served in various positions ending as a senior credit officer. The bulk of his financial services career was spent at Jack Henry, where he held various director positions. 

In 2022, Pat helped launch Lendovative and my friend Martin Wise connected Pat and I last year, and I'm forever grateful. Lendovative’s BB360 is absolutely awesome. And we'll be talking about that in my interview with Pat True on Jack Rants with Modern Bankers. Here we go. 

So as I mentioned, Martin wise, from RelPro, one of our great sponsors, introduced me to Pat and Paul McCullough and their team at Lendovative and, you know, I don't get terribly excited about a lot of things but you know, first of all, Martin referred me and anybody that Martin refers me to I talked to, because he's a quality guy, and he knows quality people. And then when I got to know Pat and Paul and Lang and their team, and looked at the software that they've developed and the tools that they have, it was pretty exciting for me, and I started referring them all over the place and continue to do that. So I'm thrilled to have you on Pat, this morning. And what I wanted to talk to you about to start with is you know, every time I start a program I like to start with, tell me something good. So tell me something good.

Patrick True  02:42

We’ve got… there's always good stuff to sell Jack. And guess the last really, two good pieces of news for me is my life has come from the great state of Pennsylvania, even though I'm down here in Tennessee, our newest client is from Pennsylvania. And then perhaps more importantly than that, I have a new daughter in law from Pennsylvania. So I just got back from my oldest son's wedding. He's 29 now and from Lancaster County, Pennsylvania, so I got to see the Hershey plans and all that while I was there. It was an exciting, beautiful wedding. And they're gonna settle back here in Nashville in the Nashville area after their honeymoon. So it's been a great month. July was a wonderful month and going into early August here.

Jack Hubbard  03:24

Wow, well, congratulations to you. And the good news is you had a great day for a wedding. And the better news is they're moving back home, which is kind of nice. And when those grandchildren come whenever that might be, you'll be close by that's really, really important. So that's great news. Well, as I mentioned in the introduction, you've got a really interesting company. But more than that, Pat, you've got a really interesting background. Give us a little sense of your background before we move forward.

Patrick True  03:54

Sure, well, over the last 28 years, I've worked in financial technologies. And of course, we started renovation in 2022. But prior to that I'd spent 27 years with Jack Henry used to be Jack Henry and Associates, the core provider, and then some of their predecessors. And throughout that entire time I trained commercial lenders all over the US work with our lending Solutions team, which was primarily commercial lending solutions, and just had a wonderful time there during my career Jack Henry. And prior to that I was a senior Credit Officer with labor not Nation's Bank right before they became Bank of America. I had gone through four mergers over 10 years and was a senior Credit Officer with them from the mid 80s to the mid 90s. And really specialized in SBA finance and working capital things. We did a lot of startup companies. We would do about 120 startup mom's with seven eight programs every year so it's pretty intensive in Tennessee and Kentucky both so that's kind of my background.

Jack Hubbard  04:57

Well, one of the nice things about it: As you do business with banks and credit unions, you know the language, you know the drill, you know the pitfalls, and that really helps. And speaking of pitfalls, one of the challenges that businesses have is kind of getting started. And you've always kind of had a passion for small business. How did that all start? How did you get interested in that niche?

Patrick True  05:22

I'd say it's, you know, growing up both of my grandfather's operated small businesses, a blueprint shop, a commercial fishing business in the Gulf Coast, I had a fascination with small family owned businesses. And when we moved to Nashville, I went to work for a family owned riverboat company that operated tourist cruises on the Cumberland River, right in Nashville. So I really got to know the inner workings of accounting, the business side of that operation over the years, and later had an opportunity to be a part of Junior Achievement. So I would go into high schools and help these high school students start little mini businesses. That was fascinating. But I think the heart of it is that I have kind of an engineering mindset. So I love to see ideas moved in, you know, created into the actual thing. 

So when I was a lender, my favorite thing to do was always to go cold call actually, on businesses and find out what they did, how they made money, what was their model, what was their creative idea, and had they brought that all the way through to the process of creation? It was just fascinating to me. And, you know, we all know, small businesses are the backbone of the US economy, you know, it's about half of our employee base. 99.9% of businesses in the US are small businesses. And it's just, I've just always had an appreciation and respect for the ability for the willingness to go out and take that risk and create something new.

Jack Hubbard  06:43

That's exciting. And you know, you're a great case study. For a lot of small businesses, you're really similar to when I started St. Meyer and Hubbard. And as I mentioned to you, before we started recording, I'm up here in Madison, Wisconsin, this couple of weeks doing graduate School of Banking as we record and I had dinner last night with my great friend, Amber Farley. And we talked to a lot of businesses. And what's really interesting about small business and I think a really a benefit is that there are different personality types in the business, if you've got three people that do nothing, buy sell, nothing's ever gonna get done on the back end. And if you've got all back end people, you're never going to build a business. But so you have had a real opportunity with your engineering mind to pair up with a couple of folks who are very sales and marketing oriented Liang Scott, and Paul McCullough. Which leads me to my question about your company, you mentioned that it started in 2022. Give us a sense of Lendovative what you do a little bit about your team and how this all got started.

Patrick True  07:52

Sure. Well, you know, I've never really gone out and started my own small business as passionate as I am about it. But I had always supported businesses. And it was sometime early in 2022, I was having dinner with Paul McCullough, who he describes himself as a serial entrepreneur, he started over 15 companies since the early 90s, and had a lot of success. And I told him about a niche in the market that I felt existed, which was basically the support for banks and some credit unions that want to do work and capital lines of credit and the technology associated with that. And Paul encouraged me to kind of begin the design process to think about what that would look like. So he kind of pushed me out of the net, so to speak, and later ended up joining me mid middle of last year. So he's now CEO, and I'm president. And, you know, I would say the first piece after that was to bring in a longtime friend of both of ours who had worked with us in the 90s and early 2000s. Brian Hyatt, who was our CTO out of Dallas, he helped us put together kind of the technical infrastructure and the team that we would need to build the solution you wanted to build. 

And then as you mentioned, Lang, a two time Grammy winner, very creative person musician, is our Director of Client Experience. And his entry into the company last summer was just amazing. He brought a whole new creative energy to that we were working on marketing material and things like that along with the technology. And he was also able to give a nice outside view of the technology and the user interface. And then the most recent edition, which has really lit a fire under the company, is a gentleman named Barrington Allen whose keys are very into now and he's our sales genius. He's, he's helping us now that we're now that we're launched now that we're adding clients. He's really helping us get organized from a CRM standpoint and launched the real sales effort, I would say the last couple of months within Lendovative.

Vertical IQ  09:50

Made by bankers for bankers, Vertical IQ is your trusted source for reliable, convenient and focused industry intelligence, helping your team save time, boost sales and gain a competitive edge, Learn more at verticaliq.com.

Jack Hubbard  10:07

Well, it's a great growth story, Pat, and I want to really dive into Lendovative a little bit. But I noticed recently and you do a really good job on LinkedIn, you're very present there. And you wrote a really interesting article about the growth of the small business niche in the 2020s. And I'm curious what you're seeing and why you're seeing this explosion of new businesses springing up

Patrick True  10:36

That was part of my role and Jack Henry was to do the same thing to create content to do a lot of market research. And we really noticed this jack, which didn't start with 2020. It started way back in the 2008 financial crisis, because you had two very large groups of American citizens, you had the millennial group that was just coming of age and starting to enter the workforce, and you had the baby boomers. And two things happen, that millennial group kind of had stops and starts because of all the financial crisis in 2007, through nine, a lot of them ended up going back to school getting advanced degrees, and things like that kind of delayed entry into the workforce. 

The baby boomers, myself included, I'm in the last year, the baby boomers, and a lot of us our nest eggs kind of take a hit. So that delayed retirement, which for baby boomers, you know, it's the numbers are staggering. Both of those groups have bet 81 million people and, and baby boomers, were officially going to start retiring at 2011, to the tune of 12,000 a day, up until 2029. There's you know, that's amazing. That's a huge way. And so that kind of got delayed, but then during the pandemic, as you know, we all saw we call it that people call it the great resignation, wherever you want to call it, we saw that migration and all that kind of converged. 

And what the numbers that I'm saying are staggering, because I've been following new applications for employer ID numbers, new, you know, basically people wanting to start a new business. And it popped up right as the heart of PPP started, and I thought it was an anomaly, but it sustained itself. So in 2021, there were 5.4 million applications in the US for new businesses. In 2022, there were 5.1. So far in 2023, it is continued, that not all those are going to become businesses, we all know that. But even the most conservative numbers show that today, we've got over 33 million businesses in the US, small businesses under 500 employees, compared to 2019, where there were just about 31 million. So even the most conservative have created a little more than 2 million new entities in the past three years. And that's going to cause a tremendous amount of opportunity for community banks that want to get into, you know, small servicing small business relationships with all types.

Jack Hubbard  13:01

And credit unions to and and that does lead me to my next question, which is, you mentioned these millions of opportunities with millions of employees and executives and wealth building opportunities. And banks, community banks, credit unions, large banks, have a tremendous opportunity to take advantage of this. What are some best practices or some things you're seeing as you travel around the marketplace, some really good things that banks or credit unions are doing to target these small businesses.

Patrick True  13:35

I'd say that the thing that they're doing most involves education on two fronts, educating the business owners, because business owners are hungry for information about establishing themselves, you know, when you and I think have talked about this in the past, but business owners whether they know it or not, they've got an advisory team. Instead, typically their CPA, their attorney, their banker, their spouse, you know, not in that order of priority but that's, you know, the, and whether they formalized that or not, they, you know, the idea that they're the insurance person in there as well, they need that guide, they're looking for that guidance. And if the banker can insert himself or herself in that mix, and become, you know, bankers aren't going to advise businesses that they're not going to go that far, but they can be a sounding board. 

A good example is back when I was a nation's bank, we started the first SBDC small business development center in the country in Nashville, and I used to teach classes on how to build a business plan. And so if you're involved in an institution and helping to train and you know, these businesses, then they're going to be friends for life. And even if you don't get their business, you're going to know them and have a shot at that business later on. The second piece is educating loan officers. And you know, it takes a certain type of loan officer to really want to go work with small businesses. You want somebody with that, that really well fellowship that contact, and like me, really has a respect for those business owners and what they're doing and the risk they're taking. But I'm glad you're at the Banking School because that's where it all starts, you know, teaching needs lenders, how to have learned from these businesses, how to understand what they're doing in their business model and their strategy and how it all ties together. That's something so many lenders are just kind of real estate lenders these days, but to teach them the ins and outs of CNI, commercial finance, that's, that's a big step as well.

Jack Hubbard  15:35

And I think, too, we're seeing a lot of niche banks. You know, in North Carolina Live Oak Bank has done a great job with I think, dentists and veterinarians across the country. And there are a lot of examples like that. And one, we featured on episode number two, go back and listen to the podcast, it's really great. It's with an impressive bank, impressive Bank is a division of CMB Bank, which is a $5 billion bank out in Pennsylvania. And what CMB recognized was that there were so many women entrepreneurs in the marketplaces that they served, that were being underserved, that they wanted to target a particular bank to serve those women. And they have done a phenomenal job. And impressiabank.bank, I believe is their website and go check it out. It's phenomenal. 

Well, you've mentioned a couple of best practices. And I agree with you that it really does begin and end with education. And one of the things that I think bankers are making a big mistake on is to still focus on this whole idea of relationship management, they need to be resource managers, they need to be providing proactive value so that they can be go to bankers, because if they don't, these, these companies are just not going to survive. And many companies don't survive past three years. If you get to the three year mark, it's likely you're going to make it if something tragic happens, which is exactly where I want to go with this next question. 

One of the reasons that small businesses fail is, is lack of capital. And you know, that funding by community banks and large banks, not so much the credit unions, but funding for small business startups is a real challenge. So juxtapose that against this large number of opportunities that they have. And I think people are kind of missing the boat here. What are you seeing out there in terms of banks, financing startups? And what would you say to banks who say, I don't want to take on that niche,

Patrick True  17:53

The ones that aren't that don't want to take on the niche, I think they're missing a tremendous opportunity. And a lot of them don't do that, because they don't feel like they have the expertise, but you know, partner with somebody like us or somebody that has they can bring that expertise in your organization. I think overall for startups, there's a couple different types of startups, some have pretty strong guarantors. And you can really rely on the guarantor in the early stages of that company. Others don't, but they might have a really good business plan and you can work with them to strengthen that plan. And really take more of the SBA angle. That's why we did so much seven-eight lending at a nation's bank back in the day because we had a wonderful SBA program and, like I said, in Tennessee and Kentucky, we would do about 150 SBA startups a year back in the mid 90s, and or and early 90s. 

And so we started out with that seven, eight loan, but guess what, if they're hitting their target, after about 18 months, it was like clockwork, they came to us looking for a revolving line of credit secured by receivables, inventory, the kitchen sink, anything they had, because they needed cash to continue growing, like you said, a lot of grow themselves out right out of business in the first five years. Cash flow is a big issue. Capital is a big issue. And so I think it really is, you know, you pretty much have to tie the guarantor or you know, everything is so closely interrelated and small business between the guarantor financials, the partner financials, other family investors, and then the company itself. So all that's kind of tied together as you do your analysis. But as they grow, the company kind of separates from the guarantor and kind of stands on its own. And I think that's something that lenders come to understand, as they do more and more of these small businesses.

Jack Hubbard  19:42

Yeah. And you mentioned that real estate, if real estate is there, then the bank has some collateral to work with, but a lot of times there isn't real estate. So another option might be asset based lending. And this is where Lendovative comes in. Why are you seeing community banks be so reluctant to get into this powerful niche?

Patrick True  20:09

Most of the time, when we've talked to an organization, a community bank, they will have a handful of what they call, you know, what we would call working capital or borrowing baselines. A lot of notes refer to this asset baseline news, they associate that with lines that are five main and up. But whatever you call it, it is secured by receivables, inventory, working capital assets, a lot of them have shied away from doing more of that business, because they don't feel like they had the in-house expertise to do so. And some because they don't feel like they have the tools to do so. 

As you know, there's some pretty good ABL software out there. But it's so expensive that banks don't get into that market until the lines get up to four or $5 million and larger. And that's where the niche that Lendovative was trying to identify and develop a tool for really those lines from the point Jack, where you're no longer relying on the guarantor, probably 150 to $200,000, smaller lines on up to 5 million, that's our space. And that's where the technology was missing. And then rightly so, banks didn't feel comfortable, because they're sitting there using Excel spreadsheets to manage the collateral on these lines of credit. And every institution we've talked to so far from 100 million in assets to 220 billion in assets is using Excel spreadsheets for this particular market. And so that was the niche.

There's a couple of really important secrets that a lot of bankers don't know about asset baselines. One is that you're going to know more about that business client than anybody else in your organization, because you see the daily cash flow of that organization. So it makes it a lot easier to do things like equipment, financing, rolling stock, inventory, real estate down the road, because you understand that business intimately. And, and the other is that guess what, when you do receivables, financing the deposits right along in banks are looking for deposits. And this is a great deposit generator.

Jack Hubbard  22:11

And I think you and I've talked about this before, if a bank is willing to get more involved in asset based lending, they do get to know the client really well. And they also get to know their centers of influence really well, including their CPAs. So if I'm a if I'm a small business, and I go to my CPA, and I say Hey, XYZ bank has really helped me with, with this new thing that they're talking about this asset based lending that can open up tons of opportunities, Pat, and I'm sure you've seen your clients benefit from that.

Patrick True  22:42

Exactly and a lot of our business clients will give their CPA access to the system because they assist as well. So they'll be able to see how the line is performing. And but we you know, back in the Jack Henry days, we actually used to provide CPE credit for the CPAs, we would go out and we would take it one step further and go talk to a group of CPAs or an entire firm and talk to them about asset based financing and how it could work within the financial institution and the partnership with businesses.

Jack Hubbard  23:12

That's powerful. So now I'm interested, I'm a bank, and I'm interested. And we get together and we form a partnership. Walk me through how you get started with an organization. Walk me through your process.

Patrick True  23:28

The first thing is that we want to gain a strong understanding of your current processes and workflows. And again, as I mentioned, most of these institutions are using Excel, which is a very disjointed process. Basically, with Excel, let's say you have 40 or 50 lines of credit, or maybe even 10 or 15 lines of credit. And you got five different lenders performing these managing these lines. If you got Excel, you got five different methods of managing a line of credit, it's just it's disjointed and inconsistent. The regulator's are looking for consistency. And they're you know, they want to see that all the data is under one roof. And that's what our product bb 360 Does it that brings all that together so that there's oversight everybody in the financial institution from the lender and the business owner, by the way, they see it as well to their CPA, all the way up the chain of command and the financial institution compliance risk management, C suite even board for larger facilities. Everybody has access into the system and can see exactly how the portfolio is performing. 

So to do that, basically, it takes us about two hours to train a lender on how to use our interface. It takes us about 20 minutes to train a business owner how to use the interface. And from there we're bringing the business's accounting data into the system. And then the onboarding process for financial institutions is very quick. We can onboard a bank or credit union in less than a week and train their personnel. We've got all the training materials and We also have marketing materials that are out facing to the business owner that they can utilize, they can put their own logo on and brand it. So it's really an effort between the technology side, the credit risk side and the marketing side and bring all that together in their implementation phase. And, of course, Lang works very closely with these institutions as well. And once they're on board, we just start identifying first their existing client base. And like you say that the other resources like the CPAs, the the potential referral sources, and then working with companies like rel Pro and vertical IQ, we will help identify, you know, let's say you wanted to work with, you want to identify businesses that don't have a lot of real estate. 

So look at trucking companies, like staffing firms, both of them are heavily intensive and receivables, they're going to need financing, but they don't have a lot of hard assets to secure it with. So they're good candidates for this. So let's pull rail Pro and find a list of all the trucking companies in your area that could use this sort of financing. And by the way, who do they bank with today, and are their UCC liens outstanding. Same thing for staffing. And that's, that's where we start to build the market from there.

Vertical IQ 26:12

Made by bankers, for bankers, Vertical IQ is your trusted source for reliable, convenient and focused industry intelligence, helping your team save time, boost sales and gain a competitive edge, Learn more at verticaliq.com.

Jack Hubbard  26:30

How exciting. And I what I really love about this is it's it's a tool, and we're gonna get into the technology in the dashboard in a second, it's a tool that can help the inside of the bank, the risks, the compliance, and all that and really make the bank more efficient taking the Excel spreadsheet, out of the mix but you also bring in this whole idea around the sales process, and bringing in prospecting opportunities and very targeting, in terms of industries. That's what makes your company so complete and so vital in our industry but I alluded very briefly to reporting and dashboards, I've seen it. And I'm sure since I've seen it, you've even improved it more, describe the dashboard and the reporting that I would get from the bank or a small business or the CPA.

Patrick True  27:21

Yeah, the dashboard is key, because when we build the product, which again is called bb 360. S stands for borrowing base and a 360 degree view. We built it so that basically the entire site would be a report, you can print any page on the website. But we start at the dashboard level for the financial institution with just to review the entire portfolio, things like loan need land utilization, industry concentrations, business concentrations, and so forth. And of course, all the training material that the bank needs is on the site as well. But they are from there, it's drill down technology. 

So they can drill into the specific institution, everything's color coordinated, if there's something going on the light turns red, if it's an approved barring base, it turns green, if a new file comes in, it turns yellow. So there's all kinds of indicators there for whether you're a lender or portfolio manager and admin person at the financial institution, or your compliance, you can get in there as well. And then you drill down to not just a bar in base itself and the overall values of the collateral, you can go another step deeper and get to the invoice level. Because at the bottom, at the end of the day on receivables, your repayment source is not your business. It's your business's client. That's who's going to pay the receivable that's going to pay that's going to revolve the line. So we're bringing in all that information as well. 

And that's where we did and we did integrate with folks like Vertical IQ to understand the industry risk. We integrated with another wonderful company out of Minneapolis called Argos risk. And they bring in data on the account debtors, they can give us a daily risk score on the account debtors and tell us how they're paying other folks that they owe money to. So that it's very deep, although it's easy to use, it's very intuitive. That's why it didn't take us long to train bankers how to use it. And then of course, you know, the, I'd say the secret sauce is that the business sees all that same information. 

They utilize the site to send their accounting data in but they have read only access to the entire site. And there's a communication center resident within the site where they can email their lender, they can make a draw request. They can maybe maybe every quarter, they're supposed to send a new p&l, they can do that through the site and it can be archived in a document archive. So while it's easy to use and intuitive, and it goes pretty deep, you know for this form of financing a lot of information there.

Jack Hubbard  29:53

And believe me, I've seen it and immediately when you look at it intuitively You can know, okay, this is working, this is not working, I need to pay some attention here. And again, I'm sure it's become much more dynamic even since I've seen it. But I have a problem. My administrator, who is working with me, has decided to move to Florida, or they've been promoted to a new position, there's always going to be turnover. Pat, how do you address that now?

Patrick True  30:27

That's something we started, I've sort of learned that very well, during my years at Jack Henry, working with banks of all sizes and credit unions of all sizes. One thing is just always have a backup administrator trained because there is going to be one person that is the primary go to person for the technology within the bank. So we want to have a backup assigned for that person that we've trained them as well. Never have just one admin, you know, have a backup. But one thing that we do is we provide ongoing training throughout, you know, we're always going to be letting existing bank employees know what's new in the market, who are the new prospects, what's new in the technology, things like that. But we also don't charge to train additional employees. 

So if you have a new lender that's just joined from another institution, or you have a new admin person, or somebody goes on long term leave, and you need to bring in somebody, like I said, it only takes us a couple hours to train a person on how to use this interface. So it's, you know, we'd much rather have them trained, because that's better for lended aid, and as well as for the financial institution. And by the way, it's better for the business clients also. So we'd much rather have them trained. And that's not something that we charge for once we once we onboard the financial institution, get them trained, that subsequent training is just something that we're willing to do it.

Jack Hubbard  31:51

And I want to make a distinction here. This is a software, it’s not a typical software company, there are many software companies who sell you a box of stuff, they open it, and it's plug and play, allegedly, and you go forward, and you never hear from the company again until the renewal. This is a very different company that Lendovative is a relationship company. So what you're hearing today is yes, they have this dynamic software, BB360. But they also stay with the client, they also stay with the bank or the credit union to stay on top of things like turnover and things like that. Which leads me to my second last question. How do you all stay on top of things like new technologies, banking laws, policies, things like that, so that you can be up to speed on what's going on in the industry?

Patrick True  32:49

We're fortunate in that the team that's been assembled includes a board member who works through an organization that specializes in bank compliance and regulatory. So we have a stand up meeting with him every week and work with his organization to do that. So from that standpoint, from a regulatory standpoint, and for ourselves, in terms of vendor compliance, and all the hoops we have to jump through as a vendor, we're ready to go, you know, and work with these financial institutions. And he made sure that on the technology front, Brian Hyde, who I mentioned earlier, he's been working with financial technology since 1990 and his wife, Linda, so they're, it's a pleasure and an honor to have them as part of our organization, because they're always thinking of what we need to think about and what we need to do next. 

And more importantly, he's tied us in with Microsoft, we're an Azure shop, we're closed, we're hosted in the Azure Cloud Services Network, all the data remains in the United States. So from a security standpoint, from vendor mind management standpoint, and then anything new coming out with Microsoft and the Azure platforms and how it's going to impact our product. We have stand up meetings with Microsoft every month, we're part of their incubator program. And which has been a wonderful experience. Because when we run through a lot of data, even in our even when we were doing beta testing of the system, we were burning through a lot of data. So they kind of caught their attention and they took us under their wing. And it's been a great relationship between us and Microsoft.

Jack Hubbard  34:25

It's wonderful. Well, you are the kind of small business that we talked about earlier in the program, you had a tremendous idea. And yet, it takes a lot of hard work, and a lot of luck to take that idea and make it reality which you in fact have done. And the level of client intimacy that you provide, is very, very similar to our friends at RelPro and vertical IQ. So congratulations on all you've done. It's a marvel. This program, and I'm sure it's going to be very, very, very successful. But I'm a bank or a credit union. And I've listened to this program and I say, wow, you know, I think we're missing some opportunities here in the marketplace. I'd like to get a hold of Pat. How do I find out about BB 360? Where can I get a demo and find out about it? And how can I reach out to you, Pat, because I'd like to talk to you personally.

Patrick True  35:24

Sure, well, to reach out to me, it's very simple. It's just [email protected]. You can also go to our website where we have an [email protected]. And you can hit that and request a demo. It's just lendovative.com www.lendovative.com. And we've just launched our second generation website, so go check it out. And, yeah, reach out to me. And also on LinkedIn, you 've got a LinkedIn page on publishing content about every week. There's new information about the business market. It's not all about Linda Babe and our products. It's more about what's likely said from the article I posted last week, what's going on in small business in the United States, things like that. So I encourage you to join that page to get updates on what we're doing within Lendovative.

Jack Hubbard  36:11

Well Pat Congratulations on all you've done for Paul and Lang and your team. It's a marvelous product, and I hope banks and credit unions at least check it out. Thanks for joining us, Pat.

Patrick True  36:24

Thank you, Jack. It's been an honor and I've really enjoyed getting to know you over the past year and it's wonderful to talk to you today.

Jack Hubbard  36:32

Thanks for listening to this episode of Jack Rants with Modern Bankers with my guest Pat True. This in every program is brought to you by our friends at RelPro and Vertical IQ. Join us next time for more special guests bringing you marketing sales and leadership insights as well as ideas that will provide your bank or credit union that competitive edge you need to succeed.

This LinkedIn live shows also a podcast and maybe that's where you're hearing this, subscribe to our podcast Jack Rants with Modern Bankers and get the latest episodes every single week. Don't forget, leave us a review too. We'd love to hear from you. We're on Apple, podcasts, Spotify, Google Play, I Heart Radio, and several others. Now Visit our website too themodernanker.com for more information and don't forget to sign up for our public library. It's completely free. And there are absolutely a ton of great resources there: podcasts, past videos, ebooks and several others. You can do that at the modernbanker.com/public library. That's the modernbanker.com/publiclibrary and don't forget whether it's an interview with Lauren Sparks going about your day to day business. Never forget that today is a great day and make it a great client day!