“Bank Your Size” - The Community Bank Difference
发布时间 2023-03-15 09:00:03 来源
You're listening to leaders in lending from Upstart, a podcast dedicated to helping consumer lenders grow their programs and improve their product offerings. Each week, hear decision makers in the finance industry offer insights into the future of the lending industry. Best practices around digital transformation. And more, let's get into the show.
你正在收听 Upstart 的领先借贷者播客，这是一个致力于帮助消费者贷款者增长其计划并改善其产品提供的播客。每周，您将听到金融行业决策者对借贷行业未来的见解。数字转型的最佳实践。等等，让我们进入节目。
Welcome to Leaders in Lending. I'm your host, Jeff Keltner. This week's episode features my conversation with Ryan Coak, some of the VP at Guarantee Bank and Trust. It's maybe not a unique name among banks. I feel like Guarantee Bank is out there a few places. But it's a pretty unique story.
欢迎来到贷款领袖。我是你的主持人杰夫·凯尔特纳。本周的节目将邀请我和担保银行与信托公司一些副总裁Ryan Coak的对话。虽然这个银行的名字并不是很独特，但它有着非常独特的故事。
Ryan helped start the branch of this bank in Austin area, grew it from just a couple of people and basically no assets to over $450 million in assets and loans, $150 million in deposits, more than 30 people work in there. It's a really interesting story of starting up a banking segment from scratch. We really dive into how they did it. Lessons learned things you would do different if you could. Biggest surprise was the most fun. So kind of exploring that, kind of start up a founder type story for early stage bank.
瑞安帮助创办了这家银行在奥斯汀地区的分支机构，将仅有几个人和基本没有资产的情况下使它发展到超过4.5亿美元的资产和贷款，1.5亿美元的存款，有超过30人在那里工作。这是一个非常有趣的从零开始创办银行部门的故事。我们真的深入探讨了他们是如何做到的。我们学到了什么，如果你能的话，你会做出不同的事情。最大的惊喜是最有趣的。所以在探索这个的过程中，是一个早期阶段银行的创始人类型的故事。
And then also delve into Ryan's work in community development. He does that for the bank and it's a broader reach outside of the Austin area, which I thought was really interesting. He was really focused on kind of workforce of the future development of that workforce. And that's, I think in a very holistic way, it's interesting construct to think of it in because really, it's about people and how you develop and nurture and train people in communities. So I thought that was really interesting.
然后还要深入探讨Ryan在社区发展方面的工作。他为银行从事这项工作，且覆盖范围超出了奥斯汀地区，我觉得这很有趣。他非常专注未来劳动力的发展。我认为这是一个非常全面的思考框架，因为实际上，这与人们以及如何在社区中培养、培育和培训人才有关。所以我觉得这很有趣。
Ryan is one of the first people to describe to me being a banker, particularly a lender as a very intimate job. And I thought that was a fascinating description and you'll have to listen to the episode to figure out why he feels that way.
瑞安是我最早听说过把银行家，尤其是放贷人看作是一份非常亲密的工作的人之一。我觉得这是一个很有趣的描述，你们需要听这一集来了解他为什么会有这种感受。
So please enjoy my conversation with Ryan Cokes. Ryan, thanks for joining us today, the podcast. I really appreciate you're making the time.
请享受我的与Ryan Cokes的对话。Ryan，感谢您今天加入我们的播客。我真的很感激您抽出时间。
No, thank you for having me. This is exciting, my first podcast.
不，谢谢你邀请我。这很令人兴奋，这是我第一次参加播客节目。
Your first one. Remember that we did our prep call and there was an ice storm and you had no power. So hopefully, fingers crossed, the technical guides shine on us today and we don't have any problems.
你的第一个任务。记得我们之前做了准备电话，当时有个冰雨暴，你的电都停了。所以希望今天技术指南能够给我们带来好运，不会出现任何问题。
Yep, yep, hopefully. Or I think we're doing good in Austin now. So, you know, fingers crossed though.
嗯嗯，希望如此。或者我认为我们在奥斯汀做得很好。所以，你知道的，虽然要祈求好运。
But I've started recently, all my podcasts, asking my guests kind of to give me a little bit of the background of how you got into banking and where you're at. It's not the most common, like childhood ambition for most of us to get into the banking space. And yet we all kind of found our ways here. And I was like to hear a little bit about the story of what brought you into the space.
最近我开始要求我的客人在播客节目中，给我讲讲他们如何进入银行业以及现在的情况。对于大多数人来说，成为银行从业者并不是儿时的梦想。然而，我们都在这里找到了自己的路。我很想听听你们进入这个领域的故事。
Yeah, mine definitely was not a regular story, but I love it no matter what. So I started out as a part time teller. And I only actually got into tellering because I was actually selling residential real estate. And then my mom came in one day and was like, hey, you kind of kind of got to get off the insurance. And so I was like, okay, well, what can I get in at this time? And I didn't have my degree at the time that I could be like, this is a great profession. And I can just kind of ride all the way through. And I chose banking and I went from part time teller to full time to personal banker to banking officer did a little analyst work. And then in 2017, my boss and I, I took a leap of faith with him. And I just went with him to start the guarantee banking trust in the central tech area.
我的经历肯定不是普通故事，但无论如何我都很喜欢它。所以我最开始就是担任兼职出纳员。其实我当时主要是在销售住宅房地产，后来我妈妈告诉我，嗨，你需要换个保险公司。所以我就想，好吧，现在可以做什么呢？我当时没有学位，所以无法选择像护士或老师这样的职业。我选择了银行业，并从兼职出纳员升至全职个人银行家，再到银行高级管理人员，并做了一些分析工作。2017年，我的老板和我一起冒险创立了中央科技区的担保银行信托。
So this is a really interesting story because not many people kind of start a bank from scratch or at least, you know, open up a bank in a new area. So walk me through what kind of what kind of bank and services and what that was like kind of going from zero to like, you know, where you're running an office, where you're working out of a car and a Starbucks the way a lot of startups to like, what's the experience of kind of starting from scratch in this space?
这是个非常有趣的故事，因为很少有人能够从零开始建立银行，或者至少在一个新地区开设银行。所以，能否详细介绍一下这种银行和服务是什么样的，以及从零开始到经营办公室，从在汽车和星巴克工作的创业公司到现在的经历是怎样的？
Yeah. So it was really interesting. I mean, I always tell people it felt like we were in a startup yet we still had a $4 billion bank behind us. And what I mean by that is they had no locations here in the central Texas area. It was so what we started. It was my boss and I and his child's playroom. They came and gave us all our equipment and then we bought this little table from Home DuPo that I would sit at right next to his and our phones were daisy chain to each other. And it was really like, hey, we're doing this. And then after that, we actually went and got a regis office and then we shared that and that was equally kind of horrible and great at the same time. I mean, when he when he got sick, I would get sick and it's like, wow, we're really in this box together. Were you in one room in regia? Or did you have did you get your own?
嗯，真的很有趣。我的意思是，我总是告诉人们，我们感觉就像一个初创公司，但我们背后还有一个价值40亿美元的银行。我的意思是，他们在德克萨斯州中心地区没有任何分支机构。这就是我们开始的所在地。我和我的老板坐在他儿子的游戏房里，他们送来了我们的所有设备，然后我们从Home DuPo买了这张小桌子，我就坐在他旁边，我们的电话一直相互连接。我真的感觉，嘿，我们正在做这件事。之后，我们又去了一个里吉斯办公室，我们共用一个房间，这既是可怕的，也是伟大的。我的意思是，当他生病时，我也会生病，就像我们真的在这个盒子里一起。你们在里吉斯办公室里是在同一个房间吗？还是你有自己的房间？
It was one little room. And you know, for a while, it was just us working in there. And I remember we hired a lending assistant and like, he's like, okay, we have a lending system coming in bar and we have this other little table.
那是一个小小的房间。你知道的，在那里工作的一段时间里，只有我们两个人在那里。我还记得我们雇了一位贷款助理，他说：“好的，我们将有一套借贷系统和另外一张小桌子进来。”
And so I'm like, I'm going to clean our little area so we can make it look like, you know, we're big time. And I guarantee she came in there was like, this is the bank. So what have I done? What have I done? What have I done? And so then after that, we did hire her and then we went into a office building where we kind of the team went from the three to then I think we kind of packed that with five and then we got the building that we're currently in and then we then spread out from downtown Austin to Lakeway to Georgetown and to West Lake.
所以我就想着，我要清理一下我们的小区域，这样看起来我们很有实力。我保证她来时会说：这是银行。然后呢，我们雇了她，进了一个办公楼，我们的团队从三个人变成了五个人，然后我们搬到了现在的这座楼里，又陆续扩展到奥斯汀市中心、莱克韦、乔治敦和西湖等地。
And we here we are now with 30 plus people and about $460 million in loans. And that was since August 2017. That is quite the experience.
现在我们有30多个人和大约4.6亿美元的贷款。这是自2017年8月以来的经验。这真是一次不小的经历。
What kind of loans? What's the nature of the business that you built in terms of the kinds of lending that deposits, like the kind of customers you were serving? And I'll put this in there as a sign that like, is where you ended up where you started aiming? I mean, so often we hear about in the startup world of pivot, but the idea like we had this vision of where we were going to go and then like, you know, the market came and told us a little something different and we changed strategy.
你们提供什么类型的贷款？你们的业务性质是针对什么样的客户提供存款贷款？我要加上一个提示，就是你们是否最终达到了最初的目标？我是说，在创业界经常听到“转型”的故事，就是我们原本有一个目标，但市场情况不同，我们改变了策略。
I'm curious kind of like the nature of the kind of business you built there and whether or not it's really what you intended to build or there were some lessons along the way that changed your direction a little bit.
我很好奇你建立的那种业务的本质，以及它是不是你真正想要建立的，还是在发展过程中有些经验教训改变了你的方向。
No, definitely. I think it wasn't what we intended to build. I mean, so my boss Travis Brown, I will say he is a genius, he has a genius credit mind. And so he did primarily commercial real estate lending. And so that was kind of our jump off. That's kind of what paid the bills. However, with me, I love being out in the community. I love meeting people, talking to people. And so a lot of mine were small business.
不，绝对不是。我认为这不是我们打算建造的。我的老板特拉维斯·布朗是个天才，他有一颗天才的信用头脑。所以他主要从事商业房地产贷款。这也是我们的起跳点。那是我们谋生的方式。然而，对我来说，我喜欢在社区里活动。我喜欢认识人，与人交流。因此，我的大部分业务都是小企业。
And so when you think about it, it's kind of the best of both worlds. You know, you're big commercial real estate sexy loans that actually pay the bills. And then you have the, you know, the small business that are coming inside the bank and, you know, using the drive through. And, you know, those are the people in the community is awesome to see them, you know, go from, you know, a little architecture firm to a big one. And that for me is everything.
所以，当你想到这个问题时，它有点像两全其美。你知道，你可以获得商业地产性感的贷款，以实际支付账单。然后你有那些小型企业进入银行，使用驱车通道。而且，你知道，社区中的这些人真的很棒，因为可以看到他们从一个小的建筑公司变成了一个大型公司。对我来说，这就是一切。
And so I would say, you know, just the trajectory, I mean, as we look back, would we think just in five years we'd be at 460 million in loans just in the Austin area? Probably not. You know, you can't think that. I think that's a lot of know how just on our part. And then I think Austin is just booming. And, you know, everybody wants to live here. And so I think, I think it's a lot of things. But, you know, let the good times roll, let the good times roll. Lesse les bons temps, les, I don't think I've spoken another language in this podcast. We're going to make some first day.
所以我会说，你知道，只是这个发展方向，我是说，回顾过去，我们会认为仅仅五年内，奥斯汀地区的贷款就达到了4.6亿美元吗？可能不会。你知道，你不能这么想。我认为这是我们方面的很多专业技能。然后我认为奥斯汀正在蓬勃发展。你知道，每个人都想在这里生活。我认为这是很多方面的因素。但是，让美好的时光继续，让美好的时光继续。Lesse les bons temps, les，我不认为我在这个播客中讲过其他语言。我们将创造一些第一天。
I wanted to ask you, you talked about your desire to get out in the community. And kind of like, I think that really energizes you. And you had described the role of being a banker, particularly to small businesses, when I talked to you earlier, as what you call the intimate job, which I thought was a really interesting description.
我想问一下你，你谈到了想要融入社区的愿望，我感觉这真的能让你更有活力。之前我们交谈时，你描述了作为银行家，特别是对小企业来说的角色，你称之为"亲密的工作"，我觉得这真的是一个非常有趣的描述。
I think a lot of people can view it as a very impersonal job in many ways, right? Like mediated by piles of forums and kind of process and procedure. But you've viewed it as a very intimate role. So talk to me about what you mean and why that's important to you and the way you approach that the banking you do.
我认为很多人可能会认为这是一个非常无感情的工作，在很多方面都是通过一堆论坛和流程程序进行介绍。但你却将其视为一种非常亲密的角色。那么跟我谈谈你的看法，以及为什么这对你和你对待你的银行业务的方式很重要。
Yeah, so, you know, my start of just being in the community stems from my father being a Baptist minister here in a suburb in Austin. And, you know, I was able to grow up in the church and see my mom and dad just really give their all, making sure, you know, people had that foundation. So obviously they're in the community and I always tell people, well, I'm not, you know, trying to do a sermon anytime soon. You don't want that.
嗯，你知道，我开始参与社区的经历源自于我父亲是奥斯汀一个郊区的浸信会传教士。我在教堂里长大，看到我的父母尽其所能，确保人们有基础。所以他们在社区里很活跃，我总是告诉人们，我还不准备讲道。你们不想听那个的。
However, the need for just being in the community definitely stuck. I definitely draw just, you know, power from within with that. And people are really just that energy that just gets me just, just going. And you know, with that, I think, you know, I think we have a huge responsibility to our community to give back in so many ways.
然而，只是身处社区的需求确实深深地印在了我心中。我绝对从中获得了力量。人们的能量激发了我前进的动力。因此，我认为我们对社区有巨大的责任，在许多方面回馈社区。
And I say banking is intimate because it is. I feel like people come to you in good times. They come to you in bad times. They come to you in times of struggle. And they basically say, you know, here I am in a folder. This is my financial history and here you go. I mean, I don't know many people that actually want to just give their whole financial history to somebody and just let them or, you know, somebody just look at that, you know.
我觉得银行业很亲密，因为它就是这样。你会感觉人们微笑着来找你，也来找你寻求帮助。不管是好时还是坏时，他们都会来找你，甚至在挣扎中也会来。他们会把自己的财务历史递给你，说：“这是我的历史，给你看吧。”我觉得很少有人愿意把自己的财务历史递给别人，也不想让别人随便翻看。
And so I really think it's a very intimate thing because they're trusting you with, you know, something that they just don't talk about with anybody. I mean, you've always had that friend that's like, oh, how's the stock market doing? You know, my Ferrari goes, you know, 180. And then, you know, they're looking at their actual online banking and it's like they can't even buy their Starbucks. So, you know, and that's why I just, you know, I really, really understand the trust that people give us as bankers. And I take it very seriously.
所以，我真的认为这是一件非常亲密的事情，因为他们信任你，你知道，他们不会和任何人谈论的事情。我的意思是，你总是有那个朋友，他会问，“股市怎样了？你知道，我的法拉利开到了180”。然后，你知道，他们看着自己的在线银行账户，发现他们连买星巴克的钱都没有了。所以，你知道，这就是为什么我真的非常理解作为银行家人们给我们的信任，我非常认真对待它。
Yeah, it's not even just handing you their lives and their financial history in a folder. It's handing it to you and asking to be judged in a way that I think it feels very uncomfortable, right? You're kind of great to my get teach. I mean, I'm like, no, I mean, do I qualify or not? It's a very, I think anxiety-adducing thing for most people to do. Yes. And I mean, you've got to think as bankers, that is what we are doing. We are risk management and we are judging people. And it's just kind of like, you know, and that's one reason why I think, you know, that's why I think it's so important because that's a big job. And so, but, you know, that leads into other conversations that I'm sure we'll get to.
嗯，这不仅仅是把他们的生活和财务历史放在一个文件夹中递给你。他们把这些都递给你，并要求你以一种让人感到非常不舒服的方式来评判他们，对吧？你会很容易让我感到焦虑，我是说，我是不是符合资格呀？我觉得大多数人都会感到非常焦虑。是的，作为银行家，我们所做的就是风险管理和判断人。这有点像你知道，并且这也是我认为这非常重要的原因之一，因为这是一项大工作。但是，你知道，这也会引发其他我相信我们会涉及的谈话。
Well, I would ask this because you've got this unique experience of having grown this thing from, you know, with the backing of a larger bank, but from kind of zero to four hundred and six, I would say zero to six weeks for car analogy, be four hundred and six weeks. Yeah. Four hundred and six weeks. Yeah, four hundred and six weeks. Four sixty. My card, I'm going to get that fast.
嗯，我问这个问题是因为你有一种独特的经验，你把这个从一个大银行的支持下零开始逐渐发展到四百零六周，我会用汽车比喻来说零到六周就像四百零六周一样。是的，四百零六周。四六零。我的卡，我要得到这个快速的。
But, I wanted to ask, like, what would the, you know, if you could think about the biggest challenge that came from kind of starting in the biggest, like, benefit? I think there are oftentimes, like, there are, like, you can think about that nobody knows who we are, whatever the challenge is of being kind of a startup. But at the same time, there's a lot of advantages to that. And I'm curious looking back on the past five years or so, what do you think were the biggest challenges and biggest advantages you've got out of being kind of a startup or a starting from zero kind of experience?
但是，我想问，你能想象从最大的利益开始，面临最大挑战是什么吗？我觉得有时候，我们可以考虑到，像，没有人知道我们是谁，作为新创公司所面临的挑战。但是与此同时，也有很多优势。回顾过去的五年左右，你认为作为新创公司或从零开始的经历中，最大的挑战和最大的优势是什么？
Yeah. You know, the biggest challenges, I would say, is when we first, first started, no one knew the name and Garant. And then I will say, Garantee bank, there's actually a lot of Garantee banks out there. So people would be like, oh, are you Garantee at a Wabawa? No, oh, I had a banking account with Garantee. No, that's not that one. So we had to get over that hump.
嗯，你知道的，我认为最大的挑战是我们最初开始时，没有人知道Garant的名字。然后我会说，其实有很多Garantee银行。所以人们会说，“哦，你是不是在Wabawa的Garantee银行工作？”不，我曾经在Garantee银行开了一个账户。“不，不是那个银行。”所以我们必须克服这个障碍。
And then once we got over that hump, it's, it's not the people that we maybe have banked in previous banks, but it's kind of that newer, that newer set that would come in and be like, okay, so where is Garantee? And then that's when I say, well, you know, we're based out of Mount Pleasant, Texas. I will tell you, not a lot of odds tonight to know where Mount Pleasant is on the map. And then I would say, because we didn't actually have a brick and mortar bank with our name on the side of it, it's just kind of like, okay, so we're giving you these things.
然后，一旦我们跨过了那个障碍，我们面对的不是之前在其他银行缴纳过保证金的人，而是那些新客户，他们会问：Garantee在哪里？然后我会告诉他们，我们的总部在德克萨斯州的马普尔森特。但是实话告诉大家，很少有人知道马普尔森特在地图上的位置在哪里。因为我们并没有真正在银行门面上挂上我们的银行名称，所以我们只能提供这些服务。
Y'all are open these accounts and mind you in the early days, I would have to send all the stuff to college station, because that was the closest branch. They would open it for me overnight, the stuff back to me, and then I would get it to my customer. So it was really like, you know, what we spent in postage at that time, it's probably crazy.
你们开这些账户，早期，我得把所有的东西寄到学院站，因为那是最近的分行。他们隔夜为我开好帐户并把东西还给我，然后我再把它们交给我的客户。所以那个时候我们花在邮费上的钱可能是非常疯狂的。
Wow. But yeah, no, then I would say the physical building, because you know, there's something about, you know, even if you never go to the bank, because most of your bank is banking is done online, people wanted to see that physical building. And I will tell you, once we got into that physical building and we, and to our luck, we got into an amazing building right in the heart of downtown and right when you come in, you can see the big G on the side of the building. And that's when people are like, okay, you know, it kind of like legitimized you.
哇哦。但是，我会说实体建筑，因为你知道，即使你从不去银行，因为大部分银行业务都是在线完成的，人们也想看到那个实体建筑。我告诉你，当我们进入那个实体建筑的时候，幸运的是，我们进入了一个位于市中心的惊人建筑，当你进入时，你可以看到大楼侧面的大G字母。人们就会说：好，你知道，这就像是合法化了你。
Like we're not just, you know, taking this money and driving around in rain troopers or anything. Well, how about the biggest advantage? Like, were you, there are the things you leapfrying in technology or experience where you said, hey, we're not tied down by the, by the history of the past, so we can kind of do something different that gives us a leg up on maybe a more traditional competition that's got some of the, some of the baggage coming with them.
就像我们不仅仅是拿着这些钱开着雨中士兵到处闲逛一样。那么，最大的优势是什么呢？就是说，你们是否有在技术或经验方面跨越了某些历史，让你们能够做一些不同于传统竞争者的事情，从而获得一些优势呢？因为这些传统竞争者携带了一些包袱。
So I will say that as a bank, guaranteed bank, and trust does a very good job in terms of technology. And so our technology is really, really strong. However, we're still that hometown bank that was founded in East Texas 110 years ago. And so when you combine those two, it's, it's one of the greatest combinations that you can do because I will tell you, you know, I have no problem or any qualms with any banks, but I do think you should always bank your size.
那么，作为一家保证银行和信托公司，我们在技术方面做得非常出色，我要说我们的技术确实非常强大。然而，我们仍然是成立于110年前的东得克萨斯州的故乡银行。所以，当你把这两者结合起来时，这是最好的组合之一，因为我要告诉你，我对任何银行都没有问题或任何疑虑，但我认为你应该始终选择适合你规模的银行。
And I think a lot of times people will be at, you know, larger banking institutions and there are a small business and they don't feel that they're getting the service that they need. And so that was our kind of entree, if you will, saying, hey, look, we have the tech that you want. However, we can give you that same great service. Here's my cell phone number.
我认为很多时候人们去了大型银行机构，而其实他们是小企业主，但他们感觉没有得到他们需要的服务。所以我们的切入点是，嘿，看这里，我们有你想要的技术，但我们也能提供同样棒的服务。这是我的手机号码。
Call me when you need me. And I think those two combined really, really gave us an edge on the market. And, you know, I'm very just kind of thankful for that. And plus, again, we've been in business 110 years. So that would probably be another one that's a very strong is that our people know what we're doing. You know, they've been through the challenges in banking history and we're still standing to this day.
当你需要我的时候就给我打电话，我认为这两个结合起来，真的让我们在市场上占了优势。我很感激这一点。而且，我们已经经营了110年。这也是另一个非常强的优势，就是我们的人知道我们在做什么。他们经历了银行历史上的挑战，而我们至今仍然屹立不倒。
And, you know, that's, you know, that's kind of a success story in Texas alone. So you know, I'm very, very happy with, you know, our tech that we have here, our leadership that we have here and just our people that we have. I will say that would probably be the last thing is too is we don't have a lot of turnover. And so, you know, when you get to know us as for your small business, you're always dealing with the same person. And you know, that's a, that's a fun thing when somebody calls and it's like, hey, we know what's happening in your business. We know where we're trying to grow you to. And I just, I just love that.
你知道的，这在德克萨斯州就是一个成功故事。所以嘛，我对我们这里的技术、领导和人才非常非常满意。我要说的最后一件事情可能就是我们没有太多人员流动。所以，当你作为小企业的客户与我们打交道时，总是在与同一个人交流。你知道的，当有人打电话来的时候，“嘿，我们知道你的企业发展情况，我们知道我们要帮你成长，”这种交流很有趣，我就是喜欢这个。
Let me ask you to just double click a little bit on the phrase you use, bank your size. What do you mean? And that's a phrase I haven't heard before. I'm always looking for little tidbits or sound bites, but like, it's an interesting concept. What do you mean by, you always want to bank your size?
请你双击一下你使用的“bank your size”这个短语，你能解释一下它的意思吗？我以前没有听过。我一直在寻找一些小贴士或摘录，但是这个概念很有趣。你说的“你总是想备足自己的大小”是什么意思？
So I think, so what I mean by bank your size is there will be some businesses and let's just say they just, let's say you have a pie business and you really not a bank, some pies and you do it very well. And however, you're just kind of starting out of your kitchen and you got your LLC. A lot of people will go to the bigger institutions to open up a account. And I think that's good.
我觉得，我所说的“规模银行”是指有些企业，比如说你有一个馅饼生意，你做得非常好，但你只是从你的厨房刚刚开始，并且有了你的LLC。很多人会去更大的机构开户，我觉得这很好。
That's probably right around the corner from you. So that's good. However, when you start needing that kind of everyday touch of like, oh, I need a cashier to check here. Oh, I need to make a wire here. Oh, I'm ready for a small business loan. You know, a lot of bigger institutions don't pay attention to that very, very important segment. And that's the, you know, the small business, which I like to say is the backbone of America.
这可能就在你附近，这太好了。不过，当你需要那种日常接触时，比如需要收银员检查一下，需要在这里打电线，需要小型企业贷款，很多大型机构并不会非常注意这个非常重要的部分。这就是小型企业，我喜欢称之为美国的支柱。
And they don't pay attention to that. So, you know, they'll end up getting denied or they won't get the service that they want. You know, as a small institution, because you know, you are a small business or a smaller institution, they'll give you all the time you want. I mean, you can go in there and they'll roll out the red carpet for you and say, hey, we love these pies. Not only do this, but I'm going to tell my friend about this or we actually bank this other business that I want y'all to meet each other. And that's really community banking right there is that you're just kind of taking care of the size.
他们不关注这些。你知道，他们最终会被拒绝或者得不到他们想要的服务。你知道，因为你是一家小机构，他们会为你花费所有时间。我的意思是，你可以进去，他们会为你打开红地毯，说：“嘿，我们喜欢这些馅饼。不仅如此，我还要把这个告诉我的朋友，或者我们实际上为这个其他企业提供银行服务，我希望你们可以见面”。这就是真正的社区银行，你只是关心规模。
And then I will say it goes to the other opposite end of, you know, sometimes I think, you know, your business is, you know, now it's, it's those same pies, but we've based all this other stuff. And now you have kind of a Walmart-esque business. That will probably be a good business for one of the larger institutions, just because they will have the kind of capacity to really handle, you know, what you need.
然后我会说它走到另一个相反的末端，你知道的，有时我想，你知道的，你的生意现在就像沃尔玛一样，虽然我们卖的是同样的馅饼，但我们还涉及了其它很多东西。对于那些可以真正胜任你所需的机构而言，这可能是一个不错的生意，因为他们有足够的能力来处理。
And that's why I say I never talk about bad about any banks, because I just think they all are great in their own type of ways. And so that's what I mean by kind of bank your size, you know, if you want, if you're a small business and you want that friend or you want that partner, come to a community bank.
这就是为什么我说我从来不会谈论任何银行的不好，因为我认为它们都有自己的优点。所以，当我说“银行的规模”时，我的意思是，如果你是一个小企业，想要那种朋友或合作伙伴，就去社区银行吧。
I heard a really interesting podcast with an investor, or so now I'm like talking about other podcasts on my podcast is bad. But he made an interesting comment about some SaaS businesses where they really knew their market size. Like, hey, we're going to work for you from X size employee to Y. And we kind of like, we don't view it as bad when you hit Y and you go somewhere else because that's not our, you kind of outgrown what we do.
我听了一个真正有趣的播客，里面有个投资者讲了一些关于一些 SaaS（软件即服务）公司，他们真的知道市场规模的有趣评论。比如，“嘿，我们会为你服务，从 X 员工规模到 Y 员工规模。” 但我们不认为当你达到 Y 后去其他地方是不好的，因为你已经超出了我们的服务范围。所以，现在我在我的播客中谈论其他播客是不好的，因为他让我想起了这个话题。
And we, that's not like it's churn and it's bad, but it's like, we think of it as a good thing because we know our spot, we know where we add the most value. We want to really serve those customers. Well, if you get to the high end, the larger size, you go, we need a difference set of stuff. Like, that's okay. You know that you know your space, you fit it well. And you're kind of our six, you know, almost celebrating your customers moving past you because they've grown to a point that that's what they need.
我们并不认为这是一种不好的情况，就像我们并不是在浪费成果或是做出不好的东西，相反，我们把它看作一件好事，因为我们知道自己在哪个位置，我们知道我们所提供的价值最大。我们想要真正为那些客户服务。如果你将自己提高到高端、更大的规模，你就需要一组不同的东西，这是可以接受的。你知道你的领域，你很匹配。而你就像我们的第六位，几乎在庆祝客户的发展超越了你，因为他们已经发展到了这个阶段。
Look, I hear the same thing. You are in a big, you are in a big way. And I almost feel like that baby bird flying out the nest. Like, you want them to spread their wings and fly. And you know, for me, because I've had a handful of customers do that. And you almost feel that sense of pride just because this is like, you know, I remember when the big bank didn't want to give you the loan and we were the first ones to take that chance and give you the loan and we saw the loan go from $25,000 until now you have million dollar loans. And that's one of the greatest kind of success stories that you can have.
听着，我也听到了同样的事情。你正在以大的方式发展。我几乎感觉像那只飞离巢穴的小鸟。就像你想让它们展翅高飞。对我来说，因为我曾经有过几个客户这样做。你几乎感到一种自豪感，因为这就像是，你记得那时候大银行不愿意给你贷款，我们是第一个冒险并给你贷款的人，我们看到贷款从2.5万美元到现在的百万美元。这是你可以拥有的最成功的故事之一。
I mean, you know, for me, I'll tell you on the flip side, I'm always like, hey, that money market count, you know, I can still have that here. So if you want to do it, you know, a couple million. You know, you're not here at me. It'd be just fine. Look, you know, look, that's when you go back, hey, I do remember when you were little. But you know, I think it's a good thing and I think it's bankers. That's for me, that's what you want to see.
嗯，你知道，对我来说，我告诉你，在情况好转时，我总是想，嘿，那个货币市场账户，你知道的，我在这里还能拥有它。所以，如果你想做到这一点，你知道，几百万。你不欠我。这很好。你知道，这是你回去说的时候，“嘿，我还记得你小时候的模样。”你知道，我觉得这是好事，也是银行家想要看到的。
So I want to get to your role and kind of community development engagement. But I want to ask one question because you before I get there, which is you talked about this is you said, mostly your partner. So if you want to duck it, that's fine. But you talked about building a big business in commercial real estate that was kind of his, you know, genius and credit risk and you were more on the SMB side.
所以我想谈谈你在社区发展方面的角色和参与。但是在此之前，我想问一个问题，因为你之前说过这是你的伴侣所做的大多数事情。如果你不想谈这个问题，没关系。但是你曾谈到要在商业房地产方面建立一个大型企业，这是他的天赋和信贷风险，而你则更多地关注中小企业方面。
But it seems like this really interesting moment from a commercial real estate point of view as we see companies that, you know, got a lot of real estate pre-COVID are going through remote work or you know, this shift in the nature of utilization of office space. And I'm just curious if you've got any thoughts on what the future of commercial real estate and what's kind of shaking out over there.
听起来这是一个非常有趣的商业地产时刻，因为我们可以看到很多公司，在COVID之前拥有很多房地产，现在正在经历远程办公，或者说是对办公空间利用性质的转变。我很好奇你是否对商业地产的未来有任何想法，以及那边正在发生什么。
Because I don't know how to make heads or tails of quite what's going on. There's still a lot of building, a lot of places, but there's a lot of empty space. I'm curious if you got any thoughts on like what's going to happen in the commercial real estate space over the next couple of years because it feels like this kind of strange moment of dislocation in terms of what we expect the utilization of those kinds of spaces to be.
因为我不知道到底正在发生什么事情，所以感到非常困惑。虽然还有很多建筑和场所，但是还有很多空置的空间。你认为商业房地产领域在未来几年会发生什么变化？因为我们预期这种空间的利用方式似乎正在经历一种奇怪的错位时刻。我很好奇你对此有什么想法。
Yeah, no, this moment that we're sitting in right now and this year that we're going to go through as bankers, it's going to be kind of a weird quirky year. Just in terms of, you know, it's a loan that we were doing six months to a year ago that we would have said, oh, definitely, yeah, let's go. Now we're kind of, you know, pumping the brakes on it saying, okay, let's look at this, but let's look at it in a couple of other ways now that we have to.
嗯，现在我们所处的这个时刻和作为银行家我们将要经历的这一年，可能会是一个有些奇怪的年份。就是说，六个月到一年前，我们还会说这个贷款一定可以放心地进行，现在我们有点要放慢速度，要再看看它，而且我们要从其他几个角度来考虑。
And you know, Austin is kind of tricky. Austin is a tricky one because like we like to say, you know, we are going to be the last ones in first one out in terms of, you know, we don't want to use the recession word, but you know, hey, what comes, what comes? And you know, so I think in terms of when you're talking about commercial real estate, it's one of those things you really have to pay attention to the articles, you have to pay attention to the news, you have to pay attention to the fed, you have to pay attention to all these things and just kind of make sure that you're really on top of it and that knowledge level is really high.
你知道，奥斯汀有点棘手。奥斯汀很棘手，因为我们喜欢说，我们会是最后一个进去的人，但是第一个出来的人，在，你知道的，我们不想使用衰退这个词，但是你懂的，命运就是命运。当你谈论商业地产时，你必须非常关注这些文章，注意新闻，关注美联储，关注所有这些事情，确保你真的很了解，知识水平真的很高。
Again, you know, I don't want to tube my bank's horn, but that's one of the things that they are really, really kind of good at in terms of just, we have the right people in place to make sure that every one of these things that I'm talking about, we have somebody paying attention to. And so those are one of the things that really, really helpful when you have the right people and right people in charge and right people looking at the things. And Guarantee Bank in front does a very good job of that.
你知道的，我不想过度夸赞我的银行，但就是这些事情，他们真的非常非常擅长。我们有合适的人员确保我所提到的每件事情得到关注。当你拥有合适的人员，正确的领导和正确的人员关注这些事情时，这些都是非常有帮助的。我们的保障银行在这方面做得非常好。
And I will say that, you know, there are times that I think, especially like right now, there's a lot of banks kind of going and blowing and they're like, hey, we want to give you this interest rates and, you know, they're trying to get market, you know, get market share and, you know, we're like, hold on, you know, again, we're about relationships. So that is what we are really focused on right now.
我会说，你知道吗，有时候我会觉得尤其是现在，很多银行都在不停地宣传，说他们想要给你这么高的利率，他们试图获取市场份额，但我们是基于人际关系的，所以我们会保持冷静。我们现在真正关注的是与客户建立起牢固的关系。
It's not that where, okay, we just want to do a loan and you don't have anything over here. You know, this is a back and forth. This is a given take. This is a relationship that we want. Again, kind of the thing that we've been echoing through the conversation is we want to see you go from, you know, this over here and we want to help you get to that next step because when it comes to times like these and other banks of time, check market share and they're trying to give you a better rate or they're trying to do these. That's when that loyalty comes back and play and says, you know what, Ryan was able to get me through times that nobody else wanted to get me through.
其实不管在哪里，我们只是想要贷款，可是你这里没有任何东西。你知道，这是一个相互的过程，也是一种关系。正如我们之前一直强调的，我们希望看到你从现在这一步走向下一步，我们要帮助你实现这个目标，因为在这样的时候，其他银行会看着你的市场份额，并试图给你更好的利率或者进行其他的努力。这时，忠诚就会起到作用，因为你会想到，Ryan能够帮我度过其他银行都不愿意帮我度过的难关。
And so now, just because the rate is a little better at somewhere else, I'll pass because guess what? My bank has tried and true and I believe in these people just like, you know, we believe in the businesses.
现在，就因为某个地方的利率略好一些，我会放弃，因为你知道吗？我的银行是值得信任的，我信任这些人，就像我们信任企业一样。
Hey, Sarah Boucher, VP of Consumer Lending at First Federal Bank of Kansas City.
嘿，Sarah Boucher，你在堪萨斯城第一联邦银行担任消费贷款副总裁。
A few years back, our executive team knew we needed to grow our unsecured personal loan portfolio. So we turned to Upstart. Three years later, I am proud to share that we've scaled our loan volume target from 500,000 a month to 12 million a month and acquired over a thousand new customers. If you want to hear more about our partnership, check out the full case study on Upstart.com forward slash lenders. Once again, that's Upstart.com forward slash lenders.
几年前，我们的高管团队意识到我们需要拓展我们的无担保个人贷款组合。所以我们向Upstart求助。三年后，我很自豪地分享，我们的贷款量目标已从每月50万增长到每月1200万，获得了1000多个新客户。如果您想了解更多关于我们的合作，可以在Upstart.com与贷款人一栏中查看完整的案例研究。再次提醒，网址是Upstart.com斜杠贷款人。
All right, let's get back to the show. Is it maybe this a good point to transition to, you know, you had a role in the kind of the community development engagement, both in the kind of a scenario part of the bank that you started, but I think also in the larger institution, talk a little bit about how you think about what that role is and what your objectives are. I think it's a really interesting aspect of the bank's field of community banks.
好的，我们回到这个节目吧。或许现在是一个好的转换点，你在银行的社区发展合作中扮演了一定角色，不仅是在你开始的银行情景部门中，而且在整个机构中也有。请谈一谈你如何思考这一角色并明确你的目标。我认为这是银行社区银行领域非常有趣的方面。
I mean, it's kind of like the heart and soul of the banking industry is kind of engaging with the community and both financial and in other ways. But how do you think about what your objectives are and what you're trying to do in the context of community development within the bank?
我的意思是，银行业的核心和灵魂似乎在于与社区进行金融和其他方面的互动。但是，在社区发展的背景下，您如何考虑自己的目标和所尝试做的事情呢？
Yeah, so back in November of 2022, my bank came to me by my surprise and was like, hey, we got this new role that we think you would be perfect and we've never done it here at this bank and we want you to do it. And that is the first community development officer for Guaranteed Bank and Trust.
嗯，回到2022年11月份，我的银行给我带来了惊喜，他们说：“嘿，我们有这个新的职位，我们认为你非常适合。这个职位在我们银行从来没有设置过，我们希望你来做。”而那就是保证银行和信托的第一个社区发展官。
This is something that I've been doing since I've started and that's just being in the community. I'm always here there. I'm probably out at least four to five nights a week just in different avenues in the community. That's just because I think, you know, if we're going to, I really take the word community seriously. If we're going to be a community bank, we need to be in the community. And that looks like a lot of things.
自从我开始工作以来，我一直在参与社区活动，这是我的习惯。我总是在社区出没，一周至少有四到五个晚上，我会在社区的不同场合出席。我认为社区这个词很重要，如果我们要成为社区银行，我们必须要融入社区。这需要我们做很多事情。
That's giving my time, talent, treasure, all those things and making sure that, you know, Guaranteed Bank is doing their job. And so when they came to me and gave me this, obviously I said, yes, obviously I was like, oh my gosh. And then so they basically were like, hey, we love what you're doing in Austin. Now we want you to do it in all our metro areas.
这意味着投入我的时间、才能、财富，确保担保银行做好他们的工作。当他们来找我并给我这个提议的时候，我当然说了“是”，实际上我感到非常兴奋。他们基本上告诉我：“嘿，我们非常喜欢你在奥斯汀所做的事情，现在我们希望你在我们所有的大都市地区来做同样的事情。”
So now you are over Austin, Dallas Fort Worth, in Houston and everywhere in between. And you know, that's a big responsibility. You know, I was so happy and I remember they told me and then I closed my office door and I was like, yes. And then I'm like, oh my gosh, I'm going to do this. Now you got to be out for days a week. I did not 10 days in the week to be out and about in the different communities anymore. Ryan, you got to pick and choose. Correct. What is that look like?
现在你在奥斯汀，达拉斯-沃斯堡，休斯顿以及两者之间的各个地方。你知道，这是一个重要的责任。我记得当他们告诉我时，我非常开心，然后我关闭了办公室的门，说了声“是的”。但后来我又想，天啊，我要做这件事了。现在你需要每周出去几天。我不能一周中有10天到各个社区走动。Ryan，你需要选择和考虑。对，是这样。那听起来是什么样子？
And so then I thought to myself, like, you know what, I know what that looks like. That looks like exactly what we're doing here. And, you know, so one of the things that I've been fortunate is the association I work with Texas Bankers Association in a big way. And I'm on about three different committees with them and that works throughout the state of Texas, just, you know, kind of lobbying for community banks and making sure, you know, the avenues that we want to take.
然后我心想，你知道啊，这看起来确实像我们正在这里做的事情。我很幸运能够与德克萨斯银行家协会密切合作，我在他们的三个不同委员会任职，这在德克萨斯州范围内工作，为社区银行游说，并确保我们想要采取的途径。
We have all the banks kind of in one voice and then we can actually take that fight to Washington. If we feel that, you know, the policies that we are trying to change, we can tell the lawmakers. Actually, that's where I came back from from a day ago. I was in Washington, DC meeting the 118th Congress, the new freshman, the freshman congressman from Texas.
我们所有的银行都有一个声音，然后我们可以把这场战斗带到华盛顿。如果我们觉得我们想要改变的政策，我们可以告诉立法者。实际上，那就是我一天前回来的地方。我去了华盛顿特区，见了来自德克萨斯州的118届国会新鲜人，新的国会议员。
And so why those relationships are important is because obviously if you want something, you know, change, you might have to do it policy wise. So that's why that's important. But it gives me an opportunity to talk to all our different markets and say, oh my gosh, you know, we're focused on these areas. So at the bank, we are focused on financial literacy and education, affordable housing and economic and workforce development.
那么为什么这些关系很重要呢？因为如果你想要改变政策，你可能需要它们。所以这很重要。但是它为我提供了一个机会，和我们所有不同的市场交流，告诉他们我们的焦点在哪里。因此，在银行，我们专注于财经识字与教育、负担得起的住房以及经济和劳动力发展。
So corporately, those are kind of our big things that we just kind of focus on. Every other market can have their own things and their great non-profits like Habitat for Humanity or if you have a ballet there or, you know, anything, dogs and cats, we love it all. We love it all. But corporately, those are the things that we focus on and I will tell you one thing that I truly, truly love is I've been able to meet other community development officers at other banks, both large and small.
从企业角度来看，这些是我们非常关注的大事情。其他市场可能会有自己的事情和非常棒的非营利组织，比如“人类家园计划”，或者如果你那里有芭蕾舞，也可能有关爱流浪动物等等，我们都非常喜欢。但是作为一个企业，我们关注的是这些事情。我告诉你，我真的非常非常喜欢的一件事情是，我已经有机会见到其他银行的社区发展官员，无论大小。
And the cool thing about that is, you know, we're not actually working against each other. We're working together. So if something cool comes up and Fort Worth and says, hey, where you're trying to do affordable housing here, you know, that bank may be only be able to give 25,000 to them. And so then you take my 25,000 and then Bank of America comes and says, hey, we're going to give a million dollars, we can really make some good magic happen in tech serving our communities.
而最酷的事情是，你知道，我们其实不是相互对抗。我们是一起工作的。所以，如果沃思堡出现了一些很棒的想法，说，“嘿，你想在这里做负担得起的住房，”你知道，那家银行可能只能给他们2.5万美元。那么，你可以拿我这2.5万美元，然后美国银行就会走过来，说，“嘿，我们会捐出一百万美元，我们可以为服务我们社区的科技做出一些很好的贡献。”
So that's why this role is amazing. Obviously, I get to talk to people, not just in Austin, but around, you know, around Texas now. And it really, I mean, basically, they really just gave me a bigger runway. And so I am so just, you know, thankful to them, being able just to make my impact bigger. And that's it. For me, that's all I want. I just want to do really good work and I want to be very impactful.
所以这就是为什么这个角色是惊人的。显然，我可以和人们交谈，不仅在奥斯汀，还能到德克萨斯州各地交流。这真的让我有了更大的发展空间。我非常感激他们，能够让我的影响力更大。对我来说，这就是全部了。我只想做好工作，具有很大的影响力。
So I'll ask two things to follow up on that because you mentioned a couple things, affordable housing. I think a lot of people are familiar with kind of like the, it's a well-worn path in terms of what we do and how he sport that. But the topics of financial literacy and education, I think is one, at least I find difficult. We've often compared to like getting people to eat their broccoli. Like, people don't always want that education and, you know, like, even me or my kid, I got a horse, I try to force feed my kids.
所以，我要跟进您提到的两件事，就是经济适用住房。我认为很多人对这方面的做法比较熟悉。但是，关于财务素养和教育这个话题，我认为至少我自己觉得这很难。我们经常说，就像让人吃西兰花一样。人们并不总是想得到这种教育，就像我和我的孩子一样，我有一匹马，我试图强制喂食我的孩子。
Financial education has grown up smart about different parts. Have you, I'm curious if you've seen things that work in that space because I feel like it's a space where we all know the information that needs to get conveyed, but the ways that make it engaging and where the community really embraces what you're doing and you can actually drive successful hosts.
理财教育在不同方面上已经变得聪明起来。我很好奇你是否看到过在这个领域起作用的事情，因为我觉得这是一个我们都知道需要传达的信息的领域，但是需要以吸引人的方式呈现，让社区真正拥护你的做法，并且实际推动成功的举办者。
I'm curious what you've seen and what's worked well for you in that space. And a similar question around workforce development I think, but I'd like to start with the financial education. It's one of the topics is like near and dear to my heart that I feel like, I think it's a practically criminal that we don't have, real financial education, part of our educational attainment for everybody. You come out of high school and you don't know anything about basic financial products, interest rates, market.
我很好奇你在这个领域看到了什么，并且哪些方面效果很好。我认为在劳动力发展方面也有类似的问题，但我想先从财务教育开始。这是我非常关心的一个话题，我认为我们没有为每个人提供真正的财务教育是一种实际的犯罪。你从高中毕业了，却对基本财务产品、利率、市场一无所知。
I think that's criminal, to be honest, because it's such a critical life skill and we'll just love any insights you have on what's been effective at helping you drive real results next. I think it's such an important thing for us as a country to get better at doing.
我认为，说实话，这是犯罪行为，因为这是如此关键的生活技能，我们非常喜欢听到您对如何有效地帮助您取得实际成果的见解。我认为这是我们作为一个国家变得更加擅长做的非常重要的事情。
No, I couldn't agree with you more. And so there's a lot of things in there, but yeah, so with the financial education piece, it's such an important piece. And like you said, why is this not top? My CEO even told me that. He's like, you know what, Ryan, I would be willing to put a whole lot of money if we could somehow get this in schools. And he was just kind of saying it, but I took it and I'm like, hey, if my CEO is saying, that's what he wants. Let's make it happen.
不，我非常同意你的看法。因此，这里有很多要点，但是确实，财务教育方面非常重要。正如你所说的，为什么这不是首要问题呢？我的CEO甚至告诉我，你知道吗，Ryan，如果我们能在学校中找到方法，我愿意投入大量资金。当时他只是随口说一下，但是我确实认真对待了。如果我的CEO说他想要这个，那我们就要让它发生。
So literally I sat there. Yeah, let's go do it. And I sat there and I'm like, how am I going to make this happen? Again, I leaned on Texas Bankers Association. And I said, and I talked to, you know, the CEO of Chris Furlow, who I love. And he acts as a great just mentor. I don't even really make a move without asking like talking to him. But I talked to Chris and I said, hey, how do we make this happen? And he's like, hey, we know enough people where we can.
所以我就真的坐在那里。好的，让我们去做。我就坐在那里，然后我就在想，我该怎么做呢？再次，我依靠德克萨斯银行家协会。我跟我最喜欢的CEO Chris Furlow进行了交谈，他是一个很棒的导师。我几乎不会在没有问他的意见之前就采取行动。但是我跟Chris说，我们该怎么实现这个呢？他说，嘿，我们认识足够多的人，我们可以做到。
And so what Texas Bankers Association, I'm a part of American Bankers Association too. And so we have now kind of set a plan in place where we are going to work with the state of Texas in terms of getting a couple of school districts and using them kind of as, you know, kind of a program to see, okay, we want to put financial literacy courses in here. Let's kind of see how this takes off.
所以，德克萨斯银行协会，我也是美国银行家协会的一部分。我们现在制定了一个计划，与德克萨斯州合作，尝试在几个学区实施财务素养课程，以此作为一个试点项目。让我们看看这个计划能否成功。
And so I will tell you right now with that, a lot of states are paying attention to Texas right now. Just because we have the tools, we have what we need to make that happen. And so we went into a couple school districts and said, hey, this is the course courses that we need you to teach.
现在我就告诉你们，很多州都在关注德克萨斯州。因为我们有工具，我们有所需的东西来实现这一点。所以我们进入了一些学区，告诉他们，“嘿，这些是我们需要你们教授的课程”。
And I will tell you, this came from somebody that's very important to me. And, you know, a little genius herself is my wife. We were literally sitting at this conference where I was receiving an award. And so she was there and they were talking about financial literacy and, you know, the state of Texas and she used to work for T.E.A. Texas Education Agency. And she's like, of course, she goes in and she's like, right, why aren't y'all doing this? They already have courses here. You could just put those courses together and we can do teach up there. And I'm thinking, yeah, that's what we were doing already. You're just saying it out loud. But really, she literally, I will tell you how that went. That conversation went between me and her.
我可以告诉你，这是来自一个对我非常重要的人。而我那位可爱的妻子就是一个小天才。那天我们在一个颁奖会上，我正在接受奖项，她也在场。她们谈论到理财知识和德克萨斯州的现状，她曾经在德州教育局工作过。她说，他们已经有相关课程了，为什么你们不做这个啊？我们可以把这些课程组合起来，然后上课教授。我当时想，是啊，我们已经在做了，你只是在说出来而已。但她其实真的做到了，我会告诉你，我们之间的对话是怎样的。
She told me I was kind of like blown away. And then I called Chris Farlow and I was like, hey, Laura just thought about how we're going to do this. And we thought of a plan and that's how we got the curriculum and then we're going to put it in, you know, these kind of school, these school districts that we think would it work and we're just going to see how it works. And, you know, I think it actually is going to work. And so a lot of other association presidents around the nation have actually started talking to Chris and saying, hey, we like what y'all are doing over here. So before you know it, it's going to catch like wildfire. And then again, that's where no one, you know, these members of Congress can help too.
她告诉我，我有点惊讶。然后我打电话给Chris Farlow，说：嘿，Laura想到了我们该怎么做。然后我们想出了一个计划，就得到了课程，然后我们将把它放入我们认为适合的学区中，看看它的效果。我认为它实际上会起作用。因此，全国许多协会主席实际上已经开始跟Chris交流，说：嘿，我们喜欢你们在这里所做的事情。所以很快它就会像野火一样传播。然后再次，这就是国会议员可以帮忙的地方。
Because they actually have big microphones and they're the ones that are appropriating the money. And so that's just kind of how it works. So I cannot wait until this really gets off the ground and I can go back to my CEO and say, hey, you said you would love to do this. Boom, we got it. You know, and again, you can see how it works. You can see how excited I am about it because, you know, it's important.
因为他们实际上有着巨大的麦克风，而且是那些占据了这些资金的人。这就是它的工作原理。所以我迫不及待地等待着这个项目真正启动，并能够回到我的首席执行官那里，告诉他，嘿，你说过你会喜欢做这件事的。嘭，我们得到了它。你知道，你可以看到它的工作原理。你可以看到我有多么兴奋，因为这很重要。
And another thing that you said is affordable. One reason why affordable housing to me is important is because I don't feel that anybody will care about financial literacy if you have nowhere to stay. That's fair. You know what I'm saying? Like that goes, that goes keeps on going down on the list because you're worried about how am I going to take care of my family.
还有一件你说的事情是经济实惠。对我来说，经济实惠的住房之所以重要是因为我认为如果没有地方住，就没有人会关心财务素养。这是公平的，你明白吗？就像这样，这个问题会一直在清单上向下移动，因为你担心如何照顾家人。
And the thing is, you know, in America right now, housing in 401Ks, those are so important. There's some of our biggest ways that we, you know, we get wealth. And so if communities don't know about these things, you know, that's not going to happen. And my whole thing in life is I don't want it to be where I'm sitting there, you know, reflecting on life. And I'm saying, wow, I've done this. I've got to do this. I've got to go places around the world. Is that really fun if I don't bring anybody with me sort of speak?
你知道，现在在美国，房屋和401K已经变得非常重要了。这些是我们获取财富的最大途径之一。如果社区不了解这些，那就不会发生。我的人生信条就是，我不想到了人生的某个时候去反思自己的一生。我想说，哇，我完成了这个，我必须做这个，我必须去世界各地。如果我没有任何人陪伴我，这真的很无聊吗？
And if my neighbor can't do that or the neighbor down the street can't do that, it's really not. You know, it's really sad in a way. And so that's our job, you know, your job, my job, to make sure that, you know, your neighbor, your community member has the tools that they can to fly. And so, you know, affordable housing is one of those things that it's really hurting our bigger cities. You know, I will say that a lot of front line staff and most industries can't live within the city anymore that they're working in. And so we have to figure this out.
如果我的邻居做不到那个，或者街上的邻居也做不到那个，那真的很糟糕。你知道，从某种角度来看，这真的很令人悲伤。因此，这是我们的工作，你的工作，我的工作，要确保你的邻居、你的社区成员拥有他们需要的工具去飞翔。所以，你知道，负担得起的住房是其中的一项，它真的在我们的大城市中造成了很大的伤害。我会说，很多前线工作人员和大多数行业现在无法在他们工作的城市内生活。因此，我们必须解决这个问题。
And so one thing that Guarantee was allowed me to do is we actually did a million dollar investment into Austin affordable housing. And so what that looks like is there is a private group of investors in Austin that have purchased multi-family units and they are then renting them out to front line workers. So your nurses, our teachers, and they are putting it at a rate where they can actually afford. And so with that, why they're actually can afford this rate, we're putting through financial literacy classes. So not only that money that you're saving, we can actually put that to work and we can then get down payments and we're working with people on down payment assist. And it kind of just snowballs into their thing to where now they can afford a home for their family. And then they have financial literacy. And then they're going to be great people to contribute to our workforce. And then, you know, then the economic stability happens.
所以，Guarantee让我能做到的一件事就是我们投资了一百万美元到奥斯汀的经济实惠房屋项目。这个项目是由一群私人投资者购买了多户公寓，然后将其出租给前线工作者，像是护士和教师等等，而租金是他们能够承受得起的价格。除此之外，我们也提供理财课程，让他们学习理财技巧，从而更好地管理自己的财务，省下来的钱还可以作为首付款或是其他用途。这样一来，他们就能够购买自己的房屋了，这不仅让他们的家庭更加稳定，也让他们成为了更加有价值的劳动力，从而促进了经济的稳定和可持续发展。
So that's where when we talk about the areas that Guarantee is trying to make an impact in. And then we can all kind of go together and I hope you can now see kind of the bigger picture of what the plan that we're kind of a tax or to speak. I love how it all connects together.
所以，这就是当我们谈论保障试图在哪些领域产生影响时的情况。然后，我们可以一起前进，我希望你现在可以看到我们正在制定的计划的更大的画面了。我喜欢它所有的联系。
I did want to double click a little bit more on the last area you talked about and then I'm going to have to wrap this thing up because we're running over time. Oh, I'm sorry. Which was the workforce development. And when there's such a much interesting things to talk about, it's just a lot of stuff happens. And it's fine. It's a beauty of the podcast. There's no set time period you've got to be done before the commercial break in the next show. We get to go as long as we want. But what are your priorities or what are you seeing in terms of workforce development? I feel like the nature of work is shifting so much this idea of how do we develop the workforce for the future and for what's going down the pipe is such an important one.
我确实想再在你上次谈到的那个领域双击一下，但是由于我们的时间已经挤满了，我必须收尾了。哦，抱歉，你上次谈到的是劳动力发展。虽然有很多有趣的话题可以聊，但是有时候事情就是这样。这也是播客美妙的地方，我们没有固定的时间限制，不用在广告和下一个节目开始前完成。但是，在劳动力发展方面，你的优先事项是什么，你有什么看法？我感觉工作的性质正在发生很大的变化，所以如何为未来和未来可能出现的变化培养劳动力是一个非常重要的问题。
What are you guys areas of focus or what are you doing on that front?
你们关注的领域是什么？或者说你们在这方面做了什么？
Yes. So I was just talking last night to somebody in there. Just we were talking about how a lot of these jobs with these skills are really kind of going away because I will tell you the tech industry has done a really good job of marketing themselves saying, hey, come and tech. I mean, obviously that works because of these big paychecks that they are offering college graduates right out the back.
嗯，昨晚我和一个人在那里聊天。我们谈论了很多需要这些技能的工作正在逐渐减少，因为科技产业已经做了很好的自我营销，号召人们加入科技行业。这显然很有效，因为毕业生们能够得到相应的高薪支持。
So I see why it's working. I know what's happening is that our skilled labor force is kind of going away. And so if we take banking, for instance, one of the biggest things that I want to make sure that it happens is that I see more people of color in my industry. And then I would say that's one and then one A would be women as well.
所以我明白为什么它会起作用。我知道现在我们的熟练劳动力正在逐渐减少。例如，如果我们以银行为例，我最想确保的就是我看到更多有色人种在我的行业中。然后我会说这是第一点，而1A则是女性。
And not just women in the industry in terms of, oh, Ryan, but we have like 75% women working at this bank. No, no, no, no. I'm talking about women in leadership that gets to that executive level. And so one of the things that we're doing in banking is at Texas Health and University in Houston, they have opened the first banking program at HBCU in the nation and HBCU historically black college university.
我不只是指业内的女性，比如Ryan，我们银行有75%的女性员工。不，不，不，不，我说的是拥有领导能力，可以达到高层的女性。所以我们在银行业内做的一件事是，在休斯顿的德克萨斯健康和大学中，他们开设了全国首个HBCU（历史性黑人大学）银行项目。
And so when I saw that they were doing that and actually TBA Texas Bank Association gave the first $100,000 of seed money for that. And now I think they've raised over four million. And so when I saw that, I came, you know, came to my bank, it was like, hey, I know the first place that I want to write a check to. And you know, they just gave me the role in November, December. And they're like, okay, let's go.
当我看到他们正在这样做，而德克萨斯银行协会实际上给了他们一百万美元的种子资金，现在我同意他们已经筹集了超过四百万美元。所以当我看到这个，我去了我的银行，说：“嘿，我知道我想写支票的第一个地方。”在十一月，十二月的时候，他们给了我这个角色，然后他们就说：“好的，我们走吧。”
And so I explained that to them. And why that's important is because not only do I want to write a check to the program, but I also want their interns. I want young men and women come and say, hey, look, come intern here. I want to get you used to working in a bank environment. And then after that, once they graduate, I want them to say, hey, I want them to say, come back here, come work for here. You know, some people might want to go to a bigger bank or any kind of bank, but at least that is helping, you know, the industry as a whole.
所以我给他们解释了这一点。而这很重要的原因是，我不仅想给这个项目写支票，还想让他们的实习生来这里。我希望年轻的男女来这里实习，并告诉他们，嘿，来这里实习。我想让你们适应银行环境工作。然后毕业后，我希望他们能够说，嘿，我要回到这里工作。你知道，有些人可能想去更大的银行或是其他银行，但至少这有助于推动整个行业的发展。
Because I do know that like a lot of banks, we're having trouble hiring frontline workers. And again, that goes back to that affordability and all those kind of problems. However, I do think if we start putting money into places, into universities, into programs that can help that. That's one way of many that can help us with this whole workforce problem. And I think every industry probably has something where you can pour money into it in terms of helping.
因为我知道像很多银行一样，我们正在遇到雇佣前线工人的困难。而且，这归因于负担能力和所有这些问题。然而，我认为如果我们开始把钱投入到大学、计划等方面，这可以帮助我们解决这个全面性的劳动力问题。我认为每个行业可能都有一些可以投入资金来帮助的地方。
And sometimes it's just not money. I know that you know, at Texas Southern and probably a lot of other banking schools, they would really love the help of some of these seasoned bankers coming in here and saying, hey, can you teach class on credit or you know, financial analysis? They're going through all that kind of stuff. And so again, that's kind of my PSA in terms of, hey, you don't have to just give your money, but you can give your time as well.
有时候并不仅仅是钱的问题。我知道你知道，在德克萨斯南方大学和许多其他银行学校，他们确实需要一些经验丰富的银行家前来帮忙，例如能不能来上一堂信用课或者金融分析课？他们正在经历这样的困难。因此，我想再次强调一下，你不仅可以捐赠资金，还可以捐赠你的时间。
And so yeah, no workforce development is just, it's huge. But again, if you look at that kind of circle graph that I'm saying, it all kind of relates to each other and all makes sense. Yeah. And if we can do it all together, we can definitely uplift these communities that we live in.
所以，是的，劳动力发展真的很重要。但如果你看看我说的那种环形图，所有这些似乎都相互关联，都是有道理的。如果我们一起做到这些，我们可以肯定地提升我们居住的社区。
Because I love to say that if you can see, you can be it. And I think a lot of these kids coming out of some of these communities, they didn't really know that banking was an option. Because like you say, when we started, people just kind of fall into it. And so I've decided, hey, we have to do a better job of marketing ourselves. Yeah, we might not be as sexy as a tech company, but we can also promote stability.
因为我喜欢说，如果你能看到，你就能成为它。我觉得很多来自某些社区的孩子们并不知道银行也是一个选项。因为就像你说的，我们起步的时候，人们只是随便进去的。所以我决定，嘿，我们必须更好地推销自己。是的，我们可能不像一家科技公司那么性感，但我们也可以宣传稳定性。
You know, as all these layoffs happen in the tech industry, those aren't happening in the banking industry. And you can still make some really good money in the banking industry. And like I like to say, you can have a meaning and a purpose and help out your community. So I think it's a win-win and plus you get to work with people like Jeff, come on now. Who don't want to do that? I could think of a few, but I think it's a good point overall.
你知道，在科技行业发生这些裁员的时候，银行业可没有这种情况。你在银行业仍然可以赚到很多钱。像我喜欢说的一样，你可以有意义和目的，并且帮助你的社区。所以我认为这是一个双赢的局面，而且还可以与像杰夫这样的人一起工作。谁不想这么做？我能想到一些人不想这样做，但我认为这是一个好点子。
I appreciate all this. I also have three standard questions I ask everybody at the end of the podcast. You know mine, I'm going to throw them out now and see what you got for sure. You ready? My lightning round.
我很感激这一切。我还有三个标准问题，每次在播客结束时我都会问所有人。您知道我的问题，我现在要问出来看看您有什么确切的答案。您准备好了吗？我的“闪电回合”。
All right. Here's the first one. What's the best piece of career advice you've ever gotten?
好的。第一个问题是什么？你得到的最好的职业建议是什么？
From my dad, he would always tell me, hey, I don't know everything about everything. So when you get somebody in front of you that's willing to teach you about something, take it there, vice it there, pin and pad, let's go.
我爸爸经常告诉我：“嘿，我并不是万事通。所以，当你面前有愿意教你某些东西的人时，赶紧学起来。不要犹豫，不要懈怠，把笔记本和笔带上，我们一起去吧。”
All right. Take your opportunities to learn. I love advice from parents. I think it's some of the best to be on the show. Second question. What's the best piece of advice you've gotten about the banking or lending space in general?
好的。抓住学习的机会。我喜欢听父母的建议。我觉得这些是节目中最好的。第二个问题。你听到过关于银行或贷款行业最好的建议是什么？
Always be a learner. I mean, always be a student. Always be a student ready to learn.
永远要保持学习者的心态。我的意思是，永远要做一位学生。永远要成为一个准备好学习的学生。
I was actually just sitting at a dinner the other night and I had the just pleasure of sitting with four bank CEOs in me. I told them, I said, I am not taking this opportunity and not asking y'all questions.
其实我就是前几天在晚宴上坐着，有幸和四位银行首席执行官坐在一起。我告诉他们，我不会放过这个机会不向诸位问问题。
One of them, actually, was Jeff Austin out of Austin bank, Jacksonville, Texas. He told me he's always be willing to be a learner. He is so right. I'm ready to just soak it all up. All right.
其中一个人实际上是杰夫·奥斯汀，来自得克萨斯州杰克逊维尔的奥斯汀银行。他告诉我他总是愿意做一个学习者。他说得很对。我也准备好全盘接受了。好的。
Lots of emphasis on learning. My last question for you. What's one bold prediction for the future? Something we can bring you back and hold your feet to the fire. See if you got your prediction right.
强调学习非常重要。我最后一个问题是，你对未来有什么大胆的预测？有什么预测可以让我们回来并且验明你的预测是否正确。
It's something bold prediction about what's coming down the pipe. What's coming down the pipe? What's coming down the pipe and banking is it is no longer going to look like banking of yesterday year. Banking is going to look very differently.
这是对未来的大胆预测。未来会发生什么？未来的银行业不再像昨天的投资业。银行业将会面貌全新。
That means the workforce is going to look differently. That means the customers are going to look differently. That means our train of thought of how we got this far from for 110 years. That means that you have to be progressive enough to say, hey, we see this coming and we have to be ready to pivot duck and weave.
这意味着劳动力的面貌将会有所不同。这意味着客户的样貌也将会不同。这意味着我们从110年前走到现在的想法要有所改变。这意味着你必须要足够进取，要说：“嘿，我们看到了这个趋势，我们必须准备好弯道超车。”
Like I said, our bank is doing a very great job of that. I guess that's not really a prediction. That's what is going to happen. I think if you stay true to values and make sure you're just really charting the course, you'll be just fine. If you're a constant learner looking for opportunities to learn and being willing to take notes when you find them, you're probably going to be good on.
就像我之前说的那样，我们的银行在这方面做得非常出色。我想这实际上并不是一个预测，而是注定要发生的。我认为如果你始终坚持价值观，确保你真的在规划进程中，你会没事的。如果你是一个不断学习寻找机会的人，愿意在找到机会时记笔记，你可能会做得不错。
I'll serve by that in a changing environment. You got it.
我会在不断变化的环境中为您服务。知道了。
All right. Ryan, I appreciate you joining us today and sharing your perspective. This was a fascinating conversation. Thank you. Thank you for making the time.
行了。Ryan，我非常感谢你今天加入我们并分享你的观点。这是一次有趣的对话。谢谢你。谢谢你抽出时间。
No, thank you, Jeff. This has been amazing. Thank you for the opportunity.
不，谢谢你，杰夫。这太棒了。感谢你给我这个机会。
Upstart partners with banks and credit unions to help grow their consumer loan portfolios and deliver a modern, all digital lending experience. As the average consumer becomes more digitally savvy, it only makes sense that their bank does too.
Upstart达成合作伙伴与银行和信用合作社合作，以帮助扩大其消费贷款组合，并提供现代的、全数字化的借贷体验。随着普通消费者变得更加数字化，他们的银行也应该跟上时代。
Upstart's AI lending platform uses sophisticated machine learning models to more accurately identify risk and approve more applicants than traditional credit models, with fraud rates near zero.
Upstart的AI借贷平台使用复杂的机器学习模型来更准确地识别风险并批准比传统信用模型更多的申请人，欺诈率接近零。
Upstart's all digital experience reduces manual processing for banks and offers a simple and convenient experience for consumers. Whether you're looking to grow and enhance your existing personal and auto-winning programs or you're just getting started, upstart can help.
Upstart 的全数字化体验减少了银行的手动处理，在为消费者提供简单方便的体验方面做出了贡献。无论你是想扩展和增强现有的个人和汽车赢利计划，还是刚刚开始，Upstart 都可以提供帮助。
Upstart offers an end-to-end solution that can help you find more credit-worthy borrowers within your risk profile, with all digital underwriting, onboarding, loan closing and servicing. It's all possible with Upstart in your corner.
Upstart提供一站式解决方案，可以帮助您在您的风险档案内寻找更多有信用可靠的借款人，全部使用数字化的审核、注册、贷款结算和服务，有了Upstart的支持，这一切都成为可能。
Learn more about finding new borrowers, enhancing your credit decision process, and growing your business by visiting Upstart.com slash 4-Bex. That's Upstart.com slash 4-Bex.
通过访问Upstart.com slash 4-Bex，了解如何寻找新的借款人，改进您的信用决策流程，以及扩展您的业务。这是Upstart.com slash 4-Bex。
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我们一直在倾听Upstart的贷款领袖。一定要订阅学习的领袖，以确保您不会错过任何一集。
Hi, I'm David Brand, SDP of Lending Operations at Sharon View Federal Credit Union. After we saw a spike in both mobile activity and personal loans, we want to-.
嗨，我是戴维·布兰德，沙伦维尤联邦信用社的贷款业务SDP。在我们发现移动活动和个人贷款激增之后，我们想要……