Bankruption

Chapter 3The Opportunity for Community Financial Institutions

“Everyone has a plan until they get punched in the mouth.”

—Mike Tyson

“‘Three Six Three’ is all we need to know, son,” laughed the community bank CEO in a gruff Texan accent. I stare blankly, thinking, “Dammit, I knew I should have gone to banking school.”

The smug banker knew something I didn't. Apparently, he didn't need my company to help him compete online. He had something called “Three Six Three.”

Not knowing what Three Six Three was, and not wanting my banking‐greenhorn to show, I whimpered, “OK, that makes sense.” Shaky and defeated, I packed up my battle‐scarred Powerbook G4, and scampered to the rental 2005 Chevy HHR.

Disgusted. Outsmarted by my lack of banking knowledge, I now had a six‐hour drive back home with yet another “no” to chew on. It was still a year prior to release of iPhone and a decade prior to decent cross‐country mobile service, so this drive home—like countless others before it—was lonely. But I was nearing the breaking point of “No, I don't need or want your product” toleration, so this ride's solitude was especially memorable.

I could seemingly sell anything—literally anything—but not a banking strategy to compete and secure business digitally. That's a problem, because as an entrepreneur, success often hinges on your sole sales capability, and I was now coming to the very unfortunate realization that my sales skills had devolved to be the absolute worst on the planet.

For the first ...