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This is a trust based industry.

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I know we like to call it, uh, FinTech

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or a sector of FinTech,

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but at the end of the day, human

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relationships make all the difference.

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You can have all the tech in the world, but if you don't

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trust the people that you're, you know, using the tech with,

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you know, what does it really matter?

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Um, you still get reports online

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and people said, I got cold called by so and so,

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or you know, a good salesman convinced me

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to send them business and it didn't work

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out and I don't know where they are.

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I don't know who they are. Yeah, you hate

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to hear it all these years later.

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Uh, these type of events, broker, fare, d, bank connect,

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whatever it is, they make all the difference.

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'cause you get to look somebody in the eye, you get

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to shake their hand, you get to size 'em up

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and at the end of the day you get

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to decide do I trust them in person

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and do they, are they willing to put themselves out there?

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Because if you're not willing

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to put yourself out there in this business,

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it's gonna be harder for you.

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Not to say that those who don't come

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to the show aren't legitimate, you know what I mean?

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There's plenty of legitimate companies out there

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who just don't come to a show.

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But you definitely are at an advantage if you come,

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if you shake the hand, if you go to lunch

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and dinner, people think

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that it's all about competing on rate,

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you know, price or whatever.

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I had the best of this, the best of that.

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And they don't realize that. They just dislike talking

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to somebody else and that the deal wasn't better.

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The tech even better. None. None of it was even better.

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They just liked that. Yeah. Right.

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And they make that relationship here at the show.