Episode 57

full
Published on:

6th Jun 2024

From Paper to Digital: enabling innovative Payment Solutions through partnerships with Lynn Dufrane

In this episode of Fintech Confidential, host Tedd Huff sits down with Lynn Dufrane, the Executive Director of Sales at CheckAlt. They explore the unique partnership between fintech companies and traditional financial institutions, highlighting how these collaborations are changing the landscape of financial services. Lynn explains how her experience as a banker helps her understand both sides of the industry, making her a valuable asset at CheckAlt.

One surprising topic they discuss is the enduring relevance of paper checks. Despite the rise of electronic payments, businesses wrote more checks in 2023 than in 2022. Lynn shares how CheckAlt is at the forefront of processing these payments efficiently while also offering new electronic solutions.

They also talk about the growing opportunities in the healthcare sector for financial services. Lynn believes that both fintechs and banks should pay more attention to this field as it presents numerous opportunities for growth.

The conversation shifts to how financial institutions can benefit from outsourcing tasks like lockbox processing to focus on more revenue-generating activities. Lynn provides examples of how CheckAlt helps banks and other businesses manage their payment processes smoothly.

Another key point is the importance of seeing fintech companies as partners, not threats. Lynn emphasizes that successful companies are those that can collaborate and adapt quickly to new challenges.

To sum up, this episode provides valuable insights into the current trends in financial services, the surprising persistence of paper checks, and the benefits of collaboration between fintechs and traditional financial institutions.

Watch the entire episode on YouTube to get more insights from Lynn Dufrane on how CheckAlt is helping shape the future of payments.

Key Highlights

You Won’t Believe How Relevant Paper Checks Still Are!

Discover why paper checks are far from dead. In fact, businesses wrote more checks last year than the year before. Find out why checks remain an important part of today’s payment methods.

The Unexpected Partner: Fintechs and Banks Working Together

Learn how fintech companies and traditional banks are becoming partners instead of competitors. This partnership is changing the way financial services are offered and improving customer experiences.


Healthcare’s Hidden Goldmine for Financial Services

Explore why the healthcare sector is a top opportunity for financial services. Banks and fintech companies can find great potential here, with a growing need for efficient payment solutions.


Why Outsourcing Lockbox Processing Makes Sense

Understand the benefits of outsourcing tasks like lockbox processing. This allows financial institutions to focus on more profitable activities and improves overall efficiency.


The Real Reason Paper Checks Aren’t Going Anywhere

Despite the rise of electronic payments, paper checks are still widely used. Learn why checks are here to stay and how they fit into the modern payment landscape.


How Fintechs Are Helping to Fight Check Fraud

Check fraud is a major concern for financial institutions. Find out how fintech companies are developing solutions to detect and prevent fraud, making transactions safer for everyone.


A Fresh Look at Payment Processing Challenges

Get insights into the common challenges faced by financial institutions when it comes to payment processing. Learn how new approaches and technologies are helping to overcome these obstacles.


The Importance of Being Able to Pivot in Business

Flexibility and the ability to change direction quickly are key to long-term success. See why being able to pivot is crucial for companies in the fast-paced world of financial services.


Why Online Payments Are a Must for Businesses Today

With more people preferring to pay online, having a strong online payment system is essential. Discover how businesses are adapting to meet this demand and what it means for their success.


The Secret to Building Strong Partnerships in Fintech

Strong partnerships between fintech companies and traditional financial institutions are vital. Learn the secrets to building these relationships and why they matter for future growth.

Takeways

1️⃣ Think of Fintechs as Partners, Not Enemies

Instead of seeing fintech companies as rivals, start viewing them as potential partners. By working together, both sides can offer better services and improve customer satisfaction. This mindset shift can open up new opportunities and help your business grow.


2️⃣ Invest in Comprehensive Payment Solutions

To stay ahead, it’s crucial to offer a range of payment solutions, including both traditional and electronic methods. Providing a variety of options can attract more customers and meet their diverse needs, ensuring you’re not left behind in the fast-paced financial world.


3️⃣ Explore the Healthcare Sector

The healthcare sector is a goldmine for financial services. With an increasing need for efficient payment systems, diving into this field can lead to significant growth. Look for ways to offer tailored solutions to healthcare providers and their patients.


4️⃣ Focus on Lockbox Processing Outsourcing

Outsourcing lockbox processing can free up valuable resources and allow your team to focus on more profitable activities. This move can improve efficiency and help your business stay competitive by reducing the burden of routine tasks.


5️⃣ Prioritize Fraud Detection and Prevention

Check fraud remains a big issue, so it’s essential to invest in advanced fraud detection and prevention tools. By staying ahead of fraudsters, you can protect your customers’ money and build trust in your financial services.

WATCH NOW on YouTube.

Links:

CheckAlt

Website: https://checkalt.com

LinkedIn: https://www.linkedin.com/company/checkalt

Twitter: https://twitter.com/checkalt

YouTube: https://www.youtube.com/user/checkalt

LinkedIn Lynne Dufrane: https://www.linkedin.com/in/lynn-dufrane-093a2534/


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Time Stamps:

00:00 Introduction to FinTech Confidential

00:02 Meet Lynn Dufrane from CheckAlt

00:10 The Evolution of Payments

00:36 Checks: The Surprising Comeback

00:48 Exploring New Business Verticals

00:53 The Healthcare Space Opportunity

01:08 FinTechs as Partners, Not Threats

01:18 CheckAlt's Impressive Stats

01:30 Introduction to Today's Episode

02:11 Journey in FinTech

02:30 Spotlight on Clearing Works

02:50 Lynn's Career Path

04:00 Bridging Traditional Banking and FinTech

05:02 The Resilience of Paper Checks

05:20 Innovations in Check Processing

08:33 Opportunities in Lockbox Processing

12:58 Partnerships Beyond Financial Institutions

17:27 Advice for FinTech Founders

18:53 The Importance of Collaboration and Pivoting

28:35 Conclusion and Final Thoughts

This is a Production of Diamond D3, Media

ABOUT:

Lynn Dufrane: Lynn Dufrane is a seasoned professional with over 30 years of experience in the banking and payments industry. Currently, she serves as the Executive Director of Sales at CheckAlt, where she drives innovation and growth. Her career includes significant roles at Visa, Fiserv, and Elan Financial Services, highlighting her expertise in developing effective Debit Card and ATM strategies that boost institutional revenue.

CheckAlt : CheckAlt is the largest independent provider of receivables management and payment and deposit processing solutions in the U.S., serving more than 1,000 clients across a broad range of industries, including financial institutions of all sizes, property management, healthcare, utilities, municipalities, and nonprofits. Operating as payment channel and demographic agnostic, CheckAlt processes check payments while also supporting electronic payment needs that are accelerating digital transformation. CheckAlt's solutions include lockbox processing across a nationwide hub-and-spoke network of processing sites, consolidated item processing, integrated treasury solutions, and mobile capture services. Learn more at https://www.checkalt.com.

Tedd Huff: Tedd Huff is the Co-Founder of Voalyre, and the President & Founder of Diamond D3, a professional services consulting firm focused on global payments and marketing. He is also a video podcast host and producer of Fintech Confidential.

Over the past 24 years, he has contributed to FinTech startups as an Advisory Board Member, Co-Founder, and Chief Experience Officer, providing strategic and tactical direction for Global Payments OpenEdge, Heartland Payments, Nuvei, and TSYS, among others, focusing on growth while delivering innovation, process improvements and user experience-driven value to simplify the complexity of payments.

Diamond D3, Media: A media creation, management, and production company delivering engaging content globally

Transcript
Tedd Huff:

Welcome to another episode of FinTech Confidential.

Tedd Huff:

Today, I have the pleasure of sitting down with Lynn Dufrane, the Executive

Tedd Huff:

Director of Sales over here at CheckAlt.

Lynn Dufrane:

Having sat on the side of a traditional banker's desk is,

Lynn Dufrane:

is really beneficial when you're talking to financial institutions.

Lynn Dufrane:

Being in the payment space and around innovators and FinTechs is beneficial in

Lynn Dufrane:

understanding that side of the business.

Lynn Dufrane:

There was this moment of Is this a, is this the next big threat in banking?

Lynn Dufrane:

And I think what we're finding out is I think it's the next great partnership.

Lynn Dufrane:

People may be shocked, but last year, business customers wrote more

Lynn Dufrane:

checks in 2023 than they did in 2022.

Lynn Dufrane:

So checks aren't going anywhere when you're going after new business, whether

Lynn Dufrane:

you're going to enter the market and.

Lynn Dufrane:

Um, and search for a new vertical.

Lynn Dufrane:

Maybe you've never done business in the healthcare space.

Lynn Dufrane:

I'm personally a big fan of the healthcare space.

Lynn Dufrane:

I think every financial institution should look at the healthcare space.

Lynn Dufrane:

I think fintechs, you know, that's a great space.

Lynn Dufrane:

I didn't realize this, but the number one thing apparently

Lynn Dufrane:

for financial institutions that they'll talk about this year.

Lynn Dufrane:

I hope financial institutions move away from thinking fintechs are

Lynn Dufrane:

threats and really move into this.

Lynn Dufrane:

We have to partner with these financial technology companies.

Lynn Dufrane:

I think it's a hundred and sixteen billion.

Lynn Dufrane:

Payments were processed by check all I didn't realize there were that

Lynn Dufrane:

many checks still being written.

Lynn Dufrane:

I'm just being honest

Tedd Huff:

Welcome to fintech confidential bringing you the people tech and companies

Tedd Huff:

that change how you pay and get paid

Tedd Huff:

Welcome to another episode of fintech confidential today.

Tedd Huff:

I have the pleasure of sitting down with Lynn Dufrane The executive

Tedd Huff:

director of sales over here at CheckAlt.

Tedd Huff:

And today we're going to dive into what it really looks like to

Tedd Huff:

work with partnerships and really understand how CheckAlt is solving

Tedd Huff:

a lot of these problems around lockbox and some other features.

Tedd Huff:

Well, then.

Tedd Huff:

I'm glad to finally have you on.

Tedd Huff:

How are you doing?

Lynn Dufrane:

I'm well, thanks for having me.

Lynn Dufrane:

It's a privilege to be here.

Tedd Huff:

Yeah.

Tedd Huff:

So we always dive in originally to, to really talk about how you fell

Tedd Huff:

in to this wonderful world we call fintech, you know, kind of give us

Tedd Huff:

like a, how you first got in and then.

Tedd Huff:

Like do a quick fast forward to, to how you got to where you're at today.

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Lynn Dufrane:

Probably an untraditional path for fintech because I started a

Lynn Dufrane:

small community bank I think in 1987 as a teller, as everyone in financial services

Lynn Dufrane:

probably should start as a teller, um, and worked my way up very quickly.

Lynn Dufrane:

And I moved over to the payment side, I think it was like the early nineties and

Lynn Dufrane:

I literally fell in love with payments.

Lynn Dufrane:

The movement of money to me was fascinating.

Lynn Dufrane:

And it was one of those groups that just constantly evolved.

Lynn Dufrane:

And so every day you learn something new and I'm just really curious by nature.

Lynn Dufrane:

So it was such a great fit.

Lynn Dufrane:

Um, and so I just payments has just always kind of been my passion.

Lynn Dufrane:

And I've been very blessed to work for a lot of great organizations and

Lynn Dufrane:

CheckAlt is at the top of my list.

Tedd Huff:

Well, that's where you've landed now.

Tedd Huff:

You started at the community bank.

Tedd Huff:

You've made a couple steps through there to some well known brands.

Tedd Huff:

What did you, what did you, what are you bringing from those experiences

Tedd Huff:

into that as you come over to CheckAlt?

Tedd Huff:

What is the, the biggest piece you feel like you're, you're

Tedd Huff:

bringing along with you?

Lynn Dufrane:

Yeah, I, I think it's a comprehensive

Lynn Dufrane:

understanding of the industry.

Lynn Dufrane:

And I think having sat on the side of a traditional banker's desk is,

Lynn Dufrane:

is really beneficial when you're talking to financial institutions.

Lynn Dufrane:

And I think being in the payment space and around innovators and FinTechs.

Lynn Dufrane:

is beneficial in understanding that side of the business.

Lynn Dufrane:

And so I think what I bring is kind of a more collaborative approach

Lynn Dufrane:

to bringing the two together.

Lynn Dufrane:

Because I think initially when fintechs kind of made their splash

Lynn Dufrane:

into financial services, I think there was this moment of is this a, is

Lynn Dufrane:

this the next big threat in banking?

Lynn Dufrane:

And I think what we're finding out is I think it's the next great partnership.

Lynn Dufrane:

In financial services.

Lynn Dufrane:

And I think the really smart institutions understand that, and I think what,

Lynn Dufrane:

what we try to do at CheckAlt is bring that innovation together in an

Lynn Dufrane:

industry, check processing, that's probably seen as, as, as more of a

Lynn Dufrane:

traditional, um, not real technologically advanced processing of paper checks.

Lynn Dufrane:

But there's also this perception, I believe, that folks believe

Lynn Dufrane:

checks are going away.

Lynn Dufrane:

Right?

Lynn Dufrane:

And they probably have for a decade.

Lynn Dufrane:

And the truth is they're not.

Lynn Dufrane:

In fact, people may be shocked, but last year, business customers wrote more

Lynn Dufrane:

checks in 2023 than they did in 2022.

Lynn Dufrane:

So checks aren't going anywhere.

Lynn Dufrane:

CheckGulp is innovating to stay ahead of check processing.

Lynn Dufrane:

And I, and I think really the way FinTechs and financial services come

Lynn Dufrane:

together will be the pivotal moment as we move forward in this industry.

Tedd Huff:

So you, you, you know, it's, it was kind of surprising to me.

Tedd Huff:

I mean, I can't, I can.

Tedd Huff:

Think back is as long as I've pretty much been in the industry.

Tedd Huff:

And it's every year feels like it's the death of checks.

Tedd Huff:

It's the death of checks.

Tedd Huff:

It feels like every year that comes along, I think it's been more of a, a transition

Tedd Huff:

or a conversion that's really happened.

Tedd Huff:

I don't think there's fewer checks.

Tedd Huff:

I just think that the way that they're being created, um, accepted,

Tedd Huff:

converted, and then transmitted have all made some major changes.

Tedd Huff:

And when you look at all those different things, how do you see the

Tedd Huff:

vision and the mission of checkout really delivering that to the market?

Lynn Dufrane:

Yeah.

Lynn Dufrane:

I think I actually agree with you that I was probably in that boat

Lynn Dufrane:

thinking, well, checks are going away.

Lynn Dufrane:

And then as I emerged myself in this industry, realizing

Lynn Dufrane:

statistically that's just inaccurate.

Lynn Dufrane:

Um, and I think the one thing checkout does is understand.

Lynn Dufrane:

There's a need to process physical paper checks, and

Lynn Dufrane:

that need is not gonna go away.

Lynn Dufrane:

And so by stop, if, if you stop innovating in that space, there's gonna

Lynn Dufrane:

be a gap at somewhere down the road.

Lynn Dufrane:

We're still innovating, which is a good thing.

Lynn Dufrane:

We're we're looking at ways to turn paper checks into a CH, for example.

Lynn Dufrane:

So, um, I think the, the greatest misconception is a lot of us

Lynn Dufrane:

use an online bill pay system with our financial institution.

Lynn Dufrane:

I'm a huge fan of bill pay.

Lynn Dufrane:

And I've known for years because I'm in this industry that certain people

Lynn Dufrane:

I pay, I know there's a physical check going because I can see that the time

Lynn Dufrane:

it's supposed to arrive can be weeks after I have input the actual check.

Lynn Dufrane:

And what Checkult does with one of our offerings is we take that

Lynn Dufrane:

physical bill pay check and we catch it at the moment it's being

Lynn Dufrane:

issued and we convert it to an ACH.

Lynn Dufrane:

So now we've eliminated the postal system, we've sped up the time that

Lynn Dufrane:

that payment is being received by the.

Lynn Dufrane:

By the payee, and also the credit that the consumer gets for paying

Lynn Dufrane:

that bill in a more timely way.

Lynn Dufrane:

So, I think those are the things that we try to innovate, but again, I do believe

Lynn Dufrane:

paper checks are here to stay for a while.

Lynn Dufrane:

My mom's 81 years old, and I can assure you, not only does she write

Lynn Dufrane:

a check constantly, she balances her checkbook every month religiously.

Lynn Dufrane:

So she is, that's how old school my mom is.

Lynn Dufrane:

Now my children?

Lynn Dufrane:

I don't know.

Lynn Dufrane:

I'm hoping they know how to write a check, but I'm not sure they do.

Lynn Dufrane:

You know, that's the generation of P2P payments and everything's instant.

Lynn Dufrane:

And so what we have to do at CheckGauld and really across the financial

Lynn Dufrane:

services industry is really figure out how to serve both spectrums, right?

Lynn Dufrane:

We still need to serve my 81 year old mom because she's going to be part

Lynn Dufrane:

of the financial services ecosystem.

Lynn Dufrane:

Um, but also need to look at my children from a digital forward perspective

Lynn Dufrane:

because they are going to change the ecosystem over the next several decades.

Tedd Huff:

Well, you mentioned, um, the lockbox function that, I mean, lockbox

Tedd Huff:

has been around a really long time, right?

Tedd Huff:

And you know, I still remember the first time that I had to use one, I

Tedd Huff:

was paying my first utility bill and I had to write the check and put it

Tedd Huff:

in the envelope and then mail it.

Tedd Huff:

Right.

Tedd Huff:

Cross my fingers that it got there in time so that they didn't drop my electricity.

Tedd Huff:

But yes.

Tedd Huff:

Yes.

Tedd Huff:

Yes, but when you look at that, what are some of the opportunities that

Tedd Huff:

you're seeing for financial institutions Maybe some non financial institutions

Tedd Huff:

as well Looking at these types of products, like you'd mentioned, that

Tedd Huff:

catch it before it gets mailed out and converts to ACH, what are the kinds of

Tedd Huff:

opportunities that you're seeing there?

Tedd Huff:

And can you give us an example?

Lynn Dufrane:

Sure.

Lynn Dufrane:

I think financial services in generally are having maybe an aha moment, and

Lynn Dufrane:

it's really not even related to check processing or digital offerings.

Lynn Dufrane:

Great.

Lynn Dufrane:

It's more related to the talent shortage that is everywhere, but certainly

Lynn Dufrane:

in the financial services industry.

Lynn Dufrane:

So if you are an institution that was doing, say, lock box processing

Lynn Dufrane:

yourself for your clients, I think there's becoming a need now to look at

Lynn Dufrane:

where do we outsource that, because we should redeploy our own associates to

Lynn Dufrane:

go out and do revenue enhancing things or redeploy them for an area where we

Lynn Dufrane:

have a gap and we don't have people.

Lynn Dufrane:

Um, so I think that's one thing that is, it, it may not be, you know, super digital

Lynn Dufrane:

first in thinking, but it's, it's relevant in that it's a way for you to enhance

Lynn Dufrane:

your business into the next generation.

Lynn Dufrane:

Right.

Lynn Dufrane:

Um, and I, I think examples of that is we just, uh, hosted a large

Lynn Dufrane:

institution here in Miami at our event.

Lynn Dufrane:

And I originally, they came to me with the need of, they were

Lynn Dufrane:

going to acquire our software.

Lynn Dufrane:

They have a big lockbox processing facility in house.

Lynn Dufrane:

And when I talked to their president as we walked around, I said, help

Lynn Dufrane:

me understand because I've heard your team make different comments.

Lynn Dufrane:

Um, are you all still thinking of ingesting the software and doing it?

Lynn Dufrane:

And he said, no, we're doing a pivot.

Lynn Dufrane:

Uh, we'd like to outsource.

Lynn Dufrane:

It makes sense.

Lynn Dufrane:

And I'm certain they've done this for generations.

Lynn Dufrane:

And it's made sense to outsource and allow their team to do other things.

Lynn Dufrane:

So I think that's kind of an example of where maybe it's not

Lynn Dufrane:

product forward in what they're thinking but more product shifting.

Lynn Dufrane:

Um, I think that Checkult is constantly innovating, uh, whether it be the online

Lynn Dufrane:

portal that allows that, that biller to go and pay their bill either by card,

Lynn Dufrane:

debit, or credit, or have a direct ACH out of their checking or savings account.

Lynn Dufrane:

Um, whether it be the traditional paper lock box where people are

Lynn Dufrane:

opening the, the envelope scan.

Lynn Dufrane:

What you went through with your utility bill.

Lynn Dufrane:

Somebody opened it.

Lynn Dufrane:

They scanned it.

Lynn Dufrane:

They, they created a file and they got it deposited.

Lynn Dufrane:

Or it's where we intercept that bill paycheck.

Lynn Dufrane:

So I think those are more like comprehensive offerings and maybe

Lynn Dufrane:

decades ago people thought about one thing and maybe the innovation is that

Lynn Dufrane:

you have to be holistic when you're solving things for clients, right?

Lynn Dufrane:

Or.

Lynn Dufrane:

When you're going after new business, whether you're going to enter the

Lynn Dufrane:

market and, and search for a new vertical, maybe you've never done

Lynn Dufrane:

business in the healthcare space.

Lynn Dufrane:

I'm personally a big fan of the healthcare space.

Lynn Dufrane:

I think every financial institution should look at the healthcare space.

Lynn Dufrane:

I think FinTechs, you know, that's a great space.

Lynn Dufrane:

Um, the truth is, and I'm one of those people, as we age, We, we need

Lynn Dufrane:

doctors and, uh, young people seem to be a little bit more forward thinking

Lynn Dufrane:

in being proactive in visiting a doctor versus waiting until, you

Lynn Dufrane:

know, there's something wrong.

Lynn Dufrane:

So I think there's great opportunity for, for businesses, for financial

Lynn Dufrane:

institutions as we move forward.

Tedd Huff:

Can you help me understand where the opportunity lies?

Tedd Huff:

I mean, we, we've talked about the financial institution, organizations

Tedd Huff:

that are, are sending in or receiving the lockbox per payments.

Tedd Huff:

One of the things that I had noticed is, is talking to, uh, to the CEO,

Lynn Dufrane:

Shai,

Tedd Huff:

a lot of times is that there are a lot of partnerships

Tedd Huff:

that feel untraditional.

Tedd Huff:

Can you help me understand?

Tedd Huff:

How you're looking at partnerships beyond, uh, the traditional

Tedd Huff:

route of financial institutions.

Lynn Dufrane:

Absolutely.

Lynn Dufrane:

So, I think a great example is, um, I didn't realize this, but the

Lynn Dufrane:

number one thing apparently for financial institutions that they'll

Lynn Dufrane:

talk about this year is check fraud.

Lynn Dufrane:

I heard it from an association, a very large association.

Lynn Dufrane:

What can checkout do about check fraud?

Lynn Dufrane:

And so that I thought, well, that's an interesting question.

Lynn Dufrane:

And so as we've talked to various FinTechs in trying to develop

Lynn Dufrane:

partnerships, uh, I met someone who basically started a FinTech that monitors

Lynn Dufrane:

checks being sold on the dark web.

Lynn Dufrane:

And it was fascinating, uh, the, the data that he had built, he had

Lynn Dufrane:

a background in secret service.

Lynn Dufrane:

So we're talking, you know, first class.

Lynn Dufrane:

Uh, team that he's put together.

Lynn Dufrane:

And it's something like 20 years ago, you, you know, that stuff didn't happen.

Lynn Dufrane:

And many financial services institutions are very traditional in nature.

Lynn Dufrane:

And so I think the, the partnerships that we're trying to build is to fill gaps that

Lynn Dufrane:

we hear when we're talking to our clients.

Lynn Dufrane:

And I, yesterday someone asked, well, what's the differentiator between Checkult

Lynn Dufrane:

and everybody else who does what you do?

Lynn Dufrane:

And I, it's one of those things when you ask an institution, what's

Lynn Dufrane:

the differentiator between your checking account and somebody else's?

Lynn Dufrane:

It's a checking account.

Lynn Dufrane:

It moves money and we process checks.

Lynn Dufrane:

But the differentiator is we're constantly looking to partner with FinTechs.

Lynn Dufrane:

Shai Stern, our CEO, has an unbelievable network with these FinTechs and just

Lynn Dufrane:

with really entrepreneurial type spirits.

Lynn Dufrane:

And that's what we need to do to push forward and move forward.

Lynn Dufrane:

And so I'm really focused on.

Lynn Dufrane:

Where can we leverage these partnerships to bring more value to our clients?

Lynn Dufrane:

And, uh, yesterday's presentations, uh, the Miami conference met a, just a, an

Lynn Dufrane:

enormous amount of thought, knowledge, and just super interesting ideas.

Lynn Dufrane:

And I think that's why I say what I originally said is.

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I hope

Lynn Dufrane:

financial institutions move away from thinking fintechs are threats

Lynn Dufrane:

and really move into this, we have to partner with these financial technology

Lynn Dufrane:

companies because they think of things that traditionally we haven't thought of.

Lynn Dufrane:

And if we can marry those two together, it's a better

Lynn Dufrane:

experience for our consumers.

Lynn Dufrane:

And at the end of the day, we're all here to serve clients.

Tedd Huff:

As we're recording this, you're relatively new to check on.

Lynn Dufrane:

Yes.

Tedd Huff:

Um, what was the biggest surprise?

Tedd Huff:

That, that you found after joining the company and how did that change

Tedd Huff:

your perception of legal overarching?

Lynn Dufrane:

The biggest surprise was, I think it's 116 billion

Lynn Dufrane:

payments were processed by check off.

Lynn Dufrane:

I didn't realize there were that many checks still being written.

Lynn Dufrane:

I'm just being honest.

Lynn Dufrane:

So my biggest surprise was how large this industry still is.

Lynn Dufrane:

Um, I think the other big surprise was.

Lynn Dufrane:

How innovative this company is, because traditionally when you

Lynn Dufrane:

say the word paper check, the next word typically is not innovation.

Lynn Dufrane:

Yet I think CheckGault and especially Shai and the executive leadership

Lynn Dufrane:

team have done a great job.

Lynn Dufrane:

Of breaking the mold of saying, we process checks and we're very proud of that.

Lynn Dufrane:

We process checks, but we process checks and then, and then, and then, and then.

Lynn Dufrane:

So I think that's what was really eyeopening for me.

Tedd Huff:

Well, and as, as we're looking at all of these different things

Tedd Huff:

and the innovation that goes on at CheckAlt, especially around something

Tedd Huff:

that is typically looked at as super legacy paper checks, paper, ink.

Tedd Huff:

Printed, processed, when you look at the fintech founders and or new people

Tedd Huff:

in the financial services arena or fintech, if you were able to give them

Tedd Huff:

just one piece of advice, one piece that they would, they could take with

Tedd Huff:

them forever and they would never forget, what would that be and why?

Lynn Dufrane:

My advice would be to be open to collaboration and not to think.

Lynn Dufrane:

That there's only one way to skin the cat, you know, to say that, say it's that way.

Lynn Dufrane:

Um, the more that I have seen the FinTechs and then the other side of

Lynn Dufrane:

it, whether it be the corporation or the financial institution,

Lynn Dufrane:

there is such a great opportunity.

Lynn Dufrane:

And some of those opportunities come by sitting down and

Lynn Dufrane:

just having conversations.

Lynn Dufrane:

And that happened at dinner the other night as we were talking about

Lynn Dufrane:

an idea, which originally I thought was going to go down one path.

Lynn Dufrane:

And then I was talking to a banker.

Lynn Dufrane:

And they brought something up that I never thought about because, you know, I

Lynn Dufrane:

don't spend time in that space anymore.

Lynn Dufrane:

Like I used to, and I thought, okay, we need to pivot.

Lynn Dufrane:

I think the ability to pivot, which I always felt the ability

Lynn Dufrane:

to pivot is critical to those that are incredibly successful versus

Lynn Dufrane:

those who are just successful.

Lynn Dufrane:

If you can pivot and you pivot well, I, I think that is the

Lynn Dufrane:

key to long term success.

Lynn Dufrane:

So that would be my advice is collaborate and be willing to pivot.

Tedd Huff:

So you, you mentioned the collaboration makes a ton of sense.

Tedd Huff:

I mean, uh, the, the broader you make your circle, the more things you learn

Tedd Huff:

about, the better your perspective grows and gives you different insights.

Tedd Huff:

The piece that I, I find interesting is, you know, you're not the first

Tedd Huff:

person that said be able to pivot.

Tedd Huff:

But, but what I'd like to understand from your perspective is.

Tedd Huff:

How do you know when to pivot?

Tedd Huff:

How do you know that that's the way you need to pivot?

Tedd Huff:

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Lynn Dufrane:

I think the way you know to pivot.

Lynn Dufrane:

is I think some of it is instinct, which obviously you can't teach, but

Lynn Dufrane:

I think a lot of it is surrounding yourself with a really good network

Lynn Dufrane:

that's not afraid to tell you.

Lynn Dufrane:

I think you're looking at that incorrectly.

Lynn Dufrane:

Some people surround themselves with people who just say, you're amazing.

Lynn Dufrane:

That was great.

Lynn Dufrane:

You know, you're just the best at what you do.

Lynn Dufrane:

I think having someone in your inner circle who isn't afraid to challenge

Lynn Dufrane:

you will help you know when to pivot.

Lynn Dufrane:

And, and then being open to that challenge, right?

Lynn Dufrane:

And talking through it.

Lynn Dufrane:

And I'm always one of those folks that say, listen, it's

Lynn Dufrane:

okay to agree to disagree.

Lynn Dufrane:

At the end of the day, someone has to be the leader that makes the final decision.

Lynn Dufrane:

But I do like being around people who are okay.

Lynn Dufrane:

If I say, listen, we'll do that.

Lynn Dufrane:

But it's okay to disagree on that.

Lynn Dufrane:

Because I.

Lynn Dufrane:

Okay.

Lynn Dufrane:

I really think we should go this way.

Lynn Dufrane:

And I think just having your voice heard and having someone take a step

Lynn Dufrane:

back, but they're still confident that they feel they're going the

Lynn Dufrane:

right way, that's something you respect as well at a great leaders.

Lynn Dufrane:

But I think that ability to have people in your inner circle that challenge you,

Lynn Dufrane:

I think that helps lead to quicker pivots.

Lynn Dufrane:

I mean, COVID is a great example, right?

Lynn Dufrane:

I was working at a, uh, a core processor at the time on the card services EFT side.

Lynn Dufrane:

And when COVID hit, you know, all of a sudden, all of our clients went from going

Lynn Dufrane:

to offices every day to being remote.

Lynn Dufrane:

Well, I had worked remote for 20 years at that point.

Lynn Dufrane:

I'd been sitting at my home computer.

Lynn Dufrane:

So I'm like, I was remote before it was cool.

Lynn Dufrane:

And I remember saying, we have to pivot on how we deliver.

Lynn Dufrane:

We have to do more Teams calls.

Lynn Dufrane:

You have to be on video now.

Lynn Dufrane:

Because you don't have the luxury of getting to know people by

Lynn Dufrane:

sitting across from them at a table or a lunch or a dinner.

Lynn Dufrane:

And so I was like the first leader to say, all calls going forward, you

Lynn Dufrane:

need your video on because that's how we're going to get to know and

Lynn Dufrane:

deepen relationships with our clients.

Lynn Dufrane:

And, and that was a pivot because we could have done the traditional way and

Lynn Dufrane:

just used our cell phones to make phone calls or, you know, send a text message.

Lynn Dufrane:

But that personal relationship was lost when we went remote.

Lynn Dufrane:

Because people couldn't see you.

Lynn Dufrane:

And someone said, yeah, but my clients don't put their videos on.

Lynn Dufrane:

And I said, that's okay, because they still see you.

Lynn Dufrane:

And we're trying to build a relationship.

Lynn Dufrane:

So you being present is important.

Lynn Dufrane:

And eventually what happened, clients started turning their cameras on.

Lynn Dufrane:

And what do you always hear?

Lynn Dufrane:

I'm not really camera ready, but since you have your camera on, I'll turn mine on.

Lynn Dufrane:

So I think that's a great example of a good pivot.

Tedd Huff:

It's interesting you bring that up because even yesterday, I had a call

Tedd Huff:

scheduled with a client and we're, we're sitting there and I'm, I'm, I'm waiting.

Tedd Huff:

And then his partner comes on and he and I are sharing video.

Tedd Huff:

And then the other gentleman hops on and he's like, I'm so sorry.

Tedd Huff:

I couldn't get the video to work.

Tedd Huff:

So I just dialed in by my phone.

Tedd Huff:

Can you help me figure out how to get the video on?

Lynn Dufrane:

Yeah.

Tedd Huff:

So I think that is so interesting to see

Tedd Huff:

that pivot that has happened.

Tedd Huff:

Yes.

Tedd Huff:

Um, and these are, these are new people to the industry.

Tedd Huff:

I mean, these are, these are folks that I've worked with for decades.

Tedd Huff:

And that have made that position, that transition to have that, that closer one

Tedd Huff:

on one relationship to be part of it.

Tedd Huff:

So I love that perspective and especially that example.

Tedd Huff:

Len, we've, we've hit on a bunch of things today.

Tedd Huff:

One thing that, that I wanted to talk about that I kind of skipped over

Tedd Huff:

and, and, I was sitting here thinking I wanted to kind of go back to it.

Tedd Huff:

When you look at the checkout lockbox products, can you give me in the audience,

Tedd Huff:

an example of how it works, what it means, and maybe from your perspective, how.

Tedd Huff:

How checkoffs doing it differ?

Lynn Dufrane:

Sure.

Lynn Dufrane:

We, we focus on six levers.

Lynn Dufrane:

So six different outcome product offerings.

Lynn Dufrane:

What I've tried to do is kind of bundle the offerings into comprehensive

Lynn Dufrane:

solutions so that our clients can go out to market and solve for

Lynn Dufrane:

prospects that they're trying to do.

Lynn Dufrane:

You know, convinced to, to do business with them or their existing clients.

Lynn Dufrane:

So the traditional lockbox, which most people are familiar with, like

Lynn Dufrane:

you, you pay your utility bill.

Lynn Dufrane:

It goes to a P.

Lynn Dufrane:

O.

Lynn Dufrane:

box.

Lynn Dufrane:

Somebody behind the scenes is opening and processing that.

Lynn Dufrane:

We do that at 11 different locations throughout the United States.

Lynn Dufrane:

We have people at all 11 that take pride in, in that process.

Lynn Dufrane:

And then that money shows up in your account.

Lynn Dufrane:

So that's, that's like the traditional, One of the legacy offerings.

Lynn Dufrane:

Then we innovate from there.

Lynn Dufrane:

And that's where that intercept bill payment check that I talked about,

Lynn Dufrane:

we call it catch where we catch that check from your bill pay service.

Lynn Dufrane:

We turn it into an ACH.

Lynn Dufrane:

Normally that check would have literally went to the U S postal

Lynn Dufrane:

system and came to the lockbox and been processed by one of our people.

Lynn Dufrane:

Now, we've innovated to say we can catch that bill paycheck by working with

Lynn Dufrane:

biller networks and convert that to ACH.

Lynn Dufrane:

Um, the other kind of comprehensive solution for businesses, businesses want

Lynn Dufrane:

their customers to be able to pay online.

Lynn Dufrane:

You know, we have a generation, my kids are in that generation that they

Lynn Dufrane:

are, you know, whether it be P2P or online payments with their debit or

Lynn Dufrane:

credit card, or they just set up their ACH to have their account debited

Lynn Dufrane:

every month on a recurring bill.

Lynn Dufrane:

That, that is a necessity of running a business these days.

Lynn Dufrane:

So we have that online portal as well.

Lynn Dufrane:

We call that online payments.

Lynn Dufrane:

We also have, um, traditional what people call, um, merchant services where a

Lynn Dufrane:

small business needs to accept cards.

Lynn Dufrane:

And so whether it be Visa, MasterCard, Discover, American Express.

Lynn Dufrane:

It allows their clients to make their payment at the preference

Lynn Dufrane:

they want in person, online, whatever that, that status may be.

Lynn Dufrane:

Um, and then we also have where our clients can actually consume our software.

Lynn Dufrane:

So you might want to be check alt at your business.

Lynn Dufrane:

And so basically you can use our software as a service to, to basically run your own

Lynn Dufrane:

lock box, intercept bill payment checks, have an online portal for your businesses.

Lynn Dufrane:

So.

Lynn Dufrane:

Those six lovers are kind of our, you know, bread and butter at Checkult.

Lynn Dufrane:

But what I think differentiates us is I try to bundle them

Lynn Dufrane:

together into solutions.

Lynn Dufrane:

And like in the financial services segment, I really look at how can I

Lynn Dufrane:

help the financial institution solve?

Lynn Dufrane:

Do they need deposits because their loan growth is going through the roof?

Lynn Dufrane:

Well, I think our treasury management solution can help grow deposits by

Lynn Dufrane:

going out and entering new verticals.

Lynn Dufrane:

We talked about medical.

Lynn Dufrane:

I love medical as a vertical.

Lynn Dufrane:

If you're not in it, HOA, great business for financial institutions.

Lynn Dufrane:

Um, corporate America, small business.

Lynn Dufrane:

So how can we help you gather new clients to help meet your needs?

Lynn Dufrane:

And then also from a financial institution side on the six levers, we

Lynn Dufrane:

do what's called ATM image processing.

Lynn Dufrane:

So if you go to an ATM and deposit a check, we actually

Lynn Dufrane:

convert that check to an image.

Lynn Dufrane:

Back in the good old days when I was a banker, we literally once a day

Lynn Dufrane:

go out to the ATM, pull the checks out of there, go into the branch

Lynn Dufrane:

and manually deposit those checks.

Lynn Dufrane:

Um, there were like shared networks and a lot of different things.

Lynn Dufrane:

Now it's all innovation.

Lynn Dufrane:

So, that's sort of in a nutshell what we do, but I like to think what we really do

Lynn Dufrane:

is we help solve problems with creative solutions in probably a very traditional

Lynn Dufrane:

space, but in a way that innovates partners with FinTechs to bring like

Lynn Dufrane:

what I call the value add to the table.

Lynn Dufrane:

Things like the black web, right?

Lynn Dufrane:

The dark web with check fraud or Innovation around maybe risk

Lynn Dufrane:

scoring, checks, um, so those are the kinds of things that are on

Lynn Dufrane:

the table that we keep exploring.

Lynn Dufrane:

And I would say the one thing I've noticed since I've been at CheckVault

Lynn Dufrane:

is we never say never, and we never stop innovating and working.

Lynn Dufrane:

So that's a, it's really refreshing.

Tedd Huff:

We've talked about a lot today, Lynn, is there

Tedd Huff:

anything that that we've missed?

Tedd Huff:

Um, or just a message that you want to, to share with the audience that

Tedd Huff:

really helped them understand what's going on and what they can do.

Tedd Huff:

Sure.

Lynn Dufrane:

I mean, I think the main message, which, you know, someone

Lynn Dufrane:

probably had to say to me when I started here is checks aren't going anywhere.

Lynn Dufrane:

Um, if you do business with checkout today, we're incredibly grateful

Lynn Dufrane:

for that partnership and we'd love to know how we can help you grow.

Lynn Dufrane:

And if you don't do business with Checkult today, I'd love to chat with you because

Lynn Dufrane:

I think we have a first class offering.

Lynn Dufrane:

I think we have an incredible team led by amazing leadership and I really think

Lynn Dufrane:

we can help transform businesses, whether it be a financial institution or a

Lynn Dufrane:

FinTech, um, or a commercial business or a nonprofit or a doctor's office or HOA.

Lynn Dufrane:

Um, you know, we, we are willing to partner up with anybody, but really do

Lynn Dufrane:

want to look at a partnership on how we can both make each other successful.

Tedd Huff:

Well then I appreciate that.

Tedd Huff:

I'm excited to see all the things that are going on here at Checkout.

Tedd Huff:

What I'm going to go ahead and do is I'm going to put links to get ahold of Lynn

Tedd Huff:

and the rest of the team at CheckAlt down in the description and in the show notes.

Tedd Huff:

So you guys will be able to get a hold of that really, really easily.

Tedd Huff:

And this has been really exciting to be able to spend a couple of days

Tedd Huff:

with you and the team to really get to understand what's going on here.

Tedd Huff:

And I really appreciate the person that I'm meeting.

Lynn Dufrane:

Well, the pleasure is all ours and it really has been a treat to get

Lynn Dufrane:

to know you and spend some time together.

Lynn Dufrane:

I appreciate you coming to Miami.

Lynn Dufrane:

Could have had warmer weather, but we did okay.

Tedd Huff:

Weather was fantastic.

Tedd Huff:

Well, at least it turned out today.

Tedd Huff:

But Lynn, thanks so much again.

Tedd Huff:

And, uh, look forward to seeing what you guys do.

Lynn Dufrane:

Thank you.

Lynn Dufrane:

Thank you very much.

Lynn Dufrane:

I appreciate the time today.

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About the Podcast

Fintech Confidential
Bringing you the people, Tech, and Companies that change how you pay and get paid.
Entertaining information focused on Fintech industry insights, market trends, news, and life stories from Fintech leaders, thinkers, and doers.

About your host

Profile picture for Tedd Huff

Tedd Huff

20 plus year veteran of Fintech, giving merchants and SaaS businesses control over their Payments destiny, global PSP/Payment Facilitator advisor.

💎 Founder/President of Diamond D3
🇺🇸Army Veteran
🎙 ▶️ Podcasts & Youtube - The Tedd Huff Show & Fintech Confidential
🌐💵Global cross border and payments localization 🌐💵
🛒Intl eCommerce Consulting
📧 Hello@fintechconfidential.com