Beyond the Pitch

In our final episode of 2025, Stef Luck and Michael Poucher sit down to talk honestly about what it takes to close the year well and set yourself up for a successful 2026. From deciding which conferences are worth the investment, to cleaning up your pipeline, to balancing performance with rest, this episode is part reflection, part reset with a dash of kickstart. If you’ve ever felt torn between pushing for one last deal and giving yourself a break, this conversation will hit home.

150–180 credit unions merge each year. Only about 4 start. If we do not plant new CUs, the “forest” thins and communities are left with payday lenders and predatory options.In our first guest episode, Shirley Senn (New Orleans Firemen’s FCU, “Shirley on the Street”) joins Stef Luck and Michael Poucher to unpack why de novo credit unions matter, what is blocking them, and how partnerships can keep small CUs not just open, but thriving.In this Episode:The forest metaphor, why mature CUs need new growth to sustain the ecosystemWhy starting is hard, clear merger playbooks vs. messy de novo pathsIt takes a village, mentors, partners, capital, tech, and executive training from day oneCommunity impact, what happens when a town has no CU and only payday or title lendersPricing and scale, creative models vendors can use to serve small and boutique CUsTalent and succession, building pipelines, fractional leadership, and junior boardsCooperation over competition, regional collaboratives and shared services that workThe real risk, “Our issue is not taxation, it is relevancy.” How to stay relevant and compelling to the next generationIf this conversation resonated, share it with a colleague, and join us inside the Sales Unmuted community where we turn conversations into playbooks. Because the real work starts after the pitch.Connect with Shirley:Shirley Senn on LinkedInEmail: ⁠[email protected]⁠ (New Orleans Firemen’s FCU)

In this episode, Stef Luck and Michael Poucher get real about a question every sales pro faces: is success about nailing the process… or building the human connection? Spoiler: it’s both.From discovery calls that actually feel like conversations to being ready when a “quick chat” turns into a seven-person demo, Stef and Michael unpack how to balance a clear sales framework with the kind of trust credit unions require. They share when to ditch the deck, how to pivot without losing credibility, and why adapting to the buyer’s rhythm beats forcing yours - every time.You’ll hear:- Why consistent process = clarity for you (and forecasting for your company) -How misaligned “playbooks” break trust—and how to fix it- Practical ways to read the room and match communication styles- Prep tips to pivot fast when meetings don’t go as planned- A simple challenge to spot whether your last win came from strategy, connection, or bothSubscribe, share with a colleague, and keep the conversation going inside the Sales Unmuted community - because the real work starts after the pitch.

Episode Notes: Conferences can be a blur — long days, familiar faces, and a pile of business cards that never turn into real connections. But they don’t have to be.In this episode of Beyond the Pitch, hosts Stef Luck and Michael Poucher share how to make conferences count — from prep to follow-up — while also protecting your energy and showing up with the right mindset.You’ll learn how to stop “collecting” contacts and start creating real connections, how to break the ice in meaningful ways, and why the most powerful networking often happens outside the expo floor.Because conferences aren’t just about showing up — they’re about showing up for the right conversations.What you’ll hear in this episode:*Why sales pros often stick with familiar faces (and how to break that habit)*How to prep with purpose and bring a “give > get” mindset to networking*Tips for cross-functional collaboration to align sales and marketing goals to maximize conference ROI*How to follow up in ways that add value and build trust long after the eventLet’s connect: 👉 Subscribe so you never miss an episode 👉 Share this with a colleague headed into conference season👉 Join the conversation inside the Sales Unmuted community👉 Email us at [email protected] to submit your feedback, requests for future episodes, and let us know about your wins this conference season!

Episode Notes:Sales in credit unions isn’t like sales anywhere else. You wear ten hats, balance long deal cycles, and build trust that often matters more than the perfect pitch. That’s why we started Beyond the Pitch.In this very first episode, hosts Stef Luck and Michael Poucher share what this podcast is all about, what makes sales in the credit union space so unique, and what you can expect each week. You’ll also get to know Stef and Michael — why they’re passionate about helping sales pros succeed, and what you can count on from them in every episode.Whether you’re new to credit union sales or a seasoned pro, this podcast is here to give you real talk, practical strategies, and a community that gets it. Because sales doesn’t stop at the pitch — it starts there.What you’ll hear in this episode:*Why sales pros in credit unions need a different kind of conversation*What you can expect from each episode of Beyond the Pitch*A little about Stef & Michael (and why they’re so excited about this show)*How this podcast will help you build trust, momentum, and partnerships that lastLet’s connect: 👉 Subscribe so you never miss an episode 👉 Share this with a colleague who needs real sales talk 👉 Join the conversation inside the Sales Unmuted community👉 Contact us at [email protected] to share your thoughts, feedback and future episode requests!