My Music Row Story: City National Bank’s Diane Pearson

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Diane Pearson

The “My Music Row Story” weekly column features notable members of the Nashville music industry selected by the MusicRow editorial team. These individuals serve in key roles that help advance and promote the success of our industry. This column spotlights the invaluable people that keep the wheels rolling and the music playing.

Diane Pearson is Sr. VP, Manager at City National Bank’s Nashville office. With over two decades of entertainment banking experience she provides financial solutions to music industry professionals including artists, songwriters, business managers, producers, artist managers, performing rights organizations, agencies, publishing companies, entrepreneurs, labels and law firms.

Pearson helped launch City National Bank’s Nashville office in 2011, co-managing the Nashville Entertainment Division with Lori Badgett. She serves multiple philanthropic organizations, including sitting on the board of Musicians On Call and Leadership Music.

MusicRow: Where did you grow up?

I grew up in a small town in Kentucky called Lewisburg. I tell everybody, though, that I’m from Russellville, Kentucky because they’re right next to each other. Russellville is near Bowling Green and people have actually heard of Bowling Green.

What was your dream job then?

My dream job was to be a stay-at-home mom and have about six kids. [Laughs] No music business. No working. But as you can tell, that did not happen.

Photo: Courtesy of Diane Pearson

When did that desire change for you?

My parents moved me my senior year of high school to Nashville. That was a huge difference coming from a very small town—there was a bit of culture shock. I started working as a relief teller for Third National Bank while I was taking classes. When you’re a relief teller, you go around to different offices and fill in for people while they are on vacation or out sick. So I didn’t really have a home office until I landed at an office called South Madison.

There was a lady there by the name of Ellen Kemp, who was one of my very first mentors. There was just something about Ellen. She was just the epitome of class. She loved sports—I do, too. She had the best clothes, the best jewelry, she was just always dressed perfectly. She was well respected and loved in the community, everyone looked up to her. She managed the office, but was primarily responsible for all of the lending. That’s when I realized lending was something I would like to get into someday.

Photo: Courtesy of Diane Pearson

Now that you had a different example to look up to, how did you start your career?

Ellen took me under her wing, but unfortunately for me, she was also at the age of retirement. So I knew I was going to lose Ellen. Another friend of mine, Kim, was working at South Madison and was picked to help launch the Entertainment Division of Third National Bank (a SunTrust Bank) as an FSR (Financial Service Rep). She knew my passion was the lending side, so once a position opened up, she told me. I applied for the job and was lucky enough to get an interview with Brian Williams. I was not qualified for the lending position at all, but he saw something in me and decided to take me on. I later found out that once Ellen Kemp found out I went and interviewed, she picked up the phone and called Brian to tell him she believed in me.

Brian truly was the pioneer of music industry banking. To be able to work WITH him (he never let you say you worked “for” him) for almost 20 years before he passed away was just the best experience I could have ever asked for. He taught me everything about the music business and how to make work fun.

Photo: Courtesy of Diane Pearson

What do you remember about those days?

I hate to call it the “roaring nineties,” but it was. There was always something going on, whether it was a No. 1 party or a Gold or Platinum Party. There were all these events. Brian made sure I was armed with everything I needed to know about the industry, but he also was such an advocate of introducing me to people. I was always welcome at the table and that was something I’m very appreciative of. He taught me the ropes, he taught me about how to give back to the community and to make sure you’re heavily involved in non-profit work.

When Brian passed away in 2006, it was devastating. Not only to me because I had lost my mentor and my friend, but the bank lost its visionary for the Music Industry, because Brian was the one who created it. I stayed there for five years after that. I felt like if I left, I was leaving his legacy behind, which was really hard. But in walks Martha Henderson, she was an angel who came in and made me realize I could continue Brian’s Legacy working with her at City National Bank as she was the Division Leader for their Entertainment Division. She is in her 40th year at CNB and recently was promoted to Vice Chairman.

She is Ellen Kemp and Brian Williams all rolled into one. She is just phenomenal. She can go toe-to-toe with anybody and win. She’s compassionate. She’s kindhearted. She truly treats her employees and clients great.

Photo: Courtesy of Diane Pearson

You helped Martha start the City National Bank office in Nashville from the ground up. What was that like?

March 31 is when we started. We were in the old MCA building and then we moved into our new office right next door in August of 2011. Nobody had heard of City National Bank 12 years ago. They knew us but they didn’t know City National, so we didn’t have to sell ourselves because people knew who we were, we had to sell the bank.

Again, Martha was the visionary just like Brian was. When we came on board, it was almost like we were taking a step back in time in some way. We like the office to feel like Mayberry from the Andy Griffith Show. It’s a small town, it’s a small community. We want a Cheers atmosphere, where everybody knows your name. We don’t ever want to be “the big bank,” even though we are a big bank.

When was a time that you struggled at the beginning of building the City National Bank office?

I can tell you when it didn’t feel like it was going to be a success. I work a lot with business managers and artists. I always keep up with CMA and ACM Awards and see [which nominees] are clients and who are not.

I always wanted a hundred percent sweep, meaning every on air award winner was a client. The first CMA’s I attended as a CNB employee was hard. That was the year everybody that had been my client won an award.

There was the sweep I longed for but not everyone had made the move yet, it was just like a gut punch. This [had been a goal of mine] my whole career, to have clients in all of these categories. I remember walking out of that award show and Martha Henderson looked at me and said, “Honey, I’ve been through this before. It’s a marathon, not a sprint. Don’t worry they will come.”

She was 100% right. After the first year, I started getting more and more clients.

Photo: Courtesy of Diane Pearson

That’s awesome! When do you feel most fulfilled in what you do?

I feel most fulfilled when I get an artist on the very beginning of their career and [see them] get their first record deal or first publishing deal. Seeing them have a No. 1 party, play their first time at the Grand Ole Opry, or sell out Madison Square Garden. That’s when I’m most fulfilled. Every little step along way. They’re like my children. I’ve got all these kids now running all over the place. What fulfills me the most is seeing them succeed.

Does any particular story come to mind about supporting an artist from the beginning?

Roger Murrah, who owned Murrah Music Publishing, had signed Luke Bryan to a publishing deal. Roger called me and said, “I’m sending this new kid from Georgia over to you. Take care of him, I think he’s got something.” So Luke comes over to my office and we start a friendship.

I remember pulling into my driveway one day and my phone rang, it was Luke. He said, “Hey baby”—that’s back when I thought I was the only one he called “baby”…ha! He told me he got his record deal and I cried. He was like, “Oh my gosh. Are you crying? You’re worse than my mama.”

When he played the first time on the Opry, I was invited to come. I was standing backstage and Luke was walking out on stage. I’m known as the CEO “Chief Emotional Officer”. So someone looked over at me and said, “Oh God, Diane’s getting ready to cry.” Mike Dungan turned around and I was waiting for him to say something sarcastic. He said, “Are you seriously getting ready to cry? I think that’s the sweetest thing. We need more people who actually care about the artists.” It’s like your kid getting on stage for the first time, and then now look at all that he’s accomplished. That’s what fuels me. I love celebrating everybody’s successes.

LB Cantrell
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