20. Retro Strategies for Modern Business Success with Rosemarie Litoff
What makes follow-up so crucial in business? How can relationship driven strategies set you apart? In this episode, we sit down with Rosemary Litoff, a reverse mortgage expert and master of meaningful connections, to explore why personalized follow-up can make all the difference.
Eric:Hello, everyone. Welcome to the Business Boost Hour podcast. My name is Eric Beals, and I am the vice president of BNI Escondido.
Crystal:And my name is Crystal Privett, president of BNI Escondido, and welcome to the single CEU podcast. Today, we have Rosemarie Litoff. Thank you for joining us, Rosemarie. It's a pleasure to have you.
Rosemarie Litoff:Well, thank you for this opportunity. This is this is pretty special what you guys are doing. Thank you.
Eric:Yeah. I'm so glad to have you, Rosemarie. And so I know today before we get into our topic, can you just kind of explain just, assuming the audience doesn't know who who you are, just tell us a little a little bit about yourself.
Rosemarie Litoff:Okay. Rosemary Litoff, c two Financial. I carry around an old telephone receiver because these are the folks I'm looking for. I do reverse mortgages, and I absolutely love what I do. I'm passionate about keeping people in their homes, showing them how to use their home equity.
Rosemarie Litoff:I also volunteer at the Safari Park here in Escondido. And so I work with my folks, 55 to a hundred and five, during the week, and then I get to be with the little children on the weekends. Aw. That's
Crystal:a little bit
Eric:about me. The safari park. What do you like about working at safari park?
Rosemarie Litoff:Oh, because I get to talk to the children, and I don't have to put braces on their teeth or send them to college where I don't worry about meltdowns. But I love being around the little children.
Eric:That's awesome. Yeah. There's a lot a lot of kids at the safari at the the safari park. I've got I've got passes for Safari Park, and it's right around the corner from me, like, ten minutes away. So it's I'm very blessed to have, such close access to the safari park.
Eric:I think I've ran into
Rosemarie Litoff:you if you've done.
Eric:Like, at least at least at least once. At least once. I think a few times,
Rosemarie Litoff:actually. Times, you'll
Eric:see me Yep.
Rosemarie Litoff:My red shirt. Like, I love my other job.
Eric:Yeah. Yep.
Rosemarie Litoff:So
Eric:so today, I know, we wanted to talk about the importance of follow-up. So, Rosemary, tell me a little bit about, like like, why did you pick that topic, and what's and why why is it important?
Rosemarie Litoff:I picked the topic because I am adamant about doing it and presenting it. I still operate in the world of writing thank you notes after someone calls me or does something nice. Or I'll put a date on the calendar, and they'll say, well, we're not ready today. And I'll say, oh, can we schedule this for March? Let let's both look at our calendars, and we'll physically put a date on March 7 at 03:00.
Rosemarie Litoff:Mhmm. And the client will commit to that, and I'll commit to that. So March 7, '3 o'clock, they're gonna get a phone call from me. Mhmm. But it's a way for me to keep in touch, and it just makes my time with the people that I talk with that it had meaning for me.
Rosemarie Litoff:It wasn't just a phone call or a coffee. It was I really learned something from you, and I wanna share that in a written note. Mhmm.
Crystal:And it's so beautiful to receive those notes from Rosemarie. When you go to your mailbox, oftentimes we're inundated with bills and things we have to follow-up with. But then we get this, beautiful little letter from someone that cares about us and we get to open it up. And every time I've received one, Rosemarie, I'm always inspired and it touches my heart to the the old something's really great about the old school. There are some things that we kind of could revert back to.
Crystal:Like, I think that's why they do traditions plus innovation because some of those traditions of sending someone a card that's handwritten, that is priceless.
Eric:Mhmm. Yeah. You know, it it I it's I we kind of are living in this, like, weird, like, technical age with with everything kinda being so so, rapid and but also as, like, social, like, social media. Social is everything is. It's also very impersonal.
Crystal:Yeah. There's, like, hyper growth, So it's hard to keep up with all of it. Yeah.
Eric:Right. And so with those with handwritten notes like that, though, that kind of create that brings back that personal touch. And I think I feel like nowadays, a personal note is in a in a weird way more effective than it even was before because so few people do it now. So when someone does something less, it it it it becomes more. So if you do if you take the time to to do that, it really makes you stand out much more so than than other people.
Eric:That's my that's my opinion on that anyway. I think it it's it I think that makes sense anyways that it would be more effective now. And, I mean, obviously, you should do that from your heart. Mhmm. Not right?
Eric:Not for Yeah. Not for, like, all what
Crystal:I was just thinking. Rosemarie does it when you can tell that what she's writing is some essentially, really what her heart is wanting to say.
Rosemarie Litoff:Yeah.
Crystal:And it's not forced or contrived by any means. And that's what makes it so special because I I feel like there is a, like, a lot of disconnect even though there's this rapid growth happening right now. We're so lucky to be alive, but going back to the basics and just caring for one another and connecting, I love that about BNI. Once a week, we can count on seeing each other's faces. And there's something about the consistency we were talking about just before this about how consistency is so important in our growth.
Crystal:But, taking the time to to make people feel loved and special, what do you think the best value is of of doing that type of follow-up for you, Rosemarie?
Rosemarie Litoff:Well, I include a business card. Mhmm. So they've got my phone number and all my contact information. And people have told me they carry those notes around with them. And maybe it was a bad time or maybe something was going on, and they'll pull out the note that I wrote six months ago and say, see.
Rosemarie Litoff:I still carry your note around with me. But you can't carry a text around with you or an email, so it's something tangible. Mhmm. And for me, that means a lot. Mhmm.
Eric:Yeah. The I you know, the I've, I, I I've kinda built a habit too, though, on, like, taking that that card and kind of, actually, if I didn't take a picture so there's two two habits I've kinda built when I when I receive a card from person. If I remember to do so, to take a picture with the person that gave it to me Mhmm. Like, with them, like like, with me in it. And then, but if I forget to do that, I take a picture of the card, and then I add it into my phone and then their profile picture for that contact.
Eric:I use that card there.
Crystal:That's a great one. Yeah.
Eric:And and that helps me because, oftentimes, someone has their own picture on the card too. So then that helps me, like, remember who this person who this person was. And then that and that kinda gives me the benefit of of of of both. And maybe there's some contact info or maybe I don't quite remember, like, the name, but maybe imagery I remember the card. Right?
Crystal:Or you have 30 Jennies in your phone, and you're like, oh, wait. Which one is it? I I and
Eric:I kick myself in the butt every time I, like, see a name in my contact, and it's just a first name. And I'm just like, oh my gosh. Why did I do that? And so, you know, I use the company set situate, section to, like, write, you know No. Person from church or
Rosemarie Litoff:or whatever, like, something. You know?
Eric:I'm still saying it's not really a company, but, I find that to be be be helpful. But, so so I've been meaning to so one thing I wanna ask, and I just wanna kind of get to this. I've always seen you with the yellow phone. And so if you guys don't know, if you're listening, so Rosemary has this this yellow old school telephone.
Crystal:The old rotary.
Eric:Yeah. And and, you know, think of, you know, that would be attached to the wall with a with with wire and a cable and everything. And so what made you kinda start? Because you've kinda created this as, like, part of your brand image. Mhmm.
Eric:And I think it's a brilliant brand image for you because I've I've never seen anybody do anything like that. And it's also this bright yellow phone, so it really stands out too. Right? What made you get into doing that?
Rosemarie Litoff:I wanted a brand, and I wanted something different. And this happened to be in the garage, you know, with attached to the phone that was on the wall. And I said, oh my gosh. That's perfect. Because when I walk around a meeting or I'm holding it on a Zoom call or something, the people that recognize this and use this as opposed to what we have today, Those are my people.
Eric:Mhmm. Ewell, what's interesting about you picking a phone too is, like, the idea of the word follow-up is literally picking up phone and calling them. Right? So I feel like your brand like, that's perfect for your brand and perfect for this this topic, actually, too. Because I didn't really kind of put that together until just now.
Eric:I was thinking, like, wow. When you, you know, think of follow-up, you think of a telephone. So I I think that's that's a very interesting, branding aspect that I think people do pick up on on a subconscious level. They might not consciously recognize that. But I think they do on a subconscious level, they'll see you and then subconsciously, they'll believe that you will follow-up with them, you know, because after they see the phone.
Eric:Right? Because that just those things go
Crystal:a phone call.
Eric:Yeah. Exact or that. Yeah. They can expect a phone call because her branding is having a phone, basically. And I you know, it's just a I think there's I think there's things that any business we can kinda take away from that with, like, certain imagery, certain associations.
Eric:Yeah. I think it gets, you know, easier said than done, I think, with coming up with that kind of stuff. But I
Crystal:think it's iconic what she picked because it ties so well into because the rotary phones, they've actually showed them to these younger generations, and they don't even know how to make it work. So she's really not only using this as, like, a key element visually, but but also it goes a little deeper to her people. That the people that remember using those phones when we had to go around the corner so our parents couldn't hear the phone calls or, there's just a different it was a different time and it almost gives you a little nostalgia of of a time where things were a little more simple. And I think that ties into Rosemarie's brand too because there even though reverse mortgages can be complex, there's this simplicity that she walks people through just like she follows up. I I know that there's a process that she makes it very easy for people.
Eric:Mhmm. So, Rosemary, what do you do when you when you when you do your follow-up? How what does that look like? Because I you know, if somebody is, you're trying to follow-up with somebody, but maybe they're not calling calling you back. How do you kinda keep track of of all the follow-up that you have to do?
Rosemarie Litoff:Okay. Interesting question. I have a CRM that I take my notes in, and I have you know, I spoke to Jim on this date, and we agreed to call back on that date. So then all that date pops up, and I'll it so it's a trigger to call to call people back like that. Mhmm.
Rosemarie Litoff:So the the CRM guides all of that. And if I'm in the middle of a loan with them, it's got all the transaction information, who who contacted me, who gave me this referral. I'll keep them. I'll follow-up with that person to say, gee, you know, a year ago, you gave me Mary Smith, and now we're moving forward. So I'll follow-up with that person.
Rosemarie Litoff:Because someone gives me a referral, that's pretty valuable. You thought enough about me thinking that this person could use what I have. I want you to know now I won't obviously, I don't share any of the details. I just share that it did look good for that person. We sat in a table.
Rosemarie Litoff:We had their financial planner and their CPA and maybe their children, and we explained this whole process. But it was because of you that gave me their name thinking this would be an opportunity for
Eric:me. So you're not only tracking, like like, when you like like, obviously, the the person that you need to follow-up with, but you're also tracking, like, the association, like, who gave you that Yes. That referral as well. Like, where that person can how you how that person found you, basically.
Rosemarie Litoff:Person found me. Because to me, that's very important. Mhmm. So I and then if if, you know, they wanted their parent to have a copy of some material, I'll put in that I sent them that. So I'm just constantly it's not just I'm not transactional at all.
Rosemarie Litoff:I'm very relationship, oriented. So that's all part of that. Mhmm.
Crystal:And then as far as the cards follow-up, is that something you have structured out as well, or is that just you following your heart?
Rosemarie Litoff:Both.
Eric:So you're just kinda looking at, like, the person. You you because you're building relate so, yeah, you said relation. So you're you're you're you're you you have the CRM to to kind of track everything to kind of help, you know, remind you of things as well too. But simultaneously, along with that, you're building relationships with people. And then you're you're kind of looking at, okay, based off this person, I should write I would I I it'd be good if I write a card about this.
Eric:Oh, this person's you know, they're you're with them for so long, then maybe they're they're having a baby soon or something like that. You might mention something about that. I see. So you're kinda taking that into context on a per person basis.
Rosemarie Litoff:Oh, yeah. Absolutely. The notes aren't, you know, just standard writing. They're they tell me something in the conversation.
Eric:It's more than just writing this person wants x y z. This person is looking for x y z. It's more about the person.
Rosemarie Litoff:The person. I'm very relationship sometimes to a fault, very relationship oriented.
Eric:Got it. So okay. So then can you give I wonder, can you give some examples of some of the things, like make something up or whatever, a fictitious name on, like, some of the things you might write in, you might take notes on?
Rosemarie Litoff:Dear John, it was great speaking with you today. I sure hope it works out that your son gets accepted to the college that he's to the colleges that he's looking at. I I got more information for you when you're ready to learn more about the, goal that you have, which is to take a trip to Ireland to visit your relatives.
Eric:I see. So you're keeping track of all, yeah, all those those aspects. Yeah. I that's I think, yeah, that's such an important aspect to kind of bring up those things. One thing I one thing I sometimes struggle with, and I've gotten gotten a lot better at my own follow-up.
Eric:And, and and but sometimes, if you're following up with somebody sometimes I struggle with, okay. How do I start this I wanna start this conversation. How do I start this conversation? Maybe I'm thinking maybe I think too much of it on, like, you know, if it's like, oh, you know, you know, how are you doing or whatever. Right?
Eric:It was like, how do you how do you kinda start that that conversation? Or is it a matter of is it you know I I find it's easier if you follow-up more frequently with with with with with with somebody. We've taken a while that it's it it's a little bit more awkward to follow-up with someone if it's been a little bit too too long. Yes. Do you have do you have I mean, maybe this isn't even a problem for you if you if you follow-up more more more frequently with people.
Eric:But do you have, any kind of, like, go to go to questions when you follow-up with somebody, go to statements to to or not statements, but questions for people down to kind of, like, like, icebreaker stuff almost.
Rosemarie Litoff:Mhmm. Yeah. Well, we we chatted on March 15, and your goal was to take a trip to Ireland. How are you doing on planning that trip? You know?
Rosemarie Litoff:And, do you still see a reverse mortgage as potentially something that will it be able to fund that trip? And let's see if we can get a date on the calendar.
Crystal:Ah. So when you're leading the with the relationship, the transaction is kind of a bonus, but you really are heavily invested in each person that you work with. Definitely. So the why do you feel like relational is more beneficial to your spirit and how you choose to operate versus the transactional?
Rosemarie Litoff:Oh, that would be terrible. I mean, just doing the transactions, if I can't remember who this person was and this human being that I talk with that gave me their biggest asset to make valuable. I mean, people are sitting with so much equity in their homes today, and they'll walk into their financial planner and say, yes, I've got $2,000,000 in my investment portfolio. But tell god it, I got this house. And it's gone up in value.
Rosemarie Litoff:I'm gonna stay here, and they're gonna take me out of here feet first. That money that's in the walls of that house, how can I use that? And then the it's generally a financial planner, and they'll say, you need to call this lady. Because people today are wanting to age in place, knowing that grandpa could be falling down the stairs any day. Where's the money gonna come from?
Rosemarie Litoff:I wanna stay in this house. I'm not going off to a community. I wanna stay in this house. I wanna bring care in. Where is that gonna come from?
Rosemarie Litoff:Oh, maybe this house can take care of us.
Crystal:And and if you were trying to operate transactionally, it would miss everything that is so beautiful about who you are and and how you represent yourself to the world. So the relational aspect, I can see how with BNI, how relationships that's such a core part of of who we are. What other parts of BNI do you feel like really are in alignment with how you operate?
Rosemarie Litoff:Well, one thing about BNI is the people that are in that group, if it's a plumber or a roofer or whatever the they've been clearly vetted. Mhmm. And I know when I re when I refer out, somebody says, oh my gosh, do you know a good plumber? I've got somebody at my fingertips. And I feel very good about being able to do that.
Rosemarie Litoff:So I love the way VNI teaches us to vet who's coming in our door. Mhmm. That's really important.
Crystal:Because you wanna have relationships Yes. With people you know, try, like and trust. And it sounds like with your follow-up, it's only adding to your credibility of them knowing you, liking you, and trusting you. We've talked about this before in some of the different areas where, yeah, maybe if we need, like, a, a plumber, that that's something that's a necessity. We're probably needing it.
Crystal:There's, like, an urgent need right then. But for a, like, a reverse mortgage, you're probably not gonna take that step unless you trust that person, unless you have some sort of a relationship, kinda like qua with investments. You're not gonna just hand your money over to someone. And also with you, when you build that relationship, if you're genuinely caring about, if they made it on that vacation or if their baby was born or if they won an award, knowing that you're following through those, like, life moments
Rosemarie Litoff:Mhmm.
Crystal:Like, that you're still there with them, I think that really does give you, like, a defining factor because not everyone's doing that these days.
Eric:Yeah. And and what I'm kinda getting at too is is you're really focusing on, like, the the the the reason for somebody to kind of really do do anything. Right? So and and it's I mean, yeah, people will do things because they wanna make more money or whatever it is, but, like, you're kinda getting more down to, like, a core reason why, like, taking the vacation trip and and actually, you know, asking about that, showing kind of interest in them or what interests them, whether it's for their kid or whatever it might be. Right?
Eric:Whatever whatever the reason whatever the reason might might be. And I think if for I think we can apply that to any business. If you can really get down to the reason why for somebody, I think that, you know, it can you can that'll that can really help build your relationship with, with your prospects.
Rosemarie Litoff:Mhmm.
Eric:And not not not saying to do that maliciously or anything like that, but but, you know, do you have an honest heart that should really show interest in in others? Right? That's that's our motto, givers gain. Mhmm. And I think you can also, that that can apply to, you know, showing interest as well.
Crystal:Yeah. It's like she's supporting them to get the results. Because, I mean, we we go to people to get results. That's, you know, essentially her result driven basis. She's gonna do it, but she's gonna do it with care and integrity and in a way that, honestly, because her people are in an older age bracket, that is even more reason for them to want to feel comfortable with them.
Crystal:Because as you, you know, as you get older, there's so many things that change in life, the technology and all of these things you gotta keep up with. I can't even imagine, Rosemarie, like, the amount of exponential growth. I mean, we first had computers in, like, middle school, but the amount of stuff that you've seen change
Eric:Oh my goodness.
Crystal:In your lifetime and your people too. So they've seen all this exponential growth, but, like, seeing the tradition aspect of what you do, it probably is very grounding and comforting to them on a deeper level knowing, hey, this person actually cares. And I know for you, it's not about the transaction. If if it didn't go through, you would still care about that person the same way and still send them notes. Am I wrong?
Rosemarie Litoff:No. You're absolutely right. And then there's the fear factor Mhmm. Of these folks. Many have not adapted to the world of texting, cell phones, etcetera.
Rosemarie Litoff:My college roommate lives in Fresno. We've been talking about our reverse mortgage for years. And she finally said, yes. She says, but I'm scared to death. Because I do email sometimes.
Rosemarie Litoff:I have no clue how to print, how to scan, how to do anything. She said, I'll just send you stuff. I said, no. It's not gonna quite work like that. So and she's up in Fresno.
Rosemarie Litoff:I called the manager of the office depot in in Fresno. And he became my good friend because I said, I've got a I've got a client who's gonna walk in there with a pile of papers, and I need you to scan those and put them in my secure inbox because we don't do email and all the, you know, all the scam stuff that's going on. So I became very good friends with the manager of the Home Depot in Fresno, and wrote him a note as well because he was so helpful because she would walk in with her stuff, and he would, as she said, magically get it to me, and then I could do the loan. And then think about that. She's in her six bedroom house with her cat.
Rosemarie Litoff:She's going to be there forever, and now she can afford to stay there. So how rewarding.
Eric:Mhmm.
Rosemarie Litoff:And she said, oh my god. I don't wanna lose our friendship over this. I said, no. We've been friends since college. This is business now.
Rosemarie Litoff:We will still have our friendship.
Eric:Mhmm. Yep. Because maintaining maintaining that that relationship with people is I think that that's the most important
Rosemarie Litoff:Yes.
Eric:The most important thing.
Crystal:Absolutely. Also going that extra mile to know that she had the little bit of an obstacle, you found a solution. I know you've said in the past, you've had other people that have had, like, a little bit of technology issues. Are there any other, like, kind of bizarre stories or, like, challenges you've had to overcome?
Rosemarie Litoff:Oh, most definitely. People wanna show up on my doorstep. And I have a a postal annex box because I don't want clients coming to my home. So they'll they'll deal with dropping stuff off at the postal annex, which is near me and picking up and those kinds of things. I also have you know, at the end of the transaction, it's so rewarding.
Rosemarie Litoff:I always chat about my, my client that was crying over her gladiolas when I got to her home because she said, oh my gosh. I don't have to leave my gladiolas. I said, no. You don't. I said, you can stay in that home forever.
Rosemarie Litoff:And
Eric:it's so rewarding. What is a gladiolo?
Rosemarie Litoff:Oh, it's a flower. Okay. I'm sorry. I was like, come on. I don't know what that is.
Eric:I'm sure a lot of listeners have no clue
Rosemarie Litoff:what they're talking about. Sorry.
Crystal:I was
Eric:like, is that a flower? I think that's probably a flower. That was gonna be my guess,
Rosemarie Litoff:but I wasn't sure. Garden. And, you know, that was hard. Forget about the fact that they were having trouble, you know, making their property insurance bills. She was concerned about having to move and leave.
Rosemarie Litoff:And I've got a client right now in a five bedroom house, her and her dog, Winston. And she's gonna have to come in with some cash to close the loan. And can they come after me for more money? No. The ones the loan's done.
Rosemarie Litoff:It's this fear factor. It's kind of a big asset, your house. And let's use it effectively. And that's how I slowly lead them down this path. Mhmm.
Rosemarie Litoff:Mhmm.
Eric:So when one so I I'm hearing that you are kind of building a relationship with a lot you're building a relationship with a lot of people, and that's kind of a key that's a key aspect for your your your your follow-up.
Rosemarie Litoff:Yes.
Eric:And so when you when you are are are doing that, are you, like, what kind of what what are some of the things that you are are listening for? How do you how do you, like, ask these ask questions ask these questions to to their people? How do you how do what kind of what does that look like? What kind of questions are you are you asking to kind of to Certainly. Build this relationship?
Eric:And and you have certain like, do you have certain people that you're like, I don't really want to work with this person. Do you have right? Like, what does that look like? And and do you and do you have do you have any ways that you kind of, like, almost maybe not directed, but, like, vetting certain certain certain certain customers that this person is gonna be a pain in the butt. I I know.
Eric:I I don't wanna work with this person. And things like you know, do you what's that look like?
Rosemarie Litoff:I'll get people calling me, and they'll say, I know all about this. My yeah. You know? So and I know you don't need that.
Eric:The know it all.
Rosemarie Litoff:Yeah. The know it all. You don't need that. And I said, no. I don't need that, but the lender does.
Rosemarie Litoff:And I'll capture their birth date because age is a key factor of reverse mortgages. So now I've got the birth date. So I'll be sending a birthday card or a text or something to be able to follow-up. And in that, I don't even talk about loans. I just say, what are you gonna do to celebrate your birthday, etcetera?
Rosemarie Litoff:And I'll do I'll start working with a client, and then it's not going well. And they're they're not giving me but they wanna close, you know, in thirty days. There's no way we're gonna close in thirty days if I don't have your documentation, and I've gotta get the appraiser out there, etcetera. So you've got a date of wanting to have Christmas dinner at your house, but I don't I can't even run your credit yet. It's not gonna happen.
Rosemarie Litoff:And I'll just oh, you can make it happen, or someone else will make it happen. I said, well, maybe somebody else will because that's not going to be me. Mhmm. Mhmm.
Crystal:So setting proper expectations.
Eric:Mhmm. Yeah. So setting so setting the right expectation, like, be beforehand, and and that will either I guess, that'll, reveal people
Rosemarie Litoff:kind of Yes.
Eric:Right, who they are. If they're, like, you know, if they're all, no. That's not fast enough or whatever it might be, then that kind of access then for you, anyways, access a a, I guess, a red flag for you, it sounds like then. Yeah.
Rosemarie Litoff:Also, there's so much negative still out there for so many years and so many myths out there about reverse mortgages. And my uncle had this and my aunt had this. And I'll say generally, are we well, let's put it this way. Statistically, we have statistics that show that ninety eight percent of people that have a reverse mortgage are satisfied if it's been explained correctly. So we also have the the myths of the bank's gonna take my house.
Rosemarie Litoff:No. Bank's not gonna take your house. You keep your property taxes current. Keep your property insurance up to date. Keep your HOA up to date.
Rosemarie Litoff:Bank will not take your house. No. You won't have to come in with more money. I've done hundreds of these now. I've gone back to school to get a an advanced designation that only 2%, 2% of the population have.
Rosemarie Litoff:But I was determined if I'm working with somebody's most likely biggest asset, I'm gonna know what I'm talking about, or I'm gonna have sources to be able to go to. So you can have confidence. And, oh, by the way, your banker is the one that told you to call me. They had confidence in what I could do. Oh, but, oh, but, oh, but.
Rosemarie Litoff:And I'm thinking, this isn't going well. And, you know, I'll why don't you call me when you're ready?
Crystal:So you're still kind of overcoming some stigmas that are in your industry that maybe kind of negatively impact you a little bit? And,
Rosemarie Litoff:it's about trust. Mhmm.
Eric:Mhmm. So I see. So you you you wanna so you really have to build that trust up too so that way to even overcome kind of the some of those those those negative Objections. Those negative objections. Yeah.
Eric:It it, and I think I think the, you know, I I've I've come across some people even in in being, just out and about. They're like, oh, you know, BNI doesn't work. Whatever. I was like, really? Why does why why do you think BNI BNI, doesn't work?
Eric:And they're I talked to one person. They they were they were real estate agent actually too, which was kinda wild. Yeah. I know. I was like I was like
Rosemarie Litoff:I was
Crystal:like golden goose.
Eric:Yeah. And I was like I was like, wait. So you you joined the BNI chapter and and, they're like, yeah. No. It just didn't it just didn't it didn't work for me at all.
Eric:Like, it was I I think it it doesn't work. I was like, you're kinda like the main one of the main markets for in a BNI chapter. And then, you know, you know, I wasn't really equipped to, like, really defend BNI in that instance, but, you know, I definitely encourage them. I was like, you should join another chapter because it's like, you know, that person kinda find one Sigma. Yeah.
Eric:And and because, you know, the experience one person has with something, is not necessarily the experience that you'll have with something. Right? That's why I think you kinda have to take everybody's what what everybody says with a certain level of grain of salt. And then if you have more trust, though, now you take that with even more you know, you you you you you trust that that person says more so if you build that trust with them.
Crystal:And there's a lot of variables. Were they putting in the effort? Were they showing up on time? Did they have a small chapter that was, like, struggling? I know for us, we have a thriving chapter, so that's gonna be a little bit different when someone comes in and hears all the hustle and bustle and sees all the hugs and people building the relationships, like Rosemarie.
Crystal:Like, we have a whole group of that. And that power is so bonding and unifying because a lot of sol entrepreneurs are solo. It's that solopreneur thing, and it can get a little isolating. Yes. It can be a little daunting.
Crystal:So having your interactions with your clients, like, those are also an extension of your network. But Absolutely. I would ask you, Rosemarie, what are some green flags? Because we've talked about some red flags from clients. What are green flags that, you might look for in a client?
Crystal:Like, what are keywords that you might pick up on or you're like, oh, this is a this might be a good fit?
Rosemarie Litoff:I have a very recent client who was a referral from a BNI member, and she lives with mom. Mhmm. Mom has dementia. And they have two bathrooms in the home. One bathroom is completely shut down.
Rosemarie Litoff:Okay? Cannot use it. And she's living with mom. She's caregiver there as well. So that's definitely and her home is worth this.
Rosemarie Litoff:She currently has a reverse on it, but I say, oh, let's look and see if we can refinance that. And sure enough, we can. So I was on the phone with the brother and the sister and this and all the people. And so that's a green flag to me to say, Yes, I can help them and make this house comfortable. Mom's not moving, especially with her condition.
Rosemarie Litoff:Let's make that house comfortable.
Crystal:That's the biggest thing I learned about, reverse mortgages that from you and the commercials that you've given, is about how the family can still take over the home and not, it can still go generationally into the family. I didn't know that about reverse mortgages. I was like, what happens to the property at the end? Do you wanna elaborate a little on that? Because I don't I think that could be one of those misconceptions.
Rosemarie Litoff:Of course. The property, the property stays the title stays in the name of whomever it's on, it's on it's in. If there's a if the person is incapacitated, there's power of attorney. And then the who's ever on the power of attorney will be signing the loan documents, etcetera. So the so when the home when the when the owner moves out for more than twelve months, and it doesn't have to be a consistent twelve months, but say they're in skilled nursing, and the home is still in the name of the of the owner, but they're in that skilled nursing for more than twelve months.
Rosemarie Litoff:And somehow the lender will find out, and then the home is sold. Or who's ever in the trust will say, no. No. No. No.
Rosemarie Litoff:We don't wanna sell this house. We're gonna refinance it and purchase it, or we're going to purchase it. And when they purchase it, if it's generational, they can purchase it at 90% of value. So the home will stay in the family. But someone could take a trip, go off on a missionary trip for six months.
Rosemarie Litoff:That's fine as long as the primary residence is still the address on that. And then every year with the reverse, they get a notice, an annual occupancy card they have to sign that that is still their primary address.
Crystal:And they they can add additional names to that, right, if someone else is living with them? Like, say, a granddaughter is living with them and they wanna be on it, can they both names be on it? Or
Rosemarie Litoff:you don't want that because, again, age is a huge factor in reverse. So you got grandma at 80 and you've got a granddaughter at 20. The lender's gonna take grand granddaughter's age to figure out how much money the is entitled, obviously, we want the higher age because it's all based on that age factor.
Crystal:That's why you're the expert. Yeah.
Eric:You know, so I I was thinking about this. The the other day, Crystal and I went to a, a a meeting, and the guy's name is Bill Bill Walsh. Bill Walsh. And, he mentions something, and and I'm and I'm kinda kinda putting this together. He mentioned something about, like, to do volunteer work, actually, because it and and the reason for that would is just to kind of show that, you know, that that you're you're willing to give back, basically, for nothing, basically.
Eric:Right? And, you know, I I was thinking you work at the Safari Park as well. Right? It it's it's revealing of of of what kind of person you are when when when you volunteer. And I see that here.
Eric:You know, you you work at the Safari Park, but then you're you're also truly focused on the person. You're focused on on developing a relationship with them and what they are what they're actually looking for. Right? What they actually want to to gain out of the product that you that you, can offer them. And I think, you know, that that's kinda tying this into to, b and I.
Eric:I mean, I think, you know, I'm wondering about if what would happen if, like, b and I roles were not volunteer?
Rosemarie Litoff:Mhmm.
Eric:What if they're all paid? Every single one of them. Right? Would that be would that be a positive? Would that be a negative in in in ways that we maybe can't see?
Eric:I don't know. It's an interesting question that just kinda came to mind. If if if
Crystal:If the intention behind it would change, like, the motivation for the money versus, like, the motivation to just help
Rosemarie Litoff:Serve.
Crystal:And serve and step up.
Eric:Right. Because with that would would if if b and I roles of of any of of of any level I mean, obviously, we have to make money to make a living. Right? But, I'm wondering if, like, if b and I roles were all paid, would that kind of would would people be taking those roles for the wrong reasons now?
Crystal:More transactional versus relational. Yeah. It I mean, there that's a great point. I don't know if we've ever really thought about it or brought it up as much, but maybe there is something to be said about by not paying someone, having someone really step forward that cares. Like Rosemarie, she doesn't have to go to the safari park on the weekends, but look at all those smiles and lives' faces, the little, like, children's, like, happiness that can kind of remotivate her by her giving back and, that reciprocation of a care for one another.
Crystal:It it's really a beautiful thing that when done properly, it's probably one of the most effective tools, as a as marketing and branding is to the the consistency of knowing that someone cares about you. Yeah.
Eric:It's definitely like a long like, a longer term Yeah. Approach. Right?
Crystal:Yeah. Long term game.
Eric:Long term game. Way long term. Right? But, I I I think it's, you know, I think the I think I I I a lot of people listening would would love to get paid in volunteer roles, but then I'm wondering if okay. Well, maybe what what are students that would be good in the short term for a lot of people, but I'm wondering maybe in the long term, it's not.
Eric:Right?
Crystal:Yeah. Kinda like this podcast. I mean, this is a volunteer, role that we're creating, but we're creating platforms for people that we care about. Now Rosemarie, we can share what a wonderful person that she is with the world because if you've had never met Rosemarie, she will light your heart up. It it's so wonderful, being part of her world.
Crystal:So yeah. But having this podcast is something that we kind of got inspired to do or we're not getting paid for it. But I would highly recommend if you like this podcast, if it's a platform that is intriguing to you, reach out to Eric. I mean, the reason we're doing this is for exposure and to support other people. But like you said, deep down inside, I'm sure you'd love to get a call from other people wanting to share
Rosemarie Litoff:Mhmm.
Crystal:Their voices with the world. So, I think it's great when you do lead from your heart because then you always know that you're operating from integrity.
Eric:Yeah. Oh, %. And and, you know, it it's I think the people want to work with trustworthy people.
Rosemarie Litoff:Yes. Right?
Eric:And so I think but sometimes it it can be challenging to find those trustworthy people because, you know, some people are are really, really good at their job. Right? There may be phenomenal salespeople, but then, you know, maybe as soon as you dig dig down and deep into them, you kind of learn, like, oh, this person just wants money or whatever. Right? But maybe you don't really initially can't, see that.
Eric:But maybe the volunteer position, like, okay. What does that maybe that's a good question to kind of ask ask people. Like, oh, well, you know, from maybe from a even a customer standpoint too is is, you know, what kind of volunteer stuff do you do? Mhmm. You know?
Eric:And then if they don't do anything, maybe not saying this is, but maybe that could be a flag of some kind. They do nothing. Okay. Maybe they're so focused on money that anything that comes up, they won't do. Right?
Eric:And so I yeah. I think that that could be a good way to even vet people into your own chapter potentially, you know, because we we want we always want to have people with really good integrity. That's I know when we're vetting people, we wanna make sure that they have good integrity. And
Crystal:And like you said, sometimes people can seem like they have good integrity, and it's a little bit hard to see through. But when the when you are in a group like this, what's neat is you can see multiple people interface with that person, and then eventually their character does shine through.
Rosemarie Litoff:Yes.
Crystal:And that's why I think our chapter has a lot of people that have longevity in the chapter. Yes. Because when you do have that, it kind of attracts more of it. And then if someone comes in without that same integrity, it's like, something's off here. Like you you've done an only receiving and you never gave back to a single person in the group.
Crystal:That's like a red flag. Because in the group, you wanna be you won't we wanna have givers. We wanna have people that are gonna take the initiative to send a card, not because they have to, but because they genuinely care about that person and they want to see them. They you don't even get to see the smile on their faces when they open the card, but I'm sure that you know that it makes them smile.
Rosemarie Litoff:Oh, they'll call me, and it said it made my day. Or, you know, I've got BNI people, special, that I wrote them a card two years ago. See, I'm still carrying it around with me, whatever you said. So one thing about BNI that I was attracted to many years ago now was the fact that it was started, I'm gonna say, more than thirty years ago. I think we're at 40 now.
Rosemarie Litoff:And when you look at the way BNI is run today, forget any about that it's all technical. I mean, obviously, there was not that. But the way the meetings open, the way that the words that are said, all the the the structure, the testimonials, you know, all of that, that structure has lasted that many years. What does that say for BNI? One major change to me, it was major.
Rosemarie Litoff:I was vice president years ago, and we got we didn't get compensation, but we got I think six months of our membership was paid for or something, and they pulled that. But it's interesting to see people are still stepping up to volunteer, and it makes it for volunteering to me is I wanna serve my community in some kind of capacity.
Eric:Well, that's kinda why I kind of, like, brought that up, part of it because it's like, you know, yeah, it'd be great to kinda have the membership, but, like, okay. I'm wondering if is that I don't know. Maybe we maybe at some point in the future, we can we can have, we, you know, we have somebody like Ed or Ray on. Maybe you can kinda chime in on chime in on this because I know that there's a lot of behind the behind the scenes stuff. Mhmm.
Eric:And maybe they found that, hey. By by not having this, we actually find that there's better people Mhmm. For these positions. Mhmm. And overall, everyone in the long term
Rosemarie Litoff:Steps up.
Eric:Yeah. Everyone, like, benefits from it more so Yes. Than than than taking the, the, you know, six month Whatever it is.
Rosemarie Litoff:Whatever that
Eric:was. Right. And so, you know, it's something I haven't I hadn't I haven't thought of that before, and so that's why I'm kinda bringing that up. It's a very interesting thought. And so I'd love to, at some point, maybe some maybe one of the listeners, like, has some insight on this.
Eric:And, maybe in the future, we can have them on to kind of, like, you know, expand on that. But, I think, you know, it's an interesting concept, and, I think it it, overall, you're gonna everyone will benefit from that.
Crystal:Yeah. I'd I'd even love to get Ivan on here. I mean, we'd I'd love to hear some of his feedback. I twice now, I just met another person. Who was it?
Crystal:The other day that knew Ivan oh, at my at the, Bill Walsh dinner. The lady I sat next to, Marie Diamond, she's great friends with, Ivan Meiser. She was actually going to dinner with him, like, two days later.
Eric:Oh, wow.
Crystal:And that's happened to me twice now where it's like so close, proximity to these people that have, great influence and power. But also what Rosarie said, like, as that BNI has scaled, they've done it in such a way that they've held on to the integrity.
Rosemarie Litoff:Yes.
Crystal:And the relationships are still a very key part of BNI, which is is so beautiful.
Rosemarie Litoff:Mhmm. Yes. But how many organizations have survived forty years?
Crystal:Yeah.
Rosemarie Litoff:And using the same principles. Of course, like I said, adjusted for all the technical stuff that wasn't there, but managed to survive.
Crystal:Yeah.
Rosemarie Litoff:You there aren't many. Mhmm. So, obviously, it works.
Crystal:Yeah. And, obviously, we're thriving. I mean, they even did the new thing if you've been on the app lately where they've got, groups. So if you're part of BNI listening to this, there's a business boost hour group Mhmm. Where we actually announced before you came on that you, were going to be on here.
Crystal:So we're we're trying to explore some of these new outlets that we don't even know the, capability or capacity yet. So it's kind of neat to get to grow with them Yes. As well.
Rosemarie Litoff:Yeah. Very exciting. It's, I've dropped all my other networking except this. Mhmm. And the folks that come in, in our years ago, we called them the cowboys.
Rosemarie Litoff:They'd come in, take a bunch of business cards, and, you know, they're just in for the transactions. Those are not the people we want. Yeah. When you come into our room once a month, there's hugging. There's families.
Rosemarie Litoff:There's people that take trips together. Right? Groups, people. I mean, it's become family. And that's who the people when I need something, that's who I wanna trust.
Rosemarie Litoff:Mhmm. Mhmm. So it's it's so powerful what goes on in our in our Zoom rooms and in our, actual physical rooms. Mhmm. Very powerful.
Crystal:I was in one of those networking groups with you that Yes. We both kind of have kind of, a little bit, distanced ourself with. I I just find that the structure of BNI actually is more beneficial. One of the networking groups we were part of is wonderful for, like friendships, but I just was never able to dive deep enough
Rosemarie Litoff:to
Crystal:where I really felt connected in that group. And I, I, from day one, I felt totally different in BNI because there, there is a little bit of the structure that makes it repeatable, consistent. You you can count on it. And and by having the same amount of time to present each week and knowing that there'll be two different people presenting, now we're gonna change it up every Of course. Course in a while.
Crystal:We just did a speed networking event this last week, and it was fun to change it up. But there's a structure that allows us I feel like do you think that's helped us scale?
Rosemarie Litoff:Absolutely. Absolutely. Yeah. I think, the whole COVID when we shut down and went to the Zoom thing and whatever had an effect. Mhmm.
Rosemarie Litoff:You know? But our numbers are coming back. The in person now when I think of how in the heck did I get up every Wednesday morning and get dressed and put on makeup and and get get, you know, you kind of now and a lot of people that I talked to said if it was in person every week, they wouldn't be a part
Crystal:of it. Yeah.
Rosemarie Litoff:Because I think that whole COVID changed.
Eric:Yeah. Well, as you know, that that it's interesting because it it it goes because I feel the same way too. It's like it's like, oh, man. It's such a relief sometimes, you know, where and I and I I live, like, five minutes from where where where we meet, so I have nothing to complain about. I know some people were driving forty five minutes and such too.
Eric:And and that was every day too when it was just in in in person. So we're we're a hybrid chapter. And, and but I I kinda wonder too, though, is, like, you know, finding the people that are willing to kind of commit. There's an overall more commitment to going in person. And, you know, the I know I love our in person meetings.
Eric:Like, they are a huge refresher. Mhmm. It's a weird kind of almost like, I guess, a pros pro and con aspect of of of, of the in person for and the hybrid and the online, I mean. Because, like, when you're when you're online, I think that there's just a natural less of a connection you you have with people. Yeah.
Eric:Right? That's one of the reasons I I know when we when we were starting this podcast, you know, I specialize in doing online podcasting. Like, like, remote podcast has its pros. Also has its cons, though. It's harder to kinda connect with people.
Eric:It's harder to have the the ambiance and and and vibe that an in person
Crystal:Yes.
Eric:Anything will do. Mhmm. Right? That's one one of the reasons we're doing, we're we're actually doing this podcast in person is just it helps with the connection. It just creates a vibe.
Eric:It it it has a different energy. Yes. And, you know, that that energy is it it it's hard to it's hard to maintain that on, online just purely online.
Crystal:Yeah.
Eric:Again, it has its benefits, and it's and, you know, I feel like from what because I when I first joined our chapter, I it was about, I joined February. So just before Mhmm. Just before COVID. Shut down. So I was in we were so I experienced a little bit of the in person.
Eric:Mhmm. And it I feel like that since we've gone to to hybrid, the in persons are, like, extra special. Yeah. I think there's more energy at that one in person Mhmm. Than every single week.
Crystal:That's a great point.
Eric:That's a good point. It's more special.
Rosemarie Litoff:Yes.
Eric:Right? We only do it once a month.
Crystal:Looking forward to it.
Rosemarie Litoff:Oh, yes. Yeah. I
Eric:mean, that's why when we did the speed network, like like like this year, January 1, we we normally wouldn't have two weeks off. Right. But we did that because, you know, who wants to
Rosemarie Litoff:go to a networking group on January 1? I don't want to.
Eric:I have to write a bunch of Yeah.
Crystal:Money absences or whatever. Right?
Rosemarie Litoff:I don't want you
Crystal:to have to track
Eric:all that. Be the bad guy with that. Exactly. And so so we kind of it was, you know, a freak thing where we took two weeks off. And, you know, that's why we did the speed networking on January 8 because, you know, I was like, this will be phenomenal energy.
Eric:And it was energy was phenomenal.
Rosemarie Litoff:It was.
Eric:And, and so, you know, I don't know what's, like, the best the best format. I think it's gonna depend on the person, what they do
Rosemarie Litoff:their team and the
Eric:and the chapter and the community. Mhmm. So, you know, there's a certain level of, like, you really have to make sure that you can connect with just the culture, I guess Yeah. Of the chapter.
Rosemarie Litoff:Well, and
Crystal:if you have a 12 person chapter, there's a little less logistics. When you have, like That's
Eric:true.
Crystal:45 plus people, it's different to manage it. And I think there is a sense of, like easier to maintain, like you said, the scalability. When you're doing it once in person, it's very special. But the other the other three weeks, it allows you to still be able to do your regular work, but still stay connected.
Rosemarie Litoff:And the same format and everything else. It was interesting right after when we went back after COVID and we opened up, my comment was because we see you see people in their little boxes on Zoom, and everybody's the same height. And all of a sudden, I walk into the room, and there's people that are this tall and this tall and this and and you we didn't know that because everybody said it was in their little box. So it was kind of interesting at the in person, you really saw that person as opposed to in their box. Yeah.
Rosemarie Litoff:So it was the the height thing was was a big factor.
Crystal:Oh. Yeah. Yeah. I know.
Eric:I I I think when I it's like I after I kind of became VP, I started kinda wearing, like, a suit just dressing up a little bit more and, like, a few people, like, didn't even recognize me for, like, a split second. Like, they they were, like, about to shake my hand, like, to introduce themselves. Mhmm. And, you know, if but if online, I've had the same setup and stuff too. So there's a there's that that recognition with that.
Eric:But, you know, I think, you know, the in person, you have that different you have that that different energy and kinda, I guess, kind of circling back to the relational side, side of things. It it, I think finding the the the right chapter that fits your culture is super super important. And I don't know how we I don't know how we kinda got on that culture aspect, but I guess just due to you, your fault the way you've kinda followed with the relationship stuff.
Crystal:But helps you create better relationships because following up and following through when you have a relationship is, ultimately the foundation, because that means that person will know that they can count on you, that you're consistent and that you're doing it because you care, not because of a transaction. So I think I think the relationship and the follow-up kind of merges together because it helps solidify the relationship and, proves your intention versus saying, oh my gosh, this person just wants my money or they they want my house or, it's it's just a different like you said, the in person meeting has a different vibe. When you can tell where someone's operating from their heart, you can feel it.
Eric:Oh, absolutely. Right. And that's not to say our the online doesn't have have connection actually too. There there's a lot of very positive energy in, like, the chat, which for example, like, we love the chat. If you guys if you're if you have a chat and you're not utilizing the chat, you should be Yes.
Eric:Within reason. There's there's there's there's sometimes it can get out of hand. During presentations,
Crystal:you should be respectful. Yeah. Right. Right.
Eric:It it can get out of hand. But but, you know, if you don't have a chat, it it it really just severs that relationship aspect of it. Right? Or if it's all business, like, only contact info or whatever, like, that would be too it would just sever it.
Crystal:I can almost always count on Jason Kalinski making me laugh every meeting in some way. Yeah. And I'm so proud of Doug for being able to get onto the Zooms. Yes. I mean, how old is Doug?
Crystal:Eighty. Eighty. So, we have an 80 year old member in our chapter who is able to manage the technology because he loves our group so much Right. That he pushed himself to learn. I mean, I don't know many 80 year olds that join Zoom.
Crystal:Once a three times a month and that can run their own presentations. Like, I'm really impressed
Rosemarie Litoff:with him. It's very impressive. Very, very impressive. So it's all the the idea of when we went on Zoom, three weeks, one week in person, the idea was, well, now you're not committed to driving to the meeting and, you know, driving home or to your clients or whatever. Maybe use that time for an additional one to one and an in person one to one so you can get that in person.
Rosemarie Litoff:Because at the meeting and even during the eight minute presentation, you don't really get to know that person. Yeah. But you sit down for an hour. I sat down, yesterday with a with one of our newer members, and it was fabulous because I learned so much. I can't learn that in a eight minute presentation or in a thirty second commercial.
Rosemarie Litoff:But when you really get to dive deep so have so the positive of the having the Zoom is once a week, take someone out and do that face to face.
Crystal:Yeah. Great. That's a huge, wonderful suggestion.
Rosemarie Litoff:Yes. It works really well to get to know. So when I refer that person, I'll also get a call from clients that say, oh, you were so good when we did the loan. Do you also know a good fill in the blank? So that constant, you know, being used as a resource to me is very important.
Rosemarie Litoff:Yeah.
Eric:It makes you a better referral partner.
Rosemarie Litoff:Right.
Crystal:It adds value to you and your clients as well.
Eric:Mhmm. Mhmm.
Rosemarie Litoff:So that's, that's all good. So I'm, you know, I've been like I said, I mean, I'm sure it's more than ten years, been involved in BNI. And just people say, you're still doing networking at your age? And this and that. And and no.
Rosemarie Litoff:Do I get a lot of business from BNI? Absolutely no. Because I always say I'm not like the person that fixes cars. Someone's always gonna need their brakes fixed. You don't need a reverse mortgage every day or know somebody that does.
Rosemarie Litoff:So it's completely different. Yeah. But that part of it and the relationship part of it is huge. If you're the right person for b and I, you've got you've got to commit. You've got to go through our structure.
Rosemarie Litoff:Maybe it works, maybe it doesn't. But and the also, when someone joins our chapter, I don't even judge till about a year because you see where they are at a year. Were they in to just be a cowboy and get all the, you know, thinking it's that's those we don't want those people. Mhmm. That's not our our chapter's culture.
Rosemarie Litoff:Right. Mhmm. Yeah.
Eric:No. I think that's yeah. You gotta you gotta have that that that givers gain mentality, which is naturally gonna lead to building building relation. Those things go they go hand in hand. We don't say, like, building relation.
Eric:That's not our motto. Right? It's not building relationships. But the the nature of givers gain has to involve building relationships. Right?
Eric:You have to have that that that desire for that. And so I think, you know, that's that's I think that's one of the reasons BNI has been successful for so for so long is is because it's it's sourced from that.
Crystal:Core values.
Eric:Yeah. It's part of the core value. It's sourced from that. If it was if it was sourced you know, if it was I think if it was sourced from, like, the motto was something along the lines of, like, you know, building businesses for the future, whatever. I don't know.
Eric:Some some something like that
Rosemarie Litoff:where it
Eric:was really focused from a from a transactional standpoint. I don't think it would still be around. Right. It wouldn't survive.
Crystal:And we track our our referrals, and we track our money because it's helpful and beneficial. But like Rosemarie said, that's not what motivates us.
Rosemarie Litoff:Mhmm.
Crystal:But it is helpful to look back and say, oh, I referred this person or now this person worked with me, but I think I could, like, maybe send them to another, person in the in the chapter. And by building those relationships, you can learn like, okay, that person was to Ireland. Like, do we have do we know someone who's a travel agent? Exactly right. Yep.
Crystal:Yeah. So it keeping keep diving a little deeper as you go.
Rosemarie Litoff:And you have confidence in the people you refer. Because, you know, even even say we don't have a travel agent in our group, but I can go on b and I connect, and I say, oh, there's a travel agent here. I know they've been through the vetting process. You'll have good luck. I'll call that travel agent in another chapter and, you know, sort of feel them out, and then I'll make that connection.
Rosemarie Litoff:Yeah.
Crystal:That's a good reminder for people to make sure they have their app up to date. Because when you are looking in for different people from different chapters I know, Eric, you've done this for family members, in different states. If they have their information filled out, it's a little bit more likely that you feel more comfortable to refer them. So just a little homework assignment. If you're watching, make sure that your, app is up to date.
Eric:Yep. And they made that easier now, actually, because the new interface actually shows, like, a percentage and such to how much you've got done. It kinda guides you and and whatnot too.
Rosemarie Litoff:They've
Eric:Well, I'll I'll probably go over that in a in a in a tech tip at some point. But, yeah. So, Rosemarie, so if somebody is looking to get in contact with you, like, they they are maybe looking to do, like, a reverse mortgage or something, how would they best do that?
Rosemarie Litoff:Okay. Well, I've got a a little phone over here that I will. I'll pass on my little phone to to others if they wanna duplicate what I have. So I use it, to get to give away my contact information. And when I when I designed this, I said, well, I'm not gonna put my cell phone on there.
Rosemarie Litoff:There were no cell phone numbers on rotary telephones. So, my phone number is (805) 657-0432. And that's a cell phone that I can be text used used to text on. My website is rosemaryreverse.com. And on that website, I've got about 15 different whiteboard videos that address different subjects of reverse mortgage.
Rosemarie Litoff:So it's got a lady running around with hair like mine, and she's using a whiteboard, and they're literally two minutes long to explain some of the tenants of reverse mortgage. So that's rosemaryreverse.com. Or my email, which is a little more complicated, is capital r and then Litoff, my name, rLitoff@c2financialcorp.com. Litoff is l I t o f f. So that's me.
Crystal:Reach out to Rosemarie. She's a delight.
Eric:Awesome. So thank you guys so much for watching and listening to this episode. If you got value out of this episode, share it with a friend. So that's one of the ways that we grow this show. And especially if somebody, is working on their follow-up, maybe even is, you know, maybe doesn't even fully under understand, like, ways to kind of, like, help with this.
Eric:And, you know, the the importance of building that relationship, really helps with the follow-up. So if you know somebody who maybe needs to work on building relationships and getting to the core value of of of of behind a person, of what they're looking for, this could be a good episode for them. So share it with that with, with them, and I'm sure that they'll be very grateful you did that. So thank you so much for listening, and, we will see you in the next episode.
Crystal:And don't forget to log your single CEU.
Eric:Alright. Thanks, guys.
Crystal:Thank you for joining us for the Business Boost Hour. My name is Crystal Pravette, and this is Eric Beals. Thank you for joining us, and don't forget to document your single CEU. See you next time.
Eric:See you in the next episode.
Creators and Guests
