An Interview with Director Patti Temple Rocks

by Robert DiCosola

Introduction

Patti Temple Rocks has been a Director of Old Second Bancorp since 2015. She is a member of the Board’s Compensation Committee and IT Steering Commit- tee. She has had a distinguished career in the Advertising, Marketing and Communications space, and has held various leadership positions for some industry-leading corporations.

Her most recent role was Managing Director/Client Innovation Officer for Golin, a global communications agency. Previous career highlights include Vice President of Public Affairs, Brand and Reputation for The Dow Chemical Company, and Chief Reputation Officer for Leo Burnett Worldwide. Currently, Patti is Founder and Head of Temple Rocks Consulting, where she is utilizing her marketing and communications experience and expertise for clients looking for growth, both for their business and of their people.

“Patti, with your many years of experience in advertising, marketing and communications, talk to us about how that experience has translated into helpful perspectives and insights as a director for a financial institution.”

PTR: “My background is certainly different than some of the other directors, many of whom are from the financial services industry. My approach at first was to listen closely to the issues and challenges facing the Bank at the Board level, and then make contributions within my areas of expertise. I think that (Board members from) different industries are very relevant to the overall decision

making because of the different perspectives they bring. For example, I noticed that the consumer challenges facing the banking industry are similar to those facing other industries—how to market their products and services to the Millennial demographic and to Gen Z–the next generation after Millennials–and how predictive analytics can play a role in that decision-making process.”

“When you were initially approached as a possible candidate for Old Second’s Board of Directors, what were some of your thoughts out of the gate? What ultimately led you to accept the directorship?”

PTR: “I was intrigued, to say the least, as one of my long-term personal goals has been to serve on a publicly traded board of directors. I did have some concern about my lack of direct experience in financial services but I also knew that in today’s complex environment, boards are expected to ask questions and challenge the status quo to some extent, and not simply be a rubber stamp. I could tell from my conversations with the Bank’s management and other directors that there were highly capable people guiding the Bank with deep financial experience. I felt confident that I could add something differ- ent and hopefully complementary to what they already had. With that perspective, I was honored to say yes to the OSBC opportunity.”

“What would you say are three of the most critical competencies, characteristics or credentials of an effective Board member?”

PTR: “Curiosity is one of the most important…As Board members, we need to have the capacity to ask thought-provoking and challenging questions. (For example): ‘If we didn’t do that, what might happen?’

“Another important characteristic is empa- thy. As directors, we can add value by considering the perspective of customers and employees. At the end of the day, an unengaged employee base will almost always result in disappointed customers. If we can assist Bank management with insights regarding the overall customer experience, that’s a value-add.”

“The last one would be preparation. It’s never a good idea to attend a board or committee meeting blind, without advance preparation. When I first started with the Bank’s Board, there were a zillion acronyms I had to familiarize myself with, such as the OCC and OREO loans and many others that were simply not a part of my normal vocabulary. I couldn’t pretend that I knew what these were…I needed clarification so that I could be conversant and relevant to the discussion. I am very grateful that my fellow directors were very patient with me as I asked questions!”

“Diversity and Inclusion is an important reality for successful companies these days, including here at Old Second. Can you give us some examples of how D/I played an important role in a company’s success?”

PTR: “Without question, Diversity is essential to a company’s success, but not in a numbers-oriented, quota-based way. And there is no Inclusion without Diversity, and vice versa. In an effort to become more diverse, companies need to be careful to not make inappropriate hires that ultimately become bad hires—and often at no fault of the person hired. A diverse hire who is not on-boarded with care is never going to feel included in the organization. Companies need to take even greater care to make sure they have an inclusive environment to welcome the diverse hires into.

“I also believe very strongly in a broad view of Diversity. It is not simply skin color, gender or sexual preference. The best practice today is a workplace that not only looks different from the outside but is also one that values a variety of experiences and perspectives. For me, personally, I believe it is much more important to value my career experiences and insights as a working mom and a 50+ professional than simply the fact that I’m a female. One example that comes to mind is from the auto industry in the 1980’s…- Ford engineers developed ‘pregnancy bellies’ and asked their design engineers to wear them to understand how to design cars for families—including families with pregnant women. While their intentions were good and they got a lot of good PR for the effort, why not just hire some competent women engineers instead of outfitting the men?

“A workforce segment that seems to be getting overlooked these days, and a particular passion of mine, is the older worker. I’m writing a book that addresses this issue: #I’m Not- Done: It’s Time to Talk about Ageism in the Workplace. We must work to remove the stereotype that some workers lose value and relevance after a certain age.”

“What positive signs do you see going forward for the banking industry? What about challenges?”

PTR: “With the greatly improving economy, the future is looking much brighter for financial institutions. The days of banks being constantly slammed and criticized appear to be over, and trust has been established again. That’s the good news, but one of the challenges I see is providing relevant banking experiences to the generations coming up. Traditional brick-and-mortar banks simply are not an important part of their lives…Everything they do banking-wise is mobile, digital. This is very different from previous generations who still prefer one-on-one, in- person transactions. This will require entirely different approaches to what we offer and how we do it to ensure that the services the Bank provide are valued by all these age groups.”

“What makes Old Second Bank’s Mission meaningful to you?”

PTR: I would describe Old Second’s Mission in one word: authentic. You can determine a lot about a company’s culture if you would just ‘turn off the volume and watch the movie.’ I guess another way of saying that is pay attention to what I do, not just what I say. From my experience, if you did that here at the Bank, you will see an organization that truly cares about its employees, that I’m a female. One example that comes to mind is from the auto industry in the 1980’s…- Ford engineers developed ‘pregnancy bellies’ and asked their design engineers to wear them to understand how to design cars for families—including families with pregnant women. While their intentions were good and they got a lot of good PR for the effort, why not just hire some competent women engineers instead of outfitting the men?

“A workforce segment that seems to be getting overlooked these days, and a particular passion while at the same time being a growth and performance-based culture. Mission statements can’t be just flowery words on a piece of paper. There also needs to be accountability at every level of the organization.”

“Patti maintains a website (pattitemplerocks.com) which includes a number of thought-provoking blogs on a variety of topics. One that caught my eye particularly was ‘Don’t Let the Crush of Work Crush You.’ Would you elaborate on what prompted you to write that blog, and give us an executive summary on what you mean by “Don’t Let the Crush of Work Crush You.”

PTR: “In most businesses the goal is to enhance profitability and to make your numbers. This is especially apparent in the 4th quarter of the year, when the push is on to deliver and capture revenue for year-end, and clients have cash that they need to spend or lose it as the fiscal year comes to close. This makes for a particularly crazy end to the year in the agency business. I’ve walked the halls (at previous employers) and have seen the stress and exhaustion on the faces of employees who don’t have much more to give. I’ve found that in these stressful moments it’s so important to not lose the human factor. Continue to maintain empathy for those around you. When we get super busy, it’s easy to lose sight of simple, every-day courtesies—like being kind to one another and treating each other with respect.

“It’s also important to not get caught up in the stress of the moment and try to maintain a close link to what’s truly important to you. We can and should turn our focus to our customers and colleagues, but at the same time we need to take care of ourselves. I’ve also found that maintain- ing a sense of humor is essential! Being able to laugh is a gift not just to ourselves, but to others. And I believe that makes our work better.”

The Game-Changing Benefits of Predictable Cash Flow

David Mottet , First Vice President—Commercial Lending 

To understand the dynamics of small business management, you need to look beyond your revenues and focus on how quickly cash flows through your organization. Because, if your company comes up with insufficient cash to operate at the end of the month, it really won’t matter that your business’ earnings hit a new high the month before. That’s why you need to keep your eye on your operating cash cycle to get a better gauge on the health of your cash flow.

The Lifeblood of Your Organization

The operating cash cycle represents the length of time your cash is tied up in working capital, including the inventory cycle and the accounts receivable cycle. For most businesses, it takes somewhere between 40 and 60 cents in working capital investment to generate one dollar in new revenue. This is the basic premise behind achieving sustainable growth.

Your growth capacity is determined by your working capital surplus. But the “timing of cashis also a factor. Operating cash cycles are the circulatory system of your business. If cash is not flowing smoothly through the system, the patient weakens. If cash flow stops all together, the patient’s viability is at risk.

Assessing Predictability

To gauge the strength of your current operating cash cycle, ask yourself the following questions:

  • How would your day-to-day operations be impacted if your clients made their payments within 24 hours of receiving your invoice?
  • How would truly predictable cash flow affect the ability of your company to add staff or other resources?
  • How would paying all accounts within five business days impact your ability to negotiate better prices and discounts with your vendors?

If you are like most managers, answering these questions led you to a better place than you are right now. Once you know when you will receive payment, you no longer need to juggle payables and other business obligations. You begin to control your cash flow rather than being controlled by it. That’s where the value of having a predictable cash flow leads.

The Benefits of a Predictable Cash Flow

Business owners typically realize five major benefits from achieving a predictable operating cash cycle.

  1. Reduce managerial stress. Just as with personal finances, a lack of money can lead to stress in a business. You start to worry about your employees just as you would your family.
  2. Build stronger business relationships. Once you take control of your operational cash cycle, you can begin to nurture valuable relationships with both vendors and clients. This can often lead to earning better pricing through prompt payment.
  3. Experience debt reduction. Predictable cash cycles in a business enable you to pay down term debt more quickly, as well as other short-term obligations. In time, your business can become totally debt free, and, as an owner, you become an investment and cash management client rather than strictly a borrower.
  4. Improve staffing flexibility. During times of uncertainty, the last thing a business owner wants to do is commit to paying annual salaries for new employees. Predictable operational cash flow enables you to hire with confidence as growth opportunities arise.
  5. Realize growth in sales. Businesses must have working capital to support expansion. By making operational cash cycles more predictable, one key barrier to growth is removed. Consistent cash cycles provide you with the opportunity to expand your sales more easily, given market demand.

To gain firm control of your operational cash flow and the resulting benefits of predictable payments, Old Second offers business clients access to the BusinessManager® program. This online program allows you to get cash for your accounts receivable deposited directly into your bank account by selling them to the bank at a discount. Essentially, it allows you to quickly turn your invoices into cash, makes your cash flow more predictable and enables you to negotiate better terms from your suppliers. The result is a much stronger operating cash cycle and healthier finances.

To learn more about this game-changing program and the other cash management strategies available at Old Second Bank, contact your lender to set up an appointment. We can’t wait to show you the difference it can make.

A Wealth of Experience

Jacqueline A. Runnberg, CFP®, First Vice President/Wealth Advisor 

When it takes a lifetime to build a legacy, it’s only natural to want it to last for generations, along with the advisor you entrust with it. What many people don’t realize about Old Second Bank is that we are that advisor. Not only are we the largest provider of personal fiduciary, investment management, wealth management, and trust and custody services in the western suburbs, we were also the first. We are literally second to none, having been in the trust business since 1919. In fact, we currently have $1.16 billion in assets under management for our clients (as of 12/31/2017).

Expertise You Can Trust Close to Home

For nearly a century, Old Second has consistently delivered wealth management solutions to the families that formed the communities we all now call home. While we’ve consistently provided a full range of highly personalized solutions, many of our competitors in this area have exited the business over the decades. Many others consolidated into larger banks and, in the process, shifted their services to central locations outside our area. Meanwhile, at Old Second we have continued to pursue our strategy of providing personalized, well-informed and comprehensive wealth management services close to home.

Our wealth managers and investment professionals average more than 20 years of trust and investment experience. We have the depth and breadth of knowledge to provide all the wealth management solutions and services you need while maintaining the balance of personalized services you expect from a bank in your community.

A Common Sense Approach

When it comes to wealth management, it’s a matter of trust, and you can trust us to take a common sense approach that rests on a comprehensive process for delivering services. These services include:

  • Using a financial planning-based approach, we Identify your specific life goals and financial objectives and assessing your current circumstances.
  • Communicating with you every step of the way and listening to what you have to say rather than talking at you.
  • Involving you, your family members, your beneficiaries and your other financial professionals when appropriate and according to your wishes.
  • Investing the time to build a lasting relationship with you and each generation of your family.

Sound Advice

With a seasoned staff of professional wealth managers, we provide advice regardless of where you are in your financial life—from young families just starting to build wealth to those who are planning for their wealth’s transition. Our distinct and comprehensive approach brings a team of credentialed specialists together to provide advanced financial planning, investment and money management, tax planning, estate planning and administration, charitable giving and wealth transfer. Over the decades, individuals and families like yours have placed their trust in our consistently sound advice as they’ve built and shaped their legacies.

Whether you’re in the early stages of building wealth or looking to preserve the wealth you have, visit us here  or, better yet, give us a call at 630-966-2462 so we can start proving to you that we truly are second to none.

The Truth About Student Loans and Mortgage Applications

David M Kozuh, First Vice President Sales—Residential Lending David Kozuh, Vice President—Residential Lending   Things have changed. But, not in the way many potential borrowers think. Many still think it’s harder to get a mortgage than it used to be. Not necessarily. Despite the Financial Crisis of 2007–2008, banks have been helping homebuyers and owners take advantage of the low interest-rate environment all along. Even Millennials, despite their student debt loads, have been getting approved for mortgages. It’s also still possible to get a mortgage with a down payment of less than 20%. And, first-time homebuyer programs that provide money for down payments may even make it a little easier to afford a new home than in 2008. What Has Changed Since the crisis, the process of applying for a loan has improved. Many lenders, Old Second included, have made initiating a loan request even easier, leveraging online and mobile technology for applications, document gathering and communication. But, the biggest change involves the way an application is now processed. It takes longer…much longer. What could be done inside of 30 days in 2008, may now take longer. No home loan lender is immune—we are all subject to the same regulations. And, it’s about to get a little worse. It’s Not You, It’s the New Federal Regulations Whether you are a first-time homebuyer or an experienced homeowner, in the aftermath of the financial crisis there has been a return to the kind of lending standards—operational checks and balances—that most of us have used to apply to loans for decades. Those standards require time to analyze and verify that each mortgage applicant is qualified for and entering into the right type of loan for their financial circumstances. As of Oct. 3, a new rule from the Consumer Financial Protection Bureau, “Know Before You Owe,” will take effect. It is intended to offer additional protection by ensuring you understand the terms and consequences of your loan agreement at closing. This new rule will add a few more days to the closing process for all mortgage lenders no matter how automated their internal processes are. While a degree of patience has re-entered the mortgage process, we believe it ultimately ensures that you’ll gain full advantage of our expertise. Whether it’s a 30-year fixed mortgage, an adjustable rate, a line of credit for remodeling or a refinancing into a 15-year loan that will help you retire mortgage-free, our goal is—as it’s always been—to make sure you enter into the right financing structure.

Student loans are a reality for millions of Americans, many of whom are Millennials with dreams of becoming homeowners. However, contrary to a widely held belief, the two things—student loans and homeownership—are not mutually exclusive. You can afford to have both, even when you use a mortgage to buy your home.

How Student Loans Impact Mortgages

When you apply for a mortgage, the lender will look at your existing debt. That typically includes outstanding credit card balances, car loans and student loans (whether they are deferred or not). We then look at what you are paying toward each on a monthly basis, versus what your make, to determine how much would be left over to make payments on a mortgage.

Generally, lenders are required by the loan programs not to accept an application if your existing debt-to-income (DTI) ratio will exceed a certain level. The last thing we want is to create financial stress by letting you borrow more than you can comfortably afford to repay. However, there are ways to decrease your DTI that can make it easier for you to both afford and qualify for a mortgage.

Manage Your Student Debt

Student loans, especially those that are part of the federal loan programs, tend to have low interest rates and long payback periods. There are also several repayment options available to you to ensure your payments are affordable. Among these is an income-based option, which ties your monthly payment to your income. As your income changes over time, the payment adjusts to what you can afford. For many, this means that they have lower monthly payments in the early part of their careers. That can leave them with enough discretionary income to make mortgage payments while repaying their student loans.

Student loans can also be deferred, which frees up monthly income. Although, when you borrow, we will still consider the loan in our calculations, typically using a figure of 1 percent of the outstanding balance in our analysis of your monthly debt load. However, if you are considering applying for a mortgage through the Federal Housing Administration (FHA) program, your deferment will not be a factor in the DTI calculation.

Other Preventive Measures

Often, the bigger obstacle to qualifying for a mortgage is not how much student debt you have but how well you’ve handled it and how much non-student debt you are carrying. Before applying for a mortgage, it helps to address these factors first.

For instance:

  1. Have a year or more of on-time payments. Know what you owe, when it is due and whom you are expected to repay. Missing payments or a history of late payments will come back to haunt you when you apply for a mortgage.
  2. Manage your debt. Repay credit card balances and establish a pattern of paying them off in full each month. If you are working through an outstanding balance, look for options that might lower your rate and allow you to speed up your payback period.
  3. Carry only your debt obligations on your record. If you have debt but your parents are repaying it or a portion of it, it should be shifted off your record, where it counts toward your DTI, and into their names. Depending on the circumstances, there are a variety of ways to do this. It’s something your lender can discuss with you.
  4. Don’t focus so much on the down payment. There are many first-time homebuyer programs that were designed to make monthly payments affordable, using a low down payment. For some student debt holders, therefore, it may make sense to save for a 3 percent down payment and direct the rest of their discretionary income toward paying down their student loans before applying for a mortgage.
  5. Don’t assume; talk to a lender. We have access to a variety of loan programs and strategies and know which local incentives you may qualify for that would help your cause. As bankers, we are also able to look at your total financial picture for ways to set you up for long-term financial success.

To learn more about your best options for qualifying for a mortgage, whether you have student loans or not, give us a call at 877-866-0202. Let’s sit down and talk about what we can do to help you realize your homeowning goal.

How to Prepare for the Spring Home-Buying Season

William Schumann, 1st Vice President—Mortgage Sales 

William Schumann, First Vice President, Head of Mortgage Sales

William Schumann, First Vice President, Head of Mortgage Sales

Ready to make your move? Whether you are trading up, downsizing or taking your first plunge into home ownership, preparation makes for a more efficient process and, ultimately, more livable results. What you’re preparing for is more than a financial transaction—it’s a purchase that will influence your overall lifestyle.

Choose a Neighborhood

A good real estate agent can help you understand what a neighborhood offers and how it might match up with your lifestyle preferences. There are also a variety of apps you can download to help you get acquainted with an area’s walkability, its schools, and how well it will serve your daily needs.

Determine What “Home” Looks Like

Once you decide where you want to look, consider the type of home you are looking for. Many online listings now have walk-through videos to provide previews. Although, until you start walking through homes, knowing what will feel comfortable may be hard to gauge, especially if this is your first purchase.

Find Your Financial Comfort Zone

Once you develop a feel for your preferences, it’s time to start thinking about what you are comfortable with financially. You should consider where you are today, given your current income and debt levels, and where you expect to be in a few years.

For an approximate idea of what will be affordable, you can take a DIY approach and use the calculators that banks like ours offer to help you run the numbers. However, it’s typically more helpful to sit down and talk to a banker. A banker can also prequalify you, which will improve your understanding of how much of a mortgage you can comfortably afford, giving consideration to both the monthly payment as well as the total loan amount.

Speaking with a mortgage professional also alerts you to any programs you may qualify for. Currently, there are programs with special incentives for first-time buyers. There are also programs that make buying a property that will need immediate fixing up more affordable.

Spring Ahead

Spring is considered the kickoff to the home-buying season. This year, however, there is some incentive for starting to prep for buying a bit earlier.

Recently, mortgage rates increased. The rise was not dramatic, and though additional increases are anticipated in 2017, mortgage rates are expected to remain at the low end of their historical range. However, each increase adds to the cost of buying.

Another reason to start preparing now is that home values in many areas have recovered to their prerecession levels. Realtor.com forecasts that prices in our area could rise another 1.95 percent this year.[1]

For more information on how we can help you prepare for your home purchase, visit us here or call 1-877-966-0202. We can’t wait to talk to you about what we can do to help you make your next move.

Sources:

[1] Joe Kirchner, “Realtor.com®2017 National Housing Forecast,” Realtor.com, posted Nov. 30, 2016, retrieved Jan. 4, 2017.

 

 

A Different Way of Investing

Rich Gartelmann CFP® Senior Vice President/Head of Wealth ManagementRich Gartlemann Bio Picture

More often than not, when people talk about their investments, they talk about how well they did versus “the market” or about how much they gained in a single stock. The problem with measuring performance this way is that investing really isn’t like a sporting event where you keep score against an opponent. The only way you “win” is if you have enough money to achieve your financial goals. If you don’t, it won’t matter that your portfolio beat the S&P 500 Index for 10 years straight.

Focus on Results, Not Numbers  

When asked about their goals, often people will say, “I just want to have a million dollars by the time I retire.” That is a big round number, but is it enough? Too much? It depends on the type of retirement you want and the sources of income you’ll have available to support you.

Similarly, there are many investors who start selling stocks and buying bonds when they turn 65, because they believe that when they hit this age they need to invest conservatively. It may be the right action and, depending upon the current market condition, it may not even be a conservative move. Interest rate risks and rising inflation rates can devastate bond investments at certain points in an economic cycle.

If a person turning 65 today is in good health and still enjoys working, they are probably not ready to retire. Even if they are looking forward to retiring, they need to think about how to manage their assets in a way that will support them for another 30 years.

Match the Investments to the Timeframe

The trick to financial planning really isn’t the math as much as determining the journey. Think about where you are in your life and what you want to achieve next. Then, decide what you hope to achieve after that and, from a financial standpoint, what you wish to achieve in the long term.

The list will change over time, and it’ll be different for everyone. However, it may include things like:

  • Buy a home
  • Earn a graduate degree
  • Start a business
  • Pay for my children’s education
  • Pay off my home
  • Buy a family vacation home
  • Eat out whenever I want
  • Travel more
  • See every professional sports team play a game at home
  • Afford health care expenses
  • Avoid estate taxes for my family
  • Support charitable causes
  • Retire early
  • Just keep doing what I love and not retire

To know what you need to afford what you want requires adding some details to your goals and a timeframe. From there, your advisor can work with you to set a dollar goal and calculate how much you need to save to achieve it, if it is an expense. Your advisor can also help you decide how much you need to invest and how to invest your savings to create enough income to achieve ongoing goals, like retirement.

When it comes to investing, we focus less on the big numbers and more on helping you achieve big results.

For more information on how we approach and deliver goal-driven wealth management services, visit us here or call 630-844-5730. We can’t wait to talk to you about what we can do for you today.

 

Non-deposit investment products are not insured by the FDIC; not a deposit of, or guaranteed by, the bank; may lose value.

Terms of Confusion: Straight Talk About Mortgages

Steve Weber, Executive Vice President—Residential Lending fullsizerender

It’s not you— it’s us, and we apologize. When it comes to talking about home loans, we sometimes forget that not everyone speaks the language of mortgages.

What sounds like code to you, often is—frequently it’s legal code. From 203 (k) loans to TRID, the mortgage process is riddled with references to the legal statures that lead to certain provisions, requirements or types of loan structures. To cope, we just start talking in shorthand. 

Deciphering Our Acronyms

Some of the most used terms within the industry are the hardest to understand. It’s not intentional. We just forget that we can lose you in the acronyms if you aren’t familiar with the language.

For instance…

APR (Annual Percentage Rate)

This is the total yearly cost of your mortgage, which is stated as a percentage of your loan’s amount. APR is not the same as your interest rate. The interest rate just refers to one expense. APR includes the cost of mortgage insurance (if you are paying it) and the loan origination fee or any points you paid. When you compare mortgage programs—or lenders’ rates—APR provides you with an apples-to-apples comparison to determine what will be most cost effective for you.

DTI (Debt-to-Income Ratio)

DTI is a key determinant in mortgage lending. We calculate it for every application. It’s used to qualify you for a mortgage by comparing your total monthly housing expense plus what you pay on your other debt obligations to the total amount of money you have coming in each month. The lower the DTI, the easier it will be for you to afford the mortgage amount you seek and typically, the easier it is for us to approve the request.

PMI (Private Mortgage Insurance)

Just for the record, PMI—which is also referred to as MIP under some loan programs—is the fee you pay if you buy a home with a down payment that is less than 20 percent of the purchase price, under most loan programs. The insurance is not on you, or your home, but on your ability to pay. What that means is that when a person puts down less than 20 percent, the loan is considered riskier for the lender. More risk means the higher the interest rate you are likely to be charged. But, mortgage insurance guarantees that the lender, or whoever ultimately holds your loan, will be paid even if the loan defaults. It also enables us to offer better terms than if you were to borrow without it.

These are just a few of the many terms and abbreviations that may crop up in a conversation during the mortgage application and approval process. As they do, please stop your lender. Call us out on our “secret” language and have us explain what we are talking about in plain terms. It’s your money and your home. You deserve explanations of the terms and conditions related to financing it.

When it comes to home loans, you can find your answers here. Contact us at 877-966-0202 with your questions or if you need an immediate definition, visit our online Mortgage Glossary. We can’t wait to talk to you about what we can do for you today.