Transcript for "End-of-Year Fundraising and Stewardship with Blackbaud Raiser's Edge NXT®": Hello, and welcome everyone to this Blackbaud University webinar on end of year fundraising and stewardship using Blackbaud Raiser's Edge NXT. Very glad to have you all here with me today, and I really do appreciate you all joining in. I'm taking the time to learn more about how you can use this software solution to power your organization's end of year success. My name is Matt Connell, and I am a Blackbaud University instructor. Very proud to have been with Blackbaud for eleven or so years at this point, and very proud to be joining you, from Philadelphia, Pennsylvania, my hometown, where BBCon is going to be hosted in just a few short short weeks, where I hope you'll be joining me for BBCon, but also BBU day. Before I joined Blackbaud as an instructor, I was a lot of things in the nonprofit world. I've been a fundraiser, been a database administrator and manager, I've been an executive director, and I've spent my share of end of year cycles, making sure that my different teams, my missions, were prepared and ready, to go live and make sure, that, well, we were connecting effectively with our donors, with our supporters, and the communities that we were serving. I'm so glad that you can join me here today to talk about this really important topic, and also that you're joining me here in the September, as opposed to right at the end of the year. Because when it comes to end of year preparation, or end of year success, preparation is key and, wanna make sure that you have some good tips, some good ideas in mind, and a good discussion to build from to make sure, that your organizations can succeed and that you can approach that end of year with a little less stress, on your shoulders. But speaking of preparation, when it comes to our discussion here today, while I hope that you came here with your curiosity and with your insights, maybe your own tips and tricks for end of year success for your different teams. This discussion is being recorded, for audiences to participate with later, and as such, our question and answer is going to be, not taken live as I am discussing these different ideas, but instead, bumped to the end of our discussion. That said, we do have a very helpful group from Blackbaud here to help me out. So if you have questions as we're going about getting involved in our webinar, or razor's edge success for end of year, we do have a great handful of folks here ready to help you out, and live sharing their ideas, their insights in the q and a panel. So definitely do check that q and a panel out where you can share your questions, add your ideas, and get involved with our group here today. In addition to that q and a tab that's normally up toward the left here in Goldcast, we also have a documents tab available to you as well. We have a couple of helpful resources including an FAQ that's available to you there, to help along the way in our discussion. So I hope that you'll be checking that out, as well. Well, again, when it comes to me being a Blackbaud University instructor and this being a Blackbaud University webinar, this is not a Blackbaud University class and this session is not eligible for continuing education credit or certified fundraising executive credit. We do, under the Blackbaud University umbrella, have many, many classes that are eligible for such credits and that are led by live instructors who can you can interact with and ask questions with right as you are going through those different sessions. Along the way, I've got a couple of Blackbaud University classes that I'll be recommending that are related to our topic at hand, but as we're going forward, I do want you to be, keeping that in mind as we go. We've got a lot of more a lot more content, for you under the Blackbaud University umbrella, and I hope to see you in some of those sessions down the line. But for today, we've got our helpful group in the q and a here to help you out, and I'll be taking some questions at the end to make sure, that you're leaving here with some great ideas to take on back to your teams. Let's go ahead and jump on into it with a couple of different preparation steps for the end of year that I wanna make sure that you are all equipped with for your organizations. Like I said, end of year success comes down to preparation. So having this time, a couple of months ahead of time, to make sure you have your audiences together, know who you're communicating with and how you're communicating with them, that you understand the foundation of your outreach and, you're ready to make sure that your appeals are going live and effective and effectively tracked. And, of course, when it comes to our end of year stewardship, we wanna make sure that we are growing those relationships, following up effectively, making sure that our donors, our supporters know their part in the success of the year, of our mission, and, well, are ready to get involved in the years to come. Then, last but not least, we'll leave you off with some great tips on how you can say cheers to that final year and, how you can move into the next year ready with some energy for more success to come. I will note when it comes to this discussion, while I did focus most of my ideas around the end of the calendar year, just to be clear, Many of these ideas are evergreen and can be applied throughout your fundraising calendar, and certainly are applicable in many ways to that fiscal year, as well. But to jump right on into our discussion here and get us thinking about end of year preparation, I wanna think with you all about how we can set ourselves up for success by setting our audiences and segments up for fundraising effectively. And we do this starting out in standard reports. When I was a fundraiser, I had a lot of fun digging into my analytical reports, especially when it comes to preparing for anything fundraising or, oriented. Inside of the analytical reports in our standard reports, you are going to find your top donors. You are going to find your new donors. You are going to find your donors from last year who have not given this year. You are going to find your donors who give every year. And you're gonna find your donors who have given a little bit more or a little bit less or a lot of bit, whichever direction there too. In standard reports, you are going to find a series of questions, parameter files as they're called, that you're gonna be walked through to help you consider as a fundraiser, how you wanna reach out, who you wanna reach out to, which gifts are relevant in this discussion, bit by bit, detail by detail, so that you don't forget about anything. So when it comes to our analytical reports and focusing in on those different donor trends, you're gonna be able to find those different names, those different cohorts of your donors who are performing in different ways, who are supporting your organization through different directions. And you're gonna be able to pair that information down by which campaign, what gift type. So that as you're thinking about your messaging and about these different donors who are making up these donor trends, you can consider what it is that you need to highlight. You can consider the feeling behind their gifts and the story behind that donor history. I also want you to take a look at the demographic and statistical reports. You're gonna be cross referencing your results between the analytical reports and the demographic and statistical reports to try and build persona groups or try and build a personality type that you're reaching out to. We all have different tones of speaking when we're communicating to a board member versus a major donor, and we all have different understandings, let's call them, on people who live in this county or that county and what their feelings are on our mission. And knowing those different feelings, those different generalizations, maybe, if you will, we can use our demographic and statistical reports to break down those different demographic groups and we can see where those participants, those supporters are by zip code, by gender, by constituency code, by membership involvement, if your organization has that turned on. And we do have a fundamentals of standard reports class that I do recommend checking out when it comes to thinking through these different reports. But in our demographic and statistical report and analytical report sections of standard reports, you're gonna be able to find those core audiences or at least the foundations of those core audiences to build from. And I do want you to remember, while you're running these different reports and thinking about this campaign or that appeal or this constituency code and their involvement, to consider outstanding balances as well for your pledges and recurring gifts, for event registrations, whatever happens to be out there. I'll mention this again, but at the end of the year, certain cultures and many people are thinking about debt. They are thinking about what is left undone in that year and they wanna tie up loose ends. So we do wanna consider how we can help to facilitate that, when it comes to our end of year communications. But some more reporting tips that I want you to consider as you are building out your reporting for end of year and drafting these different groups. First off, save your groups, save your reports. When I say save your groups, I mean, save output queries from each and every report that you run. Those output queries, yeah, they're gonna stack up, but provided that you've got good organization, good naming protocols to save them with, you're gonna be able to use those as the foundation for your mailings, your emails, the lists and events, and every group of data that is focused on your report results. When I say save your reports, I mean, remember that this is the end of year. You know what's gonna happen next year? It's gonna end too. So at the end of next year, you're gonna wanna be running these same reports. You're gonna be wanting to gather this same data together. You're gonna be wanting to see what succeeded last year versus what didn't so that you can compare. And most of all, when it comes to your reporting or just gathering of groups in general, you need to remember to meet your donors where they are and to consider your supporters how they consider themselves. When it comes to any kind of soft credit or recognition credit that your organization happens to be tracking, consider how you're tracking that for your different supporters. You have couples out there, households who give together. You might have giving groups who give as a as a cohort. Your board might all pool funds and give in some sort of convoluted way. I know that my boards and my committees have done that to me every time I've had a board and committee. But consider how your donors think of their support. This is their gift to you, however it comes through, And that gift deserves recognition. And when they're reviewing that recognition, they're going to want to see that you are meeting them where they are, that you understand that they brought this support your way through a matching gift maybe, through some sort of gift in kind that they gave you a receipt for. And we're gonna wanna make sure that we can carry that relationship, that conversation on on that even footing. But while we're thinking about our different audiences and who we're reaching out to at the end of the year, who we're reaching out to as we are rounding out this milestone. We wanna think about all of our different supporters and all of the different ways that people might have supported us and find ways to elevate our messaging and focus on those different groups with that specific support that came from them in mind. So we wanna understand what a gift of stock means to those stock donors. We want to make sure that we recognize the valuable efforts and hours and support and skills of our volunteers. When it comes to organizations, yeah, that check might have come from corporation incorporated x or family foundation y, but those different organizations are made up of people and people were communicating with you as you were working toward that grant, as you were building towards some sort of corporate social responsibility volunteer opportunity. You talk to, I don't know, Ben in accounting and Susan over in, HR and, Will out down in the bursar's office, and those people count. Those people connected with you as a person. And at this end of year, we wanna continue that relationship and grow that personal connection. The same thing goes for folks who gave in some sort of secondary or tertiary way, maybe not necessarily directly to your organization or with your organization's mission in mind. We have our peer to peer supporters. We have our tribute donors. Those who have given in honor or memory of others. And, yeah, they might have been thinking about someone else. They might have been showing up for this or that end goal that is specific. But that end goal, whatever it happens to be, that person, whomever they happen to be connected to, there's a connection right on back to you, right on back to your organization that we need to consider how we can highlight and value this. But how we highlight and value these audiences is through our outreach with our different appeals. And as we dig in to this outreach, we wanna make sure that we have every resource taken advantage of so that we can make sure that we are, well, connecting as effectively as we can and reporting and following up as effectively as we can with these audiences. So inside of Blackbaud's Raiser’s Edge NXT, we have appeal records, we have package records, so that we can track how we are reaching out. Inside of these appeal records and, our package records, we can track all sorts of details for how we're communicating, what we're communicating about. So use those fields. Use that information. We have ask amount fields or default ask amount field that you can utilize. And some of the most valuable conversations that I have had as a fundraiser have been with my finance team, where I had them come to the meeting with the different line item amounts of our budget related to mission related outcomes. So how much does it cost for us to do x? And I came to that meeting with my list of some of our most common gift amounts. So we've got this many gifts of a $100. We have this many gifts coming through at 25 and so on. And we talked about how we could find that common ground, and it'll always stick out for me. The ask amount, $38 because and this was a long time ago. That was how much it cost for the organization I worked for at the time to onboard and train a volunteer. Volunteers were fundamental to our mission getting accomplished. So $38, which not a whole lot of money, I would say, to to most folks, could do a lot. Could be fundamentally improving our mission getting done. And you know what I had a lot of? I had a lot of $25 donors who I reached out to and I said, hey. For $38, you can change the world. I forget exactly what language it was that I used, so I don't mean to roll my eyes that changed the world, but I framed that moderate increase of their gift and turned it into a change that they get to be involved in. And tracking that ask amount, I could compare what worked, what didn't. I could see later on that that $38 was more compelling or at least more effective of an ask amount then I think it was $73. 73 doesn't stick out as much in my head because it didn't work as well. But $73 was what it cost for us to coordinate a volunteering event. So train a volunteer works, coordinating event didn't. Again, this is a very different time in economy and those dollar amounts did stretch a whole lot further. But the same idea follows through in your appeal record for your goals and for your benefits and for those different fields inside of our appeal that help us to really connect this gift and this outreach with the impact and the mission changing outcome that a donor can make. I also wanna recommend when it comes to tracking your appeals, track your expenses. Make sure that you know that your envelopes cost this much, that it cost this much to get the graphic design figured out for this email, that it cost however much, pardon me, in staff time in order to get this whole thing done. Because tracking your expenses, you'll be able to understand what your return on investment looks like. You'll be able to say this appeal with this ask amount, these goals was able to bring forward this actual change. And I mean that on multiple levels. Change as in money and changes in your organization getting stuff done. Also with our appeals, I strongly recommend checking out mail in the database view to help bring all your data together. Like our reports in the database view and the web view, we have questions in our mail parameter files in the database view that will have you thinking through who are I who am I reaching out to? What information am I including in that outreach? How do I want this language understood? This will give you a good foundation to cross reference any of your end results, do some editing, do some fact checking where you need to. But inside of a number of our mail parameter files in the database view, we are able to segment our mailings down by queries. Remember those output queries that I talked about before when we were talking about our standard reports to build our audiences? We can load our audiences into these mailings as queries so that we can use them as our group for our outreach. These mailings then have tools to update our different records. So if said queries include however many people that are being reached out to and getting said appeal or package in our outreach, that appeal, that package will say, however many people were included in this outreach. All of those people's records can also be updated. So that if these people all got this or that communication, We can make sure that we know, and we can make sure that we can follow-up on our responses. So I recommended checking out our fundamentals of standard report session earlier on, when it comes to Blackbaud University classes. When it comes to our appeals, we have a funds campaigns and appeals class that I'd strongly recommend looking into. We also have a mail in database view class, that I know that I'd also look forward to, to seeing you in, later on down the line. But these mailings and these appeals are meant to help us send out communications and track that sending of our communications. We wanna make sure that these communications are effectively modeled so that all of our outreach is utilized as effectively as it can be, so that we are able to make this as personalized and directed toward our different recipients goals and needs. We used our standard reports and our appeals to make all sorts of different segments. We wanna make sure that in our outreach and our follow-up, we're taking advantage of that. And that starts off with how we export our information. In export, again, in the database view, we have a number of different tools that can help you to look at the different fields inside of Raiser's Edge and extract from those fields exactly the behavior that you are looking for and whichever behaviors in whatever order you need them to be. You probably have a number of different fields that behave in multiple different ways, like phone numbers, for example, or emails. And I'm sure many of you are query users and have seen the duplicate looking rows in a query. Well, export can help you solve that by making sure that those one to many fields, as they're called, are appropriately extracted the way that you need them to be. We also have fields that have different formats and behaviors that we can capitalize on using export. I'm thinking especially of our name formats and our addresses and salutations. There are probably people inside of your database who support your organization, who have particular needs for how they'd like to be addressed. And you might be reaching out in this end of year cycle for very particular reasons. We might wanna make sure that the board members they're reaching out to know that the mail that they're receiving, know that the email that they're getting, that's coming to them as a board member. Not them as a volunteer, not them and their spouse who sometimes shows up to events or who they give with, but them as a board member. We wanna make sure that people who have told us that this is how I'd like to be referred to, this is my spouse's name and how we would like to be referred to, that that is appropriately addressed and documented. My spouse and I don't share a last name. They're a doctor. I go by mister. I don't have any kind of fancy or titles to, to rock with, but we make it complicated for organizations to refer to us appropriately. But depending upon the mailing or depending upon what we're receiving, that can be deeply meaningful. I go by Matt. My checkbook, my credit card, and transactions associated with it say Matthew. So I know, especially if I volunteered in an organization or had any kind of conversation with any people that work there, that if I get a letter that says, Matthew, they're talking to my checkbook. They're not talking to me because I'm Matt. I'm the guy that they talked with for however many minutes at their open house or I I slept a whole bunch of heavy mulch the last time that we volunteered in the garden together. So, again, how we reach out, how we communicate is gonna elevate that communication. So when it comes to exporting, we have this tool that allows us to make sure that we are considering those supporter preferences, however deep they might happen to go. We also have the ability with export to trigger inside of our different word processing tools, all sorts of different rules and conditional functionality. The more information that we are feeding these documents that we are sending out or the different tools that we are using to, I don't know, potentially stimulate different workflows or automations, which we'll talk about in a little bit, the more they have to go on, the more those tools can work with and the better we can use them. If I am able to plant in this or that paragraph because I know that this person, who's receiving a standard outreach maybe, is also a volunteer, that is going to elevate that communication for them all the more. That is going to save me some time in the end in making sure that all of that targeted segmentation that really highlights a person's involvement throughout the year and their connection to our cause, hopefully, into the next ones, is there, is available. Another thing that I wanna talk about in export, again, in the database view, is the ability to export ask amounts. I talked about formatting our different fields in export earlier. Formatting works for a number of different fields, and date ranges and amounts are among them. With our amounts, the way that we can format them is by increasing them or decreasing them by amount or by percentage. So those different donors who give inside of a certain range, you can bump and ask amount up for them based off of what they're giving is. So you can say, effectively, don't use this language out there. Oh, last year you gave so and so amount or such and such amount. How about this year, you give 10 more? 10% more of that, by the way, is such and such amount. It's a 10% increase there. I don't know if you caught the volume increase in that. But when it comes to our ask amounts, this is a great way that, again, we can target those segments. We can highlight that audience and their involvement with us, and we can make sure that that communication feels personal, that communication shows that we listen, that we know them, and that we are following up with them as the individuals that they are. I mentioned, when it comes to export, the idea of fill of filling your workflows and automations with different information, different tools to work from. Inside of Razer's Edge NXT, there are built in tools to build what are called workflows. Workflows allow you to string together actions and conditions on those actions as a sort of linear domino pattern. So that when one thing is completed, a new thing can be added on. A new step can be triggered. And you can use these actions and the workflow steps to make sure that your fundraisers and your team knows what they need to do next and what steps they should take. But when it comes to the steps that we're taking and the actions relating to these workflows and the fundraisers and who is on your team. Expand your definitions. Expand your thinking when it comes to those terms. Inaction is more than just you picking up the phone or having a meeting or sending out a mailing. Inaction is every preparatory step that you or your team was involved with to get you there. A fundraiser is not just a person on your team who has in their job description, go fundraise, raise some money, and has as part of their professional development plan or whatever your organization happens to call it, raise x thousands, millions of dollars or whatever your currency happens to be. A fundraiser is anyone who is taking action on your organization's behalf to facilitate fundraising, who is accountable in any kind of way for fundraising behavior. So I've had a lot of organizations and and database administrators and boards and committees sort of cringe at the idea of making your board members into fundraisers. They think all of a sudden we need to start tracking each and everything for them, that we need to give these board members access to our database and the ability to enter their own actions. We don't want that. We're scared when that happens. Nothing against our board members. They are all very competent individuals, I'm sure, in their own way, but that does not mean that I want them in my database or that they should be in the first place. That's part of their accountability at all. When it comes to indicating that someone is a fundraiser, it allows us to say, this person's helping us out. They're in that meeting. They had that conversation at the event. They helped us go and get the envelopes from the stationary store. And having those actions and those fundraisers expanded out in your definition so that you can track them in this workflow pattern, you'll be able to make sure that everyone is held accountable in this chain of responsibilities. I will also mention that we do have a live instructor led class on workflows that I'd also hope to, see you in. Related to workflows, but not inside of Raiser's Edge, but also something that we do have a series of classes on and that Raiser's Edge can connect with, we do have Power Automate. There are a number of instructor led Power Automate classes, available to you. And if you wanna go beyond just a linear flow of actions or just Raiser's Edge being the application that is involved in your work for these automations, for these different strategies that you can plan together and and have triggering different steps for you, check out those power automate sessions, as well. But as part of our end of year strategy, probably are on many of our workflows, we need to consider the financial and tax ramifications of this end of year. I'm a fundraiser. I spent this whole conversation thinking about how I wanna elevate those relationships, how I want people to feel connected to my mission, how I wanna make sure I'm thinking about everyone's connections. But I gotta think about their tax dollars too. That is a major reason why people give is the different financial, abilities that, donations open up for us, that charitability in different forms allows for. When it comes to Raiser's Edge and preparing for that end of year, We have giving statements as a tool, as well as, receding as another tool that we can work with to generate these different communications, these different files to incorporate them in your outreach. The giving statements are going to include everything that is, necessary and helpful for tax purposes, so that your donut your donors can carry on those different conversations that they need to have. That does not mean that once you generate this giving statement, you'll just wanna send it right on out as it is. You you could, But we could also take that information and incorporate a cover letter and incorporate some good stewardship and acknowledgment of what that list of gifts means, what that support means beyond the tax dollars. And that brings me back to my fundraising and stewardship mind out all that tax stuff. Because I wanna leave you with a couple of different tips and ideas on how to really frame the year and convey this end of year message before opening it up for questions and answers, well, from everyone here. And for my group who's been helping me out backstage, if you found any good questions and answers that maybe you wanna bring to my attention, now's the time for, for you to start doing that digging. I'd appreciate, if there are any hot topics that, that I should should mention out loud for everyone. But when it comes to our end of year sentiments, we wanna end this year on an appropriate note. The year changing means a lot of things to people, means a lot of things personally, health wise, financially, culturally, and we wanna make sure that we understand and empathize and connect with that set of sentiments. The end of year can be a big thing for people emotionally, and we wanna make sure that we are approaching that effectively. So to do so, we are going to consider what has changed throughout the year, and we're gonna try and bring together an appropriate summary or set of summaries to frame that story of growth, to frame that story of success, and how that success was made together. These supporters, these volunteers, they're all part of our team. They are all part of that success. And when we're sharing that end of year success story, it's their story more than it's ours. There's more of us than there are or more of them rather than there are of us. And we wanna make sure that their story is what they are feeling gets told. But when it comes to those stories, I spend a lot of time on stories. Again, I've got that fundraiser relational mindset going. We can't forget about the statistics as well. The numbers that support those stories, that take those stories and make them broader, bigger, more impactful, and make people understand the root of the problem, the root of the concerns that they're trying to get involved in and help. The end of year is also a really important time to ask for feedback. We want to know how they're feeling. We wanna know how that year went for them. We want them to tell their stories. How did you see us throughout the year? How did you get involved if we don't happen to know? How did you see our mission throughout our community? The end of year is a great time for surveys. It is a great time for that end of year, phone call banking to make sure that those communications get made, to have those different meetings, and make it really clear that we are actively listening to our donors and implementing what we learned from that support, from their communication back and forth with with us. The end of year is also a time to focus on next year and the years to come. So it is appropriate and and necessary to really talk about what your short term goals are, your long term goals are, and how your supporters can get involved in that So that they know what's coming next and they are excited about getting involved with you in that. So think about how you're gonna communicate at Next step. Think about how you're going to communicate what is in that horizon. Also, don't hesitate to share the bad news too. Be transparent. Be open. If it's not success that we're talking about, talk openly about those challenges. But from a positivity and growth focus. Think about what we learned from those challenges. Think about how we changed our approach because of them. Think about the new solutions that were, arrived upon when they were necessary. And also, be sure to highlight what couldn't happen because things didn't get done. If you weren't able to accomplish a certain goal because, because another goal didn't happen and that other goal didn't happen because some sort of roadblock came up, let people know that. I have had those open discussions of challenges become some of the most fruitful fundraising outreach efforts that were never meant to be fundraising. I was not asking. To be clear, I was just saying, sorry, folks. We didn't hit our numbers. That was it. That was the meaning. And here's what our next steps are. Here's our plan for the future. Here's how you can get involved in that. People say, you didn't hit those numbers because people didn't give enough? I could've given more. Here's more. And I never said, hey. Give more. That's also another note on what I mentioned earlier on those pledge balances. If people forgot to get involved, they're gonna feel like at the end of the year that they should have. And if you tell them, hey, maybe you're forgetting something and earnestly are are approaching it in that manner, that it's probably an honest mistake and they're not just, I don't know, welching on some promise, they're gonna probably follow through and say, oh, yeah. I'm sorry. I don't wanna leave that hanging, especially not not over the New Year. But when it comes to all of these different stories, all of the values that you are expressing, make sure that all of this is housed in solid statistics, solid facts, solid stories that resonate with your community that you are reaching out to. But along the way, I mentioned a lot of different sessions that I recommended for folks to check out. Looks like we have, some broken links in the, in the docs section, but it does look like the FAQs document does work and the FAQs document does have a number of different training related links available to you there. So if you are looking for links on more trainings to take, check out our FAQs document. But I did mention a handful of titles, here today. I mentioned the fundamentals of standard reports, funds campaigns and appeals, mail in database view, exports in database view, workflows, and gift receiving. So maybe I'll see you in those live sessions. But when it comes to our session here, that does bring us to the end of what I formally have to share with you in the here and now. But like I said, we've got a lot of great, online sessions in e learning and live instructor led classes through Blackbaud University's campus. I very much hope to see you in those sessions on down the line. When it comes to our trainings, you should find in that FAQ a link to our Blackbaud University page. And again, maybe I'll see you in those sessions and, maybe we'll be able to learn more together and make sure that you are learning fast and working smart and helping your organizations to approach your missions successfully. We've got just about ten minutes left and I do wanna open up the floor for any questions that we happen to have here for me. My email address is also on the screen. You're welcome to, take that down as well. Maybe I'll hear from you in my email. Maybe you can check me out on LinkedIn as well. I'll also note that, I have published through Blackbaud a number of different stewardship and fundraising related articles, toolkits, web, white papers. So, looking for me and my name with Blackbaud fundraising stewardship related to it, you'll probably find a number of other helpful resources that, I wasn't able to put into the documents list. But when it comes to our discussion here, if anyone from from backstage has any q and a's that we wanna highlight or that in, but I'd love to open up the floor. So look through all of those as they were were coming. And I'm not hearing from anyone back. Keeping an eye out and looking through those messages there. Oh, looks like I was just disconnected briefly. Alright. But, again, if anyone has any questions from the backstage area, I do we do have a couple more moments for questions available. But that said, the recording should be emailed out to you all, so that you can, follow along with that later on and, have these tips and tricks available to pass on to your team at a future date. But again, folks, it has been my pleasure speaking with you here today. I really do hope you learned a lot with me. I really hope that you have successful ends of years with your organizations and that you take these ideas back, today and through the recording later on. And hopefully, most of all, I see in those instructor led sessions down the line. With that said folks, thanks so much for being with me here. I'm gonna go off camera, turn off my microphone and, well, let you enjoy the rest of your day.