Okay.

You gotta get to pretty low on the list before you get to a compelling pitch, right, or case for support.

And so really investing in talented frontline fundraisers that are supported by pipeline and prospect researchers and, critically, very strong stewardship officers on the back end, right? We know it costs a lot more to get a new donor than to keep and move up the donors that you have.

Those people that really have got enough time, and we see these portfolios, hundreds of prospects, these major gift officers' portfolios, where it's not reasonable that you could really build an authentic and true relationship because the most important thing you do as a fundraiser is listen, right? It's what my mama told me.

You have two ears and one mouth.

Use them in those proportions, right? Because fundraising, it's not sales.

It's matchmaking.

It seems that way, yeah.