You mentioned confidence, Becky, and I know, everyone in the world wants to be more confident, right? Like, it feels great, confidence is such a great feeling. And I'll tell you why. Maybe our dear listener is not confident. Now this might sting a bit. Okay, but it's because I love Yeah. The reason you're not confident, is because you lack integrity, nonprofit fundraisers are helpers. We love people fiercely. And so we are so aware, typically, more so than any other sector of others needs. And we are adept at meeting them. We're helpers, we're servants, we love humanity. That's why we do what we do. And typically, what I see a lot is that nonprofit leaders are not loyal to themselves. So an example is, Okay, today, I'm going to call 10 donors. Today, I'm going to go do yoga. And then the day goodbye, and the calendar is full. And you say, Oh, I'm so tired. Oh, my gosh, I didn't even call those 10 donors. And there's no way I'm going to make yoga. And it's just another Tuesday, where you did not keep your promise to yourself. People remark on my confidence, they say, Oh, wow, I love your confidence. How did you get so confident? I want to be confident like that. And I and it's completely possible for anyone. This was hard earned, because I keep my promises to myself. So confidence in your fundraising results comes from doing something even when it's uncomfortable, it's painful, you're tired, you're afraid. Those are not reasons to let off the gas and talk yourself out of taking the action that you said you were going to take. If you wake up in the morning and you say you're going to call 10 donors then make a commitment and say come hell or high water whether I'm tired, whether I'm scared, my brain is going to talk me out of it. If my brain is going to try to keep me safe and say, no, no, no, Becky, don't do that, because you're tired. You don't know what to say. You don't know, if you're bothering the stone or you don't have a strong enough relationship, where do you get off picking up the phone, your brain is going to try to protect you. Because your brain is like, this is a new thing. This is a risk. We don't do this, Becky, this is weird. Stop it, stay safe, stay in your comfort zone. And what you can do is the little devil on my shoulder, yes, like, create a plan for those slots, right? The the mentally mature leader says, I know brain, I know you're scared, we can do this. I've committed to doing it. And I said I was going to and I'm going to keep my promise to myself. Whether I'm tired, whether I'm scared, I decided ahead of time, that that is not enough reason to bail on the promise that I made to myself. That's the reason people don't have confidence, because they would rather bend over backwards to keep their promises to other people and meet other people's expectations than they would keep their own word to their self. The same is true in your major donor outreach, right, our mental discipline and our attitude. towards it. We have a bad habit that we we've been learned, we've been trained to do this, we've been socialized to do this, talk ourselves out of taking risks, that the nonprofit sector has a habit, it is native to the nonprofit sector to talk ourselves out of taking risks. And so we betray our own promises to ourselves, we lower our self confidence because subconsciously, we're like, I can't be trusted. Because when I say I'm going to do something, I don't do it. I can't do this, I can't raise this goal. And then you take action to to perpetuate that belief you have about yourself. Those kinds of thoughts don't lead to taking bold action, right? So confidence comes from Action. Action, we wait to feel confident. And that's not how confidence works. I earn this confidence, because I keep my word to myself, I don't always get it. Right. Right. But if I say I'm going to do something, I'm a little more thoughtful about what I say I'm going to do.