Okay, so I'm going to do my heart type, which you know, those of your twos or threes and your fours, so shout out to all y'all in the house. Okay. I feel okay, so when you are talking about our fours to begin this conversation, so let's talk about my three. So my threes are the ones who you are first in your class, you are class president, that's why I was like, I used to be a three what has happened to me, me has happened to me. So this is a joke. So like, you know, in honor society in high school and your high school, you have to do community service. I've been doing community service and in service since I was a kid. And I just remember like asking, like, is there an award for the person who does the most like I just want to know, and guess what the reward was? A scholarship to college because I got to service on a scholarship to my undergrad. At that time, yes, years ago, but that was the first of two, three, schools in the nation who did it that year who introduced service learning and scholarship money. So yes, there was the first prize. So if you are a three, that means you're walking into interactions, you want the biggest gifts, you want the biggest donors, you want to shine, okay, you're like, if there's a goal to be had, I'm gonna hit it, and it is going to be glorious. And so the thing that you have to be mindful of when you walk into a donor conversation is that you don't have to dim, people think you have dim. But I think you need to have a different approach to your life, sometimes everybody don't need all your wattage all the time. And so folks who are threes, gotta really flip on the light switch of being a listener, that we don't need to know how many degrees you have, if you have a CFRE, how many accolades you had, what was the last gift you want? No one cares, okay, your donor is going to want you to really focus on how the work that you're going to do together, how the invitation you have into the organization, because you're holding the invitation, right? The donor is not holding the invitation, you have the dance card, how having that invitation is going to make them successful. That's how you're able to really turn that on. So are you able to help the donor see, help prospects see themselves as an actor in the story. And if you do that, then you are successful, thereby achieving your number one goal of being first I just want to say. I'm just saying, okay, so that's how I would do it if I was that now, if I was a five. So my fives who are my those are my analytical person, folks, those are my folks that are in their head doesn't my head types, your you know, some people might call you detached. So it's also self sufficient, you know, find a way or make one, you need your own space. So those are my folks who tend to float to development operations, fundraising operations, prospecting, grant writing, etc. But if you find yourself in a major gift, frontline fundraising type of role, and that is who you are as a human, it means that you are going to need a lot of data to drive what you do. And you're also going to have to synthesize that, your helper, your helpmate is going to need to be somebody who's a good storyteller. So that you can humanize the data, even though data is stories themselves, okay? Then you're going to need to make sure that you're not doing back to back donor visits, okay? You know why? Because you do not want to people that much. And so I need you to just let it go. So there needs to be breaks, downtime, time for assessment and refinement before you move out and do it again. And so if you find yourself winded and you're exhausted, the probability, if I looked at your calendar is you are doing too many back to back things with donors, and it's going to show and so in your interaction with donors in your style, you're going to want to present the facts and the figures. And so I want you to be paying attention very early in your prospecting conversations that if you align yourself with prospects who like facts and figures, yeah, go together. Yeah, if you want if you and your prospect, early prospect conversations, you get the big storytellers and so forth, unless you were the only fundraiser in your organization I'm going to get a hand that cookie off. You need to be able to support your partner on team and making sure that the decks are right and information is together so they are gathered when the information is requested, but that it may not be your person. So really being able to know like how you show up in real time, that's an example to me of how when you by yourself, try it like this, if this is happening to you, it might be this. So back to my initial sort of like thesis of you really got to know yourself. And you've got to know how you show up when you were feeling most healthy and most powerful and when you're tired, and when you've had enough of this mess, and right now, I think both, you would both say that we're all just a little bit tired and sick of it. So that's what I have for that one. Okay, let me see if I can do one more quick one. And then I think I wrap it. Okay, six. So these are our skeptical troubleshooters. Folks are loyal and reliable and responsive, prepared, inquisitive. Also, are you fact checking everything. So, in your fundraising style, you might struggle with getting off the starting block, you want to have more information before you make that first phone call, you want to have more information before you present that proposal to that donor, you want to have more information from them before you make that ask. And for you, I would say you already have enough. Because in your natural strength area, you already come into the situation way prepared. And so if you find yourself going, if I could just find, say, do, hear, stop right there. Ask it's time to the ask. It's time to be asked. Let's go ahead and do it. And if you're in conversations with donors, you're going to be most thrown off by the donors. Have you ever had like a first time like a prospect, right? And you think you're going to have an introductory sort of you get to know you conversation you feel in the mouth? This is a coffee date, okay? Like we are not at dinner, dancing, and the show. And they're like, Well, what do you want? And so knowing that, that might be something that could happen. If you are showing up in the world as a six then what I would say is always have your three slide ask in your back pocket. What's the three slide ask? What's the biggest thing that we care about? Here are two or three ways that how we care about shows up right now in our work. Here's how you can plug in, and then be able to say, and since you put since you asked, I typically don't ask new donors for a gift on our first conversation. Because I really want to know about you. Those type of donors will say, I don't care all that, what do you want? Make that number real good. Or you could say, well, I see this as an introductory conversation. So if I were to ask you for something today, I want you to know that I'm going to come back and ask you for more later.