Leveraging Innovation and Dreaming Big for our Organizations - Sarah Lee

12:59AM Sep 2, 2021

Speakers:

Julie Confer

Becky Endicott

Jonathan McCoy

Sarah Lee

Keywords:

story

nonprofit

people

homes

community

families

slippers

y combinator

donor

impact

neighborhood

becky

organization

team

world

moving

moments

innovation

printing

thinking

Hey, I'm john. And I'm Becky. And this is the we are for good podcast.

nonprofits are faced with more challenges to accomplish their missions and the growing pressure to do more, raise more and be more for the causes that improve our world.

We're here to learn with you from some of the best in the industry, bringing the most innovative ideas, inspirational stories, all to create an impact uprising.

So welcome to the good community. We're nonprofit professionals, philanthropist, world changers and rabid fans who are striving to bring a little more goodness into the world.

So let's get started. You Becky, thank toothy grin today. Sometimes we just really can't hold back the excitement and the enthusiasm and it's really shining bright today. Yeah,

it is sincere because you just have a crush on certain nonprofits who are the leading innovation leading change. They're telling their stories in Brave New ways. And we have one of our pet charities on the podcast today. Try not to geek out.

So we want to introduce you to new story. If you don't know them, go find them right this second. And we are so delighted to talk to Sara Lee. She's the Chief Operating Officer at new story. And I'll tell you, I have to say the story of whenever I discovered new story, it's been five or six years ago, right? Whenever it first started, my wife and I were running a handmade clothing business at the time, which is kind of random, but we really wanted to have a giving back partner. And we had worked with some other charities and we just found random story through Fast Company because you just been recognized this innovative nonprofit. And I just fell in love with the way that you approach the problem. And I think there's a lot of nonprofits out there that self perpetuate their mission and try to just stay stay afloat just because it's always been done that way. But I feel like he came in and wants to reimagine a world without homelessness. And you're not married to one specific way to do that you continually innovate. And I would say you're on the very much leading edge of that in what you do. And so I am just so delighted to tell the story of new story today and dive into the amazing Sara that has really grown the team and has really led with the values and stood up the beautiful neighborhood giving back program that we're going to talk about today. But just an all around amazing person Sara Lee, before going to new story led a marketing agency in Atlanta. So she is just like this marketing mind, but can throughout the operations like you can't believe and just an all around amazing person. So Sarah, welcome to the podcast. So glad that you're here,

john and Becky, I'm gonna hire y'all as like my personal hype squad, because you just make me feel so special. And so I am so excited to be here and so excited to chat about all things new story.

Well, it is seriously our honor, we're trying to

truly and we will do it for every single member of the new story team. And I just I am so excited for you to tell everyone what you do, because I think it's gonna blow people's minds today. So can you just kind of give us an overview of your where you came from how you fell into this sector, either in marketing or nonprofit. And we just love to know a little bit about your personal journey.

Yeah, for sure. So like john mentioned, my prior to new story, I was at a digital marketing and branding agency and really loved being able to bring stories to life for companies. But I woke up one day and realized that I actually didn't really care if this shipping logistics company succeeded or not right, or all of these kind of random clients that have their place in the world. But were not things that I was especially passionate about. And so when I started looking for something new, I didn't by any means think it had to be nonprofit, I was looking at many other startups and for profit companies. But I had been able to follow along news stories journey since the very beginning. The kickoff kind of with them getting accepted into Y Combinator. I had known Brett, the CEO and one of the co founders prior to that, and so had seen it from an idea of what if we could fund one house for one family to we funded 100 homes in 100 days. And so when I started looking for something new reached out because I was really excited about the trajectory of the organization. Once I joined the team, I've had a little bit of a unique path, but I joined focusing on donor experience. At that point, there were only four full time team members, and no one was focused on the donor experience right at that point it was everyone was doing a little bit of everything and sure the donors was getting, we're getting some things but nobody was really waking up thinking about how do we improve this experience and so that my first year really focused on setting up the foundation for that. And then I stepped into a chief brand officer role where my whole focus was how do we expand our brand, marketing events PR. It was that year that we launched the first permanent 3d printed home in America at South by Southwest and kind of through that journey. I started taking on more funding responsibilities. For me, it was a clear line between our brand and our donor experience with getting more people to join new story from a financial level. And so I stepped into a chief growth officer role, where I was overseeing brand and our fundraising teams and then most recently, I'm in a CFO role where overseeing those pieces as well as kind of internal operations. So our new story as a whole really breaks up into all of our on the ground international work, and all of our US work. And so I really oversee everything in the states and how people engage and learn about our brand.

Somebody somewhere is listening and saying, Did she just say a 3d printed house? Because wrote in there, yeah, she slid it in there. And I just have to make one observation about what you said. Which is so disruptively, wonderful. You said you had four people on your team. And the end you were the donor growth officer, a donor experience officer, I have to think the old model of putting together a nonprofit would be executive director, major gifts officer annual giving an ops and it's like you understood that it's not about those individual parts. It's about the experience as a whole. And I think that is genius. So okay, we got to dive into what this is.

Well, I want one other context setting thing because I would not have known what Y Combinator was before. I'd seen y'all had gone through it. And I was listening to a podcast, one of the best podcast ever is this startup, called startup just start up. And it was this fascinating look into just launching this business. And he had these connections back to Y Combinator. And so I know the intensity of what that process is. But to me that sets you apart from the beginning because it was truly like a startup like you thought like a startup as opposed to maybe the traditional way that nonprofit is formed. So could you kind of fill in some of those dots of the creation story and kind of how you got here as an organization?

Yeah, for sure. So, Y Combinator for those who don't know, is one of the leading startup accelerators in the world. So it's in the Bay Area, and everyone from Airbnb, Dropbox, doordash, right, instacart, all of these massive, massive companies really got their start at Y Combinator. And so generally, it's about three months. Now they do, I think, close to three cohorts a year, but it's really grown in the last few years. And so it's traditionally for for profit startups. And it is the greatest business minds consulting these companies. For the for profits, it's for a piece of their company, right? They're making a lot of money on that time and investments really coach them. And news story was one of the first nonprofits accepted into Y Combinator. And so you're absolutely right, in that, you know, prior to Y Combinator, new story had funded about 10 homes, right, it was really at that point, still just an idea. But that idea was paired with a really clear vision for how we were going to do nonprofits differently, how are we going to be more transparent with our donors? How are we going to be more inclusive with the families that we work with all of these things, and so got accepted into Y Combinator. And they put you through the exact same program as all of the for profit. So it's not like, Oh, you sweet nonprofit, come over here. And you know, you can try to learn from everyone else. It's it, they treat you just like if we were making money off of what we do. And so that was really a pivotal milestone for the organization and for our mindsets moving forward, because it gave us a different lens for to your point, Becky, who are we investing in hiring right? And why are those hires important? How are we thinking about what scales and doesn't scale within the organization? And how are we dreaming outside of maybe what the traditional paths are for a nonprofit, you know, to dream about,

if you look at the majority of examples of you know, nonprofits, I mean, just the innovation and the way that you have just burst onto the scene with this brilliant idea that the kindness that I just feel from you and the warmth. It's just really inspiring. And clearly our team just geeked out over you all, as an organization and the mission. We would love for you to kind of walk our listeners through a brief overview of your mission and the work that you're currently undergoing. And I am just dying to know how you make these homes.

Yeah, we really kind of did that accidentally, right? We gave all the hooks but never really told people like who new story is or what we're doing. So that was a good way to get people locked in and back. So new story is about a six year old nonprofit. So we're still very young in the space and our focus is on pioneering solutions to end global homelessness. And so, as john mentioned, this is a massive problem, and we don't think there's going to be just one solution for it. Today, there are about 1.6 billion people who lack access to adequate shelter. By 2030, that number could be closer to 3 billion. And homes are a very expensive problem to solve. And so our team is focused on how can we find innovation solutions, tools, processes, et cetera, to impact the speed, cost or quality of building homes. So today, we have built about 2500 homes across Haiti, El Salvador, Bolivia, and Mexico. And over the next 10 years, we're really focusing more in depth in Latin America, our goal is to house a million people over the next 10 years in Latin America, really specifically trying to prove the most effective system to house million people. Because if we think if we can do that, in one place in about 10 years, that the years after that, we can scale that to less time more locations, and really work to put a dent in this problem. It's not going to be just us. And it's not going to just be one solution. But we know it's going to require a different way of thinking,

Sir, what's the driving force that's putting more people into homelessness? world? I mean, that it's going to basically double if something doesn't happen, what is the driving factor?

Yeah, so there's a couple. One is migration. So people moving to different areas. A big one is climate change, people being forced out of where they are. And so think about people who are already kind of at or below the poverty line, and then suddenly, they have to go somewhere else, they're not going to be able to kind of restart in a new area. populations in certain environments are also really driving those numbers, specifically, India, Africa, and Asia. So those are kind of a couple of the key drivers there. Obviously, some of it is estimates. But yeah, it's it's scary when we think about how much our world is changing, and how much is on the line for families who are already in a vulnerable situation.

I am just fascinated by this printing process. Can you please talk to us about how these homes are made? And and I just have to know, what is the impact? What happens when someone walks in the door to one of these homes that you've made? And what have you been able to witness? I mean, is that as a transformational moment?

Yeah, for sure. I'm gonna answer that question in a few different ways. So I have been able to be at, I don't know, quite a few different kind of nuvens ceremonies for our homes. And it is always shocking, and so memorable, and really just encouraging right to see the life change for families. One of the most recent ones that has really stuck with me, was in El Salvador, we had a community move in Gosh, this was recently maybe about three months ago. And so we were there a few days after the families had moved in just chatting with them, learning about the changes, and how was it and we went to this one house, and a little boy was wearing these monster slippers. And somebody was like, Oh, you know, look how cute your slippers are. And the mom said that he had gotten those monster slippers two years ago, and he wouldn't wear them in his old house, because he knew they would get ruined immediately, right? Their floors, water coming in all of this kind of stuff. And so he put the slippers away until they got their house. And he had not taken the slippers off for 48 hours. And so to think about, of course, there's the you have a roof, you have a door, you have all of this stuff. But what always gets me is those micro moments, right? It's the old little kids want their monster slippers. And to be able to walk into an environment where they can proudly have them on and not want to take them off is what drives us toward the innovation. Because without the innovation, we're going to be able to slowly impact more kids who want to wear their monster slippers around the house, right? If we can figure out how to scale our work in an exponential way. Well, suddenly everyone gets to know and love their monster slippers and gets rid of those in the house. So that was a long way of leading into why we care about something like 3d printing homes. Right. So 3d printing Homes is probably the sexiest example we have of what innovation looks like in our work, right? People hear about it, and it's like, what does this mean? Tell me more. Apple TV did a documentary on it and their series home. So if you're if you're listening to this and thinking, what does this look like?

Very cute.

Yes, they're cute, cute houses. You can, you know, obviously google it or watch that episode. It's it's a very beautiful and moving moment. But for us, 3d printing is like a means to get more families into homes. And so we partnered with an organization called iKON in Austin, Texas. Like I mentioned, about three years ago, we did that first test house in Austin, to prove it was possible. And then we took the machine and the teams down to Mexico and printed a community and an area called NACA huka. And so it's been incredible to see how families have related to it. We have seen the communities, that community actually had a 7.3 earthquake last year, the homes had zero damage. And so we've really been able to see, what are the use cases for these homes moving forward? transparently, we don't really know what that answer is, right? 3d printing for us is a fraction of the total work, we do a really sexy one, but still a fraction. But it's one that we think has a lot of flexibility and use cases moving forward. specifically around the time construction is very time intensive and takes a long time. So 3d printing, we know exactly how long it takes, it's very quick, we can print home in less than 24 hours. And there's also virtually no waste, right? So it makes our construction sites very, very efficient and effective. And so, you know, it has been a, you know, blood, sweat and tears into the project from all teams involved, right? You stories, icons, the local government we've worked with in that area of NACA who got and it really took everyone but it's something that we're so proud of. And a big piece of that is proving what's possible, right. Our hope is that by doing something super outlandish, that we are inspiring others to think bigger and try something that may be feels too scary to bold, but ultimately will impact more families.

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I can feel you geeking out, john,

I know Well, I think too, I would just really want you to talk about because there's people that are going to not assume positive intent all the time and think is necessary. Just going in and dropping houses like that is not how you solve this, because you could have made a lot more houses, if that's what you were doing. Your process of the community being involved and customizing it to community, I think is a powerful statement for how this type of work needs to be done. And so I'd love for you to walk us through just how you use local partners in the inclusive design aspects and just kind of share a little bit of that, because I have chills, but I love I love your approach with it.

Yeah, it's You're right. It's so important. We could be doing way more homes. But what we know is if we don't really listen to the communities that we're working in, before we implement a solution, it's far more likely that that solution is not going to last long term, right? We have all heard and or seen the horror stories of communities that organizations have built 300 plus homes, and now 10 of them are being lifted, right? And so from day one, we were really focused on a couple things. The primary driver, if I had to say one thing that really influenced our mindset that broke into action plans, it would be dignity for the families we get to work with. And so the ways that that manifests are number one, our lean participatory design process, before we move a piece of dirt in any community that we work in, we invite all of the families who will be receiving homes to speak into the home and community design. And we are always blown away by what are the things that they're thinking of that never would have been on our mind because we don't live there. We don't know what their experience is like. And so we take that feedback and we incorporate that into the home and community plans to make it the best community for that community long term. I will say transparently, that that makes new stories life a lot harder, right? Because it impacts everything from when a donor says to me, how much is a home? Well, I can't tell you just one number because it depends on that specific community. Right and what were the needs of that community. There's a lot of different factors. But ultimately, what we've seen is that it really positively impacts the community and their buy in long term. And the other way that it really manifests is just the involvement of the community over time. So you mentioned, john, that we work with local nonprofit partners. And you're correct. They're really the ones who help us facilitate the community engagement over time. We all know that a community is more than just homes, right? It's how do people interact? It's how are their lives improving over time. And so we make sure that we monitor that over time so that we can learn right, every community we've built has not been perfect, but every community we built, has been a learning ground for us to grow and improve for future communities.

I want to just pause for a second because I think what you just said is so smart. And to me, it is the hidden gem of innovation. I think the greatest innovators are the people who are listening and believe they don't have all the answers. And when you can bake in the fact that you are listening all the time, you are constantly going to innovate, by virtue of just hearing what the need is, and where could the value be best use. But I you know, I love that we're talking about dreaming a little bit last season, we had Dan pelada, on who was casting vision about why nonprofits need to be dreaming bigger. So I would love if you could share some advice for our listeners around leveraging innovative mindsets and dreaming bigger on behalf of their missions. Oh, yeah.

The two kind of, I would say, mantras that come up a lot on our team that I think are really valuable for everyone to take and use. The first one is that bold ideas attract bold people. So if you are a nonprofit that is worried about, our donors aren't gonna like this, or my board is not going to like this, or my team is not going to like this. They may not. But that may mean that they're not your people long term, right? Ultimately, if you're willing to dream big, and have these bold ideas, that is going to attract a certain type of person. And that is the person you want to attract, if you want to implement these bold ideas. So I would say that is kind of advice number one to just keep in the front of mind, as you're thinking about, what are you going to do? What should you do? The second thing I would say, and this has come up with our team really over the last six months. And it's kind of a joke how often we're using this phrase now. But that's don't make hard things harder. The work that we do as nonprofits is really freaking hard. It does not matter what you're doing. If you are in this line of work, it's really hard. There's a reason that these problems have not been solved. And that's because they're very hard. And so as you're looking at something that's really hard, don't make it harder, right? If you are looking at some crazy innovation, what is the first step you can take is already going to be really hard to do something? How can you pull that back and decide, I'm going to take a first step, I'm going to do this one thing, I'm going to eliminate these partners from this project, I'm going to make this the closest proximity possible, right? How can you look at what are all of the things that are going to make this idea project execution, etc, hard? And how can you simplify those because it's already going to be tiring. And and difficult and so that is the other maybe more practical piece that I would give that although is a mantra is maybe a little bit more actionable for people.

Well, you know, not that was like name dropping all of our past guests, but I feel like so much just points to this, you know, we call her the godmother of monthly giving programs Vic Harrison was on I know, she's a huge fan of and connected to news story and a lot of different ways. But your monthly giving program to me is already like a best practice out there. We're always referring people to go check it out, because it's just so well done and innovative and how you approach it. Would you share a little bit about the importance of that program and just some of the distinctives that have made it special?

Dr. Becky, are you ready for an answer you don't expect on this one?

Oh my gosh. Okay. I'm ready. I'm gripping the table.

So you know how people often talk about like, Instagram is your like, highlight reel? Yes. The neighborhood is our like, ugly like stepchild cousin that's like hidden in a corner. Okay, so I am just gonna like pull the curtain back. All the things on the neighborhood for you. Sorry. So yes, we launched a monthly giving program about a year ago. The backstory here is that we had this huge launch planned for the neighborhood. on Apple TV, like I mentioned, did this document To be honest, they were premiering the documentary at South by Southwest in March of 2020. And that was going to be the kickoff for us to then do a road tour with about 12 cities where it was going to start in Austin, Texas, have the premiere of the documentary, and then go to 12 different cities to screen the documentary, and at the end of each screening, asked people to join the neighborhood. I mean, brilliant,

best laid plan ever,

as well, as we all know, March 2020. What was the first domino that fell South by Southwest getting canceled?

Seriously, when they canceled? I was like, this is like, What is going on?

President? Yeah, it was the first one that made everyone go. Oh, so

this is a thing that's happening now. So we said, Man, we don't know what we're going to do with the neighborhood, well, let's just stick it in the corner. You know, like, we all left our desks for two weeks, you know, we'll, we'll be back in two weeks, figured out what we're going to do then. And so, of course, a month goes by and we realize, okay, like we're not going to be doing the plan for launching this giving program. And it was about that time, that new story made the decision to do a rent relief project in the US, all of our international work was on pause because of COVID. We, of course, were seeing this housing crisis that was emerging in the US. And so we said, there's not a lot that we can do right now. But we know we can raise money. And so let's raise money, and let's pay rent for some families who their income, you know, was completely lost due to COVID. And that will be a way that we can impact this problem that we seek to serve. And we'll give our team something, you know, to rally around during this time. And so we pulled off that project in about 12 days. And we made the decision to launch that project with the neighborhood as giving people an option to sign up for a monthly donation. And so the pitch was kind of Alright, you know, you're going to pay families rent, rent happens monthly, will you start with us on a monthly donation, and the first three months are going to go to this us pay their rent project. So I give all of that backstory to say the neighborhood for us was like, you know, this great plan with all this fanfare around it. And then it was like, none of that can happen. strip it down to the bare bones. And let's just get it out into the world and see what happens. And so honestly, for the last year, it has not been a top focus organizationally for us, we have had it out into the world. We of course have some amazing donors who are partnered with us on a monthly level. But we have just in the last three months hired a full time team to really run the neighborhood for us. So we brought in a digital marketing lead and a social media manager to really focus on how do we grow this community to engage in our work, because we know how important it is. We want it to be a priority. But it just hasn't been as much of a priority as we want it to have been over the last year. So that was probably a longer and different answer than you would expect. But it's where we are.

I just say how much more even I'm endeared to you and new story and full disclosure, Sara saw these questions she could have really easily said I don't want to talk about that. But I love the humanity and the relatability of last year was everything that nobody expected. And y'all still made lemonade out of it. And I still I'm gonna refer to people because it's a beautiful program that you've been

doing. Sarah just showed us new stories junk drawer. And I just think it's a perfect example of best laid plans. Like if they're not going in a certain way, you've got to be able to pivot quickly. And I want to transition into the story piece because I cannot even imagine the stories that you all would have access to, you know, looking at 2500 homes, that many families I mean, I don't know how many individuals that is. But that is got to be 10s of 1000s of individuals impacted. So what would you say is a story of philanthropy that has touched you personally, whether it's with new story or somewhere else?

Yeah, um, Becky, I think that for me, it is. I have such a unique opportunity, and that we get to meet so many families before they move into a safe home. And then we get to see the families over time, right. I've been with the team for almost five years now. And so going back to the same communities time and time again, you see kids growing up, you see people getting older, you see babies being born, all of these things and the moments of generosity that continually blow me away are when the families we get to work with are so incredibly generous towards us. Right? So we see it most often with, you know, community movements that will go to or I can think of one specific story a family in a area called Tennessee gay and we It was the first time we ever visited the family so they didn't know us, right? They weren't like hosting us in this new thing. And as soon as we got there, the A woman went into her kitchen, or she actually sent her son to the store to buy water and then brought the water back and was making lemonade for us. Right. And so I think so much of it is these moments of hospitality, that hospitality is like one of the ultimate acts of generosity and, and philanthropy in the people around you, right? And so to see families now have the opportunity to host others, and what that looks like, you know, making drinks, here's a popsicle Come sit down, right? They want their, they're so proud. And honestly, this happens in their homes afterward, and even in the homes that they're living in, before they receive one. And I think those are the moments that consistently stick with me stick with the team, and are the things that we're, you know, so excited to tell donors and supporters about.

I feel like if I remember back, that's the genesis for why it's called new story, right? I mean, it's like when you move in, it's like, it is a whole new chapter that could put you on a completely different trajectory for your family, for the kids for their entire childhood. I mean, what a beautiful full circle thing that you get to be part of,

and you're such a good storyteller, Sarah, I mean, even when you're telling the story of the monster shoes, I mean, immediately, I'm thinking of a campaign with the little monster slippers as the, you know, tethered to the new story in some way. And it's children, fundraising for kids who don't have homes or something. These are the moments, you know, that we want to encourage our community like, look for the nuance, those little antidotes, you call them micro moments, which I thought was a genius expression, I've not heard that. Find your micro moment that that is vulnerable. That is human. That is the story that needs to be told, I am visualizing this little boy, and I'm not just visualizing the shoes on his feet. I'm visualizing his puffed out chest, and the smile on his face and the joy. And it's like that is something that I think a lot of us want to be a part of.

I have two things. I have to tell you about that. And the first one is you're absolutely right. And I think, you know, our team does such an exceptional job of consistently looking for those that El Salvador story, you know, somebody on our team came back, she typed up the whole story, she was putting it slack she was sharing with everyone. And the sharing is another big piece because that actually enabled some other team members to read about it. And today, I was just chatting with some team members out in the office. And they're actually working on a campaign where they're taking all of our top donors who have kids, and mailing them monster slippers with the story of Israel in the box.

I mean, I'm dead.

Can you imagine something more compelling as a parent to support an organization and then get this box a monster slipper? and be like, Why the heck is new story sending me slippers, and then to read the story and really feel so engaged in the work. And so I think you're absolutely right, people need to be looking for those micro moments, they need to be sharing those micro moments. And then they need to think about what are the ways you can communicate that maybe it's on social media, or I mean, that campaign is not costing us that much money, right? The slippers like $12 on Amazon, and then we have pay for shipping and a letter. And it's the impact of that I

think is going to be so outsized, the symbol of the monster slippers and how they're in 2500 homes like just geeking out over it. It's so amazing.

I don't want to ask this question, because this means we're to the end of our questions, but back, Sarah. So we asked all of our guests, what's your one good thing, that's something that everybody could apply today. So then it's true mantra in your life.

I think one that is really true, especially right now is to surround yourself by people who push you further. I think that the easiest place we can all compromise in our lives is having friends, having family having co workers who are just like comfortable being where they are. But I think the more we can push ourselves to be surrounded by those people who push us further. That that is it is the one good thing and the one thing such by doing pushes you further pushes your organization further. And it allows you to dream and to live in a different way as well. And I think that that is something that I have really felt, I think over the last year more than any other time. And I think that that's the environment that we're in right now as you're having the time to actually pause and think, what are the areas of my life that are serving me and not serving me and the ones that are serving me? How are those happening? And so yeah, that would be the encouragement and the people that advice would be find the people who push you who challenge you who inspire you and figure out how you can be around them more.

So the community builder is advising us to build community inspires us. I'd love to

do what you said earlier to prove what's possible. possible. And if you believe you are someone who can be a part of huge dreams, massive innovation, you're a part of the solution of what's proving what's possible. Find the people that push you into that spot, I promise you, your life will become richer, fuller, more vibrant, and it'll be steeped in community. And so you're not you're doing it together, which feels even better. Yeah, Sara Lee, you're great human. We really like your nonprofit a little bit.

Listen, y'all come to Atlanta, we can hang out whenever you want. As you see, we're all we're open books over here. So whatever I can help with, or we can, we can learn from you and other people, all of the things. We are here for it.

Yeah, we're all about community. So if somebody is wanting to get in community with Sarah with new story, tell us where our listeners can find you. If they're really interested in joining the neighborhood. Give us all your social channels to

Yes, we are at new story, charity everywhere. And same thing as the URL is new story. charity.org. I think all of my contact information is on there as well. And yeah, I love talking about this stuff. I think, to your point, Becky about the junk drawer, I think it's the only way nonprofits grow and learn from each other is is having the people who are willing to say, here's what works, here's what's working, here's what's not working. And that is how news story has gotten here is having those conversations with other organizations and it's conversations we love to have. So yeah, I would love for people to reach out and see how we can all learn together.

Oh my gosh, this is so great. We appreciate you. Thank you all so much.

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