644. Unlocking DAF Potential: Susan G. Komen’s Record-Breaking $267,000 DAF Day - Trish Davis and Mitch Stein | Otter.ai

644. Unlocking DAF Potential: Susan G. Komen’s Record-Breaking $267,000 DAF Day - Trish Davis and Mitch Stein

Sabrina Li33min

Jonathan McCoy

00:00

What's happening? B

Becky Endicott

00:01

We got some friends in the house, new friends, repeat friends. We're about to have an incredible conversation about an incredible case study.

Jonathan McCoy

00:12

Yeah, I mean this case study. I'm still like, scratching my eyes, like, am I reading this right? Friends? We're gonna tell you the story about how one of our favorite charities. Susan G komen raised $267,000 in a single day just from donor advised funds. I mean, we're going to break it down and get into how they did it, but before we jump into the story, you got to meet some of the humans, and one of them is a long time friend of we are for good and to us, Mitch Stein. Mitch So good to see you, my friend. He's the head of strategy over at chariot, they're the platform that's helping organizations simplify def donations. Thanks for doing that, because it used to be hella hard, let's be completely honest. And Tris Davis, she is the vice president of major gifts and planned giving. Over at Susan G komen, she's our new friend that is here to kind of break it all down, demystify how we can actually have these conversations with donors. It's not as scary as we think. They're going to share about their strategy behind their record breaking day and how they tied into daft day, which is, if this is not on your calendar, just circle impact up and daft day, we like to hang out together on October 9, so easy to remember in this community. But we're going to talk about the tools that made it possible. We're going to talk about the mindsets, the insights of how we're approaching this day that every nonprofit should know. Mitch, Trish, to have you both in the House means the world. Good to see y'all. Welcome to the podcast. So

Mitch Stein

01:26

Good to be here. Thank you.

Trish Davis

01:28

Thank you. Really excited. I

Jonathan McCoy

01:30

mean, such an honor, Mitch, you've gotten to be on the show before, but catch us up a little bit to life. Since you know, we last chatted, tell us a little bit about formative experiences that you know connected you to the deaf world. And then, Trish, we'll have you share a little bit of your story too. Yeah.

Mitch Stein

01:42

Story too. Yeah. And for folks who don't know, I feel like I feel closely wedded to the we are for good journey, because forever, because I started my first startup in the nonprofit space, like, months apart from Jon and Becky, and we got like, connected in the ether on LinkedIn, and have just like ups and downs, like shared insights, and it's just really crises successes. It's just been so fun to see all that you all been able to do. So congratulations and thank you for everything you keep bringing to the space. But yeah, at that point in time, and just to bring it into the conversation today, I had recently left a job. I was at Goldman Sachs for seven years as an investment banker, but I had gotten connected to nonprofit fundraising by joining an event where I was riding my bike from Boston to New York City in three days, called the Northeast aids ride. And when I was when I started fundraising. I will never forget getting a $10,000 donation from one of the partners that I work for at Goldman. And I was like, I didn't even know donations that big happened. I was just like, flabbergasted. And I learned that it was from his donor advised fund. And then I learned that all of the senior folks at the firm had these accounts, and this was 10 years ago, and so I started my own daft fundraising strategy in 2016 where I then sent a specific message to every senior person I knew, giving them 10 point instructions of how to log into their accounts. Look up the right organization with the right name, attach it to my ride, send the gift. I'd check in with them, follow up with their assistant, reach out to the nonprofit organization I was fundraising for when they got the check in the mail. Then they'd reach out to confirm is this from that person? Because there's a different, fun name. Ultimately, it took about two months between gift and showing up on my

Becky Endicott

03:40

campaign, so many people

Jonathan McCoy

03:42

are nodding and remembering this process. I mean, this is life, yeah,

Mitch Stein

03:47

yeah. So it still happens all the time, but the good news is that there's, like, an answer that can fix a lot of this for people. We're going to talk more about it. David, that's what drew me ultimately to work with chariot, where I'm the head of strategy now, and we are the donor advised fund payments company. So we focus really on that infrastructure layer of how these gifts get initiated more easily, how nonprofits can make that process easier for their donors, how they receive those gifts, ultimately, how daps even can send those gifts more easily and just bring this whole ecosystem together more tightly. So I am thrilled to be here to talk about DAFs.

Jonathan McCoy

04:25

You have all of us excited about DAF so your enthusiasm runs super deep. Trish, tell us a little bit about your story growing up and what led you into this amazing work you're doing now. Yeah,

Trish Davis

04:37

well, thank you so much for having me today. I love going. It's like a road show with Mitch. He just brings me along to really fun, daft talks. So I grew up in Northern California. I still live in Northern California. I left for a while. I was actually in the military. And yeah, thank you. It was the pleasure of a lifetime to serve my kind. Country, and I think getting out after that, I wasn't sure what was next. You know, when you do Tactical Air Drop and fly on planes in the military, you're not sure what the next step is as a civilian again. And I volunteered. Well, my whole life. My mom actually had her own nonprofit, and I volunteered my way into my first full time role. Turns out, I was raising money as a passionate volunteer for conservation organization and building relationships. And they said, Hey, do you want to build a major gift program? Like, what is that like? I didn't even know. Yeah, yeah. I just, you know, to me, it was, you know, talking with wonderful people who shared, you know, similar passion and turned into a career. And so I now I'm with komen, been here five and a half years, and really it's been a joy to build individual giving in this organization, and then Das has been something we've passionately been working to improve. And you know, just we want to be a good donor experience. And to Mitchell's point, it, it can be really clunky, and, like, really clunky. And so I met Mitch, and you know, we've been working with chariot now for just over two years, is that right? Mitch been over two years and just loving every minute, and still so much work to do, and we're doing it, doing the work.

Becky Endicott

06:31

Yeah, it feels like you've just scratched the surface of what literally on this. And I want to take our listeners back a little bit to little Becky Kraus, who was 24 years old, new into her first foundation. And people kept using this word DAF and and I was like, What is this thing? And I'm a creative I intentionally picked public relations as a major in college because I only had to get two math credits. So I remember sitting down with our CFO and saying very Michael Scott style, explain a donor advised fund to me like I'm five years old. Explain it to me so I can explain it in our communications. And so I love that Susan G komen is like on fire for DAFs right now, and we're going to dive into this case study. But first, Trish, I wonder if you could just tone set for those who may be having this as a first conversation. What exactly are donor advised funds for those who may not be familiar, and why do you believe there's such an important strategy to highlight with donors,

Trish Davis

07:43

sure. So DAFs donor advised funds are, I think, the coolest thing in philanthropy right now, and think that's why so many donors are moving towards them. Once they realize how awesome they are. There's just no stopping someone. So a donor advised fund is it's essentially like a charitable savings account. And for someone like me, I have a DAF, and I know Mitch has a DAF, we have a DAF at the same place. It really stream. See, they're the best, right? It streamlines your philanthropy. It allows you to plan for charitable giving and make those gifts into one place, and then you can give from your DAF out to the organizations that you care about, but you get the tax benefit when you make the gift into the DAF. So for people that are thinking about year end giving or offsetting tax liability, it can be really fantastic. I had my dad making gifts into his first donor advised fund, and he had just had no idea how wonderful that was. Now he has one tax receipt, and he can see because he gives to lots of different organizations, including komen, and he didn't realize how difficult it was to actually track all that. Now it's in one place, and he can make gifts out of his staff. I'm doing the same thing, and they're really fantastic. I tell everybody they should have a DAF. If they make any charitable gifts during the year, it can be hundreds of dollars, 1000s of dollars, hundreds of 1000s of dollars, and a donor advised fund would be right for most

Jonathan McCoy

09:16

donors. Yeah. I mean, I love that you broke this down. We're talking in simple, plain language, because I definitely remember operations kind of groaning when certain gift officers walked in with certain kinds of gifts. And I feel like this fit in that category, because it just wasn't always so easy to track and how to soft credit and all these things. But Mitch, I want to kick it to you, because what felt really cumbersome to process technology has, like completely changed the game, and y'all have spent a lot of time thinking about this at chariot. So how has that simplified the experience? And tell us kind of what y'all are doing on that front.

Mitch Stein

09:49

Yeah. So like Trish said, one of the major benefits of DAFs is that it makes it easier people to organize their giving, and then they end up giving more. It's proven time and time again. In their gifts are larger, and they support more organizations because of that intentionality and this that commitment they've made. But on the nonprofit side, it wasn't it's not always such great news to everybody to get more of those gifts because they're arriving late from different places. So two big improvements that we work on at chariot is building a payment option to use your DAF right in the checkout flow of any other type of fundraising that's eligible for DAF giving. So that it's like Apple, Pay, Google, pay, DAF, pay, so that you, from the fundraisers perspective, it's as if you use one of these other payment options where they know about the gift right away. It's included in your thermometer. You can do your stewardship right away. You can personalize that. You actually get an email, which is like unheard of. You get the donors email right away to really build that relationship and capitalize on this is a donor, and Trish will tell you this over and over again. Anyone using a daft no matter the size of the gift, is like someone that you want to build a relationship with. They have taken the time out of their day to set up a specific financial account for giving. Like, think about the last time you had to do something with your finances. And like, how much you pushed it off. What a pain in the neck it was. This person cares. Interesting. That's like the through line is someone using an app cares, and that's someone that you want to build a closer relationship with. So being able to incorporate it into all the other great work you do for your fundraising across different channels and teams, you just want Dapps to be there. So that's what chariot provides, and then also making it easier to ultimately receive and reconcile those gifts that are coming in on the back end to automate that process of how it moves into your

Becky Endicott

11:49

systems. I just think it's so brilliant. I'm so glad we're talking about this, because the last time I looked at it, there was like an insane number, like, like two 50 billion if I'm up or down, I'm not exactly sure, but I feel like it's somewhere close to that that's sitting in deaths right now, and in for me, as a recovering major gift officer, if someone had a DAF to me that shows such intentionality that I want to Do something with these funds in the charitable space, I it almost like I want to be courted, and so I have intentionality here. I actually set up ours for our family because I wanted my daughters to have a philanthropy allowance every month, and I was trying to get in a rhythm where they could give and have agency every single month. But Mitch, you look at this so closely, and I know you're looking at chariots data, it just seems like there's so much opportunity right now that people aren't grasping. So what are the trends that you're seeing right now that our nonprofit and social impact friends should be taking advantage of right now?

Mitch Stein

12:58

Yeah, I think the biggest thing it's just that this is exploding like it is, just hard to understate the pace of growth in DAF giving. I think chariot runs a research report every year with K 2d strategies called the DAF fundraising report, where we'll analyze dozens of organizations historical fundraising data, both DAF giving and non DAF giving in 2024 the median year over year change in DAF revenue was a 30% increase amongst those participants, and the median year over year change in Non DAF giving was minus 1% so it's sustaining organizations like it is so important. And even when we were reviewing these results in early July, late June, with participants, we were hearing things from people like, oh, we already have just this year. So far, have raised more from gaps than we did all of last year in six months. So the early signs in 2025 are just staggering. So I would say that's first and foremost is just the scale those two $50 billion by the way, that's from the end of 2023 I would guess that's like 300 billion now, given all the market growth and just continued popularity of these funds. And the second thing is just recognizing that this happens up and down your donor file. So actually, when we analyzed all that giving, over 400,000 DAF gifts were included in that study. 69% of those donations were below $1,000 really. And so that points, it points to both the fact that there are lower dollar donors who use DAFs that people don't think about, but also that even your major donors and Trish can speak to this, want to use their DAF everywhere. If Trish is doing a walk, they want to chip in, and it might only be $500 but guess what? That person could have a million dollars in their DAF, and we think that person only wants to use their DAF to make major gifts. I think those are the two biggest things that send you home with is like super fast growth, and it's everyone. It's not limited to major donors making major gifts.

Jonathan McCoy

15:09

It's so good and Trish, I want your take, I mean zooming out to really how y'all view this. At komen, obviously, y'all are very strategic. You have supporters showing up in lots of different contexts around your organization. How are y'all looking at DAFs to build that donor engagement and the donor retention aspect of your work? And then we'll get to your case study. But I'm just curious, like, at a higher level, how you think about

Trish Davis

15:30

this? Yeah, well, DAFs are really important, which is why we've leaned in to Mitch point. The gifts are larger, and we see donors that previously made a digital gift, making, sometimes a 10x gift from their donor advised fund. And it's really, really neat to see that. And because of that, we wanted to not just lean in. It's not just a tool for a major gift department, but it's something that we should be talking about with all of our donors, because we do have donors that are making, you know, 25 $50 gifts from their donor advised fund, but they're making them year round, and they're making them to events. They're making year end gifts. They are giving more frequently with their donor advised fund. And I think the burden is really on us to talk about DAFs and to invite donors, remind them that that is a way to give and then to make it easier for them, so that the experience is not so clunky and and burdensome, especially in that peer to peer space, and that's where chariot has been critically important to the success that we're seeing in the increase of Daft gifts to events. Before we had DAF pay, it was really tough to make a gift to a participant and see it. You know, on their thermometer, like Mitch talked about, and now, especially with connected daft, it's immediate that gratification, just like they made a gift from a credit card, is there, and we're seeing donors come back and make gifts second third, gifts to peer to peer, events from their donor advised fund. So it's, it's been really, really great for our organization, and something that we're just scratching the surface.

Becky Endicott

17:07

I just want to compliment Susan G komen, because I deeply appreciate that you're meeting your donors where they are, and it's not just about a cash, online donation. And I mean, we're seeing this across the board, if you can diversify your revenue and the ways that you value currency that are coming in, and I'm not even talking just about the currency of money, how people are giving you story, how people are inviting others into the network, when you Start to diversify the way, people can show their support. They keep coming back because it feels good, because the difference they're making is getting bigger and brighter. And so we really want to get into this case study of your daft day. And I want to talk like talk to us Trish about how did you prepare for DAF day 2024, kind of give us the 10,000 foot view. And can you tell us what the strategies look like that were most effective for you?

Trish Davis

18:11

Sure? Well, one, we were excited that there was a DAF day because all of a sudden there was this moment in time for DAF donors, and I think it gave our organization something to rally around, to educate our team, our board, versus just year round deaf giving is something that we care about deeply, but trying to get different departments, the marketing team, you know, really to want to participate. Having a single day of giving is something that everybody can get on board with. And so DAF day was the first opportunity, really, it's actually the first time we ever posted about DAFs on social media. Because we had that Giving Day. It gave us that opportunity to collaborate across departments, and I think, for strategies for how we tackled that. It was about talking to donors. We did more one to one outreach than we did mass communications. That first staff day was our first toe dip into things like social media and more of a mass marketing approach. I think this year we'll see more of it, because we had such great success, everyone is really excited to continue leaning in, but lots of one to one outreach emails, phone calls, postcards, handwritten postcards, video email. We tried everything to get the word out and share about this day to maximize what we thought we could do. And it was

Becky Endicott

19:41

great click on that, because I would love to know what your message was. What did you say to people? What did that postcard say? What did that video say?

Trish Davis

19:50

It really was just one letting them know that DAF day was this first of its kind, Giving Day, and if they had a donor advised fund inviting them to be part of that. With us. And for komen specifically, October is National Breast Cancer Awareness Month. We're already doing so much storytelling, and, you know, talking about the impact that donors can have, and so really leaning into that, but then adding that, you know, their donor advice Fund and the impact that they can have, you know that breast cancer really needs all of us. And people with a deaf are just they're incredibly generous and thoughtful with their philanthropy. And so it was an invitation to to join us, and we were blown away. Like,

Jonathan McCoy

20:37

this is a through line on recent conversations and like, it goes back to the earliest conversations too. Like, if you don't ask, it's really hard to expect that. And planting that seed, you're in year one, doing this, having this kind of success, it's amazing to think about as people understand, they start to plan for it, et cetera. Like, how this is just gonna snowball over time. So What lessons do y'all feel like y'all learn from this approach? Maybe at komens or Mitch, you get purview of tons of organizations doing this too, that other nonprofits could really apply to their prioritization of chasing the DAF.

Mitch Stein

21:10

Yeah, I'm happy to jump in too, because I there's so many valuable lessons to learn. I think I was just hearing Trish say an invitation like, I just love that framing, and I think it hearkens to some historical gaps in the DAP donor experience. Like, yes, using your DAF has all these benefits that we've talked about and why people are adopting them. But also, if you just put yours, and I love that Becky and Trish both have adapt. See, like, you know the experience, and I recommend it for any fundraiser to just like, give it a try, so you can see what your donor sees. But I always put myself in the shoes of that donor. That's like, I got this amazing video message from Trish, Susan, you come around. I'm so inspired, and I and I want to go support. And normally when someone's making a credit card gift, it's like, in our domain, we can, like, nurture the experience. Like, keep showing them messages. Like, send the follow up right away. They see the landing, thank you, whatever. When you go log into your DAP, especially if you're maybe a more old school provider, you're going to log into your bank account, it's like not an inspiration starts to wane. You have to go, you have to go look, you have to go look up the org, try to find them. And you're just and then you send the gift, and you're like crickets, right? So I think the invitation to say, be a part of something, and to be given a collective way, in a collaborative way, and this is a moment, and you're going to do this a bunch of other people, and you're going to have this impact like that is a groundbreaking message to a daft donor. And I think you can't underestimate the value of painting the picture of a new kind of experience for how they can give. It's just so powerful.

Becky Endicott

22:55

I think you've hit on something here Mitch, which is we have missed cultivating and stewarding and saying thank you to the DAF donor, and I think that what you've really grasped onto here is the ability to deepen the relationship with the donor, to make sure that there is greater alignment. And not just because you've diversified the way they can give, but you've expanded the conversation, I think, in a very meaningful way. I mean, Trish, have you seen that play out with komen in any sort of way?

Trish Davis

23:27

Yeah. I mean, I definitely think so. And I think one of the things that we really try to focus on to continue to make that improvement in the donor experience is being really curious and asking for feedback, so that when we are connecting with these donors right after they've made a gift, finding out what the experience was like for them, so that we can continue to improve it. Those that use daft pay, it's very, very good feedback. It's it's easy, it's simple. And then for donors that are not using DAF pay and giving offline, sometimes it's a little clunky, but we get a lot of really great feedback from them, and are still trying to improve that experience so that they want to partner with us again in the future, and that we can stay connected with them. So, yeah, I mean, it's been

Jonathan McCoy

24:13

fantastic. I mean, yeah, I think I keep thinking of it the same idea of you walk up and you realize you have a Venmo balance. You're like, sweet. I want to buy that right now. It's just so much removes the friction, you know, and I think you're doing that, like, on such a charitable way. This parlay is really great into, like, this idea of, if you're listening today and you're like, Man, I want to get in on this, what is, like, a good first step for someone building their first ever strategy and thinking about doing DAFs throughout the year? You know, it doesn't have to be just on DAF day. What is some good jumping off points for those listening and want to dig in Trish? You want to take that first?

Trish Davis

24:49

Yeah, so I think one important thing is to look at the data that you already have. You know, are you tracking DAF donors? And how are you tracking them so that you can go back? Back in and look at, can you segment and talk to those donors specifically about giving from their death. That's something that we learned we were not doing very well, and we've taken steps to try and improve so that we can segment. And then I think, you know, not limiting donors or only talking to donors that you know have a DAF, because we do see so many conversions. So making giving from a DAF easier things like, if you can't add it on a main donation page to Mitch point, having it at that moment of checkout is really, really important, because if somebody has a DAF and they weren't even thinking about giving from their DAF, they just showed up and they were going to make a gift with their credit card, but you have that DAF Pay option, there's what I call this light bulb moment where it's like, oh, wait, I have one of those. And here I didn't even, I wasn't even thinking about using it. And so I think giving donors more opportunities to use the DAF and and for it to be seamless and easy, regardless of if it's an event, if it's, you know, through through digital. I think that's really, really important, and just jumping in make it easy.

Jonathan McCoy

26:08

So good. Is there anything you'd add? Mitch, yeah,

Mitch Stein

26:12

I think for anyone wondering, like, what are my next steps here, first and foremost is just like, do one thing, you know, you just find what resonates with you. I think that's really my overarching message around daft day in particular, is like, just use this to get one thing done that you wanted to do. I've heard people say, like, oh, we finally updated our website to have DAFs listed on our ways to get page you are doing great. You know? I'm like, Just figure out the one thing you can get done. And if people are excited and you want to do more go on from there. But I think finding that one step forward, internally or externally, is great. I also think something I just want to underline from Trish is that don't be too cautious in who you communicate about this with, because people are curious. And I think another a really valuable aspect of DAF day as a moment of communication and engagement is it's at first and foremost education, and that's a gift in fundraising, to have an opportunity to be delivering value to your audience. Yes, there's an organic like ask in there, like you want them to give to you as well. But I just think people are often they overthink, like, Okay, well, what if maybe they they don't have enough money for a DAF, or they've only given $50 before. Like, do they want to learn about das like, you're educating people. It's helpful for anyone to learn about you're not telling them what to do. It's educating and if someone already has a DAF, they're going to be excited that you're talking about it, because most people with DAFs are like Trish, where they're like, Gee, I have this incredible thing. Most people don't know about it. It helps me with my giving. It does so they're like super fans, and if you can help align their super fandom with their daft to your cause, like that is such a big unlock for you. And lastly, is just like Trish mentioned being running major gifts and planned giving at komen, she has helped really spearhead this effort across the whole organization as a champion. And so don't be limited by your role. If you're excited and you're lit up by this topic and no one else is taking it on in your organization, like pursue it and do it collaboratively, and that's where you're gonna see the best results.

Becky Endicott

28:24

I think what I'm taking away from this conversation is get in the game. I think it's time to get in the game. And when you start educating us, thank you, Trish and Mitch about just this concept alone, you begin to see that these things are becoming so much more mainstream, and to not get in the game is means that we're not only leaving money on the table, but we're leaving believers behind who are already rabid fans of our missions. And so I just want to thank you for lifting the power in this I mean it very much. Jon reminds me of that conversation we had with Vance Roush over at overflow, about when you start to unlock Venmo Apple Pay Das, when you start to diversify and allow your audience to choose and to identify what works for them. Guess what? Your funding expands, your understanding and your engagement with your donor expands their ability to be a part of the miracles, and the movement expands. So just dip your toe in. I think that's what we're saying here. And so I deeply, deeply appreciate this conversation. You know, we end all of our conversations with the one good thing. So Mitch, I'm going to kick it to you first, because you've done this before. It'll give Trish a second to think about it. What's the one good thing you're going to leave with our audience today?

Mitch Stein

29:48

This is new for me, but I've been really enjoying it for the past few weeks. I don't know like for others, I am always trying to start new habits or get myself to like I should stretch in the morning. Or I should read more. And I'm, like, really bad, like, really bad at following through. But I started journaling, but like, make it a few sentences, like a half page, and, like, making myself do it right when I get up every morning. And I'm finding that now that's given me, like, the framework to also track the other things I want to do, like, Did I read one page of a book? You know, did I work out today? Like, whatever goals you're trying to track. But for me, I feel like I've unlocked the foundation to monitor and like handle more habits that I want to form by just engaging with my own like thoughts in a journal on a daily basis, and back to like our just get started. I'm like, actually having a half a page limit on what I can write has helped make it less intimidating. So it's working for me. If other people's want to try

Jonathan McCoy

30:53

now, you get all this accountability putting this out there too. We'll check in in two weeks.

Trish Davis

31:01

I Well, I'm heading into a really busy time of year, and I think one thing that helps me, because I have to reground myself frequently, right with we can get really chaotic, I think for everyone in in this work, and sometimes we feel like we have 10 jobs and not one, and I try and remind myself every single day to look back at stewardship and gratitude and remembering the joy in giving and people really supporting the organization. And if I can do that and do some stewardship every single day, and not push it off, because there's meetings and there's, you know, five other things that we need to do to drive revenue, the time spent, and usually the stories that we get in those calls is, man, it's a good way to fill your cup and just get you through another day when things are are really busy. So just stay rooted in gratitude and talk to as many people supporting the cause as you can,

Jonathan McCoy

32:02

and you're such a good gift officer, we could chat with y'all all day. I'm so sad this is coming to a close, but those listening are going to want to connect with y'all. Find out more about chariot, connect with y'all at komen. Could y'all kind of point us to where y'all are hanging out online and how people can find

Mitch Stein

32:18

you? Mitch, what you got? Yeah, I am more on LinkedIn than anyone. So

Becky Endicott

32:31

fire, please go follow

Mitch Stein

32:33

him. So yeah, let's, let's get out there for sure, and yes, specifically around daft day, like go to Daft day.com. Resources, there you can claim your account to make sure you're verified on the Giving page, etc. So I think that those would be your two next steps for us here at Jaret,

Trish Davis

32:51

I second that definitely follow Mitch. The DAF content is so good. It helps all of us. We are all learning all the time in this space, so I look at every post I just adore much as content. I'm also on LinkedIn and spend a lot of time there. So if anyone would like to connect, that is a great place to do it for sure.

Becky Endicott

33:12

Well, appreciate you both. Thank you for bringing this incredible case study, these new concepts, this modern way to be. We're going to meet our donors where they are. We are rooting for both of you. Please go connect with Trish, go over to chariot, meet with Mitch. They're going to take care of you. Friends. Keep going, rooting for you and all the good that you're putting into the world. Thank you.

Trish Davis

33:34

Thank you so much.

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