So, okay, so we got this relates to like everything that we've talked about, basically up to this point. So this relates to the mindset work, right, because one of the things one of the reasons why I realized that I wanted to work with fundraisers is because I actually started coaching like women, and just doing sort of like more General like life career coaching. And what I found was like sort of what you were saying around Brene? Brown, right? Like, how does vulnerability trigger all of this, all of our stuff, right. And so what I realized in doing that, at the same time as I was, you know, fundraising is wow, like, fundraising triggers all of our stuff, because it's vulnerable. And I work with a lot of clients, honestly, who are like, I feel like I've worked through a lot of my self worth stuff, but here it comes rearing its ugly head around fundraising, and I can't, I can't break the cycle. Now, again, you know, like I did before, and my, you know, whatever component of my life. And so, you know, there's this culture in nonprofits. And I think part of this is, you know, because of the stigma we honestly deal with in nonprofits where we are, we many of us have dealt with people sort of questioning the efficiency of our organizations or questioning our competence as professionals. And so we launch ourselves out on the defense, right, like with the perfectionism, you know, and then we A, we internalize it into our organizational culture, too. And what that does is it doesn't create space for people to to deal with rejection safely. And fundraising is inherently involves rejection. So you've now created this environment that's unsafe for your fundraisers. And so what that means is, they're never going to push a boundary, and they're leaving money on the table. You know, I tell my clients all the time, I do not care how many yeses you you got this month, that number means nothing to me, tell me how many noes you got. And inside power partners, I actually have a no challenge. Because I want people to get comfortable hearing no, because the only way the only way to move through that, particularly if you have a culture that isn't allowing you to sort of talk about these things or talk about the discomfort or talk about the vulnerability is, is to survive it. Right. Like with all of these things that bring up our deepest self critics or defy our deepest Gremlins, I said to a client the other day I said, I said, you know, I don't know. I don't want to, like overstep here, but like what you're kind of describing to me sounds like you feel like you might die. Like if that like that, like the level of stress feel over that meeting. And she was like, that is how I feel like, it's not like, I think I'm gonna die. But it feels like that, right? So it's like, these are the fears that the level of fear that people hold walking into these donor meetings, like they are just walking off the ledge into a dark abyss, right? And I said to her, I said she was like, that's how I feel every time I'm, you know, going into a donor meeting, because I don't know what they're going to say. And so I said to her, I said, Okay, so what if I told you, Alice, that next year, you were going to have 104 donor meetings? And 56 of those people were going to say no, and the rest of them, were going to say yes. How would that feel? Like how would that feel different? And she was like, Oh, my God, it would feel completely different. And so what I realized is that it's actually not the know that people are afraid of, it's the story that they caused the know. Right? It's the, it's the fear that something they did caused the know. And so that's perfectionism, right? That's insecurity, that's our Gremlin. That's our self critic, all those things, which so many of us, myself included, know so well. Right. So okay, so that means that you are not in an in a culture, you haven't created an organizational culture that creates safety and expectation around the No. Right that like, that's just a part of what this is. And so when I think about, you know, how do you change, you know, organizational culture within fundraising teams, you know, one track and celebrate those knows, that means that your fundraisers are pushing their limits, if they have 100% yeses, they are doing something wrong. Like that is the worst sign to me. They're doing something wrong and