need your own podcast, you teed me up so nicely, I was just talking to you all, you know, off off recording about this experience I had when I was about 26. And I was a marketing director at a major university Foundation. And my boss came to me and said, Hey, we just hired the Indiana School of Philanthropy, one of their consultants to come down and do a three day intensive on major gifts, and I want you to go because I want you to be able to communicate, you know, major gifts and their importance and why we're doing them. And I want you to understand the whole scope. He was very, very wise, he had no idea I'd be a fundraiser someday. And so I'm in this classroom. And we're getting to the part where we're talking about the pitch, and how do you lay down the pitch. And I remember this part, as clearly as if Gwen was standing in front of me right now, I still remember her name was Gwen. And she says, when you drop your pitch, you're not dropping a number, you're dropping an opportunity. And what you're doing is an extending an opportunity to someone to come into your mission, there should be no surprise about that number. If you have cultivated them, well, they're going to know roughly, or exactly what's coming. But the reality is, she made us all turn to each other in pitch. And then she said, When you get to the pitch with the number, I want you to say the number and then I want you to shut up entirely. And she said, And let me tell you why. Because so many people that have limited beliefs about their money, or the limited beliefs they put on their donors about their money will start to talk themselves out of that number, because they think it's too high, they'll start to make up scenarios that they think they know, based on snippets of conversation or background information into their wealth rating. And she says the reality is, there's a lot of fundraisers that get up there and say, we're honored today to present this proposal to you for a $250,000 Endowed Chair. But if that's too much, we have another option here, that's $125,000, where you could do a professorship, and all of a sudden, you haven't even taken a breath. And you've rescinded the highest offer and offered, you know, a half priced item beneath it. And she's like, give your donors the dignity of knowing what the value of that transformation is. Don't feel shame about it. Like if they understand the impact, and if you've communicated the impact. And back to your point, Lynn, if you have threaded in your values, and why this matters, if you have painted the picture of why this is the exact right person to come into your mission, and bring this one thing alive, then the price tag is just a component of it. It's like, let's be honest, the 10 most uncomfortable seconds, or maybe the two most uncomfortable seconds for a lot of us, but it's not the thing. And so I just share that because it really got into my 26 year old head that I totally would have been the one that pitch the higher number and completely backpedaled. But you don't have to, because donors are worthy of understanding what the value is. And I think we just can't make assumptions about them. At least that's what I've been learning in my journey.