Latest / Nonprofit Launch Plan Podcast for Startup, Small, and Growing Nonprofits / Beyond the Big Gift: Building a Resilient Nonprofit with Consistent Support
Transcript
- Matt Stockman: One of the worst traps that you can kind of step into if you're not careful, is by just saying to people, whatever you can give monthly is great. In the fearless fundraising framework, we talk specifically about making sure we don't ever say, whatever you can give is great. We give examples. Welcome to the Nonprofit Launch Plan podcast for startups, small and growing nonprofits. This podcast exists to help you build your nonprofit from the ground up on a strong foundation. My name is Matt Stockman. I'm thrilled you're here. I'm a nonprofit growth coach. In every episode of this podcast, we give you the frameworks, the tools, and the personalized guidance that you need to create lasting impact. At Nonprofit Launch Plan, we believe that every nonprofit has to be operating at peak performance in six key areas in order to be successful. Those six areas are leadership, fundraising, marketing programs, and services operations. And finances. And on each episode of this podcast, we talk about a topic that is core to at least one of those six areas. And today we're tackling two really critical and kind of interconnected topics that are important for your organization's financial health and stability. And that is the importance of developing a monthly giving program. You'd be shocked just how many nonprofits I meet with that don't spend a lot of time or effort into growing a monthly giving program. It's a huge missed opportunity, and I'll even give you a formula that you can use to figure out what a good monthly gift amount to suggest to donors might be. The other interconnected topic on today's episode is also related to giving, but kind of the opposite end of the spectrum. Some pitfalls to avoid when you have somewhat of high giving capacity. Who expresses a desire to kind of go all in with your organization and to help in a significant way? For so many new or growing nonprofits, the early days are often kind of a whirlwind of special events and campaigns and this constant hope for somebody with a big gift and it can kind of feel like you're living hand to mouth. In the meantime, just always worrying about how to cover your immediate costs, let alone plan for the future. If that sounds familiar. I think I've got a lot of good stuff in this episode because imagine for a moment. How much easier you could breathe and how much more accurately you could plan if you knew you had hundreds or even thousands of dollars consistently coming in each month. That's the power of building a foundation of monthly supporters. We're gonna talk more about that in just a moment, but before we get to any of that. Let me tell you about a couple of special things I have for you. If you'd like to book some time on my calendar. It is very easy to get on there for free if you've got a special question or maybe an issue that you're facing in your nonprofit journey and you'd like to talk to somebody about it. Uh, it's really easy to book that time on my calendar. When you do, here's exactly what's gonna happen. So you're not surprised. There's no pressure, no obligation, there's no pitching. This is just you and I chatting about whatever it is that you're facing. I get to know, you get to know about your nonprofit journey a little bit, and I'll follow up within 24 hours guaranteed after our meeting. With some recommendations for next steps that I think, uh, you might want to consider making, and if there's some way that I can help you in a coaching relationship. After that, I'll explain all that for you. The whole thing. That initial discovery call is a hundred percent free. No obligation whatsoever. Just go to nonprofit launch plan.com and click. Book a call in order to make that happen. Also, don't forget about the other freebie that I have on the website. If you'd like to binge all of the material related to the five steps of the Fearless Fundraising Framework. This is the tools. Uh, it's a workbook and five short videos that go along with it, that walk you through all five steps. The problem, solution, ask urgency and action, and these five steps will really help you build your confidence in knowing how to invite other people to partner with your nonprofit financially. It takes a lot of the fear. Out of asking people for their financial support and it's free. You can get it on the website@nonprofitlaunchplan.com. So let's jump into today's episode where we talk about monthly giving, and then we talk about that single giver who wants to join your team in a significant way because. Both are really great opportunities, but both need some special care and handling, and that's what we're gonna make this episode about today. If you are the person in your household who actually pays the bills each month, I mean sits down, goes online to make all the utility payments and credit card payments and so on and so forth, then you know the peace of mind that comes when you have a sense of how much money you have to work with every month. That peace of mind is really valuable. That peace of mind comes when you put in a monthly donor program in your nonprofit organization. It can really help with that even if your nonprofit gets a lot of grant money or gets bigger gifts from foundations or business partners. I think finding a way to invite individuals to give something financially every month is a part of your work is really important. It gives people who care about what you do, who are invested mentally in what you do. The opportunity to feel even more connected to your work. And again, I mentioned this earlier, but you'd be surprised how many nonprofits don't have a dedicated monthly donor program, and yet it brings so many benefits and this level of stability that is just actually hard to achieve otherwise. So let's break down why starting a monthly donor program is so incredibly important for your nonprofits long-term success. A few reasons. First. Monthly givers create a consistent foundation of support that you can genuinely depend on every month, which makes budgeting not just easier, but a lot more accurate. There's no more guessing games or just staying up late at night wondering if you're gonna hit the targets. It's a predictable income stream that you can depend on that allows you to allocate resources more strategically and confidently as you expand your services. Second monthly giving feels a whole lot more relational than single gift giving. If you think about it, when somebody makes a one-time donation, and we're grateful for those, we need those and we wanna celebrate those. But when somebody makes a one-time donation, it can really sometimes feel kind of transactional, like they're simply giving you money to go do something great in your organization, but with monthly giving. It shifts to more of a partnership. It becomes we are doing something great together and donors can feel like an integral part of the ongoing mission of your nonprofit and actively contributing to a cause that they care about month after month. Which leads to our third reason why this is such an important ingredient in your nonprofits giving mix. Over time, monthly givers become a lot more emotionally invested in the work, and it's this deeper connection that often translates into incredible additional support. Sometimes these are committed individuals who are more likely to volunteer, who are more likely to share your mission with their friends and family, and even make additional sort of above and beyond gifts. From time to time when specific needs or opportunities arise, they end up becoming your most. Passionate advocates and really a key part of the community that is around your cause. So you may be wondering like, okay, I'm in. I know we need a monthly giving program. It's the way to go. But the big question that is oftentimes comes up is, what do I actually ask for from people who want to give monthly? And if you've listened to any of the fundraising training that I've talked about, one of the worst traps that you can kind of step into if you're not careful is by just saying to people, whatever you can give monthly is great. In the fearless fundraising framework, we talk specifically about making sure we don't ever say, whatever you can give is great. We give examples, but what do those examples need to be, or what do those giving levels need to be? That's a great question. I've got two practical ways for you to think about it. So again, we're talking about monthly giving. How do we figure out what to ask people for every month so that it makes a difference? One effective way to calculate your monthly ask is to tie it directly to the per unit cost of the services that you provide. Let me say it one more time. One effective way to calculate your monthly ask is to tie it directly to the per unit cost of the services you provide. So hopefully you've already got sort of a good handle on what these costs are. For example, if you know that providing one meal for a homeless person costs your organization $2 and 27 cents, I'm just making this up, you could ask for that amount or a multiple of it. So for example, asking $7 a month. Could cover the cost of three meals effectively feeding one person for one day each month. This method makes the impact super tangible and easy for donors to understand. They can clearly see what their monthly contribution is achieving. I worked with another nonprofit who ran camps after school camps for students, and they broke down the monthly cost to operate the camp after school every day to be about $6,000. So the cost to operate the afterschool camp for a month was $6,000. They had about 200 students in the program, which meant that per student, the monthly cost to attend this afterschool camp was around $30. So $30. What is what they asked for from people? Every month, $30 would send a kid to their afterschool camp every day for the entire month. So that's one effective way that you can calculate your month monthly ask is to tie it directly to the per unit cost of whatever it is that you provide. Another way is you can look at your typical single gift size and use that as a benchmark like. Whatever gifts that you've had come in the single gift amounts, take the average of those amounts and then divide it by three and use that as your core monthly ask. So if your typical one-time donation is $50, dividing that by three gives you $16 and 67 cents, which then you could round up to a comfortable $17 a month. This approach. It leverages sort of existing donor behavior and makes the monthly ask feel accessible is it's often significantly less than what they might give as a single gift donation. So that's a couple of different ways you can figure out what your monthly ask might need to be for your nonprofit. We're talking about monthly donors and how consistent monthly donors is crucial to the health financially of any nonprofit. We also need to talk about a couple of common pitfalls that can kind of undermine even good intentions from people, and that's single donor traps. And there's two I really want to talk about specifically that I've had direct experience with. Imagine building your nonprofits work on the foundation of only a few. Key donors, which is actually a reality for a lot of organizations. Even sometimes non-faith based organizations, nonprofits, one of the key, if not the only key donor to the organization is the United States government who gives a special grant for a particular project or whatever. Uh, national Public Radio is going through that right now because the government is in the process of defunding national public radio. To the tune of billions of dollars a year, and so that entire structure is gonna change because too, in my opinion, too much of the funding has come from a single source. It's really tempting when a big giver kind of catches your vision early and wants to help. And while the initial burst of support does feel amazing, it's great to have a big influx of cash when you need it, especially early on. It can lead to a reliance. Which ends up resulting in significant funding gaps down the road when those sources either move priorities or dry up completely. So let's talk about a couple of real world case studies just to really drive this point home. One is I worked with a specific mission-driven nonprofit that launched really quickly thanks to a single foundation, which covered about 90% of the budget. Which is great. Fast forward 10 years though the foundation's focus changed and they withdrew the 90% of the budget and suddenly the huge funding stream is gone and the nonprofit really had to go back to square one. To rebuild their fundraising from scratch. So the takeaway here is even if you get a large initial donation, and the idea of that is tempting, and I'm not saying you should turn something like that away, but you've gotta prioritize sort of diversifying your funding from day one, building a broad base of support. That ensures long-term sustainability and in the beginning days of your nonprofit journey, a good rule of thumb is to focus 80% of your time as the leader on building a wide and diverse donor support base. Even when the temptation is somebody comes in with a gift that will take care of all the operational expenses, expenses for six months, and then all of a sudden you can go, well, now I can get to doing the work because I've got money in the bank for the next six months. That's super tempting and I get it, but I really want you to focus on building a wide and diverse donor support base, especially in your first year or two years. Another organization that I worked with benefited from a high capacity donor that had just kind of an attitude of, just tell me what you need. They had high capacity, lot of money, very generous spirit, and they just were like, Hey, just come to me with what you need, which is great. But what happened in this particular situation is it really led to kind of an over-reliance on this one person. That giver became an easy. Plan B, which in the end kind of hindered the nonprofit's efforts to cultivate other donors and to build broader relationships. That Plan B was a fail safe that really kept them from pushing themselves too hard to really grow some additional relationships. So the key takeaway from this scenario also crucial when a major donor offers significant support. I'm not saying you shouldn't take it, I'm just saying, hey, dive deep into their motivations and what their expectations are, and establish some clear internal guidelines to, number one, honor their generosity. We certainly want to do that, but also still actively pursue other funding sources and focus on building all the meaningful donor relationships that you can. So the lesson from these case studies plus the monthly giving things that we talked about at the beginning is. Cleared. Number one, don't fall into the single donor trap. Don't allow your nonprofits future to depend on one or even a few funding sources as tempting as it might be, especially early on, if a big giver comes on board who really wants to fund things in a big way, it's a super risky strategy that in the end can leave your organization vulnerable. So. Instead, let's take some proactive steps now to start growing your donor support base. Why it is possible with as many givers and hopefully a lot of them being monthly givers. And it's this strategy that will actually put your nonprofit on a strong, sustainable foundation by combining the predictable income of the monthly giving program with the deliberate approach of diversified funding. You are doing all that you can do to ensure that your organization is positioned to make a lasting impact for years to come. That's enough for today. That's it for this episode of the Nonprofit Launch Plan podcast for startups, small and growing nonprofits. I'm Matt Stockman. Remember, if you've got a special question or an issue that you're facing. And you'd like to talk to me, it's really easy to book some free time on my calendar. A lot of people are doing it, and I've had some great conversations with some podcast listeners just about, uh, uh, a lot of people who are at the very, very beginning of their nonprofit journey, who are finding a lot of value in what they're getting, uh, from the podcast, but also not getting all their questions answered. So you can, if that's you, you can book some free time on my calendar. Um, there's no pitching or no pressure. Just go to nonprofit law. Launch plan.com, nonprofit launch plan.com, and click the book a call button and uh, you can access my calendar that way. Also, don't forget about the other freebie that I've got for you on the website if you want to binge all the material related to the five steps of the fearless fundraising framework. Some of that relates to what we talked about today. I've got this easy to use workbook, and then five short videos that go along with it that take you through the five steps and will help you build your confidence in knowing how to invite other people to partner with your nonprofit financially. It's all free. You can get it at the website@nonprofitlaunchplan.com. Again, thank you so much for listening to the Nonprofit Launch Plan podcast for startups, small and growing nonprofits. Thanks for tuning in and don't forget to hit the subscribe button so you don't miss the next episode. And if in some way or another you found this helpful, please share it with another nonprofit leader who you think might benefit. Until next time, keep making a difference and have a great day. One of the worst traps that you can kind of step into if you're not careful, is by just saying to people, whatever you can give monthly is great. In the fearless fundraising framework, we talk specifically about making sure we don't ever say, whatever you can give is great. We give examples. Welcome to the Nonprofit Launch Plan podcast for startups, small and growing nonprofits. This podcast exists to help you build your nonprofit from the ground up on a strong foundation. My name is Matt Stockman. I'm thrilled you're here. I'm a nonprofit growth coach. In every episode of this podcast, we give you the frameworks, the tools, and the personalized guidance that you need to create lasting impact. At Nonprofit Launch Plan, we believe that every nonprofit has to be operating at peak performance in six key areas in order to be successful. Those six areas are leadership, fundraising, marketing programs, and services operations. And finances. And on each episode of this podcast, we talk about a topic that is core to at least one of those six areas. And today we're tackling two really critical and kind of interconnected topics that are important for your organization's financial health and stability. And that is the importance of developing a monthly giving program. You'd be shocked just how many nonprofits I meet with that don't spend a lot of time or effort into growing a monthly giving program. It's a huge missed opportunity, and I'll even give you a formula that you can use to figure out what a good monthly gift amount to suggest to donors might be. The other interconnected topic on today's episode is also related to giving, but kind of the opposite end of the spectrum. Some pitfalls to avoid when you have somewhat of high giving capacity. Who expresses a desire to kind of go all in with your organization and to help in a significant way? For so many new or growing nonprofits, the early days are often kind of a whirlwind of special events and campaigns and this constant hope for somebody with a big gift and it can kind of feel like you're living hand to mouth. In the meantime, just always worrying about how to cover your immediate costs, let alone plan for the future. If that sounds familiar. I think I've got a lot of good stuff in this episode because imagine for a moment. How much easier you could breathe and how much more accurately you could plan if you knew you had hundreds or even thousands of dollars consistently coming in each month. That's the power of building a foundation of monthly supporters. We're gonna talk more about that in just a moment, but before we get to any of that. Let me tell you about a couple of special things I have for you. If you'd like to book some time on my calendar. It is very easy to get on there for free if you've got a special question or maybe an issue that you're facing in your nonprofit journey and you'd like to talk to somebody about it. Uh, it's really easy to book that time on my calendar. When you do, here's exactly what's gonna happen. So you're not surprised. There's no pressure, no obligation, there's no pitching. This is just you and I chatting about whatever it is that you're facing. I get to know, you get to know about your nonprofit journey a little bit, and I'll follow up within 24 hours guaranteed after our meeting. With some recommendations for next steps that I think, uh, you might want to consider making, and if there's some way that I can help you in a coaching relationship. After that, I'll explain all that for you. The whole thing. That initial discovery call is a hundred percent free. No obligation whatsoever. Just go to nonprofit launch plan.com and click. Book a call in order to make that happen. Also, don't forget about the other freebie that I have on the website. If you'd like to binge all of the material related to the five steps of the Fearless Fundraising Framework. This is the tools. Uh, it's a workbook and five short videos that go along with it, that walk you through all five steps. The problem, solution, ask urgency and action, and these five steps will really help you build your confidence in knowing how to invite other people to partner with your nonprofit financially. It takes a lot of the fear. Out of asking people for their financial support and it's free. You can get it on the website@nonprofitlaunchplan.com. So let's jump into today's episode where we talk about monthly giving, and then we talk about that single giver who wants to join your team in a significant way because. Both are really great opportunities, but both need some special care and handling, and that's what we're gonna make this episode about today. If you are the person in your household who actually pays the bills each month, I mean sits down, goes online to make all the utility payments and credit card payments and so on and so forth, then you know the peace of mind that comes when you have a sense of how much money you have to work with every month. That peace of mind is really valuable. That peace of mind comes when you put in a monthly donor program in your nonprofit organization. It can really help with that even if your nonprofit gets a lot of grant money or gets bigger gifts from foundations or business partners. I think finding a way to invite individuals to give something financially every month is a part of your work is really important. It gives people who care about what you do, who are invested mentally in what you do. The opportunity to feel even more connected to your work. And again, I mentioned this earlier, but you'd be surprised how many nonprofits don't have a dedicated monthly donor program, and yet it brings so many benefits and this level of stability that is just actually hard to achieve otherwise. So let's break down why starting a monthly donor program is so incredibly important for your nonprofits long-term success. A few reasons. First. Monthly givers create a consistent foundation of support that you can genuinely depend on every month, which makes budgeting not just easier, but a lot more accurate. There's no more guessing games or just staying up late at night wondering if you're gonna hit the targets. It's a predictable income stream that you can depend on that allows you to allocate resources more strategically and confidently as you expand your services. Second monthly giving feels a whole lot more relational than single gift giving. If you think about it, when somebody makes a one-time donation, and we're grateful for those, we need those and we wanna celebrate those. But when somebody makes a one-time donation, it can really sometimes feel kind of transactional, like they're simply giving you money to go do something great in your organization, but with monthly giving. It shifts to more of a partnership. It becomes we are doing something great together and donors can feel like an integral part of the ongoing mission of your nonprofit and actively contributing to a cause that they care about month after month. Which leads to our third reason why this is such an important ingredient in your nonprofits giving mix. Over time, monthly givers become a lot more emotionally invested in the work, and it's this deeper connection that often translates into incredible additional support. Sometimes these are committed individuals who are more likely to volunteer, who are more likely to share your mission with their friends and family, and even make additional sort of above and beyond gifts. From time to time when specific needs or opportunities arise, they end up becoming your most. Passionate advocates and really a key part of the community that is around your cause. So you may be wondering like, okay, I'm in. I know we need a monthly giving program. It's the way to go. But the big question that is oftentimes comes up is, what do I actually ask for from people who want to give monthly? And if you've listened to any of the fundraising training that I've talked about, one of the worst traps that you can kind of step into if you're not careful is by just saying to people, whatever you can give monthly is great. In the fearless fundraising framework, we talk specifically about making sure we don't ever say, whatever you can give is great. We give examples, but what do those examples need to be, or what do those giving levels need to be? That's a great question. I've got two practical ways for you to think about it. So again, we're talking about monthly giving. How do we figure out what to ask people for every month so that it makes a difference? One effective way to calculate your monthly ask is to tie it directly to the per unit cost of the services that you provide. Let me say it one more time. One effective way to calculate your monthly ask is to tie it directly to the per unit cost of the services you provide. So hopefully you've already got sort of a good handle on what these costs are. For example, if you know that providing one meal for a homeless person costs your organization $2 and 27 cents, I'm just making this up, you could ask for that amount or a multiple of it. So for example, asking $7 a month. Could cover the cost of three meals effectively feeding one person for one day each month. This method makes the impact super tangible and easy for donors to understand. They can clearly see what their monthly contribution is achieving. I worked with another nonprofit who ran camps after school camps for students, and they broke down the monthly cost to operate the camp after school every day to be about $6,000. So the cost to operate the afterschool camp for a month was $6,000. They had about 200 students in the program, which meant that per student, the monthly cost to attend this afterschool camp was around $30. So $30. What is what they asked for from people? Every month, $30 would send a kid to their afterschool camp every day for the entire month. So that's one effective way that you can calculate your month monthly ask is to tie it directly to the per unit cost of whatever it is that you provide. Another way is you can look at your typical single gift size and use that as a benchmark like. Whatever gifts that you've had come in the single gift amounts, take the average of those amounts and then divide it by three and use that as your core monthly ask. So if your typical one-time donation is $50, dividing that by three gives you $16 and 67 cents, which then you could round up to a comfortable $17 a month. This approach. It leverages sort of existing donor behavior and makes the monthly ask feel accessible is it's often significantly less than what they might give as a single gift donation. So that's a couple of different ways you can figure out what your monthly ask might need to be for your nonprofit. We're talking about monthly donors and how consistent monthly donors is crucial to the health financially of any nonprofit. We also need to talk about a couple of common pitfalls that can kind of undermine even good intentions from people, and that's single donor traps. And there's two I really want to talk about specifically that I've had direct experience with. Imagine building your nonprofits work on the foundation of only a few. Key donors, which is actually a reality for a lot of organizations. Even sometimes non-faith based organizations, nonprofits, one of the key, if not the only key donor to the organization is the United States government who gives a special grant for a particular project or whatever. Uh, national Public Radio is going through that right now because the government is in the process of defunding national public radio. To the tune of billions of dollars a year, and so that entire structure is gonna change because too, in my opinion, too much of the funding has come from a single source. It's really tempting when a big giver kind of catches your vision early and wants to help. And while the initial burst of support does feel amazing, it's great to have a big influx of cash when you need it, especially early on. It can lead to a reliance. Which ends up resulting in significant funding gaps down the road when those sources either move priorities or dry up completely. So let's talk about a couple of real world case studies just to really drive this point home. One is I worked with a specific mission-driven nonprofit that launched really quickly thanks to a single foundation, which covered about 90% of the budget. Which is great. Fast forward 10 years though the foundation's focus changed and they withdrew the 90% of the budget and suddenly the huge funding stream is gone and the nonprofit really had to go back to square one. To rebuild their fundraising from scratch. So the takeaway here is even if you get a large initial donation, and the idea of that is tempting, and I'm not saying you should turn something like that away, but you've gotta prioritize sort of diversifying your funding from day one, building a broad base of support. That ensures long-term sustainability and in the beginning days of your nonprofit journey, a good rule of thumb is to focus 80% of your time as the leader on building a wide and diverse donor support base. Even when the temptation is somebody comes in with a gift that will take care of all the operational expenses, expenses for six months, and then all of a sudden you can go, well, now I can get to doing the work because I've got money in the bank for the next six months. That's super tempting and I get it, but I really want you to focus on building a wide and diverse donor support base, especially in your first year or two years. Another organization that I worked with benefited from a high capacity donor that had just kind of an attitude of, just tell me what you need. They had high capacity, lot of money, very generous spirit, and they just were like, Hey, just come to me with what you need, which is great. But what happened in this particular situation is it really led to kind of an over-reliance on this one person. That giver became an easy. Plan B, which in the end kind of hindered the nonprofit's efforts to cultivate other donors and to build broader relationships. That Plan B was a fail safe that really kept them from pushing themselves too hard to really grow some additional relationships. So the key takeaway from this scenario also crucial when a major donor offers significant support. I'm not saying you shouldn't take it, I'm just saying, hey, dive deep into their motivations and what their expectations are, and establish some clear internal guidelines to, number one, honor their generosity. We certainly want to do that, but also still actively pursue other funding sources and focus on building all the meaningful donor relationships that you can. So the lesson from these case studies plus the monthly giving things that we talked about at the beginning is. Cleared. Number one, don't fall into the single donor trap. Don't allow your nonprofits future to depend on one or even a few funding sources as tempting as it might be, especially early on, if a big giver comes on board who really wants to fund things in a big way, it's a super risky strategy that in the end can leave your organization vulnerable. So. Instead, let's take some proactive steps now to start growing your donor support base. Why it is possible with as many givers and hopefully a lot of them being monthly givers. And it's this strategy that will actually put your nonprofit on a strong, sustainable foundation by combining the predictable income of the monthly giving program with the deliberate approach of diversified funding. You are doing all that you can do to ensure that your organization is positioned to make a lasting impact for years to come. That's enough for today. That's it for this episode of the Nonprofit Launch Plan podcast for startups, small and growing nonprofits. I'm Matt Stockman. Remember, if you've got a special question or an issue that you're facing. And you'd like to talk to me, it's really easy to book some free time on my calendar. A lot of people are doing it, and I've had some great conversations with some podcast listeners just about, uh, uh, a lot of people who are at the very, very beginning of their nonprofit journey, who are finding a lot of value in what they're getting, uh, from the podcast, but also not getting all their questions answered. So you can, if that's you, you can book some free time on my calendar. Um, there's no pitching or no pressure. Just go to nonprofit law. Launch plan.com, nonprofit launch plan.com, and click the book a call button and uh, you can access my calendar that way. Also, don't forget about the other freebie that I've got for you on the website if you want to binge all the material related to the five steps of the fearless fundraising framework. Some of that relates to what we talked about today. I've got this easy to use workbook, and then five short videos that go along with it that take you through the five steps and will help you build your confidence in knowing how to invite other people to partner with your nonprofit financially. It's all free. You can get it at the website@nonprofitlaunchplan.com. Again, thank you so much for listening to the Nonprofit Launch Plan podcast for startups, small and growing nonprofits. Thanks for tuning in and don't forget to hit the subscribe button so you don't miss the next episode. And if in some way or another you found this helpful, please share it with another nonprofit leader who you think might benefit. Until next time, keep making a difference and have a great day.