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June 12, 2025 29 mins

Every nonprofit has powerful stories to tell, stories that invite people in, build empathy, and fuel generosity. Video storytelling unlocks a uniquely human way to bring those stories to life and deepen connections with supporters. But doing it well, especially with limited resources, can feel overwhelming. So, how can your organization create authentic, compelling videos that move people to act without breaking the budget?And what common mistakes should you avoid to make sure your story lands? Learn why video storytelling for nonprofits works, how to do it well, and how to stay authentic on a budget with Pat Taggart from SkyBlue Creative!Nonprofit Pulse is a podcast that explores trends, insights, and resources that help nonprofits accomplish their mission.See the full transcript and show notes: https://www.anedot.com/blog/nonprofit-pulse-video-storytelling-for-nonprofitsLearn more about Nonprofit Pulse: https://www.nonprofitpulse.com/Nonprofit Pulse is brought to you by Anedot:Anedot helps organizations save time and money with powerful giving tools. With an easy-to-use platform, no monthly fees, and award-winning service, Anedot makes it easy for organizations of all sizes to receive donations online and grow their base. Anedot is trusted by more than 30,000 nonprofits, churches, ministries, campaigns, and universities.--------------------------------------------------------------------------------Learn more about Anedot 💡: https://bit.ly/38R5nvuGet started today 🚀: https://bit.ly/3Egh8K2Schedule a free demo 📅: https://bit.ly/3ngskjYLike us on Facebook 👍🏼: https://bit.ly/3k4kXu0Follow us on Twitter 🐦: https://bit.ly/3C7mCVUFollow us on Instagram 📷: https://bit.ly/3lddZlK

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Episode Transcript

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(00:00):
Every nonprofit has powerful stories to tell, stories that
invite people in, build empathy,and fuel generosity.
Video storytelling unlocks a uniquely human way to bring
those stories to life, deep in connections with supporters.
But doing it well, especially with limited resources, can feel
overwhelming. So how can your organization
create authentic, compelling videos that move people to act

(00:23):
without breaking the budget? And what common mistake should
you avoid to make sure your story lands?
I'm Josh with Antidote, and welcome to Nonprofit Pulse,
where we explore trends, insights, and resources that
help nonprofits accomplish theirmission.
On this episode, we're joined byPat Taggart to talk about video
storytelling for nonprofits. Pat is the founder of Sky Blue

(00:43):
Creative, a video production agency that helps organizations
create content as both authenticand actionable.
As a documentary filmmaker, Pat takes a human centered approach,
ditching scripts and forced performances in favor of real
conversations that feel authentic and alive.
He brings fresh, creative, and customized ideas to help
organizations tell their storiesin new and impactful ways.

(01:08):
Hey, Pat, thanks for joining us on Nonprofit Pulse.
Josh, thank you for having me. Yeah, excited about our
conversation today. We're going to be talking about
video storytelling for non profits and really the power
behind that. So maybe just starting off, why
is video storytelling such a powerful tool for non profits?
And even further really, how canit help organizations connect

(01:30):
more deeply with their audience?Yeah, I think people, you know,
you often hear in the poor profit world that people buy
from people. I think people also want to
support people. And so it's one thing to, you
know, put your mission out thereon your website and show some
pictures. But there's a huge difference, I
believe, between understanding something and knowing something

(01:50):
exists and feeling something. And I think that really what you
want to do to be successful is have your audience, your
supporters, feel your mission and feel the impact that you're
making. Video is a tremendous tool to be
able to do that. First of all, we have the
ultimate cheat code, which is music, OK?
And music often very subliminally tells you how to

(02:13):
feel. I saw this amazing video on
YouTube one time and they took the trailer for The Shining and
they put this like really sweet song behind it and kind of recut
it. And all of a sudden The Shining
looks like this really silly, like family comedy.
Why? Because the 1st 10 seconds
you're seeing these images and you're hearing this music and

(02:34):
it's telling you subliminally how to feel.
So it is the ultimate cheat codefor video creators like us.
You're able to combine some great imagery with music to tell
people how you want them to feelabout it without overtly telling
them. But also, the key to all of it
is just to be very conversational and genuine with

(02:55):
your content. I learned this the hard way.
I started creating content back when I was 22 and I was doing
what everybody else was doing. We were scripting people.
We were telling people, hey, sayexactly this.
And what did that do? It took the life out of the
product. It took every ounce of
spontaneity and all the heart out of it because people were

(03:15):
trying to be word perfect. The goal should not be word
perfect. The goal should be genuine and
authentic. And I think that if your heart's
in the right place leading a nonprofit, and if you're doing
great work and just tell the story and tell them in a very
unscripted, genuine way, and youwill find that people are going

(03:36):
to gravitate to your mission. Hey, if you're enjoying this
episode, will you take a moment to leave us a rating interview?
Your feedback helps us reach more nonprofit leaders just like
you. Thanks for listening.
And now back to the episode. I love that.
And, and I want to dig deeper into the kind of the makeup and
what you guide your your clientsaround the key elements of a non

(03:58):
profit story. So so yeah, just unpack that for
us. What are the key elements that
you look for when when creating these stories for nonprofits?
Yeah, I think, you know, one thing is people sometimes, and
this is, this is nonprofit, thisis for profit, this is any
organization they tend to, when they get to a certain level of

(04:19):
scale, they stop telling their origin story.
They stopped talking about why they started to do this in the
1st place. Like what was the need?
What was compelling to them? Why were they pulled to spend
their time doing this and not listen to friends and family
that told them they were crazy, right.
And why don't you do something else with your time and talent?

(04:39):
Every organization has that. And for whatever reason, we get
to a certain size and it's like,oh, we're the, you know, we're
the largest this or that in Austin or Philadelphia or
wherever you happen to be in theworld.
And there's a reason why people root for underdogs, right?
Like in the Super Bowl, the onlypeople ever rooting for the
favorite are typically the people in the favorite city.
And it's because there's something really magnetic about

(05:03):
pulling for someone that shouldn't be where they are.
So if you could be really humbleand say, hey, you know, we saw
this need and, and these folks that, you know, weren't properly
being helped and we set out on amission to help them and be real
honest about those early days, then I think people are all the

(05:23):
more receptive to the success that you've had and the people
that you've helped and, and where you are now as far as
story elements. You know, I really think
obviously you want to talk aboutwhat you do, but there's a very
good chance that you're not the only nonprofit organization that
does what you do. The more important thing to
address is how do you do it differently?

(05:44):
How are you different than the other organizations that are out
there doing it? What's your approach, right?
How do you how do you put your special spin on it?
And then listen, I always think that no matter how well you
speak about your own mission, there's nothing like having
people that you've helped tell their story.
And you know, Josh, people say to me all the time, well, we

(06:08):
can't really ask people that we've helped to come out and
tell their story. Like, can't do that.
That's exploitative. Well, no, it's not, because all
you have to do is ask. They're welcome to say no.
But what you'll find so often isthat these people are really
looking for a way to give back and say thank you for whatever

(06:29):
it is that that they've receivedas far as help goes.
And so give them that platform. That's really what they want.
And by not at least giving them the option, you never know if
they're going to say yes. And I I promise you, more often
than not, they will. Absolutely.
And if you're touching people's lives at a deep level, they want
to tell others about that. And I know there's, there's

(06:51):
certain ways that nonprofits help that are areas of maybe
shame or they feel, you know, uncomfortable kind of
platforming that they were in need of for this way or this
thing. But just a simple ask, you know,
and saying, Hey, we, we want to help more people just like you.
We want to, there are people outthere who don't know that we're

(07:12):
doing the service or there are, there are donors out there who
want to give so that we can reach more people like you.
And your story can really have abig impact.
And and there there are a lot more yeses than noes when when
asking for those interviews. Absolutely, yeah.
I mean, people are grateful for that opportunity.
It's it's one of the biggest misconceptions.
I totally understand why there'sthe hesitancy.

(07:33):
You want to make sure that you're not exploiting the folks
that you're helping. It's not exploitation by any.
Means so thinking through constraints, Pat, you know,
nonprofits, most operate on a very limited budget, a tight
budget. And when it comes to video
storytelling, that just sounds expensive on the face, right?
Even with kind of democratized video tools we have now from

(07:55):
video editing software to to hardware, even just the
incredible cameras on iPhones and other devices, there's still
a lot of hesitancy to really resource video storytelling.
So how do you advise nonprofits and your clients when it comes
to resourcing that budgeting to really produce a a compelling,

(08:15):
impactful product? Yeah, so just to reaffirm what
you said, about 10 years ago a little less, I bought a video
camera for a little over $6000, and with all the accessories for
it, it was probably closer to $8000.
That video camera is now completely defunct.
It sits in a cabinet behind me. I'm a moron for not selling it

(08:35):
earlier, but now I can't sell itbecause nobody wants it.
And the great news for everybodyexcept for me is that the cell
phone in your pocket is a bettervideo creation tool than that
all in $8000 camera that is now my most expensive paperweight.
And so technology really used tobe the barrier.

(08:56):
Technology is not the barrier, it's willingness to put yourself
out there. And so the only way to start is
to do it. What I often hear from people,
and I think that this is an evenbigger barrier than technology
is people will say, oh, I, I don't like the way I look or
sound on video. I'm not putting myself out

(09:17):
there. But you will take that same face
into meetings, right? To meet potential donors, to
recruit people to your organization and use that same
voice every single day on calls.What's the difference?
Well, the difference is the video isn't live and all those
other things are. You can't go into a meeting and

(09:39):
do 3 takes, right? It's live ammo.
Same with these these calls you're taking.
And here's the truth, the contents not for you.
If you're creating content to consume personally, then you're
probably a sociopath and we haveway bigger problems than you not
having enough video for your organization.
So if you don't like the way youlook or sound, just don't

(10:01):
consume your content, right? And then I think that there's
things that you can do that makea whole lot of sense to do with
that phone that you can do for free.
Number one, let people into yourworld.
People are very interested in nonprofits.
I am, you know, I've never worked for one.
And so while I get an opportunity to talk to great
people like yourself, I've neverbeen really on the inside of a

(10:24):
nonprofit. I just come in and work with
them and then I move on. I'd love to know what the daily
workings are. What are the challenges, what
are the successes? What are the great stories that
come up everyday? Why not just record those?
You can take your cell phone, goon Amazon or wherever you like
to shop. Buy a simple cell phone, tripod,
light and microphone for probably 100 bucks all in.

(10:45):
You take that cell phone to the very next level of production
quality and then just start to record stuff.
A video FAQ. How many times are you answering
the same bang question over and over again?
For people that reach out, take your 6 or 8 or 10 most
frequently asked questions, Record a short video around it.
Put it on your site, right, so people aren't reaching out with

(11:08):
those questions, but also use itin your communication with
people so that if somebody says,hey, Josh, I was wondering about
this, you know, how much of of your donations go to support the
mission versus, you know, takingcare of your organization.
You can respond with, hey, we have a video addressing that
very thing. Here's a link.
Rather than answering that same question over and over again,

(11:30):
Not only is it more efficient for you, but it's a touch point
as well. It's an opportunity to create a
real kind of human bond with people so they could see a face
and not just a bunch of text. Now, are there times where you
should bring a pro in? I believe they're obviously
unbiased. I believe there is for Evergreen
pieces. So if you want kind of your real

(11:51):
brand identity piece that lives front and center on the home
page of your site, that's going to tell the story of who you
are, how you do things differently, and most
importantly, why you do the workthat you do.
Probably smart to get that created by a pro that knows how
to do these things. That's going to create the
greatest impact on viewers and you're going to use that video
for the next 5 or 10 years. So create once, use many times.

(12:15):
Maybe a couple really great casestudies with the folks that
you've helped that would work aswell.
So Evergreen pieces of pro, but man, there's so much you could
be doing on your own with that phone.
I love that and kind of shiftingover to mistakes and pitfalls
when it comes to video storytelling for nonprofits.

(12:36):
What do you see kind of regularly in in your line of
work with where nonprofits kind of take a a wrong turn when it
comes to their video production and and planning?
Yeah, so one word scripts. Don't script yourself.
Here is the absolute truth. Every second that you spend

(12:56):
scripting out exactly what you're going to say, you're
doing a disservice to the final product.
Again, people don't want perfection.
They want humanity. They want honesty, they want
authenticity. So does that mean going
completely unprepared? Absolutely not.
You need to know who you're talking to and what the goal of
your video is, what you're talking points are.
But you should be able to speak to those like you speak in a

(13:19):
meeting. You should be able to speak to
those conversationally. That's where an editor comes in.
And so that's why you should be able to kind of record all this
clay, give it to someone that knows what they're doing and let
them package it. Maybe that's somebody within
your organization that just has a passion for this kind of
thing. Might be somebody's kid.
My kids are editing video. They're 11 and 13.

(13:39):
I wasn't at that age. I didn't have the tools.
They all have the tools. But you're supposed to, you
know, not really worry about exactly what you're going to
say. Just be genuine, be authentic,
tell great stories, make sure you let your heart shine
through, be vulnerable, and thenput it out to the world.
Man, scripts are the enemy of great content.
I will beat that drum until my final moments.

(14:02):
Thinking about the product itself, the deliverable, what
what do you advise nonprofits toexecute on as far as the length
in the format? You know, they're obviously
going to want to post them on social channels, video hosting
platforms, even maybe advertisements, television.
What's your guidance there for for nonprofits who are wanting

(14:23):
to get into more video storytelling but don't know
really about the format and and some of the best practices?
I have a very simple rule for content length, and it is the
video should be as long as the content is compelling and not a
second longer. I think that we have gotten too
fixated on saying all videos have to be a minute or less.

(14:46):
Well, sometimes that's a disservice of a really great
story. If the story stands on its own
in two or three or 4 minutes, that's fine, but make sure that
you're not telling a 2 minute story in 4 minutes.
So you want to be economical with the words, but sometimes
these things have to breathe a little bit.
So create it, watch it, get honest feedback from people that

(15:09):
don't, you know, love you unconditionally.
Say, is this interesting? Is this compelling?
Does this move you? And if they say, yeah, it's
good. But like I was, you know, kind
of lost me a couple times. It could be a clue that you're a
little bit. This podcast is brought to you
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(15:31):
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(15:52):
tools. That's so helpful.
And many stories have many turnsand a lot of times those turns
are what makes you feel something kind of thinking about
earlier what you said about the,the, the purpose of storytelling
is to make people feel, not justknow or learn.
It's not just information, it's emotion.

(16:13):
And really, you know, so many, I've seen so many videos from
nonprofits or, or ministries where you knew there was more
behind that and you wanted to know more, but for some reason
they were constrained by that one minute target or that 2
minute target. And I think that's just such
great advice is, is let the story breathe, you know, let it

(16:34):
let it go where it needs to go and you can edit it later.
But don't, don't arbitrarily limit the power of of a full
story just because of a platformor some type of, you know, best
practice. Yeah, man, Like when's the last
time you went on Netflix and watched the 62nd video?
Yeah, right. We just had the Oscars the other

(16:56):
night. As we're recording this now, how
many 62nd movies were nominated for anything?
Like people, people will still watch things that are longer
than that as long as it's compelling, right?
It's. It doesn't have to be 60 seconds
or nothing. So Pat thinking about some
practical tips for non profits looking to improve their their
on camera storytelling, whether it's for testimonials or appeals

(17:19):
or impact stories. What are some some of those
practical on camera tips you would give?
Well, first, just a really general one, which is the only
way you get better at anything in the world is by doing it.
And I tell that to my kids all the time, you know, like you
want to get better at dribbling a basketball, dribble
basketball. You want to get better at doing
math, do math. You want to get better on

(17:42):
camera, put yourself on camera. Even if you don't share it with
the world. You have to get reps You have to
practice, right? This isn't the first podcast
I've had the opportunity to do. Hopefully I'm a little bit more
fluid now talking to you that I was on my first one.
And that only comes with repetition, right?
And I'm sure if you think about your first time hosting this

(18:02):
show compared to today, you're probably way more comfortable,
way more confident, right? And you kind of have your groove
now. You're very good at this.
That only comes with repetition.So you're thinking about when to
start. Now would be a good time.
Don't forget, if you put out your first video today, the
entire world isn't going to see it.
Like the stakes are not that high, right?

(18:24):
And so as long as you're being genuine, review the video before
it goes out, it's not live. If you're comfortable with the
message, great. If you hate the way you look and
sound, have somebody on your team that you trust that can
take a look and then put it out there and you never have to see
it again. I think that's a big part of it.
Like you don't want to see yourself, don't want to
yourself. Don't be involved in that

(18:45):
process, you know, And then I would say just be open to what
comes along. Sometimes people think that all
they can do is tell the story oftheir organization.
Here's what we do, man. Some of the best stories come
from inside that organization. Things that happen, a phone call
they received an interaction, right?

(19:07):
A situation that seemed like a, you know, a terrible thing or a
mistake that turned around. Like be open to sharing those
stories. Stories are so wonderful in a
sense that sometimes when you get really granular about your
organization, the only people that would maybe be interested
in your story are people that have a heart for your mission,

(19:28):
for exactly what you do. But great stories are universal.
So if you have a great story that transcends your purpose,
don't be afraid to share that because that becomes more
shareable. That's something that's very
niche of what you do. Does that make sense?
Yeah, that's super helpful, Super helpful.
And yeah, you know, just thinking even about some of you

(19:50):
mentioned the Oscars earlier andI saw an interview recently with
I, I can't remember who it was, but I've heard it over and over
from actors about them not watching their own films, right.
So winning awards and they've never even seen the product.
They've never seen how they perform.
I think Johnny Depp's one of those.
I think he's like never seen thePirates movies apparently.

(20:12):
Yes, I love that you said just get started.
Because look, here's the thing, in two years from now, you're
either going to have two years of on camera experience or none
because you never took that first step.
That's exactly. Right and there is no getting
better without just starting. So just start so kind of
shifting to the data side, measuring what matters.

(20:35):
Pat, a lot of nonprofits want toget started with more video, but
they, they need the resources. And then coming with that
resources is accountability. And there's going to be a
conversation around, well, we can resource this, but we're
going to need to measure it. We're going to need to show that
this was worth the investment. So how do you advise your

(20:58):
clients to measure what matters when it comes to video and
really show the the investment was a a a worthy investment of
those precious dollars? Yeah, I think it it, there's
really two camps on this. So if you really want to measure
exactly dollar for dollar what your ROI is on it, then you're

(21:19):
probably going to put some moneybehind the campaign and you're,
you know, going to work funnels and you're going to be able to
track exactly how many people saw the video, how far they
followed into your process and who ultimately gave, if that's
your, your metric, right, dollars raised to help fund your
mission. The other thing that I would say

(21:40):
is, you know, anecdotally, if people really understand your
story and you, you know, chancesare you're doing really
wonderful work. If that's not connecting and you
find yourself constantly saying among your friends and among
your team, and if people just understood like, why don't
people get this, why don't people really feel what we're
doing, then that's probably a storytelling issue.

(22:02):
And you know that like there's plenty of people that redo their
website. Why do they do redo their
website? Did they get hard data saying
they need to redo their website?Probably not.
But maybe people have said, hey,man, your website's not awesome,
even though you what you're doing is great.
Or you try to consume your content as a viewer, you try to
experience your website as a visitor and you're like, OK, I

(22:26):
see like I see what other peopleare doing and we're not quite
there. It doesn't, it doesn't feel
worthy of our mission. And so in that case, then I
think it's like, what would it feel like if there was a video
on the home page of our site, ifsomebody clicked play, they felt
our mission. They knew exactly who we are and
why we do what we do and who we're helping in the impact

(22:47):
we're making on the world. I think that inherently, you
know, that would probably be helpful, especially if you can
spend X and it's going to be useful to you for the next 5
years. What's the value of a great
first impression? Can you quantify that?
What if you can really carefullycultivate that first impression

(23:08):
and that everybody that comes toyour page is going to get that
same first impression for the next X number of years?
That's kind of what a great video can do.
I don't know about you, but I'm not on every day.
Some days I'm not great, some days I feel great, right?
So I'm sure the first impressionthat I make as a human being,
live ammo every day is not the same on people.

(23:31):
Video kind of takes that variability away.
Yeah, that's so helpful. And it, it got me thinking, you
know, not everything can be measured or can be measured
accurately. And you know, I would just
challenge nonprofit leaders, whether you know, you, you have
a boss or whether you are the boss and the board is your boss
is go to that, that leader aboveyou and say, Hey, we're

(23:55):
currently investing or resourcing 0% of our budget into
video storytelling. Can we get that to 1%?
Can we get that to 3% just as a baseline, Not talking about any
type of ROI, but just saying as a non profit in 2025, we need to
be meeting people where they're at, telling stories that are

(24:18):
compelling and producing contentthat that lasts.
And as you mentioned, Evergreen content, but also content that
that reaches people on TikTok oron Instagram, I would start that
conversation there. And I think that's a lot easier
if you're not doing anything currently or resourcing that

(24:38):
currently. Maybe you are say, hey, we're at
1%. We'd love to go to to 3% and
then have another conversation in a year or two.
But I think there's a lot of opportunity for for leaders to
to really jump start and lean into video production in 2025
and beyond by just saying, let'slet's have 1% go to video

(25:00):
storytelling. For sure.
Do you try a lot of things in your organization and that's
kind of how you find out if theywork, right?
If they work, you do more of it.If they don't work, you stop and
you do something else. I think video falls in that same
category. You don't know until you try.
Don't be afraid of it. Don't worry about not being
perfect. It's an ongoing thing and I put

(25:22):
things out there sometimes and I'm like, that wasn't the best,
right? I didn't embarrass myself, but
it wasn't the best. And I put some things out there.
I'm like, OK, I provided real value.
I think it's the same thing. Thinking of resources, Pat, any
resources out there that you would recommend to our audience?
You know, guides, PDFs, reports,anything at all.

(25:44):
Yeah. You know, I and I, I appreciate
the question very much. I know that this is the
opportunity where people typically kind of plug
themselves and things that they offer.
I love to put value out on LinkedIn.
I love to network on LinkedIn. I think it's a great place for
people to share ideas in a way that doesn't feel very salesy.
But I'd say also, if you're everlooking for inspiration, Sky

(26:06):
blue creative.com is our site. And so, you know, you can get
some ideas of of the style that I think would be really
beneficial for you to follow, which is no scripts.
And then also the other thing I didn't mention, Josh's, you
don't have to look into the lensof a camera.
Like for a lot of people, that'svery unnerving.
And so you can do these things documentary style, where you are

(26:29):
speaking to someone slightly offcamera.
And so for the viewer, it's likethey're dropping in on a
conversation rather than being sold to.
And it's a very different experience.
Yes, I totally agree and I've LED several video projects in
ministry settings where there issomething intimidating about a

(26:50):
lens staring staring at you directly.
It's like your bully from middleschool for for a lot of folks is
I love that tip for sure. Just kind of takes the edge off
and it allows allows the subjector the interviewee to to really
just stay relaxed and and tell their story.
Last question, Pat, my favorite question of every episode.

(27:11):
If you are standing in front of 1000 nonprofit leaders on stage
and you can share one thing, onepithy sentence with them about
today's topic, what would you say?
This is like the Rumpelstiltskin's question where
you have to spin up some gold for people, right?
I would say no one cares what you look or sound like except

(27:33):
for you because again, man, thatis holding back so many people
from doing this thing. And it should not like you and
I, we just met today. We're looking at each other over
this platform. You look and sound exactly like
Josh. And I assume that I look and

(27:53):
sound exactly like Pat, right? But when I watch this video back
there, I'll be like, oh, you know, my nose or my eyes.
I don't know. Is that bothering you?
Because nothing about you is bothering me.
It's all these insecurities thatwe have that that are so
exclusive to us. And if that is preventing you

(28:13):
from telling the story of the wonderful work you're doing in
the world, you are only hurting the people that you could be
potentially helping by sharing your message.
So don't let that hold you back.Very, very silly.
It's very human, but it's very silly.
I love that. Thanks Pat for all the tips

(28:33):
today and I really hope that those in the audience will will
lean into video in 2025. It's, it's never been easier to
start with video and check out Sky Blue creative.com to to
connect with Pat and and there'sjust so many resources out
there. But yeah, 2025 is the year for

(28:55):
video for every nonprofit. Don't leave this year without
having some next step in that area.
Video storytelling is where it'sat.
Thanks for the convo, Pat. And as always, you can check out
nonprofit pulse.com to see the show notes.
You can find Pat's LinkedIn there, as well as some other
resources and links. Pat, thanks so much for joining

(29:15):
us in the podcast and I hope ouraudience was was blessed with
this expert guidance. Josh, this was so much fun.
Thank you for having me. I love the work that you do.
Please keep it up for everybody that listens.
Hey, thanks for listening. If you enjoyed this
conversation, please share or leave us a rating and review
wherever you listen to podcast. Also, head over to
nonprofitpolls.com to sign up for our monthly newsletter, as

(29:37):
well as check out all the links and resources in the show notes.
We'll see you next time.
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