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Welcome to Funding Futures: Igniting Impact…
A podcast about the elusive world of philanthropy. We will uncover innovative and sustainable strategies through interviews with industry leaders and representatives from mission-driven organizations
Listen in to enrich your journey to a sustainable impact.
Rick Peck: Transcript
Rick Peck (00:19)
So I was in a room about five years ago speaking to a group of what I thought were really seasoned fundraisers, about 32 people in the room. And I said, how many of you on a regular basis go and speak to
the professional advisor audience. You make it part of your day-to-day work to cultivate and steward that audience. Only two people raised their hands out of 32. That means the other 30 people weren't even thinking about marketing to CPAs, wealth advisors, and trust and estate's attorneys.
Bria Arline (00:41)
Wow.
IQ Ignited (00:55)
Today, we are joined by Rick Peck, also known as the philanthropy guy. Rick has built a distinguished career in philanthropy, starting as a financial advisor before transitioning into fundraising.
he honed his expertise at Dartmouth College, where he specialized in planned giving and later expanded into major, principal, and planned gifts at Dartmouth's Medical School and Dartmouth Hitchcock Medical Center, which is now known as Dartmouth Health. As VP of Development and Philanthropy Services at the New Hampshire Charitable Foundation, he deepened his impact before launching his own philanthropy consulting practice. Rick now shares his insights through newsletters in his biweekly Money to Give podcast,
which has listeners in over 10 countries. A sought after presents regularly via webinars and live events. And his upcoming first book is set for release in 2025.
Collaborating with a network of 50 philanthropy advisors, he's also launching GiveTrust, a platform designed to connect nonprofits with funders, furthering his mission to strengthen philanthropy worldwide.
Let's welcome Rick to the show.
Bria Arline (02:07)
Okay, Rick, so tell me how you became the philanthropy guy.
Rick Peck (02:12)
So I was sitting with a group of people and we were talking about entrepreneurship and just sort of everybody coming to the table talking about different things that they wanted to promote. And I'm talking about charitable giving and I'm kind of going on and on about it. And I'm saying, you know, there's so much potential in the world. There's so many nonprofits who could be doing more, getting more money. Donors could be doing more. And I'm kind of like wringing my hands over the whole thing. And people at the table go, Rick, you're kind of like the reluctant hero. You're kind of like,
the philanthropy guy. And then one person at the table goes, you know what, you should grab that name, the philanthropy guy as a domain name. And I said, yeah, that's a good idea. I'll do it after the meeting. It was like 1130 AM. And I said, I'll do it when we break for lunch. She goes, no, you have to do it right now because if you don't do it right now, somebody else is going to grab it because we're all looking it up right now at the same time where somebody is going to snatch it up. So she went on to Namecheap.
and she bought it for $19. She bought thephilanthropyguy.com and she gave it to me. She said, it's yours. And I said, okay, great. So that's how it sort of happened is from a name perspective, but obviously the history for me goes back to almost 20 years ago where I started at Dartmouth College and I was an associate director of gift planning. That's really where I started being in the world of philanthropy. But anyway,
Since then, I've done a lot of different things, but the philanthropy guy, that moniker came from that little incident three years ago. it's fun. People just respond to it really nicely. This guy today goes, the philanthropy guy, what a great name. And I'm like, thanks. It wasn't even really my idea to start with.
Bria Arline (03:51)
I love that idea of the reluctant hero. So you've learned a lot over 20 years, helping nonprofits from planning out their fundraising, how do you handle major gifts? What are some of the challenges, obstacles that you see that are most common when you work with nonprofits?
Rick Peck (03:53)
Hahaha
well, let me just start by saying when I went into the world of consulting, independent philanthropy consulting 18 months ago, I thought I would go in more tactically. would say, here's what you need to put on your website or here, let me help you with this functionality or that. Let me help you with a little bit of a marketing tip. But when it ended up happening was I realized there's a lot of fundamental issues that a lot of nonprofits have. They all want to go out there and raise money.
but they haven't really done what they need to do from a baseline standpoint. For example, I never thought I would spend as much time as I do on case statements. So the idea that someone's stepping forward as a nonprofit and saying, here's who we are, here's our mission, here's our vision, here are our core values, here are the challenges that we're facing, here are the solutions that we offer, and here are the dollar goals that we're trying to raise money for.
That just doesn't happen. They're already out there just posting a donations page and kind of putting a smattering of different things about their institution all over their webpage. But other than that, it's very disjointed. So again, I didn't expect to come in and say, listen, sorry, before we go out and sell your wares and try to raise money, who are you? I don't really even understand what you're trying to accomplish. And I think it's fundamental to the idea that no one's going to want to give money to you.
unless they know really all about you. So diving in, really rolling up your sleeves, doing that case statement is important. And so there's that. And then I'd say number two right after that is marketing. I think a lot of nonprofits, market in the same channel in the same way. Maybe they have an email distribution list. Maybe they just have a website, but they're not doing a lot of different things. not going onto social media on a regular basis. They're not doing webinars about their...
cause. They're not going to professional advisors to talk to them about what they do. They're not using their volunteers very well to go out and spread the word. They're not using their board members very well. So it's just there's all these different ways that they can distribute that message from the case statement that they're not doing very well. you know, and then I'd say one other thing is gift acceptance policies. A lot of them say once they get around to developing a good case statement, they
usually are just soliciting for cash gifts. Many of them just go out and ask for $25, $50, $100. on Giving Tuesday, they're asking for really nominal amounts of And I'm just like, well, if most of Americans' assets are in non-cash, I think the figure is 90 to 95 % of Americans' assets are in a non-cash position, why are nonprofits constantly soliciting for cash gifts? It doesn't make any sense.
So I just say your gift acceptance policy should be clear on what assets you will and won't accept. And then your marketing should relate to going out and trying to find those assets that are non-cash assets so that you can get as much money as possible. mean, if somebody says, can't give you a million dollars in cash, but I could give you a million dollars in real estate, I think most people would want to know about that. Most nonprofits would want to lean into that instead of just scrapping for small dollars. So all of that.
of blends together, but I'd say in the end, there's a lot of strategy that's missing, I think, with these nonprofits and a lot of tactical follow-up and specific cadence and deliberate execution on what they need to do to do what they need to do on a daily basis to get the word out and market their wares. and I guess in everything in between, but there's a lot I'd say a lot of nonprofits don't know that they're missing.
I mean, they're doing the best they can. They're very strong. Usually they're very strong on what they're trying to accomplish. They know what they're trying to do, but they don't market it very well. And that's what I do. I come in as a second set of eyes and say, I'm just channeling the strategic level donor and I'm telling you, you would not have a place at the table. They wouldn't even look at you. story is not compelling enough, not to say that you don't have a compelling story. That's the thing I want to differentiate. It's not that they don't have a compelling story to tell.
It's just that they're not telling it very well. You know, so it's like some people tell a great story from an OK topic and other people have an amazing topic and they tell a terrible story. Right. I think that's what I try to do is say you have probably an amazing story to tell. Now tell it in a way that donors actually want to come forward and help you rather than feel like, no, I could pass. I'll wait till somebody else comes along with something a little bit more and compelling. So.
Bria Arline (08:10)
Yeah.
Rick Peck (08:34)
So anyway, that's the stuff I see with a lot of these nonprofits is they struggle in that way.
Bria Arline (08:40)
I so appreciate in our conversations when I've spoken with you, I feel like I've gotten that perspective of this is how a donor who takes giving seriously is actually looking at that. know the nonprofits must appreciate that perspective, even though it might feel daunting when they first sit down with you. I'm sure once they've actually gone through the strategy, they must feel like they're in a better place. And that's a staggering statistic about non-cash assets. I had no idea.
Rick Peck (09:05)
Yeah, think the inverse is true as it relates to donations. think if you were to say 90 to 95 % of Americans' assets are in non-cash and only about, 5 to 10 % are in cash. But when you think about donations that come in, it's something like 90 to 95 % of it is cash and only 5 to 10 % of it is non-cash that actually comes in in donations.
So it's the opposite. And that's the thing I try to get out there and work on is to say, well, why are we doing this to ourselves? Why are we only asking for the smallest amount of money from people who only have X number of dollars in their cash accounts? It's just bizarre. And back to the case statement, it's saying, well, if you're trying to raise $6 million, guess what? You're not gonna do it on $25 cash gifts. gonna do it on $250,000, $500,000, a million dollars.
And that's going to take more than cash.
Bria Arline (10:03)
Yeah, no, it's like all these untapped assets that the nonprofit themselves don't even know that they have. Do you have that gift policy? Do you have that case statement? And just even, I love the point of that case statement and leverage it with your volunteers, with your board members so that they can all have the same talking points.
Rick Peck (10:20)
Exactly. It takes a village. lot of these nonprofits, they think they have to do it by themselves. A lot of them don't have much of development staff. I'm working with one nonprofit right now. They have no development staff and they're trying to go into a 12 to $15 million seven-year campaign. So you really have to have your ducks in a yeah, so I feel for them. I guess I think of myself as that tough love.
I'm trying to be nice about it, I do try to come in and be firm and say, listen, if you want to be the big boys and girls table, you have to do certain things. And if you're not willing to do them, that's fine. You don't have to take my word for it. You'll see it in your own results later when you're not raising as much money as you could be raising. If you take my advice, because I'm just channeling what I've seen, it's not like I came up with it all by myself.
I'm just saying the most successful nonprofits do these things and you can fight it or you can go with it. And so I'm just the messenger.
Bria Arline (11:15)
the message. I like that idea of tough had a consultant friend and this was just for our business and he came and told me, Bria XYZ. It hurt at the time, but I was so grateful after that. And just, you need that outside perspective. Well, Rick, you do so much to help philanthropy and I am super excited as a grant writer to learn more about Give Trust. So can you tell us a little bit more about launching that and what the story is behind that?
Rick Peck (11:40)
So thank you for asking. There's a lot to that. It's actually the same group of people that I met three years ago. A few of them came forward and said, let's do this together. So what happened was back then I said, you know, I think it's a lot harder for nonprofits to raise the money that they should, even if they do all the things that I just mentioned, even if they really come to the table prepared, it's still hard with 1.8 million nonprofits out there to
be seen. And on the other side, funders like individuals, corporations, foundations, don't necessarily know how to source the great opportunities. So I just thought, wouldn't it be nice to have an interface where the nonprofits would upload their information, again, the quote unquote, right information, the right qualitative and quantitative information. They do their part. They do that.
And then the donors say, this is what I want. An individual or a corporation or a foundation uploads what they want to fund. And then the peanut butter and the jelly come together through the interface. And so the donors go, wow, these are the nonprofits. I actually do want to get to know they're meeting the criteria that I wanted to make sure was considering. And, the nonprofits go, wow, look at this audience that all of a sudden we
all these funders to potentially fund us. And so it was based on the idea of the common application for schools, where instead of just going and applying to 20 different schools, one at a time, you put the common application in, and then all the schools come forward and consider you based on the common app. So it's the same concept, except it's done through interface of the
It's very much in its infancy stage, but the idea is imagine what it would look like if you just grow that and grow that to the point where funders are like, this is an amazing tool. I don't know how I would do my work without it. And the not-for-profits would be like, I don't know how I would access such a deep base of potential donors without it. So yeah, it's an interesting journey.
It's, I've also learned a lot about software along the way, which is all the minutiae related to the pairing up of these things. You know, everything has to link up well. And I would say that maybe one last point on that is a lot of nonprofits can put their information out there. The question is back to the donors. Do they know how to find that information or do they know how to find all the criteria that they're looking for beyond what charity navigator or,
candid and such can offer which are perfectly fine platforms, but is as robust as it could be? And it an exchange? Is it some sort of an easy to access interface for the funders? And most of the time it isn't. They have to wait for applications to come in or they have to seek out the funder, but rarely is it like, wow, there's a whole portfolio of things right in front of me. From my...
You know from my computer I can just literally choose the things that are most relevant to me based on the criteria that I asked for. So it really is ultimately a matchmaking service.
Bria Arline (14:35)
I like it, the e-harmony of philanthropy. that's...
Rick Peck (14:37)
That's right. Yeah.
eHarmony, Common App. Yeah, exactly. all those things. It's like we're coming together, but it's the coming together part from a technological standpoint that I've come to appreciate, which is why you probably don't see a lot of these types of things because they're hard to build.
Bria Arline (14:54)
We so appreciate, I'm talking on behalf of our nonprofit clients and as someone who really appreciates philanthropy, just really appreciate the hard work. One of the things that I and the team, when we did take a look at the questions you were asking nonprofits, we were just so impressed at how deep it went. that is huge. And even just the learning process for the nonprofits as they start on this journey, know, can you tell your mission, is your mission statement?
a thousand sentences. Can you boil that down? Can you actually tell me what your outcomes are? And those things that sometimes are too busy to sit down and think, I need to write that down.
Rick Peck (15:28)
Yeah, well, I think the thought process around give trust and the thought process around me being an independent philanthropy consultant are not that different in the sense of I come to the table with give trust, especially from the donor's perspective and say, what are the things that a donor would want to know? And what I did was I myself and others on the team did a lot of research to say, you know, these feel like the wrong questions in a
in an application in a grant application. These feel like irrelevant questions. It's almost like the donor sometimes asks the question or the potential, but they don't really know what they want to get out of the answer. So we just thought, wonder what it would look like to model good qualitative and quantitative questions to get the good qualitative and quantitative answers you're looking for. And what I did was I looked at different grant applications and different processes. And I thought, I'm going to take the best of this or the best of that.
and mash it together and say, does this feel like a good, solid, comprehensive application? And I appreciate what you're saying, which is you felt like it was, but it really an amalgamation, almost like a Frankenstein monster of different ideas coming together, but with a critical eye saying, if a nonprofit were to fill all this out, it would be hard to imagine that a funder wouldn't appreciate what they're seeing.
Bria Arline (16:43)
Yeah,
even just to see that they're prepared. I think so many nonprofits apart to just say, I'm prepared, I have this, and I can tell that story. I also appreciate there's been such a growth in invitation only.
Rick Peck (16:52)
Rate.
Bria Arline (16:55)
and I like the idea that we're creating a space where that can happen and yet there still be that access for nonprofits around who may not have that network and can still say, well, I can complete this application and then it becomes more of a merit situation, which I think is great.
Rick Peck (17:12)
Yeah, yeah, exactly. I mean, there's so many ways to slice and dice all this stuff. and the thing I never forget is at least as of the last giving USA report was $557 billion, I think it was, that was donated in the United States in one year. And that was up over $50 billion from the prior year. So I just feel like there's people that are really wanting to go out and do
amazing things with their money. And there are nonprofits that are maybe not at the table to be able to receive that money. So I think, you know, the more creative we can be and the more intentional we can be about matching these parties together, I just think it benefits society in such deep ways that we're just beginning to scratch the surface to understand that. you know, so give trust is a, is one.
hypothesis, one theory, one methodology to try to make that happen.
Bria Arline (18:05)
I'm so excited.
Rick Peck (18:06)
yeah, it is exciting. And I'm glad you're a fan, because it means a lot from someone with your perspective to come in and say,
I like this. It's meaningful to me. It's useful to me. It's a good tool for my work. Never mind the fact that for the audience that you're looking for, the donors and the nonprofits, it's hopefully useful to them. I feel like it's a little, not so much on the donor side. I think it's going to be an easy application for them or an easy sort of submission on the funder side. The nonprofit's going to be a little bit more like taking your medicine. It's going to be a little bit more of a deeper dive.
You know, it's going to be like, my gosh, I don't know if I want to fill all this stuff out, but the idea is fill it out. Take your medicine. It's going to be good. You know, you're going to be glad you did it because you won't have to do it again in the same way. You just have to enhance it and update it, but you won't have to fill it out soup to nuts like you had to in the in the first place. So yeah, so it's a bit of a risk to say do this right. Then on the other side, you will be glad you
Bria Arline (19:03)
I, to anyone listening, you will be very glad you did. You'll get to use that material over and over. It's like writing the longest, biggest grant application and then getting to use little pieces, tweaking it for other things. So yeah, please, please do yourself a favor and try to do that one right.
IQ Ignited (19:25)
We are just loving learning from Rick today and we hope that you are too. Before we finish out the conversation, we have to answer one of your burning questions. So today's question is, how do I answer, how will you sustain your program on a grant application? When a funder asks about sustainability, they basically want to know how you're going to fund the program after the award dollars run out. This question can be tough.
because you don't usually know for sure where funding will come from and how much you can expect.
Thankfully, funders usually just want to know that you have a plan. So try highlighting aspects of your development plan. Maybe instances in the recent past where you exceeded your fundraising goals. Or best practice like having three to six months of operating expenses and savings. I hope that answers your question
and helps you on your next grant application. Do you have a burning question? We would love to feature it next time, so make sure to send it our way.
And now, back to our conversation.
Bria Arline (20:31)
So you're also launching a book. You're not busy at all. Just.
Rick Peck (20:35)
Nah, just sitting around.
Bria Arline (20:38)
So
you're launching a book, you also have a podcast and a newsletter and just what are some other ways that you're communicating all these nuggets to nonprofits? Please start with the book.
Rick Peck (20:48)
Okay, sure. The book, so I started writing the book before I officially became an independent philanthropy consultant because it had been sort of, what happened is over the years, I just would collect all this little bits of data. And I said, I'm just going to park that over here and park that over there. That's good stuff. That's good stuff. And then I realized, okay, I think I have enough here to put it together in some sort of a comprehensive way. So
Now for anyone who hasn't written a book, it is definitely a discipline. It's a process of making sure that you sit down and do it because even when you have all the stuff in front of you, it's still like, okay, now I still need to sell this stuff together. So that's what I did. I remember doing it over the course of a summer. and I felt like I was pretty much done. Then I submitted it to an editor to take a look at it.
at someone's recommendation. said, you should have an editor just look at it. happen to have a Pulitzer Prize winning author be my editor. I was very fortunate. And he said, it's good. It's a great book for the right audience. It just needs more examples. You need more stories. And I said, that's the easy part. I can put stories in here. I just had to feel like I needed to lay the foundation of the whole building first. And that's what the book is. So now I need to go back and
and finish that up and then I'll launch it in 2025. But it's a primer for any nonprofit who just says, I just need to have a rough idea of what this stuff means. So I tried to write it in plain English in a way that was just long enough, not too short, not too long, in different sections and just hopefully somebody reads it and goes, okay, I'm ready for a deeper conversation now.
Bria Arline (22:24)
I love the idea that you focused on plain English. I feel like a lot of these concepts, if you boil it down and you take away all the jargon and the fancy things, it's a lot of its common sense if you want to boil it down.
Rick Peck (22:38)
Yeah, and I also took the approach maybe from some great teachers that I had was you can teach people some really deep stuff. You can bring a lay person along. If you start with plain English and you make the story compelling, it's kind of like what we were talking about earlier about making your nonprofit story compelling. I think if you make your subject compelling, then people will walk along with you and then you can take them to much more advanced concepts. And I'd had good luck.
Bria Arline (22:50)
All right.
Rick Peck (23:05)
one time, although a mentor of mine would have said, it's not good luck, it's hard work to do this. the idea was over two hours, I brought the general public in from here's the basics of charitable giving to by the end, we were talking about lead trusts, charitable lead trusts, which are more of a advanced concept. And I didn't feel like I lost anyone, which meant I felt like over the two hours, people were literally walking with me through this and I
I hadn't lost anybody. I just feel like that's good teaching. And again, the best teachers I ever had, I didn't feel like they tried to talk over my head. If anything, they were like, here, let me take the super advanced concept and just break it down into an analogy. Or let me show you some visuals here. It was like they almost had a hunger to transfer this knowledge to me. It wasn't like, if you get it, you get it. And if you don't, you don't.
It was more like, I'm really passionate about this. I want you to be passionate about it too. Come on, let's learn this together. Let's do this together. And then you're like, I can't wait to go to that class. Like I really enjoy that teacher pulls me in and makes me care about a subject that I would have never cared about. The opposite's also true. I've shown up for a class where I was really excited about the topic and the teacher just took all the wind out of my sails. I couldn't believe how disinterested I was in the topic after the class was over.
I was like, how could this happen? And I just feel like that's just bad teaching. But good teaching is like, here, let me take a concept you are, it's barely on your radar screen or maybe even something you dislike. And by the end of the class or by the end of the course, you actually really like it. And you're really interested in it you're glad you took the class. That's, I think that's good teaching. So that's what I try to do with everything I do with it's the, whether it's the book or webinars that I do or
live presentations or my podcast or my newsletter, I try to make it so that I think about the audience and is this something that people would actually care about? Did I speak to an audience in a way that I didn't talk down to them, but I didn't talk over their heads and I told them something or we shared a story or we explored a concept together that maybe they wouldn't have been able to curate on their own.
And I did that. I helped do that.
Bria Arline (25:13)
love that idea. What is one concept that you talk about in the book that you are most excited to share with the nonprofit world?
Rick Peck (25:20)
I mean, the, the professional advisor engagement I think is incredibly underrated. lot of nonprofits go out there and they go, okay, we just need to find donors. And, when we find donors, we'll do it directly and bust our humps to do it in every possible way we know how, which again, as we talked about before, is usually like just a few ways.
But when you go to a CPA or a wealth advisor or a trust and estate's attorney and you talk about charitable giving or you talk about your specific nonprofit and you make it real for them, theory, when they go into a conversation with their clients, they're going to think about charitable giving. And ideally they're going to think about your organization. Why? Cause you showed up, you had lunch with them or you gave a presentation to them. You
acted like you cared about building relationship with them. And that's the thing that I've heard from CPAs, wealth advisors, trust and estate attorneys. They say, show up, come to the things that we're doing, come to my office, get to know me. I'm working with a lot of people with a lot of money who are trying to figure out what to do with it. And I'm trying to make decisions with those people. I would appreciate if nonprofits and
Bria Arline (26:17)
Yeah.
Rick Peck (26:29)
People in the charitable giving profession showed up and actually educated me about what's happening because I can take that right to my client or my potential client and feel like I have some substance and a story to tell. So I was in a room about five years ago speaking to a group of what I thought were really seasoned fundraisers, about 32 people in the room. And I said, how many of you on a regular basis go and speak to
the professional advisor audience. You make it part of your day-to-day work to cultivate and steward that audience. Only two people raised their hands out of 32. That means the other 30 people weren't even thinking about marketing to CPAs, wealth advisors, and trust and estate's attorneys. So I do feel like I have a unique voice like that because I was a financial advisor many years ago before I was into charitable giving. So I do understand what wealth advisors do and don't receive.
Bria Arline (27:04)
Wow.
Rick Peck (27:24)
as far as education around charitable giving. And I do understand how they think and how they work. And I know that a lot of them weren't being approached by charitable giving experts or nonprofits. So I feel like I can see it from both sides. I see it from the side of the for-profit practitioner who's trying to do his or her everyday work with clients. And then I see it from the nonprofits perspective. And so I feel maybe more brave.
I feel a little bit more certain that what I'm doing when I go in and talk about this stuff, that people actually aren't being bombarded with this. In fact, there's a whole dearth of information they're not receiving. I go onto platforms, I go into the space where I think these advisors are, and I show up. And sadly, sometimes I'm the only one on certain platforms that I speak on.
They said, Rick, you are the only one who talks about charitable giving of all the speakers we have. You're the only one. And I thought, this is, I guess it's good from a branding perspective. People know me and they know what I do. But honestly, with the landscape we just talked about with $557 billion being given away, I can't do it by myself. I need more. I need more charitable giving experts to step up and do this on a regular basis. So how that boils down to the nonprofits, it's like saying, you know, show up.
be present, just like you would be pitching your mission, vision and values to donors and potential donors, you should be doing exactly the same thing to CPAs, wealth advisors and trust and estate's attorneys. Cause guess what? They're about to walk into another meeting with somebody who's going to make a decision with about six or seven figures or maybe eight figures. And if you're not on their mind, shame on you.
you should be at the top of their mind or toward the top. So that just takes work. So that in the book, I really try to lean in on that and say, do not forget about that audience. They need you and you need them.
Bria Arline (29:20)
That is such great advice and thank you for sharing that. Okay, Rick, where can we find you? Where can we listen to you? Where can we sign up for your newsletter?
Rick Peck (29:29)
Thank you. I'd say start at the, you know, the philanthropyguy.com. That's my website. And also just coincidentally and serendipitously, the philanthropyguy at gmail.com is my email address. And if people want to call me or text me at 603-387-3897. And then I mentioned CPA Academy, MyCPE, and various platforms.
that I'm on to speak. And then as far as the podcast goes, it's called Money to Give and it's on Apple, Spotify and Amazon. And people can look me up there. I have a little cartoon face of myself. And last but not least, the newsletter, people just go to the website and they can sign up for the newsletter. And that comes out every two weeks. The podcast comes out every two weeks. And the book is, as we talked about, is pending for 2025.
Bria Arline (30:21)
Well, that's exciting. Rick, thank you so much for your time and the insights. all enjoyed learning so much.
Rick Peck (30:26)
Well, thank you for having me. It's been a pleasure.