One of my favorite questions to ask workers who have successfully raised support is “If you could tell a new worker raising support one thing, what would it be.” It’s so encouraging and eye opening to hear their responses. I’ve done some posts on this before, but it’s been a bit so thought I would gather some new answers for you. Enjoy and be encouraged! Thank you to all those who contributed. (I have left their names off due to security purposes) – JF
Below is another excellent guest post from Pastor Chris. If you haven’t read his previous posts you can find them here, here, and here. Thanks for contributing Pastor Chris and letting us glean from your insight! – JF
OBSCURITY: The state of being unknown, inconspicuous, or unimportant.
When you are starting out on the path of fundraising your number one problem is OBSCURITY. People do not know who you are. More and more our culture is becoming relational. People and churches want to know YOU before they know what you are called to do. For this reason you must make it a priority to become known among the people and churches that you hope will fund your calling.
This problem is not unique to fundraising. 50% of all business start-ups fail in the first 5 years. One author says 80% of all new business owners know they are failing in the first 18 months! Some will have bad business plans, too much debt, the wrong location… but the majority simply cannot overcome obscurity. Their potential clients do not even know they exist.
“Obscurity is the single biggest killer to a business or entrepreneur.” – Grant Cardone
Grant Cardone asks young business leaders two questions in relation to obscurity:
#1. How far will you go to get attention?
#2. How frequent will you be in your attempts?
The ONLY correct answer is = “WHATEVER IT TAKES”
When it comes to fundraising we need this same attitude. Please do not take this too far and manipulate “whatever” to mean being immoral or unethical. I don’t believe Grant intended that and I certainly am not taking an extreme view of that word. But we have to get the desperation that is in that phrase into our hearts and lives. What will you do? Whatever it takes!!!! Will you face your fears? Will you be uncomfortable? Will you accept rejection? Will you remain prayerful and positive? Will you work 40 hours a week? Will you work 60 hours a week? Will you work 80 hours a week? Your answer to all these questions and a thousand more must be “Yes – I will do whatever it takes!”
The reality of your situation is that there are lots of people with lots of money that want to give it to a worthy cause. Trust me – there is NO shortage of money. So how do you break out of the obscurity you are in, find these people, and get them to join your team?
#1 – You Must Renew Your Mind
And do not be conformed to this world, but be transformed by the renewing of your mind, so that you may prove what the will of God is, that which is good and acceptable and perfect. -Romans 12:2 NASB
To break obscurity you must first stop seeing yourself as obscure. (Remember obscurity is the state of being unknown, inconspicuous, or unimportant.) The only way to do this is to constantly meditate on God’s word… then you will make your way prosperous and you will have good success (Joshua 1:8).
You are NOT obscure… You are a child of the Most High God! He has made you the head and not the tail… He has set you above and not beneath… He has called you and given you a divine purpose and destiny. He has made you an overcomer and more than a conqueror in Christ Jesus!
If you see yourself as obscure then you are obscure. You cannot expect to break out of obscurity until you first break the obscure mindset that is holding you back.
#2 – You Gotta Get Social
Personally, I hate Facebook and I don’t Twit or Tweet or whatever! Whether you love it or hate it: You Gotta Get Social!! The people you are seeking to join you in your mission need to know you on a personal level. Do not wait to meet people. When you call a church, ask for the pastor’s email. Search for his name on Facebook and send a friend request. If he gets to know you, his church is more likely to support you.
#3 – You Need to Dig Your Well
Harvey Mackay wrote the best book on networking long before Facebook and even before email, it’s entitled Dig Your Well Before You Get Thirsty. If you should read his book you may be put-off as he describes how to set up your rolodex (some of you may need to Google “rolodex”). Look beyond that technical part (or lack thereof) for the true heart of how to network.
Mackay opens his book with a story about getting a call from an old friend at 2am who was semi-hysterical and said he needed $20,000 that day or he would be at risk of going to jail. He writes, “The strange thing is, I hadn’t talked to him in over ten years. I offered him a few thousand dollars, but I didn’t give him what he needed even though I could have.”
Then Mackay asks a revealing question:
“How many people could I realistically count on to bust a gut to help me out if I’d called them at 2am?”
#4 – You Have to Learn to Write
I am still learning this skill myself but if you say, “I’m just not a good writer” – you are most likely copping out. Remember? – You said you would do whatever it takes! A good amount of your support will come from writing letters, emails, and newsletters. So learning how to do it correctly is important. Write a lot! If you write an appeal letter, ask a pastor you are friends with to give you an honest opinion. Did it sound needy? Was it a crisis appeal? Was it too long? Was it boring? Did it communicate the vision? Did it make you feel connected? By honestly assessing your writing you will get better.
#5 – You have to Learn to Speak
One Sunday morning after the church service the pastor was feeling quite proud about the message he had just delivered. On the way home he asked his wife – “How many genuinely good preachers do you think there are in the world?” She muttered under her breath, “One less than you do.”
If you think you are a good speaker you are in the most danger because you are probably not as good as you think you are! So regardless if you think you are a poor speaker or the best thing since Paul the Apostle, there is room for improvement.
Anyone can get up and say things in front of a church, but can you make your appeal with passion? A pastor friend once said to me, “I cannot remember the last time I had a missionary in the pulpit who had a passion in his voice and a tear in his eye for the people of his calling.” Remember it is not what you say but how you say it. You are not trying to convince people or sell them a product, you are endeavoring to share your calling from God and invite others to sacrificially join you in changing lives.
#6 – You have to Learn to Ask
You may be bold in the pulpit, but if you are obscure when it comes to “the ask” you may find your support raising going slowly. Be convinced of who you are and of your calling. Be confident that you are not asking for “yourself” (you are not begging). You are simply saying – Has God touched your heart with this vision and will you use your resources to work with me?
#7 – You Should Make a Schedule
You are going to get busy with many things that will keep you obscure. Thus, create a calendar to guide you daily in overcoming obscurity. If you are raising support for the first time I would recommend:
- Tweeting as often as you like, but no less than once per day
- Posting on Facebook no less than once per day
- Sending one E-Newsletter per month
- Mailing one paper snail-mail newsletter per month
If you are using other networking platforms like LinkedIn, make sure you add them to the schedule. You should also add in how many personal phone calls you will make per day, and how many personal emails you will write (and send) per day.
#8 – Lastly, You Ought to Go to EVERY Event That You Can… and STAND OUT!
If your district or denomination hosts events, go! If your home church has events, go! If friends invite you to the park, go! Don’t make every event just about your financial needs, but work to build life long relationships. If you do that the funds will come naturally (see my previous post on how to grow a long tail).
Look for ways to stand out, both personally and with your mail and media. Get creative! Use your own photos when sending post cards. Hand address envelopes and if you know the person write a one-line sentence on the back of the envelope. When you go to an event, if you can, wear something that makes you stand out – especially if you can get something from the country of your calling. This season of fundraising should become the most hectic and crazy and social and fun period of your life. If done correctly fundraising is FUN-raising!
Obscurity is your #1 hindrance to raising your budget. Make Overcoming Obscurity your #1 goal, and you will be well on your way to reaching your budget in a timely manner.
– Pastor Chris
One of my favorite questions to ask workers who get to 100% is “If you could tell a new worker raising support one thing what would it be.” I’ve done some posts on this before, but thought I would gather some new answers for you. I hope you find these encouraging. I know I do! – JF
Eariler this month a couple I coach in financial partnership went from 28% funded to 100% funded within ONE WEEK. Yes, that’s right, ONE WEEK.
The story is full of those Jesus moments that hits like a ton of bricks. It’s the kind of story that reminds me that yes, God is real. And yes, Jesus loves all the little children of the world. And yes, God cares more about His people and the Great Commission WWWAAAYYY more than I do – even in my most zealous moments.
In short, the story had my mind blown, so you need to hear the testimony too. Right? Right.
So how did this couple go from 28% to 100% in one week? JESUS. Definitely JESUS. Let that be known first and foremost. However, God also used their attitudes and strategy that I think we can glean from. Let me tell you the story first, and then get into some takeaways.
Rick and Pam are a couple heading overseas as christian workers for the first time. As they began their first time raising a budget, Rick and Pam took my financial partnership training and learned how to ask individuals to join their team by way of face-to-face appointments. They have been going strong building their team for 5 months, primarily holding meetings inside their home sharing their ministry vision and passion with friends and family.
A couple of weeks ago, I was on the phone with Rick for a coaching update. Rick shared that he and Pam were fasting and praying together, and felt from their time praying that God wanted to double what they had raised by the end of the month (they were at 28% raised at the time). #faith!
I was excited with them and admired their zeal, but as the ever practical coach I encouraged Rick that if that didn’t happen God was still moving on their behalf and wanted them on the field. As they really felt it was going to happen, they shared their faith on their secret Facebook group and began getting their team praying with them.
A day after we spoke on the phone, Rick and Pam had a meeting set up with a couple (we will call them Joel and Judy Smith) from their home church. Their relationship with the Smith’s was a good one, but it was more of a former connection than a current one.
(This is where the testimony comes in…keep reading)
That night during the appointment Rick and Pam shared their heart for their ministry with passion and asked if the Smiths would join their financial partnership team. Potential Partner Joel responded by asking what their budget requirements were. He then folded up a piece of paper with an amount on it. Joel handed it to Rick and then Joel said, “Judy and I could go to the car and discuss what we would like to do as support, but I know what The Lord wants us to do already.”
Meanwhile Potential Partner wife Judy had already heard the Lord tell her before coming over for dinner that her and her husband were to “finish what was left” of Rick and Pam’s budget. Joel and Judy had not discussed amongst themselves what they would do to financially support Rick and Pam – but when the paper that Joel had written on was unfolded it was EXACTLY what Judy had heard God told her.
The paper unfolded and read $5,000 A MONTH, the commitment thus finishing the rest of what Rick and Pam needed to get to 100% – just as they believed God would do! (And remember, this happened only a day after they shared in faith that God was going to double their budget by the end of the month).
It gets better – actually Rick and Pam had started their faith journey many years ago by giving $5,000 into missions. It was a huge stretch for them to give that much at the time, and came out of them both praying and hearing God separately challenge them to give. They knew when they saw Joel and Judy’s gift that God was strengthening their faith and giving back what they had already sown into the kingdom many years ago.
Now let’s talk about some takeaways from Rick and Pam’s story.
- It’s easy to get into a routine of making phone calls, having appointments, and calling pastors for services without consulting God on the particulars. Rick and Pam kept their ears open to what God had to say about building their team and leaned into Him for timing on asking potential partners like the Smiths. They also prayed and fasted concerning their financial partnership on a regular basis. Are you fasting? Are you praying continuously? Are you listening to God’s voice? Is building your team a spiritual pursuit for you, or merely a means to an end?
- Rick and Pam worked hard and met face to face with potential partners. They didn’t just pray and sit back on the couch – letting God bring in their partnership team. They didn’t take any short cuts either, they met personally with potential partners and typically had 3 or 4 appointments a week. It can be tempting to take a short cut instead of investing the time and energy with meeting people face to face – but face to face will always be the best way to invite people onto your team. It will always be the most relational, thus yielding an actual TEAM of committed financial partners.
- Give extravagantly yourself! Rick and Pam started their lifestyle of missions by giving, and thus it was given back to them. Are you giving into missions? Are you fulfilling your stewardship goals? Are you an extravagant giver?
- Rick and Pam invited Joel and Judy onto their team although they hadn’t been in touch with them as much over the recent years as they were prior. Don’t be scared to ask people who aren’t on your “A list” of potential supporters. It can be tempting to edit our list of potential supporters to only people we are comfortable asking. Don’t make that mistake! You may miss out on who God is wanting to bring onto your team! Are you editing your list?
- Now here’s something I didn’t tell you, Rick and Pam are actually still raising up their team! God more than doubled their budget, however they feel through prayer they are to continue to inviting their friends and family onto their partnership team. Why you ask? Because they know more people may want to sow into the Great Commission, and they don’t want to keep them from that opportunity. They also feel God wants them to keep going past 100%. Sometimes God will provide that “major donor” – but it is possible He may want you to keep going and build up a larger team. What a different (and refreshing!) perspective am I right?! What is your perspective – is it that raising up your team is just a means to an end, or a vital part of your ministry? Does He want you to invite more people to join with the ministry of sharing the Gospel, maybe taking you past 100%?
Let this be a reminder – continually involve God in your journey of raising your budget. Pray, fast, seek God for His timing, who He is directing you to ask, and minister faithfully throughout the process. He will provide! He is faithful!
“Now all glory to God, who is able, through his mighty power at work within us, to accomplish infinitely more than we might ask or think.” Ephesians 3:20
I have a gift for you.
I love picking up bits and pieces from other ministries on support raising. Over the years I’ve done my fair share of digging from various viewpoints – nonprofits, ministries, and other missions sending organizations.
Thus, here’s a list of 10 inspiring blogs and websites that cover a wide variety of subject matter on ministry partnership development as you close out your year! Your Welcome! Merry almost Christmas friends!
- Cadre 31 Classes: Cadre31 is a company who specializes in telling your story via video. They have a tab on their website dedicated to education on creating your own videos, watch and learn!
- TedTalk by Jia Jiang on facing rejection. The possibility of rejection and/or facing it is hard – this video on the subject is incredibly inspiring and entertaining.
- Video from Global Frontier Missions on Unreached People Groups. This video is so helpful if you are raising your finances to reach a tough population. Check it out!
- Seeing Your Donors As Partners by 101Fundraising maybe one of my favorite blog posts EVER on the subject of financial giving. Get inspired and get perspective.
- This guest post by Pastor Chris (on my blog) reminds us that a season of itineration looks a lot like a season on the ministry field. I highly recommend this to anyone struggling with obstacles and fears in raising their support.
- Thanking Donors on Social Media from The Balance is a great for those looking to make their social media interactions count. It has some fantastic ideas to get the gears going on your own social media strategy.
- This TedTalk from Amanda Palmer on The Art of Asking may be the most helpful TedTalk I’ve ever watched. This is not Christian content by the way, but gives incredible insight.
- Do you want to become a better public speaker? Are you afraid of public speaking? Here’s a post from RealSimple on conquering your fear.
- Being negative hurts YOU. Are you negative and don’t even know it? Check out this blog post on positive thinking during your season of raising support by Michael Hyatt.
- Reaching out to millennials can confound as you support raise. Gosh, I’m a millennial and sometimes I have a hard time figuring out what to do. Here’s a great post on the subject.
I hope some of these posts help you like they have me. Do you have a favorite blog post? Share it in the comments! – JF
Here’s a beginning question everyone asks when raising support: How do I effectively ask individuals to support me monthly? The answer to that question has a lot of moving parts, to start here’s a simple answer, it is this:
AS RELATIONALLY AS YOU POSSIBLY CAN.
I want to reinforce this sentence by telling you about the journeys of two different missionaries whom I coach. Both recently raised their finances in record time. Let me tell you a little about them:
The Jones Family. The Jones Family is a family of four who raised their extensive overseas budget within 6 months. SIX MONTHS! Let me tell you, that is a feat for a family of four!
Sally. Sally is a single woman, and a 21 year old college grad. Sally raised her budget within 5 months. She had never raised finances for a missions trip before, and particularly felt nervous that most of her friends were just out of college – and broke.
How did the Jones family and Sally do it? Well, the main successful commonality between them is this: they were always relational in their approach. So here are some things we can learn from The Jones family and Sally in their journeys to raising their budgets relationally and successfully:
1. They set weekly goals and stuck to them. When raising your finances, knowing your vision is valuable and so is determination. Both the Jones family and Sally set weekly goals (that were obtainable) for themselves based on their vision and held onto those goals with determination. They hit their goals 90% of the time.
Take away: As you raise your finances, set weekly goals for yourself and find a way to make yourself accountable to them. Before you do, think about what you can handle each week and when you want to get to 100% before you set them. Typically I tell missionaries I coach that they need to make initial contact with at least 5-10 people each week – initial contact entails that they have either sent an invitation letter (setting up the face-to-face appointment) or they called someone asking for a face-to-face appointment.
2. They didn’t take short cuts. They met face-to-face with people. The Jones family and Sally both strived for each “ask” to be face-to-face, even if that meant traveling a little to see people and ask them in person. They didn’t merely call people, send out bulk newsletters, or Facebook blasts – they took time to ask people in the most relational way possible.
Take away: I’m not saying Facebook posts or newsletters are bad things. Both are effective tools when used accurately. However, those tools become detriments when missionaries try to make them the main way they do their personal asks. Whenever possible, try to meet with your potential partners face-to-face. If it’s not possible face-to-face, try meeting with them over Skype or Google Hangouts. When you ask, have a well thought out presentation and concretely ask for financial support.
3. They asked for a range or specific amount. When the Jones family and Sally did their financial asks they boldly asked for a range of monthly support or a specific amount.
Take away: Don’t leave your financial needs nebulous and in the hands of your potential partners to guess. That’s awkward for them. Tell them what you need and provide them with parameters. A couple of reasons for this: (1) It will greatly help your friends and family to know what you need, particularly if they aren’t used to giving to a christian worker. (2) People will default to the least amount possible, so you want to ask them for an amount that stirs their faith.
If you are asking for a range make your range comfortable for you to ask for, but also not too low. Also when providing a range make a graph to explain if necessary. When asking for a specific amount, make sure to stay silent while they respond to what you just asked them. You don’t need to apologize or provide nervous “filler.”
4. They believed they were asking their potential partners to invest in the Great Commission, not just their ministry assignment. Perspective in raising support is a powerful thing, if not one of the most important ingredients to success (or lack there of). Sally and the Jones Family believed that when they asked their friends and family for financial support, they were involving them in more than just their need for money. They were involving them in the Great Commission and thus were not apologetic about it.
Take away: If you aren’t at that point in your thinking / perspective you, you are not alone. But I do challenge you to ask God to change your perspective. Spend time in the word and seek understanding on support raising in the Bible. There are over 700 direct statements in the Bible about finances, find some of them and study. As you read ask yourself why God set up the Christian worker to live off of support, and why He wants you to do it as well. (Some places in the Bible to start reading: Philippians, Nehemiah, 2 Kings 4, and 1 Corinthians 16 or check out my workbook and buy a complete Bible study on fund-raising.)
5. They didn’t stop when it got challenging. Both the Jones Family and Sally were both hesitant to begin the process of raising their support. They also both had real fears and genuine obstacles, just like you probably do. Even though they were hesitant and ran into hard weeks while raising their budgets: they kept going and continued to ask.
Take away: Don’t let fear, a bad week, obstacles, or a “no” keep you from asking. Remember, when you invite people onto your team in a relational way, really you are asking them to get more involved in the Great Commission. When you run into a hard week (and you will, I promise you are not alone) just keep going and continually ask God for help along the way. He will provide what you need if you keep moving forward — but the key is you have to keep moving forward.
So as you look over these 5 take aways think about how you can invest and create your team relationally. As you do, you’ll find yourself growing in ministry and more happily (and quickly) raising your support.
What do you think as you hear The Jones Family and Sally’s stories? How can you raise your finances as relationally as possible?
Recently I received a letter from a ministry worker that I thought would be helpful to share with you. Essentially the letter is on the importance of keeping up with your financial partnership base, particularly through the form of postcards.
Thus this post is dedicated to all of you out there who have been in ministry partnership development for awhile. This post is also for those traveling overseas for ministry. Keep in mind however, postcards can work no matter if you find yourself domestically or internationally called / serving. Without further ado:
I have a story to tell you.
Over a year ago you challenged people to write postcards to their support teams. I went out and bought some to start, but in busyness I never got started. Finally, I got around to them at the beginning of this year. I was doing great writing the postcards, and then I counted how many I still had left. I still had way over 100, more like 150, to go. I wasn’t even half way through and felt like I had written a million postcards. I felt discouraged and stopped for about a month.
Then, I got with it and finished. I wrote somewhere around 250 postcards total, to every single person or church that has regularly supported us–whether they started 2 months ago or have been giving since we first went out. Honestly, I was bored to death with what I said.
“Assembly So-In-So, When we see your faithful gift come in each month, we are so grateful. Your partnership enables us to build His church in Holland. Thank You.”
I wrote that or some variation of those same lines, postcard after postcard. Of course, I got especially good on the variations toward the last 50. I was so bored, yet, with every one I wrote, I WAS grateful. I looked at how many gave to us so faithfully over so many years. I saw the incredible faithfulness of our home church and the churches and individuals that sent us out. We have some that give just $5 a month, many at $50 or $100 and some with several hundred a month. I wrote to them all.
I was so bored, yet, with every one I wrote, I WAS grateful.
Today I just looked at our monthly giving from July. We had a huge month with NOT ONE SINGLE SPECIAL GIFT. It was comprised solely of all the people who regularly give. Many of those on our support team will miss a month or so, but no one missed this month. There are many months we will have a special extra few thousand from someone and that brings our overall budget up.
This month none of that–just faithfulness. And a great month.
Not only that, what blew me away was the new and renewed commitments. Usually there are 2 or 3. Today there are 27 NEW COMMITMENTS. A few of those 27 increased the commitment. Some have given to us regularly and never made the commitment, but they took the time and made the commitment. Others have given for years, but never renewed it. This month, they renewed it.
Moral of the story: Postcards work.
Thanks for the encouragement to do something that is boring, but so worth it.
– Sincerely, “Kathie”
From time to time I ask workers I coach to provide a top 5 list of what worked in their overall partnership development strategy. *Emma was a worker who reached 100% fully-funded within a few short months, and I thought she would be a perfect person for you to glean from. Without further ado, here are Emma’s top 5 support raising tips.
(*Emma’s name has been changed to protect her identity)
1. Make a Crafty, Well-Executed, Invitation Letter. I got a lot of compliments from people on my invitation letters. The design evolved a lot throughout the process, but the basic philosophy was to make a letter that was cute, hard to ignore/forget about, fun to read, and fun to make (kept me from getting bored!). Same deal for the thank-you notes. I’ve attached some pictures below.
2. Have Patience and Time. I invested ridiculous amounts of time in my face-to-face appointments. My ministry partnership development training gave me a lot of badly needed structure and organization (which I could not have done this without). I found that extravagant time invested in face time with potential partners yielded rich returns not only on pledges, but also on life stories, advice, prayer, encouragement, and relationship.
My longest face-to-face was 4 hours. It actually revitalized me when I was in a support raising slump. My longest phone call was 2 hours, but gave me the opportunity to speak life into someone struggling with depression and also witness to them about Christ! (I prayed for this person over the phone and they broke down in tears saying that they had felt an amazing presence of God!) The time I invested was totally worth it for me.
“I found that extravagant time invested in face time with potential partners yielded rich returns not only on pledges, but also on life stories, advice, prayer, encouragement, and relationship.”
3. Ask the Unexpected People. As I type this email, I have just received a $100 monthly pledge from someone who I have not talked to in over a decade. Almost without exception my most generous, enthusiastic, and faithful partners are people I either met briefly one time, or haven’t kept in close touch with over the years. I heard in my training that it ISN’T those you expect to help who do, and found this to be very true! This has also given me a lot more confidence in asking.
“Almost without exception my most generous, enthusiastic, and faithful partners are people I either met briefly one time, or haven’t kept in close touch with over the years.”
4. Take a Sabbath. I am a dismal Sabbath-taker and need so much growth in this area. After my sending organization’s training I decided to get serious and I got an accountability partner who was also raising her own funds. With her accountability I picked out a middle-of-the-week day (people tend to want to meet on weekends, and church can be work when you’re in ministry) to lounge around in PJs, bake, read the Bible and devotionals for hours, and watch kung fu movies on Netflix. I found that this not only rested me, but also gave me perspective and helped me evaluate where I was spiritually and emotionally each week. It was great motivation to work harder the rest of the week so I could take that full day off.
5. Use a Short Video. I got a quick 3-minute blurb from a video created by my senior workers in France. It is a video with people and places from the actual city and church plant, and I used my smartphone to pull it off of YouTube and show to potential partners during appointments.
The video not only established a great emotional and visual connection to the ministry, but it gave me a short break where their attention was off of me so I could breathe, pray, and assess how the appointment was going. It also saved me a lot of talking because it explained the vision of the ministry with uplifting background music. As far as security concerns go, I carried around a pair of small headphones so that if the meeting was in a public place, people could watch it without every person in a twenty-foot radius hearing about the mission.
As her coach, I saw Emma succeed by sticking with the process and remaining consistent week after week. I also saw her creatively think outside of the box, but while doing so use the principles and techniques she knew from training to be tried and true.
Have you been successful in getting to 100%? Give us some of your tips in the comment section! – JF
I think every ministry worker needs to hear it. Including you.
Think of this podcast episode like a audio syllabus for a upper-level support raising class at a fancy university. Also, if you have been searching for better language to describe what you are doing in raising up a financial partnership team, steal every one-liner Aaron says and turn it into your own vocabulary. Here are some great examples of Aaron one-liners for stealing purposes:
Take an hour to listen sometime this week and thank me later – here’s the link: