 It was a process. But now we've built the relationships, we understand the policy, people know who we are, and we represent a big enough community that it's easier to walk into a room and say, this is what we want to do. We know there's not really super clear policy around it, but let's have a conversation. And I think things like that is really what's enabled us to scale over time. It's building those relationships and being able to stick to our guns and say, no, the community actually needs this. How do we get to yes?