Why Cover Letters Still Matter

Of all the tools in a job seeker’s arsenal, the cover letter may be one of the most maligned and misunderstood. No one likes writing cover letters. It often seems like that extra effort rarely pays off in landing an interview. And many recruiters state that they dislike or even won’t read cover letters.

But a good cover letter can make all the difference in catching a hiring manager’s attention. A generic, copy-and-pasted cover letter won’t do you much good, but in a crowded job market, a well-written cover letter can be the key to standing out. Today, we’ll cover why you should take the extra time to submit a value-filled cover letter on your next job application.

Managers actually do read them

There is often conflicting data on whether recruiters and hiring managers like cover letters and it seems to boil down more to personal preference than any quantitative factor.

A Resume Lab survey found that 83% of HR professionals believed a cover letter was important, even if not required. However, LinkedIn cited a study that found 63 percent of recruiters find cover letters of low importance, while another found only 18 percent of recruiters thought they were an important complement to an application.

But LinkedIn’s Tomáš Ondrejka believes that this low importance may be because they get poor quality letters thanks to no one enjoying writing them. Regardless of how individual recruiters feel, many positions still require a cover letter. Even if they don’t, seeing that extra effort still gets noticed. And if you do take the time to write a quality letter, you might pleasantly surprise even the most anti-cover letter biased HR reps.

The extra effort allows you to stand out

When everyone dreads writing cover letters, that means many job seekers choose to send generic, copy-and-pasted letters when required and send nothing if not required. Simply by doing above the bare minimum, you can make your application that much better.

Resume.io’s Paul Drury says that a cover letter offers you the chance to tailor your application to the role and speak directly to the hiring manager. Keeping this in mind allows you to demonstrate the value you’d bring to the organization. So not only are you showing extra initiative, but you’re taking advantage of a crucial opportunity to sell yourself for the role.

“A generic cover letter is a missed opportunity. If you want the job, use the cover letter to tell them so – and why they want you above anyone else.” –Aubrie De Clerck, Mac’s List

You can better express interest in the role

The other underrated reason for sending a cover letter is in order to show your excitement about the role. Your resume may show that you have all the skills and success to excel in the role, but a resume can’t express excitement for you.

Coursera says that a cover letter is the perfect opportunity to express genuine enthusiasm for the role. Maybe it’s a dream title or industry. Or perhaps you’re applying for a non-profit role and want to explain why their mission really matters to you. The cover letter is the one spot to organically express that.

Taking the time to make a non-generic cover letter shows not only dedication to the role but also to the company’s mission.

They are a good platform to demonstrate value

If your resume is well-written and highlights your accomplishments, it paints a good picture of what you can do for that organization. But a cover letter allows you to directly correlate those skills and accomplishments to the role. Your resume may offer a blueprint, but the cover letter offers more concrete details.

Mac’s List’s Mac Prichard says to directly connect the dots between your skills and the tenets of the role you’re applying for. This can be especially helpful if how your skills would benefit the organization isn’t readily apparent. You can take it a step further by discussing direct action plans on how you’d use those skills in that role. It also shows that you understand what the organization is looking for.

“A resume provides an overview of you as a candidate, but it doesn’t provide you with enough space to go into detail about certain key parts of your career. This is where the cover letter comes in.” –Andrei Kurtuy, mediabistro

You can better explain any career gaps

We’ve discussed the idea that career gaps and job hopping aren’t the career death sentences they once were. But even though times are changing, it’s still good to get ahead of any doubts and control the narrative of your career journey. This is where a cover letter shines. In your cover letter, you can quickly address any concerns and paint them as advantages.

“A cover letter gives candidates the opportunity to address any potential red flags in their resume, such as employment gaps or career changes. When a candidate proactively explains these issues, it shows their transparency and willingness to provide context, which can positively influence my perception of their application.” –Thomas Codevilla

Wrap up

A well-crafted cover letter can make your resume pop even further. This document works as a support—if you aren’t qualified for the role, the cover letter probably won’t be the difference maker. But you can use the letter to better define why you’re the right fit for the role, and it allows you to tell the story of your career journey. Not every hiring manager likes to read cover letters, and most job seekers hate writing them, but taking the extra time and effort could be the key to landing a new job.

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Reasons Why Job Hopping Can Be Good For Your Career

Putting it lightly, not all jobs are created equally. Yet some workers feel like they need to stay in a less-than-ideal situation to avoid the perception of being a job hopper. Yet careers are less linear than in the past, and the stigma around job hopping is fading away. If you’re in need of a new job, make like a rabbit and take that leap!

There’s an unwritten rule that you should stay with a company for a year before looking to jump ship, but career coach Sarah Doody says that belief is archaic. In fact, strategically finding a better job can actually make a candidate look savvy.

“I think it will actually make you come across as a more strategic, thoughtful, mindful individual rather than just coasting along for another nine months.” –Sarah Doody

To explore this changing landscape, we’ll consider the main reasons workers want to job hop and the benefits looking for greener pastures can have on your career.

Better benefits

As much as finding a good fit and a place where your skills are valued is important, at the end of the day, we work to make a living. One of the most logical reasons employees look to find a new job is to find a better salary or better benefits.

ADP research found that 61% of workers worldwide cite pay as their most important factor in a job. And increased pay isn’t the only benefit—healthcare, a better commute, better perks, and better remote work policies are equally important factors for many.

On the flip side, many workers may give up some salary for these other benefits. Forbes’ Caroline Castrillon says that the pandemic has caused workers to reconsider their needs, and many seek more value or remote flexibility over pure salary, You know your situation and needs best. Even if you’re fairly new at a job, don’t hesitate to take a better offer if it better aligns with your needs.

Diversifying your skills

We live in a skills-based higher world. Many technical skills can be learned on the job, and a diverse set of soft skills that bring value to any role are in high demand. Working in different situations can enhance different skills, so hopping jobs will let you diversify your repertoire.

“Each job you take provides you with new experiences and skills that you can take with you to the next job. By moving around, you can gain a diverse range of experiences and knowledge that can make you a more well-rounded and valuable employee in the long run.” –Mel Skeer, LinkedIn

FlexJobs’ Rachel Pelta writes that as work culture evolves, employers want employees who can handle a project through multiple steps, The more you can do, the more appealing you’ll be.

“When you job-hop, you combine multiple skill sets across fields into one flexible, unique-to-you career. You can be a photographer, designer, writer, and consultant all at once.” –Rachel Pelta

Better advancement opportunities

With that diverse set of skills, you’ll be in a much better position to advance your career in the direction you desire—even if that isn’t with your current company. Sometimes, you’ll hit a ceiling on how high you can rise in an organization. Job hopping can be a great way to advance.

An MIT Sloan Management survey found that 67% of participants wanted to advance their career while a 2022 McKinsey study found that a lack of advancement opportunities was the main reason participants left their jobs. Just as a plant may need to be replanted elsewhere in order to grow and thrive, we sometimes must find another place to grow.

“Sometimes companies don’t promote very quickly, or they are simply too small to offer a lot of upward mobility. In these cases, employers may be motivated to look for jobs at other businesses if they feel like they won’t get promoted quickly (or at all) at their current company.” –Kara Sherrer, TechnologyAdvice

Employers wanting to prevent a mass exodus need to prioritize cultivating homegrown talent and help prepare workers for advancement opportunities.

Avoiding toxic workplaces

Even if a workplace has every other benefit you can imagine, the culture may be a bad fit, or even outright toxic. If there’s a better environment out there for you, it’s worth exploring.

Forbes’ Amy Leschke-Kahle says to ask yourself whether you can see yourself working with your coworkers and manager long-term and whether their work styles are compatible with yours. Even working remotely, you’ll be in constant communication with these people. And the flipside is also true. If you like your team a lot, it may be worth it to stay.

Wrap up

If you can find a great role with a solid company, staying loyal is never a bad thing! Not everyone wants to job-hop. But not everyone will find the right position for them. There’s no use in staying with the wrong company just for the optics when a better opportunity might be just around the corner. Consider your options, but don’t forget the amazing benefits job hopping could offer you.

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How To Politely Say “No” At Work

Saying “no” at work isn’t always easy, especially if you’re a people pleaser. But sometimes, we must decline, whether it’s thanks to a full workload, a lack of resources, or because a task is simply unfeasible.

But just as learning to say “no” can be a challenge, learning the right way to say “no” is just as laborious. Coming off too strongly will hurt your interpersonal relationships while being unclear will make others uncertain you actually declined something. Learn to take charge and clearly but politely say “no” by adhering to these reminders.

““No, that idea sucks,” is quite different from, “No, I’d like to take a different approach.”” –Sara McCord, The Muse

Listen first

Even if you know right away you aren’t going to be able to help someone, make sure not to rudely interrupt with a dismissive “no.” Your respect for your boundaries is good, but you can decline in the right way after listening to what someone needs.

The Muse’s Sara McCord says that even when you know an idea is unfeasible or unpopular to let whoever is asking for help finish speaking before going further. The speaker may think you just don’t get it or think you’re being rude if you cut them off early. By listening to their full explanation, you can pick up on their needs. Even if you can’t meet those needs, you might be able to point them in a helpful direction while still respecting your boundaries.

Stay polite

If someone asks you for something and you respond with a quick “nah” it won’t be well received. Especially if your boss is the one asking you. There’s a balance to be struck with being clear but not being a jerk about it.

Asana’s Alicia Raeburn suggests starting by leading with something positive. Don’t go straight to the “no”—open up with a “Thank you” or “You’re so good at thinking of these opportunities” to let the asker know you appreciate them coming to you. You may have been the first person they asked because they trust you or you’re particularly skilled with something. Even if you can’t help this time, being polite about your decline will keep the interpersonal respect alive.

Offering to help in the future is another way to politely respond without shutting someone down. Maybe the timing is just bad right now or maybe you have too much on your plate. If they feel they can ask you again in the future, they’ll take that “no” even more positively.

“Unfortunately, I have too much to do today. I can help you another time.” –Indeed

Be honest

If you really don’t want to do something, a common first instinct is to make up an excuse of sorts. It might feel like without a great reason, your “no” will be poorly received. But honesty is the best policy.

Forbes’ Ashira Prossack reminds us that being honest doesn’t mean explaining every single detail, however. If you have a task or appointment that would conflict with helping someone, you can just say you have a conflict and give a brief explanation. While you might feel bad declining to help someone, you also don’t owe them every single detail. In fact, the more details you provide, the more it may seem like you’re making up an excuse.

Be clear and firm

While the above tips are good for framing your rejection, make sure at some point you actually include the word “no.” Your response might otherwise seem so polite and professional that it seems like you’re agreeing despite your other commitments.

Indeed says to be consistent and firm with your “nos.” If you open with “no but eventually change your mind, people will think they can always get you to do what they want by constantly asking. Staying firm on your “no,” especially by doing it politely, will help the “no” stick.

Clockify’s Dunja Jovanovic says that you can reinforce your “no” assertively by combining it with the right body language. Shaking your head, crossing your arms, and sitting back are all signs of dismissal. If your words are polite but your tone and stance is firm, the asker will get the message without you coming across rudely.

Practice

For some of us, the idea of saying “no” in general is difficult enough. When we’re put on the spot and don’t want to disappoint someone, it’s easy to default to saying “yes,” even when it’s the wrong call. By keeping the above points in mind and practicing, however, we can stop ourselves from auto-agreeing.

“Sometimes when we are blindsided, things come out the wrong way. Therefore, practicing how to say “no” will prepare you for those times that your bandwidth is stretched to its max.” –Fellow

Wrap up

Saying “no” when needed will prevent burnout while setting healthy boundaries. The key to declining someone at work is to do it in the right way. Rethink that saying “no” means in the first place. It isn’t an attack on the person asking. You’ll often have good reasons to say “no,” and someone else may be able to help. Politely getting through the “no” is much easier if you hear the other person out and kindly but firmly explain why you can’t help.

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Body Language Tips For Virtual Meetings

Being self-aware of your body language is crucial in your communication efforts, even if you’re operating remotely. Nonverbal clues are just as significant in communication as your words and can help convey your message.

You’ll build better workplace relationships and find better success in business if you can express yourself nonverbally. Make sure you’re using your body to advantage in your virtual communication efforts by adhering to these tried-and-true strategies.

Eye contact

One of the easiest ways to appear engaged as an active listener in your efforts is to make eye contact with your peers. The eyes are a window into a person, and good eye contact allows you to form a lasting impression.

“On the other hand, failing to make eye contact can signal disinterest, dishonesty, or lack of confidence.” –Lolly Daskal

In a digital setting, you’ll need to balance the shifting perspective when other people talk and take center stage. Forbes’ Bianca Miller Cole writes to balance looking right at the speaking with looking directly into your camera so others can make eye contact with you. This may take some practice, but it’s philosophically the same idea as looking between different people in the room in a physical setting.

Facial expressions

Don’t put all the burden of effort on your eyes, though. You must utilize your facial expressions properly to sell your body language as well.

Leadership expert Lolly Daskal warns that inconsistent facial expressions can undermine what you’re saying, create distrust, or generate confusion. If you’re talking about a great sales plan, for example, and you’re frowning or shaking your head, it’ll make that plan sound not so great. Make sure to be aware of your expressions and make sure they match the tone of what you’re saying.

Also, make sure to smile when appropriate! It’ll add some friendliness and warmth against the cold backdrop of technology.

Posture

Make sure your physical form is making the same effort as your face is. Even if someone can’t see your entire form on camera, there’s plenty on screen for someone to see your posture. Good posture is a cornerstone of good body language.

Even while seated, your posture makes a world of difference. LinkedIn says you can present an air of professionalism and interest by keeping your shoulders back, your back straight, and your arms slightly out. Leaning forward also shows interest in the speaker while leaning back does the opposite. Avoid slumped shoulders and crossing your arms. While in some settings this might make you feel approachable and casual, in meetings it will make you appear distant and disinterested.

“Tilting your head is a natural response during conversations. It often indicates that a person is listening intently and thinking about your message.” –Indeed

Hand gestures

In a virtual setting, your hands might be out of view for most of the meeting. But don’t be afraid to bring them on screen in the right manner to enunciate your message!

Indeed says good hand usage can make or break your message, especially during interviews. When you aren’t speaking, it’s a good idea to keep your hands on your lap or at your side. But when speaking, don’t be shy about bringing them up to express excitement or gesture meaningfully. Just make sure not to cover your face on camera.

“Having your hands open is a sign of transparency and honesty, while it is essential to remember that pointing or crossing your arms can look aggressive to some.” –i3-Technologies

Framing

One major challenge you’ll face remotely is in framing your face within the camera. It’s hard to express body language if your body isn’t framed visibly on the screen. Finding the right distance to show enough of you without being too much of a close-up or having you three rooms away is the challenge.

Communication aficionado Jelena Fisic says the sweet spot is to have your entire head, shoulders, and the top of your torso on screen. Having just your head in view limits your body language arsenal. You want enough space to be able to bring your hands into play.

Avoid distractions

In a physical setting, meetings are usually conducted in a separate room to minimize distractions, but you won’t have that luxury remotely. Remote work is nice because it allows you to easily multitask, but visibly multitasking in a meeting is bad form.

Fellow’s Hannah Ross says that while you might think you’re being discrete, it isn’t hard for a viewer to track your eyes and see that you’re focused elsewhere. This will not only make you appear disinterested but it is disrespectful to whoever is speaking.

In order to also not be a distraction for others, Ross recommends picking an uncluttered background.

Wrap up

By being aware of the vibe you’re giving off with your body during virtual meetings, you can practice intentionality to make your message more effective. Following the aforementioned tips will make you appear more engaged, more persuasive, and more likely to form good business relationships in your next virtual meeting or interview.

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Top Trends And Advances In The Financial Services Industry

In times of economic uncertainty, financial advisors remain in high demand thanks to their ability to assist others with their financial needs. But thanks to the recession, new competitors, evolving customer needs, and technological innovation, even this titan of an industry faces big questions in the back half of 2023 and beyond.

“The competition to meet the growing demand for financial support will continue to be fierce, with banks, wealth management firms and fintech companies all looking to fill the gap.” –Mike Sha, CEO of SigFig

Resiliency and adaptability, as always, will be the key to keeping the financial services industry thriving in the future. By looking into expert predictions, combing through the statistics, and researching emerging industry and technological trends, we compiled our ultimate guide for the financial industry.

*Courtesy of the experts at Forbes, DocuSign, FinTech Futures, Finance Magnates, Fast Company, FICO Blog, Ring Central, IBM, Wells Fargo, Microsoft, and more!

Improving the consumer experience

For those outside the industry, working with hard-earned money is an intimidating and often alien process. Finding the right financial advisors and banking services are crucial, and the best organizations will prioritize the consumer experience in order to attract and maintain clientele.

Digital experience

BAI research found that new customer acquisition is the number one priority for banks in 2023, which makes sense. Attracting younger clients is the best way to accomplish this, which means embracing online and digital banking. BAI found that 70% of millennials and Gen Zers have already opened accounts online. Gen Zers, in particular, will be a significant focus as more enter the workforce and require these services. Paul Hindle of Fintech Futures notes that the average Gen Zer gets their first smartphone by age 12 and a large percentage spend up to five hours a day on social media platforms.

Embracing digital trends is the key to keeping this demographic happy. 44% of BAI’s respondents found gaps in onboarding processes and seek a more streamlined experience. Meanwhile, more than 70% of respondents said they would switch to a financial service provider with better digital experiences.

“To address these needs, organizations must prioritize offering mobile-friendly solutions and digital self-service options that provide customers with anytime, anywhere access to their financial lives.” –Manas Baba, financial services industry expert

Interpersonal needs

A digital Renaissance isn’t the only thing customers are seeking. Customers are seeking a more personalized experience, ease of use, and a sense of trust in their financial service providers.

Personalized banking is expected to be the norm, which the experts at Finance Magnates believe means embracing AI-based algorithms to track individual preferences and behaviors. Forbes’ Mike Sha notes that beyond standard investment advice, a financial advisor can use personalized information to advise a family on specific goals they need like how to pay for a family reunion or consolidate credit card debt.

Fast Company notes that in today’s world, many consumers are using different financial institutions for different purposes rather than putting their eggs in one proverbial basket and that their financial lives are connected in ways beyond a traditional nuclear family. Financial service providers can embrace this mindset by making alliances with one another to cover services they can’t. The easier an institution, or group of institutions, can make a consumer’s life, the more likely they’ll stick with that institution.

Finally, trust is a significant concern for consumers. While this has always been true, it’s even more critical in a digital world where you aren’t making face-to-face interactions with your service providers. Trust is essential in any relationship, and it takes a leap of faith to trust someone with money. A dedication to trust can be built by prioritizing security, privacy, and ethical practices according to Darryl Knopp.

Embracing emerging technology

In order to meet these evolving consumer needs, financial service providers must stay on top of trending technological advances. Three emerging technologies are particularly relevant to the industry: artificial intelligence, cloud-based systems, and digital banking.

Artificial intelligence

AI is becoming more widely available and used in more and more industries, and financial services are no exception. In terms of gathering and presenting data and in working directly with consumers, AI is becoming a major part of how financial institutions do business.

Chatbots, AI programs used to gather necessary information from consumers and provide information back, are increasingly prevalent in the industry as a way to improve customer service and innovate tasks according to Forbes’ Murtaza Hussain. Studies have shown that chatbots can save banks up to 30% of their customer service costs alone. Programs like ChatGPT, while imperfect, are great for providing human-like answers and being easy to interact with.

AI will continue evolving and offering even more crucial benefits for financial services. Ring Central’s Matt Lehman says that AI can direct customers to the right services, increase personalization to increase a sense of empathy and find the right solutions, and more quickly share information between industry employees. Studies predict AI capabilities will lead to a 35% boost in productivity by 2035.

“In contrast, AI is being used to provide personalized recommendations and insights to customers based on their transaction history. According to a PwC report, AI adoption in the banking industry is expected to rise from 16% to 77% by 2022.” –Finance Magnates

Cloud-based systems

Top-performing financial organizations have been embracing a switch to cloud-based platforms for years, and smaller organizations are starting to catch up. IBM found a plethora of good reasons for switching to the cloud, including increased speed, decreasing costs and operational expenses, and making life easier for remote employees. Thanks to the nation embracing more remote and hybrid models, the last point is particularly noteworthy.

DashDev’s Igor Tomych reiterates that the cloud is just the beginning of advanced innovation for industry needs. Breaking free from legacy systems means becoming more consumer-focused and data-driven while leading to better communication and resource sharing.

Digital banking and increased consumer support

As mentioned above, millennial and Gen Z users are heavily focused on ease of use and a well-designed digital interface. Innovations focused on clean, easy-to-access tools and an optimized orientation process will lead to happier consumers.

This starts with mobile-friendly tools and well-made self-service options, according to Manas Baba. Younger consumers are more inclined to do things on their own at their own time. The more an institution’s platform allows a user to operate autonomously, the happier this emerging consumer base will be.

Another innovation discussed by Ather Williams of Wells Fargo is the idea of creating a digital ID, or a way to prove there is a real person on the receiving end of any financial transaction. Third-party services that don’t rely on credit cards like Venmo and Cash App are popular, but their ease of access can lead to fraud. Williams suggests institutions will find their own way to create these IDs but the long-term solution would involve a standardized approach.

“We’re going to have to work to solve this problem of how to know that both the buyer and seller are who they say they are.” –Ather Williams, Wells Fargo

Increased focus on risk management

As technology in this industry advances, you can be sure that those who would disrupt the industry are making technological advancements of their own. According to Microsoft’s Bill Borden, cybercrime is expected to cost the world $10.5 trillion by 2025, tripling the annual amount of a decade ago. Financial institutions have a challenge ahead of them to create more robust risk management techniques while complying with government regulations.

Financial crimes and money laundering are serious concerns and have only become more prevalent thanks to new technology and a shift to remote work. Receeve found that 42% of businesses said that digital fraud prevents innovation and stops expansion into new channels. Because of the shift in remote work, data is constantly moving through different services and software, making it an easier target for ne’er-do-wells.

Forbes’ Sudhir Pai writes that while reporting standards and guidelines have risen, they aren’t always consistent. Because financial data is so complex, firms need to find constantly evolving and innovative software to combat the constantly evolving and innovative software of their enemies. Pai believes digitization, decentralization, and decarbonization will be the top three priorities.

“There will be a rise in the number and growth of regtech firms that offer technological solutions suitable for financial firms to achieve regulatory compliance.” –Sudhir Pai, Forbes

Finance Magnates believes that biometric authentication, artificial intelligence, and machine learning will dominate cybersecurity efforts. These efforts should assist with the previous points as well. Better technology creates a better user experience while building a sense of trust thanks to these efforts will bring in more satisfied consumers.

Matt Lehman says that regulation efforts add an additional challenge. There is more pressure on banks and other institutions to achieve compliance and successfully manage risks, and those that can’t are subject to hefty fines. Finding the right tools to maintain compliance and increase cybersecurity efforts will be a difficult balance.

Cost-cutting versus optimization

There isn’t a single industry out there that isn’t trying to do more with less—it’s a constant truth in business. And financial organizations are no exception. The above points all point to a need to innovate and find better ways to fulfill customer needs, and that isn’t cheap. Finding a way to cut costs across the board while optimizing available resources is the tricky balance financial service providers need to find.

Matt Lehman cites that the majority of financial institutions don’t expect an economic recovery until sometime in 2024, though some are optimistic we could see a turnaround in late 2023. Many institutions are embracing a more conservative approach in the face of this uncertainty and are risk-averse. This leads to the industry trying to do more with less.

via Ring Central

Bill Borden says that a core component of doing more with less is letting technology handle processes by automating tasks and digitizing data. Being able to optimize day-to-day actions better will free up money and time that can be spent on innovating in other areas. It isn’t cheap to invest in new technology, and not every attempt at innovation will work. Being able to free up extra resources by automating more mundane tasks creates more breathing room.

Final thoughts

More than ever before, the last few years have shown us just how uncertain the world can be. For the financial services industry, economic uncertainty, changing cultural needs, and a surge in technological advances are the biggest challenges of an uncertain future.

“With the rapid rate of change in the financial services space, it can sometimes be difficult for banks and fintechs to keep their finger on the pulse amid a sea of technological advancements and ever-changing consumer demands.” –Paul Hindle, Fintech Futures

Organizations dedicated to crafting a better experience for their customers, finding innovative ways to use technology to create that experience while minimizing risk, and optimizing resources to cut existing costs to fund this technology will be best able to navigate this uncertain future.

Learning About NexGoal

Want NexGoal to help you access the often-closed community of passive candidates and start sourcing top-performing employees for your organization? Filling positions in Accounting, Tax Management, Assurance, Auditing, Analysts, and more, we would love the chance to showcase how our industry expertise and candidate database can benefit you. Contact our CEO, Kevin Dahl, at kevindahl@nexgoal.com to start putting this plan into action.

*Reference this article, and we will also include free paid promotions for your company on online job boards such as LinkedIn and Indeed.

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