They’re a must. There’s no way we can over-emphasize this. We always tell our clients the most important thing is visits. Everything we do is designed to get you in front of more prospects. We can come up with the coolest marketing stuff but if our clients aren’t visiting their prospects, the cool ideas are meaningless. Some planned giving officers make few visits because their institutions are successfully raising a lot of money. We call them DNPs—Do Nothing People. Yes, their institutions are raising planned gifts, but only due to the size of their constituency and the momentum of the institution. Unfortunately, with DNP fundraisers, they are also leaving a lot of gifts on the table.