3 ways to be a more effective fundraiser | Kara Logan Berlin

Translator: Ivana Korom Reviewer: Krystian Aparta

翻译人员: Junrui Zheng 校对人员: Kiki Pen

I'm here today to talk about fundraising,

我今天要讨论的是筹款问题，

or as you probably think of it, "the other F-word."

或者你会联想到的 一个以相同字母开头的脏话。

(Laughter)

（笑声）

Because if you want to change the world,

因为如果你想要改变世界，

you have to know how to pay for it.

就必须得明白如何负担成本。

I'm not talking about being a good person --

我不是在讲 如何成为一个好人——

you can do that for free.

那是不需要成本的事情。

I'm talking about if you want to create something,

我是说， 你如果想创造些什么，

start something,

发起些什么，

galvanize a community,

激励某个群体，

improve the lives of others, run for office.

改善他人的生活， 或是竞选公职之类的事情。

Every day, great ideas die on the vine,

每天都有好主意半途夭折，

because they don't have capital to get off the ground.

因为没有足够的启动资金。

And all of the work,

于是所有为其进行的工作、

the thought, the vision that goes into the idea,

耗费的心力、提出的愿景，

isn't worth much if you can't pay your bills.

如果你无法为其买单， 都将毫无价值。

And while most of the greatest social movements in history

虽然历史上大多数 最伟大的社会运动

were powered purely by an idea

仅仅靠一个想法

and people's belief in that idea,

以及人们对这个想法 的信念提供动力，

real change and impact require resources.

但真正的改变需要资源。

Real people do this work,

确实得有人做事，

they need real change, real impact and resources

而且他们需要真正的改变、 真正的影响力和资源，

to actually make it happen.

才能将想法变成现实。

The people that believe in this work

有意实践自己想法的人

have to have the support and the resources to do it.

必须得到支持和所需的资源。

That's where I come in.

而这就是我扮演的角色。

I get essential resources

我把必不可少的资源

into the hands of people and visionaries on the front lines,

提供给有远见卓识、 工作在一线的人们，

doing work that matters.

让他们去做重要的工作。

We spend the majority of our waking hours working.

我们把大部分时间 都花在工作上。

We spend more time working than we do with our loved ones.

我们花在工作上的时间 甚至比与亲友们共度的时间还要多。

So I decided early on that I have to love my work,

因此，我很早就决定， 我必须得热爱我的工作，

and it has to add value.

提高我工作的价值。

And while I would love to be one of these people

虽然我很愿意成为那种

who spearheads social change from the ground up,

给社会带来变化的先锋人物，

the thing I realized early on in my nonprofit career

但是，我很早就从自己 的非营利性工作中意识到，

is that the thing I'm good at,

我所擅长的事情，

the thing I'm really good at,

我真真正正擅长的事情，

is raising money.

就是筹款。

And I love it.

我非常热爱这项工作。

I think it is a privilege

我觉得，

与雄心勃勃、积极大胆的领袖们 还有他们带领的组织一起工作，

to work alongside bold, ambitious, optimistic leaders

and the organizations they serve.

是一种莫大的荣幸。

So I teach people how to do the thing I'm good at,

因此，我将我的长处教给其他人，

because the more people that learn how to be good at my end of this work,

因为越多人学到了如何筹款，

the more work will get done.

就会有越多的事情能被完成。

And I teach everyone.

每一个人都是我教学的对象，

I teach CEOs and presidents,

包括公司总裁和董事长，

and boards of directors and EDs.

董事会成员和执行董事；

I teach development directors in all sorts of teams

各种团队的开发总监，

and nonprofit newbies,

非盈利企业的新人，

social change agents and candidates.

正在或将要推动 社会变革的人，等等。

I teach anyone that wants to do something extraordinary

我教授所有想干出一番事业的人

how to fund their dream.

如何为他们的梦想筹款。

My dream is that there will be more people like me

我的梦想是 有更多人会像我一样

doing this work well

擅长筹款，

and that development will be an undergraduate course at universities,

让这种商业开发的能力被纳入 大学本科的课程大纲，

so that fundraising animals like me will find this job out of the gate,

好让像我一样善于筹款的人 一毕业就走上这条道路，

instead of discovering it years later, accidentally.

而不是在数年后才碰巧发现。

I even have the curriculum developed,

我甚至将课程都编好了，

but short of overhauling undergraduate course requirements,

但是缺少对大学本科 课程要求的整改机会。

I think tonight's probably a good first step

我想，今晚很有可能就是一个契机，

to get people to think about fundraising

开始改变人们对筹款的想法，

more as an opportunity

让它成为一个机会，

and less as a dirty word.

而不是那个相同字母开头的脏话。

If you want to change the world, you have to know how to pay for it.

如果你想改变世界， 你就得明白如何负担其成本。

To do that well,

为了做到这一点，

you have to understand three big things.

你必须得明白三件事：

Your feelings about wealth and money,

你对金钱和财富的感觉，

the importance of building relationships,

建立关系的重要性，

and how to ask for what you want.

还有索求的艺术。

Let's start at the top, your feelings about wealth and money.

让我们先从第一个开始， 你对金钱和财富的感觉。

What is your relationship to money?

你跟钱的关系是怎样的？

Money is complicated,

钱是个非常复杂的东西，

it makes everyone squeamish,

它把每个人都搞得神经兮兮的，

it makes everyone act kind of weird.

让每个人都行事诡异。

Anyone who's ever had to split the check after dinner with friends

任何一个要跟朋友 AA 晚餐费用的人

can tell you this.

都会这么跟你讲：

Imagine what it was like before Venmo.

真不敢想象电子钱包 发明之前该怎么办。

(Laughter)

（笑声）

To help people learn how to raise money,

为了帮助人们学会筹款，

you have to help them understand their deal with money,

你得帮他们理解 他们该怎么跟金钱打交道，

because everybody has baggage.

因为每个人都多少 有点家境上的包袱。

Grew up poor? Baggage.

穷养？包袱。

富养？包袱。

Grew up rich? Baggage.

Mad or envious that other people have more money than you?

总是嫉妒别人比你有钱？

Baggage.

包袱。

Think people with money are smarter than you?

总觉得有钱人比你聪明？

Baggage.

还是包袱。

(Laughter)

（笑声）

Feel guilty that you have more money than other people?

觉得自己比别人有钱就有负罪感？

That's some first-class baggage.

那可真是“头等”的包袱。

(Laughter)

（笑声）

It's still baggage, people, it's still baggage.

你比别人有钱也是个包袱， 朋友们，你比别人有钱也是个包袱！

So whatever your deal is with your baggage,

所以随便你怎么处理你的包袱，

you have to reconcile it

如果你想能找别人要钱，

if you're going to be able to ask for money.

你就得与它和解。

And here's a little tip about asking people for money.

然后，一个关于 找人要钱的温馨提示：

真正的有钱人 和我们之间的差别，

The only difference about really wealthy people and us

is that they have more money than us.

就是他们比我们有钱。

That's it.

仅此而已。

Don't overcomplicate it.

别把它想得很复杂。

They come with their own baggage.

他们也背负着自己的包袱。

When you think about how to do this work,

你在想怎样筹钱的时候，

it's important to remember that money makes the world go round.

记得“是钱让世界运转” 这一点非常重要。

You hear that all the time, but it's true.

你经常听到这句话， 但它确实是真的。

Whether you're a nonprofit, for-profit, or you pay your own bills.

不管你营不营利， 或者你自己解决成本问题。

We often feel like talking about it is this icky, embarrassing, ugly thing,

我们总是觉得谈论这种事情不太好， 特别尴尬而且难以启齿，

but it's just money.

但它就只是钱的问题，

And it's a fact of life.

而且是无从逃避的生活现实。

So how you feel about it directly affects how you approach it.

所以你对其的感觉 直接影响你处理它的方法。

Like everyone else when I started out in this work,

像所有人一样， 当我开始自己的筹款事业的时候，

I had to examine and understand my own feelings about wealth and money.

我必须考量并理解 自己对金钱财富的感觉，

And I had to learn how to separate them

并学着把它们与

from how I feel about raising money for important causes.

我对为了重要事业筹款 的心态区分开来。

How I feel about asking for money to help people do good work in the world

给世上做好事的人们筹款时， 我的感受

is not the same as how I feel about asking for money for myself.

跟给自己筹款时的感受 是不一样的。

This is an important distinction.

这个差别非常重要。

When I go and talk to someone,

当我去游说别人时，

I'm not asking them to pay my mortgage.

并不是在要他们付我的贷款，

I'm giving them an opportunity to invest in an idea

而是要给他们一个机会， 去投资一个

that's going to change the world for the better.

能造福世界的构想。

Why should I feel bad about that?

那我怎么会为此感到不悦呢？

If you want to be good at raising money,

如果你想善于筹款，

you have to be able to reframe the ask,

你得能换一种提出请求的方式，

both for yourself and for other people,

这对你、对他人，

as an opportunity.

都是一个机会。

Next, you have to get prepared to build some relationships.

然后，你要准备好 发展一些人脉。

People give to people, they don't just give to ideas.

人们愿意投钱，并不是只看想法， 更要看人。

And if they don't believe in the person running the place,

如果他们不信任 管事的人，

you're already dead in the water.

你的构想基本就已经胎死腹中了。

This is true whether you're in stocks or venture capital,

这是一个不争的事实， 不管你是炒股、做风险投资，

politics or nonprofits.

还是玩政治、做非营利工作。

Building a relationship with people takes work.

发展人际关系需要投入。

You have to care about more than just what you want or need,

除了关心你自己的需求，

you have to also value what someone else wants or needs.

也要在乎别人的需求。

I know, it's a shocking, terrible idea.

我知道，这是个骇人听闻的想法。

But oftentimes, closing gifts is understanding the person,

但是往往谈完项目送点小礼 是在接触、理解一个人，

more than it's important to know the product.

而这甚至比了解产品更重要。

And if you think building a relationship with people takes work,

而且，如果你觉得 发展人脉需要投入，

building a relationship with someone you're asking for money from

跟你能要钱的人发展关系

takes work, and it takes homework.

更是需要投入， 而且要的不只是谈生意时的投入。

Have you done any research?

你去了解过这个人吗？

Do you have any idea what they care about?

你知不知道他们在乎什么？

Do you know why they should invest in your work?

你知不知道 他们为什么需要投资你的事业？

Can you answer that question in less than 30 seconds?

你能在30秒之内 回答这些问题吗？

If you can't, the meeting is going to be pretty rough.

如果你不能，你们的面谈 会非常艰难。

And the answer can't be "Because they're super rich

而且你的答案绝不能是， “因为他们富得流油，

and they live in your zip code."

而且他们住得离你很近。”

When you talk to people and understand what they care about,

在你跟人交谈， 尝试理解他们在乎什么时，

it has to be in person.

你们必须是面对面的。

Fundraising is relational, it's not transactional.

筹款是一场人际交往， 而非一笔交易。

And you have to ask them questions.

因此你得问他们问题。

When I sit down with a donor, it goes something like this.

我在跟投资方面谈时， 基本是这样问的：

"Hi, thanks so much for seeing me.

“你好！非常谢谢你抽出时间见我。

How have you been?

你最近怎么样？

Did you guys go anywhere fun over holiday?

你们去什么好玩儿的地方度假了吗？

Nice, I love Mexico.

那挺好的，我特别喜欢墨西哥！

Do you always go to the same place?

你们是一直去一个地方吗？

Oh, that's awesome!

哇，那也太赞了吧！

那边的是你的孩子们吗？ 他们好可爱！

Are those your kids? They're so cute.

How old are they?

他们多大了？

在哪儿上学？

Where are they in school?

哇，那可是个特别好的学校！ 你们经常参加学校的活动吗？

Oh, that's a great school, are you guys very involved there?

你爱人在校董会？是怎么选上的？ 那可有成堆的事情要做。

Your spouse in on the board? How's that?

How did you guys meet?

你们当时是怎么认识的？

Oh, at Santa Clara, that's awesome.

噢，在圣克拉拉大学认识的？ 那很厉害啊！

你是在校友会中很活跃吗？

Are you super involved in the alumni network?

真有意思！

So interesting.

Where do you guys live, again?

你们是在哪里住来着？

哇哦，好地方！ 那是你的船？”

That's great. Is that your boat?"

(Laughter)

（笑声）

I literally go through all of these things, right.

我差不多把这种问题 都说光了，对吧！

And you know why?

你知道为什么吗？

Because guess what I know now.

因为，猜猜我现在有多了解他们。

我知道他们接下来十二年间， 每年能从学校赚十二万多美元。

I know they're out of 120 grand a year in schooling for the next 12 years.

Right?

对不对？

Spouse is on the board of the kids' school,

爱人在孩子学校的校董会，

I know they're out of 100K probably.

我知道这就已经十万起步了。

It's a six-figure.

肯定是六位数。

他们都在校友会里面，

They're both involved in their school alumni,

这大概是两万五。

that's probably 25K.

They told me they live on the Upper East Side --

他们还告诉我 他们住在上东区，

我可以在网上查到他们的房子， 并搞清楚他们的按揭。

I can look up their apartment online and find out what their mortgage is.

我还知道 他们在墨西哥还有套房。

And I know they own a second home in Mexico.

哦对，他们还有条船。

Oh, and they own a boat.

Which is like funny money, right?

这可是花着玩儿的钱，对吧？

So what I now understand --

所以，我现在了解到的——

(Laughter)

（笑声）

It's true.

确实，

What I now understand

我现在了解到的，

is that their 1,000-dollar gift is probably more of a starter gift.

是他们一千美元的谢礼 很有可能只是个开始。

And I should be thinking about ways to help them partner with us

我也得考虑 如何让他们跟我们合作，

and invest in a more meaningful way.

好让他们做更有意义的投资。

I know this sounds a tad mercenary.

我知道这听起来 有点唯利是图的味道，

I'm not confused about how it sounds.

我也很清楚这听起来是什么感觉。

But here's what I want to tell you,

但我要告诉你的是，

because this is the part that all my clients always want to skip,

这一步是我所有的客户 总是想跳过的，

because they think it's the fluff and it's not important.

他们觉得这是花里胡哨的瞎扯， 觉得它不重要。

If you don't understand what they care about and what they value,

如果你不理解 他们在乎什么、看重什么，

how are you ever going to be able to tell them about your work, right?

你又何从告诉他们 你的事业如何如何呢，对不对？

I want them to fund our work, I do.

我想让他们给我们的事业投资， 我确实这么想，

But I also want them to have a really meaningful experience as a donor,

但是，我也想让他们得到 一次真真正正有意义的投资体验，

so that they feel like we're partners

好让他们感觉到，我们是合作伙伴，

and they're not an ATM, right?

他们也不是台取款机，对不对？

So it's important to ask the questions,

所以，问问题非常重要，

because the more you know about them

因为你越了解他们，

and you know what they value,

你越知道他们看重什么，

the more you can steer the conversation

你就越能掌控谈话的方向，

in a direction about your work that will resonate for them.

好让他们对你的事业 产生共鸣。

And once you get past the get-to-know-you part,

而一旦你过了 了解他的阶段，

you get into the fun stuff,

就能问些真正有意思的问题。

比如说，“你到底为什么 这么乐善好施呢？”

like, "Why are you philanthropic at all?"

Right?

是不是？

"Why do you invest in new ideas?

“为什么你要投资新的构想？

Do you want giving back to be a value you pass on to your children?

你想给你的孩子们 传递积极回报的价值观吗？

Can we help you do that?"

我们能不能帮你呢？”

It's really awesome, it's meaningful,

这真的很有意思，有意义。

and remember, it's a conversation,

而且记住，这是谈话，

it's not a cross examination,

不是盘问，

it's not an interview.

不是面试。

Don't walk in there and tell them everything you already know about them,

千万别一走进去 就把你想知道的都问出来，

就凭你了解过他们。

because you did your research.

别人可不会因为你会上网 就给你加分。

You don't get extra points for knowing how to use Google.

It's 75 percent them talking,

75%是他们讲，

25 percent you listening.

25%是你听。

It's better to be a good listener than a good showman.

做好一个倾听者 比好好秀一把来得更有用。

And once you understand what they care about,

而且，一旦你了解了 他们看重什么，

you can talk to them about what you care about.

你就能跟他们谈谈 你自己在乎什么。

You can tell them about you.

你可以跟他们讲讲你自己。

Now, when you do this,

如果要这么做的话，

don't get too deep into the weeds, or you'll lose them.

别讲太多细枝末节的东西， 不然你抓不住他们的注意力。

It's a lot like when I sit down with guys in finance, right,

这就特别像， 我跟金融从业者商谈时，

and I say,

我问，

you know, "How's work?"

“呃，行情怎么样？”

I'm looking for, like, a thumbs up, thumbs down.

我其实想要的， 仅仅是简单的肯定或否定，

But what I get sometimes

但有些时候我得到的，

is a long description of how the markets are trending,

是关于市场趋势的 一段冗长的描述。

and my brain leaves my body

那我的思绪就直接开始神游，

and starts to think about what time my dry cleaner closes.

开始想我的干洗店什么时候关门。

(Laughter)

（笑声）

Like, I don't have capacity for that.

我就是听不下去。

And they don't have capacity for that level detail of our work.

同样，我们的客户也没有能力 接受我们工作的那些细节。

If they want it, they'll ask you the questions.

如果他们想知道， 他们会问你的。

It's this thing that happens over and over,

这种事情一天到晚都在发生，

because -- here's an example.

因为——举个例子，

I worked with this CEO once,

我曾经跟一位总裁合作过，

and I was hired to teach him how to talk to human people,

他雇用我教他如何用人话

like a human person.

跟人类交流。

(Laughter)

（笑声）

It was a very difficult job.

那是个格外艰难的工作。

So, he kept getting great donor meetings,

一直有不错的捐助者会议来邀请他，

and he wasn't closing any gifts.

但他却一桩生意都没谈成。

And I could not figure out what the problem was,

我完全没办法找出 问题的根源，

so finally, I was like, "I'm going to come with you."

所以最后，我就跟他说， “我要跟你一起去。没事的。”

So I went with him to meetings, and what would happen was,

我就跟他一起去参会了。 结果，现场状况是，

he was getting into such detail with the donors

他跟捐助者讲了太多细节，

that their eyes were glazing over,

搞得他们目光渐渐呆滞；

and then after he was done with his 15-minute pitch,

而在他花了十五分钟推销讲解后，

they literally would say --

他们就真的只会说——

this happened, like, three times in a row --

这种情况连续发生了三次——

"God, that sounds great. Congratulations.

“哇，听起来不错。恭喜。

Keep up the good work."

继续保持。”

And that was the meeting,

会议就到此结束，

而结果明显不是我们想要的。

which was obviously not the outcome we were looking for.

So, he couldn't understand what I was trying to say to him,

但他没办法搞懂我的意思，

that I finally, in an act of sheer desperation, was like ...

最后我只能彻底绝望地说，

"You know what I love?

“你知道我喜欢什么吗？

I love NASA.

我喜欢美国国家航天局。

I love NASA.

我喜欢美国国家航天局。

I think it is unbelievably amazing we have figured out

我觉得， 我们成功载人登月

how to get a person to the Moon.

非常了不起。

I think it's awesome.

我觉得那真是厉害。

I think the idea of getting someone to the Moon,

我认为 载人登月这个构想，

and they walk on the Moon,

还有让他们在月球上行走——

and I love rocket ships.

哦，老天爷，我特别喜欢太空船。

I love rocket ships, rocket ships are amazing.

我特别喜欢太空船， 太空船真是太惊人了。

But if you start to tell me about the rocket ship,

但如果你要告诉我 太空船的种种细节，

and how it gets to the Moon,

或者它是怎么登月的，

and the math and the science equations,

又或者是登月背后的

on how the rocket ship gets to the Moon,

种种数学和科学方程，

I promise you, I will hang myself with my own hair."

我向你保证，我会 用自己的头发把自己了结的。”

(Laughter)

（笑声）

I was like, "That is not how you tell people about your work.

我说，“你不能那样 跟人介绍你的工作。

What is the need?"

有什么必要啊？”

Like, what's the point, right?

就是，有什么意义呢，对不对？

How do you address the need,

你如何满足需要，

why are you better at it than anybody else?

你为什么比别人 都要擅长这件事，

And what can you do to make it about them?

还有你如何能让这件事 跟他们产生关系，

How can they help you get to the Moon?

他们怎样才能帮你到达月球？

That's the good stuff.

这些才是别人想听的东西。

If you're able to do that, you're probably ready to make the ask.

如果你能做到这一点， 你十有八九已经准备好提出请求了。

Now, I don't expect

我并不期望

everyone to be super excited to ask people for money.

大家都对找别人要钱 感到超级激动，

That's why development is an actual profession

而这也是为什么 商业开发是种真正的职业，

and not an awkward hobby.

而不是什么难以启齿的嗜好。

(Laughter)

（笑声）

Naturally great fundraisers love people,

一般来说，好的筹款者 都很喜欢跟人打交道。

they can and will talk to anyone,

他们有能力而且愿意跟任何人交谈，

they can find common ground with anyone,

他们能跟任何人找到共通的地方，

they're your friends that talk to people in the elevator

他们是那种敢在电梯里

or at the grocery store.

或者杂货店里 跟人闲聊的朋友。

They believe in the work required

他们相信，

发展人脉和维持关系 都要投入精力。

to both build relationships and keep them.

And they naturally have a high tolerance for rejection.

他们也天生对拒绝 有着非凡的容忍度。

But I don't expect everyone to be a natural,

但我并不指望 每个人都有这种天赋，

而你筹钱 也不需要这种天赋。

and you don't have to be a natural to raise money.

You just have to respect the people and the process,

你只需要对他人 还有整个过程心存敬意，

and do the work.

然后踏实做事。

Will you reconcile your baggage?

你会不会与自己的包袱和解？

Will you commit to build relationships?

你会不会致力发展人脉？

If you will, you're ready to make the ask.

如果你会，你已经准备好开口询问了。

And the ask is oftentimes as simple as using the phrase

询问的方式一般都很简单， 只需要用这句话：

"Would you consider?"

“你要考虑一下吗？”

Would you consider becoming a monthly donor?

你要考虑成为按月捐助者吗？

Would you consider increasing your support to 100 dollars?

你要考虑把你的支持力度 提高到100美元吗？

Would you consider investing in our work at the one-million-dollar level?

你要考虑以百万美元的规模 投资我们的工作吗？

"Would you consider" does a couple of awesome things.

“你要考虑一下吗？”这句话 有几个很好的效果。

One, it gives the donor an easy way out.

第一，它给了捐助者一个台阶下。

Like, they can say "no" without it being "yes-no."

他们可以直截了当地说不， 不需要拐弯抹角。

And two, it gives you a second ask.

第二，它能让你问第二次。

"Well, what would you consider?"

“好吧，那你考虑要做什么呢？”

(Laughter)

（笑声）

It's good, right?

挺不错的，对不对？

(Laughter)

（笑声）

When you do this, remember, you're not asking for yourself.

记住，你在这么做的时候， 你不是在为自己而问。

You're asking on behalf of all of the people you serve

你的发问，代表了你所服务的所有人，

or are touched by your genius.

也代表了被你的才华触动的人。

This isn't a personal favor, right?

这可不是个人私事。

Feel proud of the ask -- it's incredible that you do this work.

为自己询问感到自豪吧—— 你做这种工作很了不起。

Don't try to be someone you're not,

别试图装门面，

you're going to go to these meetings and think you need to big-shot it.

别想着在会议上扮大佬。

做你自己，真实性很重要。 没人喜欢骗子。

Be yourself, authenticity matters, nobody likes a phony.

Just be yourself.

做你自己就好。

And please,

而且，

please don't torpedo your own ask.

千万别在询问时 搬起石头砸自己的脚。

What I mean by this

我的意思是，

is don't walk into the meeting and say -- I had an ED that did this all the time,

别走进会议室，然后说—— 我之前有个执行董事就总是做这种事，

I stopped inviting him.

我就没邀请他了——

He'd say, "We're not here today to ask you for money."

他会说，“我们今天 不是来找你们要钱的。”

(Laughter)

（笑声）

Yes, we are!

我们确实是来要钱的啊！

(Laughter)

（笑声）

That's exactly, literally, why we're here today.

我们今天来这儿 就是为了这个原因啊！

Don't do that.

别那么做。

Don't say, "Whatever you can do to help."

别说，“随便帮什么忙都行。”

That is hands down the fastest way to get the smallest possible gift

这会一下子让人 以最快的速度

someone thinks they can give you and get away with.

把最少的捐助给你， 好以此脱身。

Not kidding.

没开玩笑。

And don't take it back.

而且别收回你的询问。

Once you've made the ask --

一旦你问了，

"Would you consider supporting us at the 10,000-dollar level?

“你愿意以一万美元的规模 支持我们吗？

Or the five? Or the two? Or one?

五千呢？不行两千？一千？

You know what? Take the year off.

不然这样，今年就算了。

你最好了，谢谢你！”

You're the best, thanks!"

Don't do that!

别这么做！

Ask the question,

问那个问题，

wait till 10, count to 10 before you speak again,

等十秒，数到十秒 再开口，在那之前，

keep your face like this.

保持这样的表情。

(Laughter)

（笑声）

They are grown-ups.

他们是成年人，

They have all the power in this situation.

这种情况下， 他们有决策的权力，

They can answer the question.

他们能回答问题。

Don't take it back.

别收回你的问题。

Which brings me to my favorite.

这就涉及到了我最喜欢的一点。

Don't ask, don't get.

有问才有得。

If you don't make an actual ask,

如果你不问，

no one will give you actual money.

没人会给你钱。

And if no one gives you actual money,

如果没人给你钱，

you actually can't do anything with it.

你什么也做不了。

It's very simple -- don't ask, don't get.

非常简单——有问，才有得。

Listen, I would love to live in a world

听着，在我理想的世界里，

where we didn't have to ask people for money

我们不需要找人要钱

to do important work that will change people's lives.

就能完成 能改变人们生活的伟业。

I would love to not have to teach people

我也想不教人

how to make a case for the importance of feeding and housing

如何提出理由 才能说服别人粮食、住房

and educating people.

以及教育的重要性。

But this is the world that we live in,

但是，我们所生活的世界 并非这么理想。

and if we're committed to doing this work,

如果我们致力于一项工作，

and doing it well,

并且想把它做好，

we have to be as committed to the art of funding this work

我们就必须拿出 与执行工作本身同等的精力，

as we are to the art of executing it.

致力于为其筹款。

I'm going to repeat that, because I think it's really important.

我要再说一遍， 因为我觉得它真的很重要。

We have to be as committed to the art of funding our work

我们必须拿出 与完成工作本身同等的精力，

as we are to the art of executing it.

致力于为其筹款。

And at its core,

本质上来说，

the art of funding the work means that we have to truly believe

为工作筹款的艺术 意味着我们必须真正相信，

that the purpose and the privilege of our work

我们工作的目的和荣耀，

is to provide people

是给人们提供

with an extraordinary way to use their wealth

一种非凡的方法 来利用他们的财富，

that will change people's lives.

好改变人们的生活。

It's an opportunity,

这是一个机会，

because at its core, that's what it is.

因为这就是它的本质所在。

And how great is that?

那它该有多伟大。

Thank you.

谢谢你们。

(Applause, cheers)

（掌声，欢呼声）