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

Translator: Ivana Korom Reviewer: Krystian Aparta

譯者: Lilian Chiu 審譯者: Harper Chang

I'm here today to talk about fundraising,

今天，我來這裡要談的是募款，

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

或各位心中「另一個 F 開頭的字」。 （意指罵髒話）

(Laughter)

（笑聲）

Because if you want to change the world,

因為，若你想要改變世界， 就得知道如何支付成本。

you have to know how to pay for it.

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

我指的並不是當好人—— 不用花錢就可以辦到。

you can do that for free.

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

我指的是，如果你想要創造什麼、

start something,

開創什麼、激勵大眾、

galvanize a community,

improve the lives of others, run for office.

改善他人的生活、競選。

Every day, great ideas die on the vine,

每天都有好點子胎死腹中，

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

因為它們沒有資金可以啟動。

And all of the work,

所有的努力、

the thought, the vision that goes into the idea,

想法、形成點子的遠景，

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

若你付不起帳單， 就沒什麼價值了。

And while most of the greatest social movements in history

雖然歷史上的偉大 社會運動大部分

were powered purely by an idea

最初的動力都只是一個點子

and people's belief in that idea,

和大家對那個點子的信念，

real change and impact require resources.

但真正的改變和影響 是需要資源的。

Real people do this work,

真正要改變世界的人，

they need real change, real impact and resources

他們需要真正的改變、 真正的影響和資源，

to actually make it happen.

才能讓它真正實現。

The people that believe in this work

相信改變世界的人

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

必須要有支持和資源才能做到。

That's where I come in.

這就是我登場的時候。

I get essential resources

我把必要的資源

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

交給前線的人和有遠見的人，

doing work that matters.

去做重要的事。

We spend the majority of our waking hours working.

我們醒著的時間， 大半是在工作中度過。

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

我們花在工作的時間， 比陪伴所愛之人的時間更多。

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

所以，我很早就決定， 我必須要熱愛我的工作，

and it has to add value.

且它必須要能夠加值。

And while I would love to be one of these people

雖然我也想要當那種

who spearheads social change from the ground up,

從頭開始發動社會改變的先鋒，

the thing I realized early on in my nonprofit career

但我在我的非營利職涯早期就發現

is that the thing I'm good at,

我在行的事 ，

the thing I'm really good at,

我真正在行的事，

is raising money.

是募款。

And I love it.

且我很熱愛它。

I think it is a privilege

我認為這是一種殊榮， 能夠和大膽、有野心、

to work alongside bold, ambitious, optimistic leaders

樂觀的領導人及他們 所服務的組織並肩作戰。

and the organizations they serve.

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

我教導大家如何去做我擅長的事，

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

因為越多人學會把我 這一端的工作做好，

the more work will get done.

就能完成更多工作。

And I teach everyone.

我教所有人。

I teach CEOs and presidents,

我教執行長、總裁、

and boards of directors and EDs.

董事會，以及執行董事。

I teach development directors in all sorts of teams

我教各種團隊中的開發主管、

and nonprofit newbies,

非營利組織的新人、

social change agents and candidates.

社會變革代理人及候選人。

I teach anyone that wants to do something extraordinary

我教所有想要做出非凡之舉的人

how to fund their dream.

如何為他們的夢想募款。

My dream is that there will be more people like me

我的夢想是會有更多像我 這樣的人把這項工作做好，

doing this work well

and that development will be an undergraduate course at universities,

且大學部會開設開發課程，

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

讓像我這樣的募款動物走出校門 就能找到一份這樣的工作，

instead of discovering it years later, accidentally.

而不是畢業多年後 才意外發現有這樣的工作。

I even have the curriculum developed,

我甚至開發了這樣的課程，

but short of overhauling undergraduate course requirements,

但還需要大學部 對課程要求進行大修，

I think tonight's probably a good first step

我想，今晚應該是不錯的第一步，

to get people to think about fundraising

讓大家能把「募款」

more as an opportunity

視為是個機會，

and less as a dirty word.

而不是個骯髒的詞。

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

若你想改變世界，就得知道 如何支付相關的費用。

To do that well,

要把它做好，就得了解三個重點。

you have to understand three big things.

Your feelings about wealth and money,

你對於財富和錢的感受、

the importance of building relationships,

建立關係的重要性，

and how to ask for what you want.

以及如何索求你想要的東西。

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

咱們從第一項開始， 你對於財富及錢的感受。

What is your relationship to money?

你和錢的關係是什麼？

Money is complicated,

錢很複雜，

it makes everyone squeamish,

它會讓大家反感，

it makes everyone act kind of weird.

它會讓大家做出奇怪的行為。

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

只要你曾經在和朋友聚餐之後 要分攤帳單，就能理解。

can tell you this.

Imagine what it was like before Venmo.

想像在 Venmo（行動支付） 出現之前是怎樣的狀況。

(Laughter)

（笑聲）

To help people learn how to raise money,

若要協助他人學習募款， 就得協助他們了解

you have to help them understand their deal with money,

他們和錢之間的問題， 因為人人都有包袱。

because everybody has baggage.

生長在貧窮家庭？包袱。

Grew up poor? Baggage.

生長在有錢家庭？包袱。

Grew up rich? Baggage.

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

生氣或嫉妒其他人比你有錢？

Baggage.

包袱。

Think people with money are smarter than you?

認為有錢的人比你聰明？

Baggage.

包袱。（笑聲）

(Laughter)

Feel guilty that you have more money than other people?

因為你比其他人有錢而有罪惡感？

That's some first-class baggage.

那是頭等的包袱。

(Laughter)

（笑聲）

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

那仍然是包袱，各位， 仍然是包袱。

So whatever your deal is with your baggage,

所以，不論你背著什麼包袱，

you have to reconcile it

你得跟它和解，才有辦法去索錢。

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

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

以下是一個向別人要錢的小提醒：

非常富有的人和我們之間 只有一個差別，

The only difference about really wealthy people and us

is that they have more money than us.

那就是他們的錢比我們多。

That's it.

就這樣。

Don't overcomplicate it.

不要把它想得太複雜。

They come with their own baggage.

他們有他們自己的包袱。

When you think about how to do this work,

當你在思考要如何做這種工作時，

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

很重要一點的是要記住： 有錢，世界才能運作。

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

你們可能聽膩了，但真的沒錯。

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

不論你是非營利、營利， 或自付帳單，皆是如此。

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

我們很常覺得談論錢 很討厭、尷尬、醜陋，

but it's just money.

但那只是錢。

And it's a fact of life.

那是生活的現實。

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

所以，你對錢的感受， 會直接影響你如何處理它。

Like everyone else when I started out in this work,

和所有其他人一樣， 當我開始做這份工作時，

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

我也得檢視和了解我自己 對於財富和錢的感受。

And I had to learn how to separate them

我得要學習如何將這些感覺

from how I feel about raising money for important causes.

和我對於為重要理想 募款的感受區別開來。

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

我對於籌錢協助別人 在世界上做好事的感受，

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

並不等同於我對於 為自己要錢的感受。

This is an important distinction.

這是個很重要的差別。

When I go and talk to someone,

當我去和別人談時，

I'm not asking them to pay my mortgage.

我並不是要請他們支付我的房貸。

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

我是給他們一個機會， 讓他們投資一個想法，

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

能夠讓世界變得更好的想法。

Why should I feel bad about that?

我為什麼要有不好的感受？

If you want to be good at raising money,

如果你想要擅長募款，

you have to be able to reframe the ask,

你就得要能夠重新包裝這種 請求，為你自己也為其他人，

both for yourself and for other people,

as an opportunity.

將它包裝成機會。

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

接著，你得要準備好 建立一些關係。

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

人不只是把錢給予 想法，也是給予人。

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

如果他們不相信主導的 那個人，你就沒輒了。

you're already dead in the water.

這件事千真萬確，

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

不論你做的是股票或風險資本，

politics or nonprofits.

政治或非營利。

Building a relationship with people takes work.

要和人建立關係，就需要花心力。

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

你不能只在乎你想要／需要什麼，

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

你也得要重視其他人 想要／需要什麼。

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

我知道這是個震驚、可怕的想法。

But oftentimes, closing gifts is understanding the person,

但，通常，能夠成交， 是因為能夠了解當事人，

more than it's important to know the product.

這點比了解產品本身更重要。

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

如果你認為，和人建立 關係會需要花心力，

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

那麼，和要錢的對象建立關係

takes work, and it takes homework.

不只要花心力，還要作功課。

Have you done any research?

你有去研究過他們嗎？

Do you have any idea what they care about?

你知道他們在乎什麼嗎？

Do you know why they should invest in your work?

你知道他們為什麼 要投資你做的事嗎？

Can you answer that question in less than 30 seconds?

你能在三十秒內回答這個問題嗎？

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

如果不能，會面過程 就會相當艱難。

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

且答案不能是「因為他們超有錢， 且他們跟你住在同一區。」

and they live in your zip code."

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

當你要與人交談 並了解他們在乎什麼，

it has to be in person.

必須要當面進行。

Fundraising is relational, it's not transactional.

募款是在談關係，不是交易。

And you have to ask them questions.

你得要問他們問題。

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

當我和捐贈者坐下來談時， 通常會這樣進行：

"Hi, thanks so much for seeing me.

「嗨，非常謝謝你願意見我。

How have you been?

最近好嗎？

Did you guys go anywhere fun over holiday?

放假有去什麼有趣的地方嗎？

Nice, I love Mexico.

真好，我喜歡墨西哥。

Do you always go to the same place?

都去同樣的地方嗎？喔，好讚！

Oh, that's awesome!

那些是你的孩子嗎？ 他們好可愛。

Are those your kids? They're so cute.

How old are they?

幾歲了？

他們讀什麼學校？喔，好學校。

Where are they in school?

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

你們參與很多學校事務嗎？

你的配偶在委員會？ 如何？一定很累。

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

How did you guys meet?

你們是怎麼認識的？ 喔，在聖塔克拉拉，好讚。

Oh, at Santa Clara, that's awesome.

你有投入很多心力在 校友網路上嗎？真有趣。

Are you super involved in the alumni network?

So interesting.

Where do you guys live, again?

我忘了，你們住在哪裡？真好。

那是你的船嗎？

That's great. Is that your boat?"

(Laughter)

（笑聲）

I literally go through all of these things, right.

我真的會把這些事情都談過，沒錯。

And you know why?

為什麼？因為，猜猜我知道了什麼？

Because guess what I know now.

我知道他們在接下來十二年， 他們要在學費上花十二萬美元。

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

Right?

對吧？配偶是孩子學校的委員，

Spouse is on the board of the kids' school,

I know they're out of 100K probably.

我知道他們可能要花十萬美元。

It's a six-figure.

那是六位數字。

兩人都有投入在校友會， 那可能是兩萬五千美元。

They're both involved in their school alumni,

that's probably 25K.

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

他們住在上東城——

我可以上網查詢他們的公寓， 查出他們的房貸。

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

我知道他們在墨西哥有第二個家。

And I know they own a second home in Mexico.

喔，他們還有一艘船。

Oh, and they own a boat.

Which is like funny money, right?

真有點揮金如土，對吧？

So what I now understand --

所以，我現在了解到——

(Laughter)

（笑聲）是真的。

It's true.

What I now understand

現在我了解到，

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

他們的一千美元禮物可能 比較像是個開始的禮物。

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

我應該要想辦法 來協助他們和我們合作，

and invest in a more meaningful way.

用更有意義的方式投資。

I know this sounds a tad mercenary.

我知道這聽起來有點貪財。

I'm not confused about how it sounds.

我很清楚它聽起來如何。

But here's what I want to tell you,

但我想要告訴各位的是，

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

因為我的客戶全都會 想要跳過這一部分，

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

因為他們認為這沒什麼，不重要。

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

如果你不了解他們 在乎什麼、重視什麼，

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

你要如何告訴他們你在做什麼？

I want them to fund our work, I do.

我希望他們資助 我們所做的事，真的。

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

但我也希望他們能覺得 自己的捐贈有意義，

so that they feel like we're partners

讓他們覺得我們是合作夥伴，

and they're not an ATM, right?

他們不是提款機，對吧？

So it's important to ask the questions,

所以，問那些問題很重要，

because the more you know about them

因為你越了解他們、 越知道他們重視什麼，

and you know what they value,

the more you can steer the conversation

你就越能引導對談的方向，

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

導向你所做的事， 且和他們有所共鳴。

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

一旦你通過了「認識你」 這部分，好玩的就開始了，

you get into the fun stuff,

比如：「你為什麼會樂善好施？」

like, "Why are you philanthropic at all?"

Right?

對吧？

"Why do you invest in new ideas?

「你為什麼要投資新點子？

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

你希望回饋是你能夠 傳給子孫的價值嗎？

Can we help you do that?"

在這方面我們能幫上忙嗎？」

It's really awesome, it's meaningful,

這真的很棒，很有意義， 且，別忘了，這是對談，

and remember, it's a conversation,

it's not a cross examination,

這不是盤問，這不是面試。

it's not an interview.

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

不要因為你先對他們做了研究， 一走進去就說出所有你知道的。

because you did your research.

知道如何使用 Google 並不會幫你加分。

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

It's 75 percent them talking,

75% 是他們說，

25 percent you listening.

25% 是你聆聽。

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

當一個好的聆聽者會比 當一個好的表演者更佳。

And once you understand what they care about,

一旦你了解他們在乎什麼，

you can talk to them about what you care about.

你就能跟他們談你在乎什麼。

You can tell them about you.

你就能跟他們談你。

Now, when you do this,

當你這麼做時，

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

不要太深入到瑣碎當中， 否則你會失去他們。

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

這就像是，我跟 金融業的人坐下來談，

and I say,

我說：

you know, "How's work?"

「工作如何？」

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

我希望得到的是 簡單的很好或很糟。

But what I get sometimes

但我有時會得到

is a long description of how the markets are trending,

一段很長的描述， 說明市場的趨勢，

and my brain leaves my body

我就會開始神遊，

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

開始去想我的乾洗店 什麼時候關門。

(Laughter)

（笑聲）我無法承受那些。

Like, I don't have capacity for that.

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

同樣的，他們也無法承受 我們談我們工作的細節。

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

如果他們想要知道細節， 他們會問問題。

It's this thing that happens over and over,

這樣的狀況層出不窮，

because -- here's an example.

因為——舉個例子。

I worked with this CEO once,

我曾和一位執行長合作，我被僱用

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

去教他如何用人類的 方式跟人類說話，

like a human person.

(Laughter)

（笑聲）

It was a very difficult job.

那份工作非常困難。

So, he kept getting great donor meetings,

他不斷參與許多 很棒的捐贈者會議，

and he wasn't closing any gifts.

卻完全沒有成交。

And I could not figure out what the problem was,

我想不透問題在哪裡，

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

最後，我說： 「我要跟你一起去。」

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

所以，我和他一起參加會議， 現場發生的狀況是，

he was getting into such detail with the donors

他和捐贈者談到太多細節，

that their eyes were glazing over,

捐贈者都恍神了，

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

在他說完了十五分鐘的提案之後，

they literally would say --

他們真的就會說——

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

這種狀況差不多連續 發生了三次——

"God, that sounds great. Congratulations.

「天，聽起來很棒。恭喜。

Keep up the good work."

繼續加油。」

And that was the meeting,

會議就到此，很顯然 這不是我們期望的結果。

which was obviously not the outcome we were looking for.

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

他無法了解我想跟他說的是什麼，

在絕望至極的情況下， 我終於說了……

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

"You know what I love?

「你知道我喜歡什麼？

I love NASA.

我喜歡美國太空總署。

I love NASA.

我喜歡美國太空總署。

I think it is unbelievably amazing we have figured out

讓我覺得真的很了不起的是，

我們竟然想出辦法把人送上月球。

how to get a person to the Moon.

I think it's awesome.

我覺得那很讚。

I think the idea of getting someone to the Moon,

我認為，把人送上月球的點子，

and they walk on the Moon,

讓人在月球上行走，

and I love rocket ships.

我很愛火箭太空船。

I love rocket ships, rocket ships are amazing.

我很愛火箭太空船， 火箭太空船很棒。

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

但如果你開始跟我談火箭太空船、

and how it gets to the Moon,

它如何飛到月球，

and the math and the science equations,

講那些數學和科學方程式，

on how the rocket ship gets to the Moon,

說明火箭太空船如何登上月球，

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

我向你保證， 我會用頭髮把自己吊死。」

(Laughter)

（笑聲）

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

我說：「你不能這樣 跟別人談你所做的事。

What is the need?"

有什麼必要？」

Like, what's the point, right?

重點是什麼，對吧？

How do you address the need,

你要如何談需求？

why are you better at it than anybody else?

為何你比其他人更會做這件事？

And what can you do to make it about them?

你要如何讓事情和他們有關聯？

How can they help you get to the Moon?

他們要如何協助你登月？

That's the good stuff.

那才是好東西。

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

如果你能做到那一點， 你可能就準備好提出請求了。

Now, I don't expect

我並不期望大家對於向人要錢 都會感到非常興奮。

everyone to be super excited to ask people for money.

That's why development is an actual profession

那就是為什麼開發 是種真正的職業，

and not an awkward hobby.

而不是尷尬的嗜好。

(Laughter)

（笑聲）

Naturally great fundraisers love people,

當然，很棒的募款者都喜歡人，

they can and will talk to anyone,

他們能／會與任何人交談，

they can find common ground with anyone,

他們能和任何人找到共通點，

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

他們是你的朋友，他們會在 電梯裡或者雜貨店中與人交談。

or at the grocery store.

They believe in the work required

他們相信建立關係和維持關係

to both build relationships and keep them.

都需要花心力。

And they naturally have a high tolerance for rejection.

當然，他們對拒絕的 容忍度也很高。

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

但我不期望人人都是天生好手，

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

並非只有天生好手才能募到款。

You just have to respect the people and the process,

你只是需要尊重人和流程，

and do the work.

做該做的事。

Will you reconcile your baggage?

你能和你的包袱和解嗎？

Will you commit to build relationships?

你能承諾努力去建立關係嗎？

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

如果你能，你就已經 準備好提出請求了。

And the ask is oftentimes as simple as using the phrase

請求通常都很簡單，比如只說：

"Would you consider?"

「你願意考慮看看嗎？」

Would you consider becoming a monthly donor?

你願意考慮成為月捐贈者嗎？

Would you consider increasing your support to 100 dollars?

你願意考慮把資助的金額 提高到一百美元嗎？

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

你願意考慮投資一百萬美元 給我們所做的事嗎？

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

用「你願意考量嗎」 有幾個很棒的優點，

One, it gives the donor an easy way out.

第一，它留給損贈者一條出路。

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

他們可以說「不」，而不用 說成「好——不」。

And two, it gives you a second ask.

第二，它讓你能問第二次。

"Well, what would you consider?"

「那你願意考慮多少？」

(Laughter)

（笑聲）

It's good, right?

很棒，對吧？

(Laughter)

（笑聲）

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

當你這麼做時，切記， 你不是在幫自己要錢。

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

你是代表你服務的所有人去要錢，

or are touched by your genius.

或代表被你的才華所觸及的人。

This isn't a personal favor, right?

這並不是個人的恩惠。

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

對要錢感到驕傲—— 做這項工作是很了不起的。

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

不要試著扮演別人，認為參加會議 該做出大人物的樣子。

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

做自己，真實感很重要， 沒有人喜歡假假的人。

Be yourself, authenticity matters, nobody likes a phony.

Just be yourself.

做自己就好。

And please,

還有，拜託，

please don't torpedo your own ask.

拜託不要破壞你自己提出的請求。

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,

不要走進會議，然後說——

我認識一位老這麼做的執行董事， 我就不再邀請他了。

I stopped inviting him.

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

他會說：「今天我們來這裡 並不是要跟各位要錢。」

(Laughter)

（笑聲）

Yes, we are!

我們是來要錢的！（笑聲）

(Laughter)

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

那完全就是我們 今天來這裡的原因。

Don't do that.

不要那樣做。

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

別說「不論你能 用什麼方式協助都好」。

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

這種方式會讓對方 馬上就把他能給你的

最小捐贈塞給你，他就能脫身了。

someone thinks they can give you and get away with.

Not kidding.

是真的。

And don't take it back.

且，不要收回。

Once you've made the ask --

一旦你提出請求——

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

「你願意考慮資助一百美元嗎？」

Or the five? Or the two? Or one?

或五千？兩千？一千？ 你知道嗎？今年別做了吧。

You know what? Take the year off.

你最棒了，謝謝！」

You're the best, thanks!"

Don't do that!

不要這樣做！

Ask the question,

問問題，

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

然後等到十，數到十 之前都不要再說話，

keep your face like this.

保持這樣的面部表情。

(Laughter)

（笑聲）

They are grown-ups.

他們是成人。

They have all the power in this situation.

在這個情況中， 他們擁有所有的權限。

They can answer the question.

他們能回答問題。

Don't take it back.

不要收回。

Which brings me to my favorite.

這就帶到了我最喜歡的 一點：有問才有得。

Don't ask, don't get.

If you don't make an actual ask,

如果你沒有真的去問，

no one will give you actual money.

就不會有人真的給你錢。

And if no one gives you actual money,

如果沒有人真的給你錢，

you actually can't do anything with it.

你就無法用錢做任何事。

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

非常簡單，有問才有得。

Listen, I would love to live in a world

我很希望在這個世界，

where we didn't have to ask people for money

不用向別人要錢

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

也能去做改變別人 生命的重要工作。

I would love to not have to teach people

我也希望不需要去教別人

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

如何去說服別人溫飽、有住房，

and educating people.

和教育人的重要性。

But this is the world that we live in,

但我們的世界並非如此，

and if we're committed to doing this work,

如果我們想投入 這項工作，並把它做好，

and doing it well,

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

資助這項工作的藝術，

as we are to the art of executing it.

就和執行這項工作的藝術同等重要。

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

因為很重要，讓我再說一次。

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

資助這項工作的藝術

就和執行這項工作的藝術同等重要。

as we are to the art of executing it.

And at its core,

且，本質上，

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

資助這項工作的藝術， 就意味著我們真心相信

that the purpose and the privilege of our work

我們的工作的目的和殊榮

is to provide people

是要提供大家

with an extraordinary way to use their wealth

一種不凡的方法 來使用他們的財富，

that will change people's lives.

用來改變別人的生活。

It's an opportunity,

它是個機會，

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

因為那就是它的本質。

And how great is that?

那有多棒啊？

Thank you.

謝謝。

(Applause, cheers)

（掌聲，歡呼）