The 4 Magic Questions

In our profession, you learn to take rejection in stride. You understand that a series of NOs only means that you are part way toward a YES.

I have a saying that applies: 3 NOs and you’re halfway to a YES.

At a meeting, if I get a NO, I ask my 4 Magic Questions.  I use these, also, if the response is, “I need to think this over.” I say something such as, “Of course, you need to think it over.  Just let me ask you (now my 4 Magic Questions):

Is it the institution?
Is it the project?
Is it the amount?
Is it the timing?

I have language I use for each of these questions. Come to one of my Seminars at the Institute for Charitable Giving to learn how I ask and how I respond.