1 00:00:00,000 --> 00:00:02,960 How can leaders lean into finding their vision? 2 00:00:04,240 --> 00:00:08,080 Well, I think if you don't have funding, it's pretty hard to get your vision going. 3 00:00:08,640 --> 00:00:15,840 So if you believe enough in it and you are unwavering in your belief, then you will 4 00:00:15,840 --> 00:00:21,360 find and the vision is good and people you're able to inspire them to jump on board, then you 5 00:00:21,360 --> 00:00:28,000 will find funding. I mean, separate to that, asking people for money is hard. It's hard. 6 00:00:28,000 --> 00:00:36,960 And I mean, I was raised with, I remember my father saying to me, oh, you know, the classiest 7 00:00:36,960 --> 00:00:44,800 people are the ones that don't talk about money. And I agree with that to an extent, but if you run 8 00:00:44,800 --> 00:00:52,720 a charity or any organisation, you do actually have to ask for money. It's called the money story. 9 00:00:52,720 --> 00:00:57,440 So you just have to get comfortable with that. Now, you can't just ask people that you have 10 00:00:57,440 --> 00:01:03,920 no relationship with, you know, asking for any significant amount of money. It's a relationship 11 00:01:03,920 --> 00:01:10,320 and nothing big is going to happen online over a text message. It's going to be lunch or a coffee. 12 00:01:11,120 --> 00:01:16,080 And it's like putting compost in the garden over time. They need to believe you're a person of 13 00:01:16,080 --> 00:01:22,080 integrity. They need to believe in the vision. They also like supporting, in our case, sort of 14 00:01:22,080 --> 00:01:29,760 small yet big charity. So how do they lean into it? They've got to believe it and maybe get a 15 00:01:29,760 --> 00:01:35,040 little bit of advice on how to do it. So for example, we have to ask, or I have to ask for 16 00:01:35,040 --> 00:01:41,360 matched funds. So it's tax time now. So our biggest donation time of the year. And if we have a matched 17 00:01:41,360 --> 00:01:47,600 fund, so people donate $5 and then their five becomes 10 because of a matched fund, hugely 18 00:01:47,600 --> 00:01:53,440 attractive for people. So you need to make it attractive for people to fund the vision and 19 00:01:53,440 --> 00:02:00,960 they need to believe in the vision. And if they say no, that's fine. That's right. It is. It's 20 00:02:00,960 --> 00:02:07,360 honorable that they even listened, right? That they even took the time to consider it. And we've got to 21 00:02:07,360 --> 00:02:12,720 do a good job of inspiring people. I think you use that word in there as well. So I really appreciate 22 00:02:12,720 --> 00:02:20,080 the wisdom. Do you remember where the sources that you learned about the money story? 23 00:02:22,080 --> 00:02:28,320 So, I mean, I read, yeah, it's a really good phrase. I subscribe to lots of emails. It was one of 24 00:02:28,320 --> 00:02:36,480 those emails. It was an email that I get about fundraising. I can't remember which particular 25 00:02:36,480 --> 00:02:44,160 one it was. And it was actually a 90 second video and I showed it to all my board in a board meeting. 26 00:02:44,960 --> 00:02:51,840 But in essence, what the money story video said was, so let's say you've got a number in mind, 27 00:02:52,480 --> 00:02:58,000 then you say that number and that's what the person works with. And I had an example of that 28 00:02:58,000 --> 00:03:03,440 where we had no warehousing out, warehousing partners pulled the pin on us. It was just before 29 00:03:03,440 --> 00:03:07,680 COVID started. It was completely devastating because there's a book charity. If you don't 30 00:03:07,680 --> 00:03:15,360 have a warehouse, you've got nothing. And I said to someone who was very much a big wheel in corporate 31 00:03:15,360 --> 00:03:22,480 Australia in the nineties, I didn't know this person well, but they knew my father. And this 32 00:03:22,480 --> 00:03:27,760 person said to me, how much do you need for a warehouse? And I said, 25,000. He said to me, 33 00:03:27,760 --> 00:03:36,800 Fiona, right, I will write 25,000. Now it was a gobsmacking moment. And I think because he knew 34 00:03:36,800 --> 00:03:42,880 my father, that was like an indirect reference to my character and integrity. But it illustrated 35 00:03:42,880 --> 00:03:58,160 perfectly the point of the money story. You say the number.