Craig and I talked about the program he co-founded called The Four Decisions and the Two-Part Conversation. Craig explains how we can own the conversation through deep listening and good questioning. Discovering “what you don’t know” about your donors is especially important as Craig underscores that 75-90% of people’s wealth is in their assets, not in their cash. More important than any of these skills though, is to be sincere and be yourself as you champion the institution you work for.