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Finding Donors and Dollars in a Down Economy

Ken Turpen
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Ken Turpen

Associate vice president for development in the Dividsion of Institutional Advancement at The University of Texas at Brownsville and Texas Southmost College in Brownsville, Texas



  • August 9, 2012
    3:30 PM
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him father thank you so much for the opportunity we have to be here today not everybody can be here but we view this as a blessing to be together and to talk about the subject I usually ministries represented here in this room today the individuals who are here under their seeking to serve you and to bring people to the kingdom we ask that you would bless our conversation today that he would give me strength and energy and the wisdom to know how to to present and to give the type of answers that are needed to make this truly a productive conversation thank you for hearing and answering our prayers today they seem to pray in Jesus name amen so let's let's talk about a couple things before we get going because they're the kind of foundational to the discussion in somebody asked if this is some of the same stuff that I knew they heard two years ago and some of the same as some of its new but I want to share something to you that I learned from the very first book that I read on fundraising it's a book written by Cy Seymour 's call designs for fundraising probably the very first book in-depth book written on fundraising United States and it's a great book but sigh Seymour was kind of the father of of philanthropy in the United States in a lot of ways in terms of modern philanthropy and fundraising and one of the things that sigh Seymour talks about is how do you look at your universal donors and with and what I want to share with you the three numbers unlike unit to remember them for the context of this conversation and that is that you can read this from all parts of the room but there's a seventy twenty three so I have those numbers up dad up to one hundred but what I want to remember is a seventy percent in your donors give out a habit okay there they're just the way another wired would say maybe Seventh-day Adventist that number tends to be a little bit higher because we grow up in such an institutional tightening and church attendance and work we do things habitually just because were some of the alchemist twenty three percent of donors in the United States and the unit around the world in general on their emotional governor givers they don't give all the time but they will get when they are called upon to give limited emotionally tons of their hearts so seventy and twenty three what would you guess the other seven percent laconic dimmers or Lotus impulse no no it's it tends to be visionary but the word I was looking for severely all go on forever looking at such strategic and it happens to be that most of the money they were raising this can happen to come from that seven percent people who are strategic donors to stop that they are not regular givers and it's not that they're not emotionally either but they tended to fall in this category of being a strategic donor because they want to see some real impact with their dollars they tend to be high net worth they tend to want to see plans attend to be there business men or women and a they want to know what your plan is and they want to see some big hairy audacious goals they tend to be very visionary and so even these of the these were the people are the people are out there and that's the and what do you think about what you're doing for fundraising think about what you're doing to reach these different groups and I would say most of us tend to work with the people who are giving out a habit and where were messing up right now as we tended not ever touch that seven percent who are more strategic donors that's for help most of the gifts happened to be any questions most of the major gifts and planned gifts come from people who are doing strategic giving so let's talk about why are some organizations strong when others reduce services and closer doors why oh why do you think that is what are some nonprofits to extended fly real high and others in our always on the cusp of closing financial you poor business planning in donations tend to have an impact on it as well because in nonprofit organizations and donations can make up the difference between which are mission and in your vision is where you want to go as an organization because of the work he was in private schools lately and it's really interesting that most private schools are designed to lose money when they sell their tuition at a rate that doesn't pay for all their expenses and so it automatically throws them into a situation whether having to raise scholarship dollars or raise money for capital needs they they never charge what it costs to educate the children so what is one of the reasons I believe there's such a huge problem is that the people tend to give to visionary organizations and we tend to be anything but visionary we him think that people are going to give to us because we have lots of needs and the fact that you have needs with your nonprofit organization is not the biggest reason why people are going to give and that's why you'll see people characterize you what they're doing as they desperately need your help or were not close our doors and this is really flawed thinking because people are knocking to give to you if you appear to be needy or there's a slight possibility that you might closure doors and talking to get either money because there's a lot of other organizations that are out there that are of fundraising and they're not talking about needs there talking about how they're succeeding and how they're fulfilling mission and what things I would tell you that in all your language that you're talking out the public or with your donors are in any groups or whatever talk about what it is that you're doing well what you're doing to make a difference in the world and if you want have some private discussions with a particular donors and about what the needs are of the organization you always have to characterize those within the context of how those needs are part of fulfilling the mission of the organization they those needs cannot stand alone you have to marry the needs with the mission of invasion and too often we talk about how how bad things are and how desperately we need the support when a mile-long longer sent me a letter one time and they wanted me to give to help rebuild the pool house at the swimming in the swimming complex and are they actually were audacious enough to send the picture along with it of a hole in the roof stuck with you how I had asked not that we can't and never mind is not that we can't talk about what our needs are no other words him and send out a letter talking about how were need to do renovations in the pool complex but I'd be more inspired by saying pictures of students taking classes in the swimming pool or students in general instead of a picture of all the roof of donors really don't care to see that the prior funds were managed correctly or the people weren't supporting the organization in the past and for that reason there's a hole in the roof are you following me so think about you know what you're doing inch and try to be visionary remember to select the text that I found I thought was appropriate to the subject matters is it where there is no vision the people perish and I had a couple others that were talking about vision Henry David Thoreau said I would give all the wealth of the world and all the deeds of all the heroes for one true vision so if you're a leader in your organization remember that as you approach donors and others in the community to talk about what your organization is doing try to be very visionary and talking about what you're doing to make a difference and then the inner Roosevelt said far better is it to dare mighty things to win glorious triumphs even though checkered by failure and to take rank with those poor spirits who neither enjoy much nor suffer much because they live in the gray twilight that knows not victory nor defeat know are our daughters don't expect this to be perfect either but if were going to succeed we have to have some lofty goals in mind and and people will tend to give the things attended to be more lofty than her bank so what are the much happening with giving in the United States last year giving was up four percent up to two hundred and ninety eight billion without a recession over last year lobbying you know that the high getting in the last two years was three hundred seven billion dollars so it's it's starting to go back up but if you would look at a chart on getting you would see that over the last forty years in the United States beginning is basically gone up every single years the last forty years until two thousand and eight and then we had a drop because of that of time in the recession that we have to thought its guy come back up but remember that the people who are the most wealthy in this country even though they got hurt the stock market their money is generally his back right where was before the stock markets back up and make their doing fine on most dinner gifts are given to religion about thirty two percent that includes your organizations that includes churches most people let's really like to give education came in second with thirteen percent meaning those in those who are here with schools are all really and in a wonderful position because people like to give the children and they love to give their religion and they love to get the education and so you have the perfect scenario there were near representing any type of a school and international causes those up eight percent plus increases in environmental and animal organizations and you should know that individuals give eighty eight percent of all the gifts one of the questions I tend to get from people I is the first question is is that it they say I'm in I want to raise money and I want to know how to get money from all the businesses in town and I've got very bad news for you make any ever heard of the term quid pro quo well I will tell you that in less you have a personal relationship with the business owner okay so it's not long are you unless you have a personal relationship in your truly approaching a business they tend to give all their gifts out of which budget advertising or marketing right and so a business owner is not in the business of giving away money a business owner is in the business of making money okay so that all they don't give it away unless that date unless they see that it's been a benefit them and they can they don't mind giving them together all true mystic in many regards but yet you got to know a businessman the way you measure success in life happens to be how he runs his business whether he makes a profit or not and if he makes a profit and it feels good and and they feel successful and a lot of times it's really not even about the money they don't care a right on care about the money they think in a lot of ways and it's a measurement device for these people there their values are not based always on what that money is how many of you read the book called the millionaire next door guy if you haven't read the millionaire next door you should read that it's it it's basically a study on millionaires the United States and you can buy on Amazon.com for a dollar to really worth your read for those who have not read the book what would you guess that the car is that most millionaires drive Ford F1 fifty pickup truck and never buy a watch worth more than fifty bucks they may on one suit maybe not I I just taken a job with the with the company not a month ago Scott Thompson and Associates at night I went there in my my blue suit for my interview the in short and sharks so business owners remember that there there there to make money they don't care what they look like they're not getting give you a gift unless there's something in it for them unless you have a personal relationship with life I met with an Avenue school and I can say which one and they were trying their hardest to raise money they said we put together a proposal hour raising a million dollar capital campaign parliamentary school we've taken this proposal of forty businesses and then we haven't gotten one single gift that should not be a surprise the reason why is because businesses are going to give you a gift if you're doing business with them okay most of our Avenue schools are not very good at doing business with people so right so the United States generally speaking just the big picture about five percent of all the money given away from our list comes from businesses and that comes out of their marketing budget so if you have lofty visions and goals about raising money for businesses stop and the other the other group that's left are foundations and foundations tend to give somewhere around seven percent they are giving tends to go up and down depending on how the stock market is because by law they have to give away five percent of the proceeds author investment earnings and right now foundations are pledged out into the future and are paying off those those pledges but maybe you ever taken the time to look at foundations the foundations tend to give very strategically to very targeted causes and disorganization most of you in this room are knocking to be eligible to get foundation grants so individuals were that the money is the publisher efforts on that so couple other things of that land is not a short-term solution to a crisis it can be evidenced if you want philanthropy to work if you want fund-raising in your organization to be long term you don't put it in the context of a crisis you put into the context of a relationship and a most of us you were so focused now what were doing to fulfill the mission of our organization we want our ministries can be successful we forget that the people that were working with younger reason that they're going to give to you is that they feel like that there are part of your mission in your ministry but they're not feel that way unless you spend the time with them and build the relationship so they feel like that they're part of it so that if you have that relationship with him and they know you and I know your heart and know what you're trying to accomplish and you go to the mass for help in accomplishing the mission here to be much more successful in getting them to give because they know you they trust you they like you but they believe in you they believe in what the organizations and is doing but if you know of that relationship with people it's not can happen in any systematic sojourners start raising money you better keep track of where that money is coming from and write down how much they gave and that when they gave it what they gave it for and I remember the programs of gold on a pyramid of giving not meant to show you what that is seen a backup is the second in fundraising I can't imagine the side of the room you read these numbers here are in a pyramid is getting and that this is not really change much sense beginning of time the repair man and as you know it all that are pyramid discussion everything is built from the top bottom upright that's where the foundation of the pyramid as so yet this am a strong foundation and that's where you're the this reference to systematic and long term comes in if you have a good foundation in the foundation comes in annual giving and that's where you're soliciting your mass audiences forget that's where you identify the people who believe in your organization selling to give you an illustration year here in a assigned or collecting names what is your plan to do with those names well it should be to create a database and in and then send a letter out to those individuals or call them and ask them to be a part of your organization and see if they'll give to your organization see if something 's stock and if it doesn't no big deal your job is not to grieve over who doesn't it does that is just to give people the opportunity to give so annual giving is about identifying who your people are and finding out where they live for their phone number is with her address is whether e-mail address is finding out information about them and start to build the relationship and start communicating with people through the annual fund about it some of you who are doing fund raising a lot of you are doing it yet that at this level only right now you're not in your not seeing a lot of results you're getting some money and which are not raising big dollars and that's because this tends to be small size gives that this is through direct mail this is your events this is through up on a fine Sinfonia bond still work out you can still pick up a phone and call somebody and ask them forget but this is a also where you send out newsletters and you ask people you share people stories of success and this is where you also send your annual reports out and what else what else in the engineering yet reunion and desire anything like that this just think about a new giving and so what happens next is is that it's major gifts are next in almonds can open MG remember everything that goes up so out of annual giving say you need so you solicit hundred people that you solicit a hundred just for it is less than a hundred people you might get ten of them to give TV Guide ten tabled again reminded to amount to be major gift prospects these people are likely to get a larger gift to make a bigger difference difference in your ministry okay and this is this is not statistically accurate but the long-term goal is not just major gifts but the bigger money tends to be in the plan gifts they show your chart that I put together for this presentation this is how we acquire gift sister Angel giving you can see that seventy percent of them of the donors happen to be from a note giving twenty percent are in major gifts and ten percent are planned giving but here's how the money this is where the money comes from and that is that ten percent of the money comes for manual getting thirty percent comes from major gifts and such and sixty percent comes from plan gifts so can you save the problem that exists out there we spent all of our time dabbling in annual giving is going to the laser to work on will there is me we spent all of our time on annual giving and we do a little bit with major deficit of twenty percent but then we multitask down about forty percent of all the money without there within our own database also tends to be a lot of strategic gifts right here in planned giving as well so this is some some of how philanthropy works and how halogen -based questions anybody have a question how do you find a strategic gets well farming strategic gifts tend to be of very large network very large asset gifts ten people tend to give those out of their estates of new year brought up a good point I forgot to mention and that is is that basically all the gifts that communist in these categories are coming out of their annual income the easier to talk about this these forty percent of all these gypsies annual gifts in the major gifts come out of their annual income so they're planning these gifts whereas the gifts up here the plan gifts they come more strategically in their larger and they have to liquidate assets to give those it doesn't mean that they won't but that's where the money comes from yet it can be threatened but not necessarily nowadays are so Sunday instruments that you can give a gift to that and just basically you can give the nonprofits units there is a term like a charitable lead trust you can give the money to the nonprofit for twenty years and at the end of twenty years it can come back down on the other side and go back to your family you wouldn't have to play their very little of no taxes on that money so he lived another twenty years bit and you are talking about people who have high net worth of you know they could be five million ten million twenty fifty hundred millionaires this type of people you probably have some in your databases you just don't know what there is a hand in here someplace well you know where you know are these planned gifts typically come from though are people who are giving at the annual giving level and these are the ladies who are giving you a hundred dollars a year that's all you're getting it out of them to relate that they can have ten million dollars in the bank and they could have a fear of their knock and make it their money stock in America WN of the most absurd idea is given the letterbox so that's where a complete program comes in into bearing that it you got to make sure that when you're you're going out near doing this type of work that your you're training your prepared enough to work at all the different levels because some levels were you talking a touch of the same people I mean a lot of people and must just face it there's a lot of people out there is one support our ministry is a love us and they don't have a lot of money and they want to give us twenty five dollars or fifty dollars a year and there get there getting a huge blessing and it's making a difference in your organization these of the widow 's mite type people and their gifts are just as important as those large gifts that I have the same impact but they're just as important so there nothing wrong with soliciting all these small gifts the minute if you have a little late years been given the organization you are here for ten years guess what she likes would you know this is probably really annoying person talk to about an estate gift though as it out of him him it's a bit if I'm communicating well enough for David's collecting with you but that's what is a giving program is so important to send out newsletters that communicate to ask regularly because as you do that you're getting people to reaffirm their commitment and interest in doing what you're doing and you are continuing to share messages about how your organization is making a difference but if you're not doing this annual giving thing right then you're missing out on all the opportunities for the major gifts and for the plan gets here you're just living helter-skelter and hoping that the money will come in to hear his questions and how you establish a relationship with a person who is a major donor and you want them to know that it's long term I don't want to visit it's not superficial but sometimes major donors feel like it's a superficial will first of all the tenant that gets partially and integrity question in and how good you are building relationships and if you're asking to use too soon but I also seen donors who are like how can we are not asking me so some of it is his sensitivity to timing issues and ended being a very good listener so that will if you most major donors self select they they self select interest in your organization so as a pastor you're not supposed to know exactly who units as the nose giving what money in the church but you can have an idea but you know what I would say is take any of you with your pastor or not is I said next year your major donor prospects in the started listening Schering share with them what some of your dreams and visions are for your congregation are your ministry and then just shut up and listen to them for a while and talk to them about listen to them and find out how they get fulfillment and and how God speaking to their heart and see where you can meet their needs to give to and to meet your needs to promote the ministry through what you're doing and it could be that you're not doing anything at their interested in and you might have to do say God bless you and I'll support you as you give to this other ministry in your job is to continue a relationship like the conversation never happened and get some nice people will be turned around another times people will just tend to get what they were doing so it our job in this is that is more ministerial than you would expect and that is is that you hear you're talking to people about a very sensitive issue and that is their money there not been on a topic very much more sensitive than my and so people were looking for you to be very genuine in your relationships and it better be the same before as it is after the discussions there's about ten or fifteen major instruments that donors can use for plan gifts right now but I annuities are one of the leading ways the people Gavin and neighboring UNIX explanation of the annuities my goodness that means I'm going to move on to the next slide pretty soon anyways annuities are very simply the donors give a large amount of money to the nonprofit it's put into a trust the donors receive a regular payment from that of money put in the trust so that's what a lot of plan yes nowadays there's a lot of other instruments that are out there that people are using yet to have someone else in ministry to them but you have to have your 501(c)(3) if you expect them to be able to to take advantage as other kinds of nonprofits to whether those the most common nonprofit US is a 501(c)(3) about one eight million of those they estimate so the Mayo Clinic talk about we are for the talk also about where you have find money well those of you are needing money for your ministry I would say start with your board and I think yet the thing about who is on your board and what can a leadership they're bringing to your organization in most nonprofit organizations the first gifts always come from the board they tend to set the pace so if you have a problem with giving in your organization it's probably because you don't have a good board I can say that because I don't know very many good but and most of us staff are boards with very well-intentioned people who want to help there is nothing wrong with that but the person that is most important to have well-intentioned Zen and knows how to do the daily organization and lead the organization happens to be you and you don't need ten more of you on your board what you need people on your board is people who can bring the street things to your organization work wealth and wisdom okay so that I got to be careful how I characterize some of this in this particular audience because it's a sense so as well I'll have been a board chair of an Eminem in the school and work the nominating committees before and I will tell you that if you get the right group of people on your board and they know their role that organization can get almost anything done but if you don't have the right people on the on the board or they don't know what their role was something touching the right people on the board but they don't know what their job is but if you have people on your board you you've qualified because again I work hard to bring some wealth of the organization and there can bring some wisdom so the best board ever worked on when I was chairing the board happened to be one where we were able to work with the nominating committee and make suggestions the nominating committee and execute the suggestions so one point we had a gentleman who owned his own business and he was a CPA and we had another person who is high up in the insurance industry and we had another couple business owners and every one of those people were so busy that they shop or board meetings and they were so busy that I didn't want to spend their time running the school I promise only be done on our board meetings in our we did that for nine years her longest board meeting was three hours we did that once typically our meetings lasted an hour to hour and fifteen minutes the one I had people on there who are incredibly busy they don't want to run your organization they want to see it successful and they know from the get-go is that what they are therefore you have a job description before they join if you don't have a good job description go to Google nonprofit board job description beginning get a hundred thousand hundred thousand level I just recruited the board for a hospital in the end the job description says and we expect you to have and this organization is a priority and you're giving every year and that was sent to them in our conversation I had five points in the in the job description that was one of the bullet points guess how many people turned us down zero people just want to know what the deal was and if they say no maybe they don't believe in your organization and need in one maybe you thought you needed and that you know if you don't have beginning starting at the board level it's cannot ripple throughout your organization guy so if you're thinking about how can I raise more money than my organization think about your board to think about your board members are and the real tough the handler have any easy solutions about words except that you come up with firm so the people will stay on your board forever and continue five-year stint to turn your board into a average board to a great board your relationships are everything and you don't want to just go around kicking people off of your board but on the other hand you've got to have some very high standards and expectations because if you don't you're not getting anything out of that board effective than a run you ragged progress and you and all sorts of different directions well uses these and how to use use the effect of the board giving to create a culture when those gifts are anonymous personal auto think anything is truly anonymous secondly PMP people talk in and in general but I always is a fundraiser and is a nonprofit leader I always leverage the board support in approaching people in other words I would that lesson I'm here today to talk to you about this I want you to know that I gave I wrote the first check for this in my staff barrel giving in we asked our board and support it and we have a hundred percent of our board participating in this project and were here to ask you to give today because we know that you can play a leadership role what were trying to accomplish flats one way I would do it but secondly yes as it sets the standard for the community that you're working with Windows people on the inner community know that the board is getting and you cannot eat you should never I mean that there is such thing as anonymous giving the most people don't mind their name being listed it has never attach a dollar amount and if someone doesn't want their nameless and then you have to respect that and don't list their name but on the other hand it's nice to put out this list of who supported your organizations because it gives them some recognition for their support and it also helps to inspire other people to give so that's what I would say that any other questions about boards for ago and really doesn't fundraising and some fundraising consulting and in the these need to get a hold presentations on building boards some great books out there on how to build a nonprofit board but you really want to be strategic when hate how you build your board in terms of getting different segments of the population of the under board age wise occupational a men women equally different races shouldn't it should be an all-black border war and all whiteboard it should have a should be a very beautiful color borders should have some color on that board and if it does that then you're not really surely tapping into all the different perspectives some might be out there on on your organization and how Juergen Monroe he cannot afford to get everybody on your board to have the same thinking that you want to have on your board is people who disagree in a healthy way about how to get there but you want to have visionary people and I get a little bit of prison criticism for telling you that you should you'll get people on your board who are wealthy and I don't think wealthy people worried better than people who are poor but wealthy people have something going for them that the poor people down and that is as they know how to make wealth and they know how to have good business practices and they know how to be top are they not read financial statements are not trying to say that while the people are all at and the poor people aren't in panel one of a gazelle like undiscriminating but you want to get the best people on your board to give the leadership that you need regardless of who is on your board you better require a hundred percent of your board to get dear organization otherwise it hurts you in your efforts we had a capital campaign at our school one time and the last person was a a mother who is single and she had two kids in the school and she is the last person you hadn't given him I was my job as the board chair to go solicitor she has wanted to kids in school on the single mom and I can afford to give a gift and I simply about it it needed from the start that everybody had to give is a board member except she begrudgingly wrote us a check for twenty five dollars night and I felt guilty doing all that but then a month later she bought a new car that you don't quit quit coming that people from such a weak position in a year your organization stands for something and get something down your board members have to stand for that to our nation be born hi there how willing to support your organization with a check that they're really not supporting your organization and could quit this thing about they show up now a lot of people show up in the end unemployment lines in them for food stamps to it be we all have some money and everybody on the board should be getting the most board members most nonprofit organizations purchase liability insurance for their board member so I would look into that modern authors any attorneys in the rooms but that's only answer I have that right now and I know that when I was a board member force him down this organization and for a few other professional organizations boys headboard insurance so I would look into that so it's a good question islets and I think I've been talking about this already but how do you get your board involve and inspire them encourage a hundred percent giving it you as the director of the organization are not as good a position to encourage a hundred percent board participation as somebody who is not employed by the organization so get a fellow board member who understands this concept to champion a hundred percent organic so your board chair of you can have a board retreat there's a lot of nonprofit professionals in your communities that you can borrow their expertise haven't come in and present your border hire consultants to do a retreat with your board and ask them to give and then give them something to do in your organization I love this quote by Hank Brosseau and in he wrote another great book on fundraising call achieving excellence he wrote people have the fire leadership burning within their soul I commend the organization 's mission will drive any program through to success in the right people live on your board it can happen there to put their money in it in any of either friends to give money to it our annual giving three main purposes of annual giving donor acquisition donor renewal and donor upgrades the start of the relationship but I touched on this earlier but this is the real purpose of your annual giving program acquisition renewal and upgrades what is missing from that that list now in a legally certain things the three main purposes are known or acquisition on a renewal daughter upgrades now it is at the city the money that in our organizations with the annual giving can have an impact because you can raise some money I had Academy principal Polonius I download exhibit policy they raise three hundred thousand dollars year bring your giving that has impact I'm not saying it doesn't but if you look at not large nonprofit organizations that are out there selling American Cancer Society else then you know hundred thousand dollars on a mailing for LA and what were they trying to get out of that the doctor to cover their expenses at all they lose money on those mailings look at planning on doing is getting people acquiring a donor in the next year going to renew them and they're hoping to upgrade them as the years go by and in the room start finding major gifts and planned gifts of those people yet understand how this work this is the community a good annual giving program you're trying to acquire donors are trying to renew him and you're trying to upgrade them every year and it's how you start a relationship so start with the people closest to home first of all here to raise money for your organization you do that through your volunteers that needs your board and your committee members I remember anybody who volunteers for your organization is very likely to get the gifts as well just give them an opportunity asked with a gift of staff you should always have your staff giving if you're not writing the first check is the leader of your organization your failure organization you're going to set an example write a check working for the organization does not count clients patients church members vendors to the community at large so not in the vendors and that is business owners are you going to keep everybody in mine but if you're doing business with somebody it's fair game to go back to ask them forget back to your organization Mori what you think it thank you our annual giving systematic cultivation of manual gas provides dollars for short-term needs it starts the giving accountability process specified goals and identify projects and the organizationwide it's a coordinated effort so again annual giving very important here's the methods through direct-mail phonathon 's personal solicitation thank defines special events newsletters family campaigns grant writing employer matching gift programs what are family campaigns an example of a family campaign might be it if you took a group of people on a mission trip of their respective people involved in the mission trip you can have a future campaign and miniature campaign around that group would be all based on their identification as part of that particular family people who went on the trip another better example might be all those people who acquire classes from Mrs. Smith at the Academy am yet to start thinking creativity creatively about your family groups are because you can start building more support for your organization around this family campaigns so you just have to think about that set some dog you can do some grant writing and some of you can do employer matching gift programs and that's if you're a little bit more progressive than fundraising the phone the phone you can still use a lot of times you can use it for free I still believe and follow signs was still work people are still calling people it's more personal and cost effective than mail solicitation and it's pretty easy to throw away a letter and nowadays people are not answering the phone I know that so I don't answer it if it doesn't come up on my phone and somebody I know but there's a lot of people who answer the phones still in those phone programs work and you do those just to acquire and renew and upgrade donors working with the University of Texas for while I work for them for the local two years and University of Texas they do all their acquisition of donors for the phone but they do most of the renewals through direct mail and through the Internet in the name they solicit four hundred thousand people every year by phone so it it works but here you have to work it am yet to get in there and do it here to find out what works for your organization what works for the University of Texas may not work for your organization the I believe in calling people and I would do it if I were you you can do through volunteers or you can pay somebody to do your phone work if you have a large very very large database you can hire organizations to make calls that can do a very professional job I know most of you be scared to death to try that but you actually would trainer callers and sometimes paid organizations will come in and train your callers and you get some amazing results from that as well all right see your donors in person and this happens to available talk about cultivation and how do you cultivate a downer the best way is to go over and see your daughter go talk to them in person if you can't do it there's a few other ways you can get your phone calls you can get your letters you can invite them to events he can get them involved in tours in your organization but the main thing is this to start to build the relationship you got to figure out ways to get them involved as people get involved in your organization there are more much more likely to be donors and then I want talk you little bit about solicitation and making of the asked first of all a you start out by setting up an appointment with the donor you should take it to the three-page written proposal with you I should be issued via personalized solicitation and it should be personalized to the donors and you should take someone with you is a key advocate for the cause within your organization and you should practice before you go and ask I love this cartoon is as Doctor Jekyll how well do you know this this dried to prepare your taxes so uniting sometimes you have to really I know your donors well before you go over and solicit them because unless there ready to be solicited unless the writing to be asked for that particular cause they're not in a gift how do you determine the ability to give him a donor well there's a lot of different ways that you can do that first of all you can look at their lifestyle you can listen to conversation wasn't what people say you can see if they own a business most most strategic donors skew the most strategic donors happen to be business owners need to listen to their peers I you can find out if there involved as a volunteer I can find about the mother in the local newspaper and then you can see what they're doing in your annual giving program most severe your major gift donors are good to come right out of your annual giving program so how do you decide how much to ask for when you go ask someone for major gift water different ways to determine that but if you have a development committee a subset of your board and you're doing a little campaign for one of the things you can do is you get your development committee to help make suggestions about how much are people in your community can give to the project so you should know that eighty to ninety percent of the goal will come from about ten percent of your donors subject I raise ten thousand dollars from you know I don't know from from a hundred people most ninety percent of those dollars are going to come from about ten people and you have to think that way strategically and so always ask is another fundraising principle that you should now is the always ask for your large gifts first in your small just last to know why that is partly it creates momentum and the inspiration letter words if you ask someone for say raising hundred thousand dollars or you have someone for twenty five hundred dollars that's not can inspire someone to to give twenty five thousand dollars but if you said that someone else gave us twenty five thousand dollars from this project which can help elevate their expectation to get another words are missing well other people are getting large gifts like that and I could give large gifts like that too I should be supporting we all tended to first of all get out a habit we don't always get what were capable of giving we tend to give just because reduced to that that's why I hate fundraising programs that take place from the front of the church worrier badgering people every week in church to make a gift and you have some people in your congregation who are in a difficult the public call for a gift and if they were visited they might make a very large gift that might make a million-dollar gift but if they're asked to make a gift from the pulpit in their normal gifts is ten thousand dollars they might think of there being extraordinarily generous by giving you a twenty thousand dollar gift when they could've written your check for a million dollars that makes sense so united in those of you are raising money for capital purposes are have been project raising money for no start out by asking people who have the capacity to give large gifts asked him to play a leadership role in the help set the pace and go to them in and make them a partner what you're trying to accomplish and ask them that will help provide the leadership to make this campaign a success in and you see a lot of good things that will flow out of that it's not very often when you start asking for small and new bill that usually goes the other direction this medium with this minority interest only and not having this maintenance services and industry if you would like to learn more and I find that he can not a assignment is a word is a free online service please visit www. nonbelievers


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