Top Ten Questions Trainees Ask

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Top Ten Questions Trainees Ask

• 10. Are we going to finish on time?
• 9. When is the coffee break?
• 8. Will there be a vegetarian lunch entree?
• 7. Where are the restrooms?
• 6. Can I get extra copies of the handout?
• 5. Is it OK if I make a few phone calls?
• 4. Is dinner included in the registration?
• 3. Shouldnt my boss be attending?
• 2. How are you qualified to train us?
• 1. Are you going to cover anything
• important in the next hour?
• David Letterman Show

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Success?

• If you want to be successful,
• its pretty simple. There are
• three things to keep in mind.
• Its really that easy.
• Know what you are doing.
• Believe in what you are doing.
• And love what you are doing.
• -Will Rogers

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Fund Raising and Philanthropy in America

• Fund raising is the servant of philanthropy.
• Philanthropy is voluntary action for the public
  good through voluntary association, and voluntary
  giving.
• Gift asking is based on a voluntary exchange.
• Nonprofits are not on easy street.
• Fund raisers are working harder than ever before
  to reach their goals.
• Fund raisers and volunteers need to be asking
  more people more often in more ways for money.

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Fund Raising Philanthropy Continued

• Fund raisers and volunteers not only must work
  harder they must work smarter.
• Public funds pay 26 percent of the bills of
  nonprofits.
• In 1995 Americans gave away 144 billion to
  charitable causes.
• Living individuals continue to drive the growth
  of philanthropy giving 80 percent of the
  donations in 1995.
• Bequests accounted for only 7 percent of
  donations in 1995.

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Funding Raising Philanthropy Continued

• Experts predict that money from bequests will
  triple in the next ten years.
• About 11 cents out of every charitable dollar
  comes from foundations and corporations
  (approximately 5 cents each).
• 44 percent of charitable giving is directed to
  religion and religious causes (offers a great
  premium - eternal life).
• In 1995, 69 of U.S. households reported making
  charitable contributions amounting to 116
  billion, or two percent, of American personal
  income, averaging 1,017 per household.

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Fund Raising Philanthropy Continued

• The propensity to give tends to be related to age
  and income level. The 45-54 age group features
  the highest percentage of givers while those in
  the 55-64 age group give the largest average
  amounts.
• Americans who report they belong to a religious
  congregation give more than those who do not.
• Giving tends to be higher among the better
  educated, people who are married, people with
  children, homeowners, people who live in small
  cities (with less than 1 million people), and
  people whose parents gave regularly when they
  were young.

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Fund Raising Philanthropy Continued

• Volunteers give more money than non-volunteers
  and also give larger fractions of their income.
• In 1995, 43 of US. households had at least one
  volunteer and also gave to charity.
• Households with volunteers made average
  contributions of 1,135 while those with no
  volunteers gave an average of 275.

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Fund Raising and Philanthropy Continued

• Volunteers are more likely than non-volunteers to
  be female, to be married, to be middle aged or
  slightly younger, to have children under the age
  of 18, to be educated beyond high school, to hold
  professional positions, to attend religious
  services regularly, to have above average income
  and access (at work) to payroll deductions
• People are more likely to volunteer when asked by
  a friend or relative.
• People tend to give for the same reasons they
  volunteer.

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Family Trends in Volunteering

• The Family Matters program of the Points of Light
  Foundation sponsored a mini-survey among a
  nationally representative sample of 1,002
  American households. In each interview, the
  Gallup International Institute asked whether the
  household member and at least one other member of
  their family did volunteer work together.
• In more than 36 of American households family
  volunteering is a part of family life.
• This is equally true in young families (adult is
  aged 18-34-), middle years (aged 35-49), and
  older families(aged 50 or older).

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Family Volunteering Continued

• Family Volunteering is most likely to occur in
  middle income households- those where the family
  income is between 20,000 and 49,999. Family
  volunteering is occurring in 45 of these
  families compared to 18 of lower income
  households and 23 of higher income households.
• The most common partnership in families for
  volunteering is between husband and wife - 60.
  75 of volunteers between the ages of 18-34 say
  they do their work with some other adult, not
  their spouse.

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Family Volunteering Continued

• In 22 of households, adults are volunteering
  together with one or more of their own children
  who are younger than age 12-17.
• 35 of adults volunteer with one or more of their
  own children.
• 14 of families that volunteer together, started
  volunteering together, started volunteering when
  the child encouraged the parent to become
  involved (source Volunteering Conducted by
  Gallup International Institute).

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• Notes to Remember
• Wealthy people say they would give more to
  charity if they had more time to study non-profit
  groups, and if they believed that their money
  would be well spent. (Philanthropic Review)
• Wealthy people said they might give more if their
  financial advisors recommended the idea more
  often. 54 said their advisors never discussed
  philanthropy.

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Notes to Remember Continued

• Wealthy people (80 people who had assets of at
  least 50 million each) said the three most
  pressing social ills are
• 63 inadequate educational opportunities
• 42 violent crime, and
• 36 tense race relations
• Dont assume that the beautiful people possess
  the greatest potential as donors.
• Youll have more success at a trade show than a
  ballet.
• Dont be swayed by the trappings of wealth.

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The Happiest Business in the World is Making
Friends. -Austin O Mallery
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Friendshipsbetween your nonprofit and donors are
the foundations upon which your future work is
built

• Most organizations depend on far fewer
  relationships than they realize.
• Choose your future by strengthening, changing or
  adding relationships.
• Discover new opportunities in existing
  relationships (e.g., planned giving).
• Relationship building is a team effort.
• To improve your relationships, listen. If you
  don't listen, you wont succeed.

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Friendships Continued

• Friendships dont come naturally.
• Friendships are good for us they force us to
  learn.
• Friendships define who we are.
• Friendships remind us that we have value, a
  purpose for taking up space and breathing the
  air.
• Friendships open new doors as well as new
  possibilities and new futures.
• The best friendships carry a price tag, not the
  least of which is time-required for growth.
  Secondly, commitment. Third, compromise.

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What Makes A Friendship?

• Being side by side looking straight ahead and
  seeing the same things.
• Friends share deep associations around something
  outside themselves
• Friendship is based on the alignment of goals
• Therefore,
• To build a strong relationship with a key
  prospect, find a way to align your goal with
  their goal.

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Four Ways to Build Friendships

• Awareness
• Help new prospective friends know who you are and
  what you have to offer them.
• Credibility
• Make sure that they can believe you. That you can
  perform as promised. They must see your
  competence line up with reality. That you are
  reliable. Credibility develops over time and
  through performance over time.

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Building Friendships Continued

• Trust
• Credibility is trust that someone will perform.
  Trust is the bonus. It is the difference between
  a good donor and loyal donor.
• Trust goes beyond credibility because it is that
  thing which creates loyalty .
• Trust arrives when you believe that someone has
  your best interest at heart. Requires sacrificing
  your needs for your prospects.

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Building Friendships Continued

• Chemistry
• If trust is a bonus, chemistry is frosting on the
  cake.
• Makes everything more fun and meaningful.
• Chemistry in this sense, is at work when you
  realize you would prefer to lose a persons
  donation than his/her friendship.
• The most important step in building relationships
  is identifying and sticking to your
  organizations core message.

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A Few Notes on Listening

• Listening makes you a friend.
• Listening is
• a direct, tangible form of caring
• a confirmation that you value a donor as a
  person, that you care, accept and respect them.
• Listen to learn, but dont stop there.

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Listening Continued

• Listening demonstrates that you are listening .
  The act of listening in itself is almost more
  important that what you hear.
• Rule of thumb (80-20 rule) - Listen 80 of the
  time. However, without response listening is
  wasted.
• Listening is not the end. Good listening is just
  the means.
• Most important Relationships are measured by the
  quality of your response.

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Key Methods for Raising Funds

• The Annual Fund
• Direct Mail
• The Special Gift
• The Capital Campaign
• The Planned Gift
• Grantsmanship

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The Ask Package

• Case Statement
• Summary of Important Points
• Gift Table
• Letter of Intended Support

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Keys in the Ask Package(For the Volunteer)

• Get right to the point.
• Tell prospect why youre excited to support the
  campaign.
• Present gift chart.
• Suggest a level rather than an amount.
• Keep the conversation brief - unless prospect
  questions.
• If the answer is yes, say thank you and ask her
  to sign the letter of intended support.
• If no, ask would you like to make a gift at
  the leadership level? If the answer is yes,
  but Im overextended right now. Shes come
  through on her commitments. You just need to work
  out a more flexible time frame

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Asking for a Large Gift

• Take a low-key approach.
• Allow enough time.
• Send a positive message.
• Ask questions that encourage people to open up.
• Include other persons who might influence the
  decision.
• Dont rely solely on fund raising staff.
• Make sure the person asking for the money is
  comfortable.
• Discuss restrictions.
• Allow flexible pledges.
• Keep donors motivated.
• Be careful not to get too close.
• Keep track of rejections.

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6 Requirements in a Drive

• The goals of your organization must be compelling
  to ensure intense donor commitment.
• Your organization's growth patterns must be
  easily perceived.
• Your organization or its key leaders must be
  strongly visible to the people who support you
  seek.
• Your chief executive and/or volunteer leadership
  must be highly competent and totally committed,
  and be proven fund raisers.
• Your campaign needs must be specific, attractive,
  people oriented and have a sense of urgency.
• The result of your campaign must be measurable.

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Major Steps in the Research Process

• Prospect Identification
• Prospect Screening
• Prospect Research- To know the whole person
  Portrait
• Basic
• Biographical
• Complete
• Accurate, current, basic information

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Major Steps

• financial worth
• ways wealth are used
• strategy for ways to lead relationships
• giving capacity
• what the prospect cares about
• matching projects and interests
• persons who may influence the prospect
• to give

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More Steps

• Rating
• Data development
• Prospect management and tracking
• Status - cultivation priority
• Strategy
• Solicitation - time planned for ask
• Stroking - appreciation cultivation

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Eight Steps to Powerful Fund Raising

• Analyze Your Current Situation
• Self Evaluate
• Government
• Management
• Mission/Vision
• Strengths/Weaknesses
• Volunteers
• Beneficiaries
• Limit your Weaknesses - Build upon your Strengths

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Eight Steps to Fund Raising Continued

• Broker Your Ideas and Build Support
• Include Staff and Volunteers
• Refine the Integrated Development Plan
• Build Strong Leadership
• Implement the Plan
• Evaluate Your Work
• Create Opportunities to Celebrate
• Accomplishments
• People

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10 Most Common Fund Raising Mistakes

• No written fund raising plan.
• Board members in name only.
• Board members who dont give.
• Inadequate records.
• Failure to do your homework.
• Not giving top priority to individual donors.
• Reluctant to ask for gifts.
• Forgetting to thank donors.
• Failure to inform educate and motivate donors.
• Failure to seek fund raising assistance.

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Ten Rules for Writing Fund Raising Copyor
Guideposts for Writing a Sincere Motivational
Appeal

• Write to just one person
• Focus on motivations
• Describe the nature of your work
• Define the need
• Tell how the need is being met

• Get the reader personally involved
• Show that you have widespread support
• Show what a big gift can accomplish
• Promise a reward
• Ask for the contribution

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The Seven Faces of Philanthropy The Seven Faces
of Philanthropy by Russ Alan Prince, Karen Maru
FileA Must Read

• Communitarians - Doing good makes sense.
  
• Devout - Doing good is Gods will.
• Investor - Doing good is good business.
• Socialite - Doing good is fun.
• Altruist - Doing good feels right.
• Repayer - Doing good in return.
• Dynast - Doing good is a family tradition.

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Keys Behind People Throwing Themselves into
Making Your Cause a Success

• Confidence
• Measurable objectives
• Unity by group action
• Deadlines
• Rewards and recognition
• Pleasurable experience

• Offer a sense of community and family
• Leave room for dreams and mystery
• Keep things short
• Be dignified

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Keys Continued

• Offer categories, easy formulas
• Ten Commandments
• Dont suggest indebtedness
• Offer a winner
• Offer identifications
• people like to see their names
• Keep (build) confidence and stir pride

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Any Program Seeking Popular Support Should Have

• Top leadership
• Lofty purpose
• A challenging goal with intermittent deadlines
• Maximum involvement
• Respect and allowance for the factor of time
• Emphasis on continuity rather than change
• An atmosphere of optimism and universality.
• Proper rewards
• Every possible play for confidence and pride
• People, we need them more than money, so study
  them and treat them well. Make them friends and
  their loyalty will have its own awards.

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• Catch the Eye
• Warm the
• Heart
• Stir the Mind
• Every cause must ultimately
• do these things.

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• Your Cause
• Must Be
• Relevant
• Important
• Urgent

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Giving

• Giving begets giving.
• Giving is primarily responsive.
• Giving is prompted emotionally and then
  rationalized.
• Giving tends to favor round numbers.
• Givers tend to follow old habit patterns.
• Giving prospers commensurate to its challenge.
• Giving needs an atmosphere of optimism.

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Involvement

• Its the big stuff and the little stuff, but
  most of all its the aggregate of all
  applications such as
• Seeking advice
• Promoting meaningful visitations
• Asking people to join something
• Quoting them
• Asking them to make a speech
• Seeking their testimony
• Using their names
• Taking their pictures
• Raising attention

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Why Do Corporations Give?

• Good corporate citizenship
• Enlightened self-interest
• Individual leadership initiative
• Location
• Quid pro quo interest

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Remember the Two Most Important Words

• Thank you
• The key to lasting friendships.

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www.GrantsAlert.com

• Joe Mizereck
• jmizereck_at_grantsalert.com
• 850.385.0488