333: Who Needs Campaign Counsel – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guest this week:

Peter Panepento, consultant & author of the report, “The Do-It-Yourself Fundraising Handbook.”

There’s more at tonymartignetti.com

305: Who Needs Campaign Counsel? – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guest this week:

Peter Panepento, consultant & author of the report, “The Do-It-Yourself Fundraising Handbook.”

There’s more at tonymartignetti.com

140: Small Nonprofits: Raise More Money – Tony Martignetti Nonprofit Radio

Tony’s guest this week:

Amy Eisenstein, author of “Raising More With Less” and principal of Tri Point Fundraising.

Read and watch more on Tony’s blog: http://tonymartignetti.com

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Dahna hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host it’s friday, may third have you been to itunes, teo rate and review the show? If you haven’t, i’d be very grateful if you did love to reflect the fact that there’s over nine thousand listeners in among the ratings and reviews you just go to itunes, you can go to non-profit radio dot net that’ll get you to itunes and click readings and reviews. I’d be very grateful for your one two five star rating and a quick review. I hope you were with me last week. I’d suffer peptic ulcer if it became known to me that you missed a conversation with eugene fram, professor emeritus at rochester institute of technology, dr frame is author of policy versus paper clips introducing non-profits to a corporate model of board governance to cut out the minutia from agendas so that your board can focus where it should on policy and planning, he explained what the model is and how to implement it, and we talked about specific week board practices like ignoring term limits and bad meeting attendance. This week, small non-profits raise more money consultant and author amy eisenstein returns she’s, the principal of tripoint fund-raising and her new book is raised more with less, raising more with less sorry, amy, raising more with less that’s her book, we’ll talk about her strategies that get small non-profits to diversify and increase fund-raising revenue about halfway through on tony’s, take two fund-raising fundamentals for the chronicle of philanthropy remember that it’s, my other podcast on i’ll refresh your recollection, my pleasure to welcome a xero amy eisenstein easy you’re not easy, you’re amy. Tony, how are you? Happy to be here. Thank you very much. Let me give you the proper introduction. Now that we’ve got your name straight. Amy, author of fifty, asks in fifty weeks and her new book is raising more with less. Both are part of the trench in the trenches siri’s from charity channel press she’s been director of development for shelter, our sisters, a battered women’s shelter and the douglas college at rutgers university. So she’s been in the fund-raising seat now, she’s. A consultant she’s with us from westfield, new jersey. Amy eisenstein. Welcome back. Thanks, tony. All right. Um let’s. Start with the fund-raising cycle that small and midsize shops may not be familiar with what the parts of that? Yeah, there is a basic fund-raising cycle that you want to take your donor’s through, whether their grant thunders, foundation thunders or corporations or individuals, the sun, the basic fund-raising cycle starts with identification. The question is, who are you going to fund raise from the second that stage and the cycle is cultivation and that’s about relationship building so that’s about getting to know your potential donors your perspective, donors on dh educating them about your organization, but also really learning about what makes them philanthropic. What touches their heart good, good step is solicitation that’s what i call the moment of truth that’s when you actually ask for the donation on daz, i said, whether you’re asking an individual face-to-face whether you’re sending an appeal letter, whether you’re sending a grant application, that’s, the ask and then the fourth stage is a stewardship and that’s the thank you and follow-up and unfortunately, lots of organizations neglect this process or don’t do it well because they’re so happy and relieved that they’ve gotten the gift that they don’t say. Thank you or follow-up later and let the donor know how their money was used. And unfortunately, this is, you know, one of the biggest reasons for donor attrition a donor’s not returning to make a second gift so really does do significant harm to a fund-raising program. If you skip that fourth and final step, we’ll talk about these in a little more detail. How do you know which step you’re at with each prospect or each donor? Uh, well, it’s, something that a development director or an executive director has to juggle and manage that’s one of the things that they’re responsible for doing so maintaining your list and figuring out where you are with each donors, the process is an important part of raising more money, right? But all right, so suppose someone has made a gift now that they’re they’re donorsearch were stuart ing them? Yeah, but we’re going to be hoping that they’re going to make another gift. You know, thinking of the annual fund, which we’ll get to. How do you know when to start the cultivation again? Right? Well, once you have a donor who’s, you know, once they’ve made their first gift and hopefully their second gift, then the lines between stewardship and cultivation do start to blur, so you’re thanking them. You’re keeping them updated about how their gift it was used and that’s also part of the cultivation, the relationship building process so those lines, they’re definitely blurred once the prospective donor is an actual donorsearch as opposed to a non donor-centric telefund you’re goingto ask, at least annually, depending on the type of ass you’re making, you may ask more than annually. For example, if you’re sending appeal letters, you might send an appeal in the spring and in the bottle and also ask for an event or a raffle to get sale so you can ask several times a year of the same donor that you’ve done proper stewardship. Thank you and follow-up in between each act. But if it’s more something like a major gift, you’re only gonna ask once a year. If it’s for your annual fun, we’re probably not going to touch capital campaigns today, so annual fund you want to ask at least annually, right? Okay. Let’s, let’s, get some help with identifying this is ah small non-profit let’s say, i’m the ceo and on i do prefer the title ceo over executive director on and, you know, we’re just two years old, and we’re i don’t know. What should we be engaged in? What kind of work should we be doing? Yeah, all right. Let’s ah, let’s. Well, you’ve worked with sheltering victims of domestic violence so let’s say that we are ah, domestic violence shelter. We’re only two years old. We’ve only been fund-raising through events in the past two years. We don’t have a list of people to start an annual fund with what do i do? Yeah, so one of the activities that i do with organizations when they don’t have a list toe look back on first of all, i’ll say that that example that you just give gave they should act absolutely be starting to build their list. So you said, you know, they’ve had some events right over to you. They’re capturing everybody, who’s, attending what they’ve given at those events and their contact information at a minimum. Okay, do start have some donors okay, don’t list so that they can look back on them in the future in the near future for doing this type of identification. But let’s, say that there’s no list right now. So i bring staff and board members at board retreat through an exercise. It looks like a spider grid and i start with a circle in the middle and i put the organisation in the middle and i say, okay, who does the organization know? And we do spokes out like a wheel better than a spider. Think of a wheel with both the organizations in the middle. Okay, so the the organization notes board members, they know volunteers, they know clients, they know service providers. They know all these types of people. So that’s your first list, you know, who are the contracts of the organization? Know, looks so boardmember volunteers, clients, those type of things dunaj did the exercise with you as an individual staff member or boardmember in the middle? Who do you know personally? Friends, family, neighbors, colleagues, people. You went to college with parents of your kid’s friends, people at church, etcetera, etcetera. So i asked boardmember sze to make this type of wheel and lift all the group of people they know and then pick one or two people from each group so to friends to family members, to colleagues, to neighbors that they’re willing to start building a relationship with you for the organ on behalf of the organization on these people may or may not become donors, but their perspective donors amy amy let’s say that i on we just have about a minute and a half before a break let’s say that i’m a fairly savvy ceo, so i did capture all the people from that have attended the events through the two years, but we would do this spoke exercise spoken well, exercise anyway, right? These vendors and friends of non-profit friends of board members and it’s, several community leaders. Okay, we’re still going to do this. Yeah, absolutely. And add them to your list. Okay, s o just in about a minute, we have left or so before we go away for a couple minutes, what? How are we going to identify the cultivation strategy for these people? Yeah, well, it’s going, we’re going toe pick probably depending on who you’re looking at. But if we’re looking for potential individual face-to-face type of donors, so are bigger donors for the organization, whether that means five hundred dollars or thousand. Dollars or ten thousand dollars and up um, i encouraged small organizations that are just getting started with this toe pick their top twenty list so people that they think all good donors need to things. They need capacity, which is the ability to give so they need some money on. They need inclination so they need an interest in the organization or the cause. Um, and so looking at these lists that you’ve come up with whether it’s event attendees or people that your board members know where members now and saying, who has who has the best potential in both those categories, who do we think has has money based on what we know about them, what their jobs are and where they live, etcetera and who’s shown an interest in the organization or the cause? Okay, amy, we got we got to go away for a couple of minutes. We’ll come back and we’ll continue talking about the fund-raising cycle. Stay with all right, stay with us. Talking alternative radio twenty four hours a day. Are you confused about which died it’s, right for you? Are you tired of being tired? How about improving your energy strength and appearance? Hi, i’m ricky keck, holistic nutrition and wellness consultant. If you have answered yes to any of my questions, contact me now at n y integrated health dot com, or it’s, six for six to eight, five, eight five eight eight initiate change and transform your life. Are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership, customer service sales, or maybe better writing, are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stopped by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications. That’s the answer. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com dahna welcome back to big non-profit ideas for the other ninety five percent. I wish i could send live listener love, but we’re not live this week. Sorry, but, you know, you know that the love is out there for all the live listeners throughout the country and and the world lots of listeners in asia, i’m sure of that they’re always there always are in china, japan, taiwan, korea welcome amy let’s. See, now we’ve we’ve thought about who these people are, and we know that they have we know are top our top people in each category have capacity and and willingness, what’s our next step, the next step is building relationships with them off cultivation. So i always joke around with people that non-profits try and build relationships with people without ever meeting them. So they send the mail, they send them e mails, but that’s not really relationship building. So you have to pick up the phone on schedule a meeting with them as nerve racking as that may be for the first time on on game me the person to do that, we’ll vary based on who our prospect is, right? Yes, absolutely can be development. Staff members that can be the executive director or board members if they know the perspective donorsearch or even if they don’t quite frankly, everybody is part of the development team, the fund-raising team and depending on who has the relationship and if there’s no relationship there than it’s either development staff boardmember or executive director. Okay, okay, on dh building, that relationship is going to be inviting them to events or maybe a one on one meeting or it’s going to vary. It’s going very right, right? One on one meetings is always going to be the most effective in terms of really getting to know the person on answering their questions and learning about their philanthropic needs and tendencies. So you always want to take somebody out to coffee or meet them at their home or office wherever their most comfortable. It doesn’t have to be for lunch, which is something. Ah, a lot of novice fundraisers make the mistake of they think it must be for lunch, but it can be a twenty minute meeting and somebody’s office or at their home. And, of course, you always want to invite people on tours of your organization and two events there’s all different types of cultivation, but definitely a one on one should be in there during the course of the year. Ok? And then as the relationship develops, um, well, and also based on your scheduling of your annual fund appeal, you’re going to know when the right time is teo to solicit the person. Yeah, it’s actually, based on the relationship with the donor and how that’s going so it doesn’t donordigital really care about your annual fund cycle. So so you should really take your cues from your donor on dh. Ask honestly, i tell organizations task as soon as possible because usually people who are an x variants and nervous wait too long. So i asked as soon as possible and then on and then go from there, all right? And then when the gift is made, we you know, we talked some about you mentioned the importance of stewardship. Yeah, so a thank you letter and the tax letter needs to go out right away. Best practice, or is within forty eight hours. But i like to tell small organizations if they can get it out within a week. That’s perfectly acceptable and then, of course, it’s about really telling donors what impact there gets made and why there made the difference. Now believe thank you. Letter. Now, believe it or not, you you’re treading within jargon jail. Very close. At least with the tax letter. Thank you. Letter in the tax letter let’s. Explain what? That i think we know. What the thank you letter is. The tax letter has to be separate on dh. What do you mean by the tax letter? Yeah. So in my experience, most organizations combined them, which i personally think is ok. It just needs to be appropriate tax language. About what? That it’s a five a one c three. And that it’s a tax deductible gift on dh. Then you can thank the donor within the context of that letter as well. So it doesn’t have to be two separate letters. Okay, andi, as you’re saying that it’s tax deductible, you wantto say that, you know, it’s tax deductible. Something like to the maximum extent allowable by law, you know, check with your advisors, right? Absolutely. Absolutely. Keep me. Keep me honest. Okay. Well, yeah. I mean, i don’t wanna get people in trouble, but i’m you know, you’re thinking that way, ok, thank you. All right, let’s, let’s talk about the different players that we’ve already you’ve already alluded to them, but what’s the ceo’s i’m the ceo what’s my responsibility around this new new individual fund-raising initiative. You know, i have to say it’s going to be different at every organization because it’s going to depend if the organization has any fun paid fund-raising staff members and how engaged and involved the board members are but that’s practice, and in theory, the executive director has a very significant role in fund-raising because, honestly, the donors want to meet with the ceo, the person who has the vision and the ability to implement that vision. And so the ceo is going to meet with most of the major donors, even if there’s development staff around just because you’re able tto hyre your first development director doesn’t mean that the executive director ceo can cy ah big sigh of relief and then say, i don’t have to do fund-raising anymore that’s just not the case. So the development director i like to think of as more behind the scenes and coordinating the visits, providing the information on the donors to the ceo before they go out and do the meetings. The development director certainly will meet with lower level, lower tier donors. Andi help with training and coordination of board members. Okay on dh there was something in the chronicle of philanthropy back in january january twenty ninth, there was an opinion piece called development directors are not a miracle worker, i don’t know. Did you see that? Do you remember it? I don’t remember saying ok, well, it goes to your point of the ceo sitting back and saying, oh, we have we have a director of development now so my responsibility is done. The money is just going to start coming in because we have our miracle worker. Yes boardmember sze, make that mistake a lot too let’s talk about the board what’s what’s their responsibility. So board members are responsible for helping with fund-raising. And the first thing that board members need to do is make their own personal contribution. And we call this one hundred percent participation. So we want every organization tohave every boardmember making a personal gift to the organization. And the reason that this is so important is that other thunders grantmaker sze primarily but also individuals want to know that the board of the organization is supportive of the organization and investing in the organization, because why should any other donor invest in the organization if don’t if their own boardmember sze won’t invest? So that’s the first thing duitz we also need boardmember to help with fund-raising because they’re the most effective fundraisers in terms of peer-to-peer solicitation, they can ask other individual donors without having any perceived or really all terrier motive like they’re not getting a salary from the organization. Their motive is completely voluntary and pure and so very persuasive when you say as a volunteer as a boardmember i made my contribution, and now i’m asking you to support the organization as well. So the most effective fund-raising campaigns i’ve ever worked with are where volunteers and board members are deeply engaged. What do we do with the boardmember who says? And maybe you have an example if you have a real life one. Well, welcome it, but the boardmember who says, you know, i either i can’t give or i won’t give i’m giving my time, i don’t need to give money also, i haven’t in the past two years, let’s put this person on my board, they haven’t given they’ve come to the event, they’ve come to some of the events that we’ve had over the years, but they’ve never made an outright gift. What are we going to say there? Yeah, you know, i so two examples one is i was working for a literacy volunteers organization here in new jersey a couple years ago, and we had a situation where a boardmember wouldn’t give and the executive director had applied to a foundation for a grant that required one hundred percent participation and the rejection letter said, the only reason we’re not giving you this grant it’s because you don’t have one hundred percent participation. Murcott and we showed that letter to that boardmember on dh, he made a twenty five dollar gift, and then he resigned off the board and quite frankly, most of the time when boardmember sze aren’t e-giving anything, they’re usually not productive in terms of volunteering or helping, and they’re not that valuable in other respects either where you get into sort of ah, piccoli situation is when you have a very active very committed, hardworking, dedicated boardmember who won’t give on dh, then you don’t want to lose that person, so then you have to sit down and have an honest conversation about how it’s hurting your mother. Fund-raising but i was actually on an airplane going to the, uh, speak at the conference just last week, and i was sitting next to a guy, and once i told them what i did, he said he’s on a board, and he doesn’t want to be told that he has to give um so it was very interesting hearing it and sitting on a plane for six hours next to someone who was very adamant again. E-giving he says it gives him time, and at the end, we agreed that he didn’t want to be told how much to give, but he was okay giving a donation and and i agree with that. Frankly, it should be up to the individual boardmember to give, in my opinion a significant gift for their personal budget, as opposed to a specific amount when you said you have a conversation with the boardmember did you say honest or ominous? Honest? Ok, well, it could be ominous. Also also, sure, but boardmember needs help with fund-raising because they can leverage gift that the staff can never get their hands around andi organizations that have boardmember that participate raised significantly more than organizations that have boardmember that don’t let’s move to recruiting the right board. Now, we my guest last week, eugene fran, we talked a lot about boards and the corporate model, but i want some of your advice on just a couple of points around onboarding croup, mint the you recommend great meetings. What? What makes a great meeting for boards. Yeah, well, let me start by saying what makes a terrible mistake. And i think that’s when the staff just reports out and reads reports, or even if boardmember zehr handed reports by staff and they read them, um and that makes for a boring board meeting and that i mean, you just cut out there after you said, and that makes waiting. Ok, about that. And so what makes for sorry? What makes for a great meeting is going to be when boardmember zehr engaged in discussion and so making sure that on the agenda there’s, meaningful discussion point toe have so that you are tapping into their skills and expertise, that’s the reason that you have them on the board so that they can discuss the hard issues that the organization might be facing? Ah, a second way to have a great boardmember thing is what we do is integrate what we call a mission moment, so bring a testimonial or a client or a letter from a client talking about the importance of the organization and what difference it made in that client’s life so that the board members who may be removed from the mission slightly can get back in touch with it. Maybe one of the women from my from our shelter is willing to come and talk, really, and it just has to be brief, right? Like five or seven minutes or something at a board in five, six minutes that’s it on dh. That really does amplify. What? What eugene fram recommended last week. You like to see annual retreats also, i dono i think that the most effective board’s always have annual retreat. It’s important to have a meeting once a year that has a totally different agenda from your regular board meeting agenda and that’s really? What i mean by a retreat and usually it’s, you know, slightly extended meeting, so it might be a half day it might even be a full day and there’s usually two things on the agenda to items on the agenda of a retreat, big items one is planning strategic planning and the other needs to be fund-raising and development on dh so many organizations don’t have retreats at all, and of the ones that do many just focus on planning and neglect the fund-raising and i strongly encourage organizations tio have these annual retreat and include both pieces. So as you’re doing your bored, look, rooting, you can assure perspective boardmember is that you have great active meetings that you’re going to tap into their expertise, they’re not going to be looking envelopes on dh that there’s an annual retreat to look forward to and that all of these things together, we’re goingto mean a meaningful boardmember experience for them, exactly. Let’s, let’s just remind listeners that i’m talking to amy eisenstein and she’s, the principal of tripoint fund-raising which your pine find it tripoint fund-raising dot com, we’re talking about her latest book, raising mohr with less amy. What are the what of the three points in tripoint? Are there three points? You know, there were ages ago. I started his business, and now it is morphed. And i’m embarrassed to say that there is not trust three points anymore. Well, what were the big three originally? I think of them after the break. Oh, my gosh. Okay. Okay. I don’t even know anymore. That’s. Horrible. I will. I will try and get back to you. All right, all right. Well, it’s multi point fund-raising. Yeah, exactly. Right. Weii, just have about a minute and a half before we go away again. Let’s. Introduce the idea of the annual fund. How do i know that? It’s it’s. The right time for me to start an annual fund or should i have started one two years ago when i started the organization? Yeah, i do encourage all organizations have an annual fund. What annual son really means is that it’s money used to pay your annual operations. So whether it’s, programmatic money or administrative money, a combination of them both. So anything that you’re raising for an annual basis is comprising your annual fund. And that can include events. Because that is going to fund your annual operations so that’s, the ball that an annual son really means. I guess many people think of it as a mail campaign. I include everything that you’re raising annually for annual operations. All right, we’re going to talk a lot more about the annual fund when we return. And, ah, right after we return, it’ll be tony’s take to stay with us. You don’t think that shooting the good ending, you’re listening to the talking alternative network, get in. Thing. Good. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Hi, i’m lost him a role, and i’m sloan wainwright, where the host of the new thursday morning show the music power hour. Eleven a m. We’re gonna have fun. Shine the light on all aspects of music and its limitless healing possibilities. We’re gonna invite artists to share their songs and play live will be listening and talking about great music from yesterday to today, so you’re invited to share in our musical conversation. Your ears will be delighted with the sound of music and their voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. You’re listening to the talking alternative network. Geever if you have big ideas and an average budget tune, tony martignetti non-profit radio we dio i’m jonah helper, nari team in co founders of next-gen charity. Welcome back time for tony’s take two fund-raising fundamentals that is my monthly podcast for the chronicle of philanthropy, it’s different than this one and that’s first only once a month, and it’s also much shorter. Each episode sewed is only about ten minutes and that a podcast is devoted to fund-raising topics my guests have talked about online giving and grant seeking ira e-giving events using volunteers smartly. Your end e-giving amy eisenstein has been a guest on that show. You will find fund-raising fundamentals on the chronicle of philanthropy website, also on itunes, where you can subscribe and there’s information about it on my block. There’s a link my blog’s is that tony martignetti dot com and that is tony’s take two for friday, the third of may eighteenth show of the year. Easy, easy. You’re still there time here. Okay, i know you were, um all right. We are broaching the topic of the annual fund. I’ve a fairly savvy board ceo, but we did not start the annual fund two years ago, but i feel like we’re ready now. I feel like we need a steady a source of fund-raising and i just want to diversify. Away from strictly events, so i’m on the right track in that respect, right? Yeah. I mean, i do want to diversify. Yeah, we talked about building the list already, but that list needs to be sort of personalized, right? Yes. Most effective annual campaign is when you’re going to be sending mail or email or communications with an individual as personalized as possible. Okay, mail or email. And how do we how do we start personalizing? So, depending on what resource is you have in terms of list on dh revenue and money to start mail campaigns can be more expensive at the beginning than they generate. And so it is an investment at time. Encourage organizations, tio have a multi pronged approach of both male and email solicitations. Um, and also, you strongly want to consider monthly or recurring giving programs. So investing in the technology to have, uh, bank withdrawals and automatic credit card charging so that you know, instead of having one hundred dollars, a year donor-centric e for fifteen dollars a month or twenty dollars a month and that significantly increases what individuals are able to give or willing to give to your organization. Okay. So let’s, there’s a lot in there. That zone pack some of this let’s start with the direct mail way. Certainly, we wantto personalize by using their name in the letter. And and not dear friend of the organization, something like that. What more can i do around direct mail? Tto make it personal? Uh, well, first of all, on the outside envelope, you wantto look att make it look as less less bulky as possible. Bulk mail. So, using a live stamp, a supposed teo bulk mail stamp. Okay, well, let’s, start with that. I’m gonna now there are i mean, i for planned e-giving mailings that i do for clients. I always prefer live stamps. Absolutely. But sometimes people will say, well, you know, there’s research from direct mail gurus that the life stamp doesn’t pull as much or doesn’t necessarily pull to the to make it worthwhile over a bulk stamp. Ah, bulk mailing or ah, something that’s. Ah, maybe not. Bulk mail. But it’s it’s ah, a male looks at a male indicia what’s. That stamp called. I’m blanking on the world, but a meter metered male sam thank sam. Thank me. Thank you. Yeah. What? Do you? What do so what do you say when you get those objections? Well, i have to say, i’d like to see those studies because i would bet they don’t exist. My guess is that stan envelopes that don’t look like bulk mail that looked like their personal mail, which is a live stamp. Uh, get opened it significantly higher rates and if you’re direct mail piece, no matter how good inside the envelope is going in the trash before it’s opened, it doesn’t matter what’s inside that’s for sure. And so i actually also encouraged my client’s hand right envelopes teo as many as they can maybe fifty or a hundred of their top donors or perspective donors so that they really increase their chances of getting that mail open because it looks like personal mail. Oh, hand, write thie outside the address on your side. Ok, ok, do you? Ah, do you use first class pre sort to save money sometimes? Yes, so definitely you can work with your post office. I don’t know all the ins and outs of reducing the prices, but there are all sorts of ways to reduce the postage by working with pre sort and your post office, but still having that live stamp, basically, yeah, the details are pretty arcane, but basically you’re doing some of the sorting that’s what called pre sort so you’re saving labour for the post office, so they give you a reduced rate on each piece, but it still is alive stamp, and if you’re working with a male house, they’ll do that, and your database will sort by zip code and whatnot, so hopefully you’re not actually hands sorting it. It should be automated at this point, whether you’re doing it in house or whether a male house is doing it for you. All right now, if we’ve got, i don’t know a couple thousand pieces, maybe in our list or eventually, if we get there, maybe not in our inaugural list, but forget there, then it may be worth paying a printer or male house. Yeah, i mean, i encourage organizations usually i think they wait too long, and they’re spending hours and hours with dozens of volunteers on dh taking over their whole conference room for weeks at a time to get a big mailing out when it’s cost effective to use a male house so i would definitely look into that because some of what you spends paying the male house you save in postage and what they’re able to dio in terms of pre sort another thing. All right, do you have advice around how to find the right male house to work with you? You know, i would call other local non-profits and see who that they use and then get two or three quotes that’s what i would do all right, how about inside the inside the envelope? How can we personalize their aside from just saying, using the person’s name and addressing them as their name in the in the greeting write a couple things to do is if you have the technology to sort by interest or certainly donorsearch non donor-centric donors differently than people who have never given before. So that’s one way of personalizing by saying, you know, we acknowledge that you’ve given before, and we thank you for it, and we’re asking you again versus people who have never gotten given which you would address slightly differently. So the bulk of the letter can be similar, but you’d change a few lines and that’s to personalize it, other bigger organizations even sort personalize it by programs. So if we know that this donor is interested in our children’s program and that donor is interested in our senior citizens program, you know, we’d send them slightly different letters. But that’s, you know, once you get down the road, you’re more sophisticated, okay? And that all falls under segmentation, right? Okay. Would you recommend addressing the person as formally mister or missus, or using or using first name in the letter? You know, i i’m on the fence with that one. I think it depends on the organization and the donor base. And so, depending on what you know about your donors, i would start formally on dh. Then as you get to know them, maybe get less formal. Okay. Now, when i was in the air force there’s something that i think could apply to fund-raising, too. And i’ve seen clients do it when there was a formal greeting. You know, dear colonel, whatever. If the person from who was going to be signing the letter i knew the person, they would cross it off there. Just put a line through dear colonel smith and they would write the person’s name in, you know, fred, right a za personal touch as far as i know that that’s still the appropriate protocol. And that brings up a great point in terms of personalization. You wantto put personal notes on as many of these letters as you can, and especially by people who know the person that it’s going to the recipient. So ifyou’re boardmember can put personal notes on letters to people that they’re sending these letters teo than the rate of return increases significantly. Alright. And i love all this detail. Thank you for getting into detail with me. How about who’s going to sign the letter? Should should everybody sign the should the same person signed all the letters or since we’ve segmented shouldn’t vary, or if there’s relationship should that vary the signature? Yeah, i mean, yes, based on relationships, if somebody knows the person that’s the signer often the board chair will be the signer of ah campaign. Like this ilsen annual appeal campaign. But also maybe the executive director and the keyboard chairs signature it’ll be a dual signature at the bottom. Ok, dual signature. Ok. Interesting. Um anything else that? You want to suggest about direct mail before we move teo using email? Yeah, i think the best piece of advice i ever got actually came from thomas hearns on direct male paces. And that is to go through your letter and circle all the time you read, write i or we and replace them with you and make the little letter donor so you don’t want to don’t the letter to be about the organization as much as possible. You want it to be about the donor? What the donor’s done to support the cause in the organization and how much the donors of importance does that make sense? Yeah. You want to emphasize also what the donor’s gift is going to do for the organisation? Absolutely. Okay. Okay. So that’s. Interesting. Right? So change them all to teo. You a donor? Focusedbuyer er, do you have advice around? Does this matter whether it’s one page or more than one page? Some people get hung up on one on the lens. Do you have a concern about that video? All the research i’ve ever seen shows that a longer letters better. And that means four pages now there can be a lot of white space in your letter and pictures and pulled out quotes and all sorts of interesting things. So it’s not four straight pages of text, but that would be good if you could argue for a shorter letter. You know they don’t have the research to back this up. And so organisations listen to these loud board members who say i only want a one page letter but all the studies show that for paid daughters do better. Okay, so if i say to you, i wanted what you said to me earlier. You want to see the studies? You have the study’s? Yeah, you do. Okay. Okay. Interesting. All right. Ah, couple minutes about two minutes before we go away briefly let’s switch online email. If we can personalize email also. Can’t we? Absolutely as much as possible. So the same sort of segmentation can happen. You can send one set of emails to your donor’s versus your non donors toe. Add those quote unquote personal notes email. They can you can have them coming from board members who know the recipients. So you might take you know these twenty e mails and asked this boardmember to send them to their left. Okay, so, it’s okay, it’s okay? If it comes from someone’s personal email, then that’s better aren’t you more likely to open an e mail from a friend? And you are from an organization? Yes, i am, but okay, okay, but it’s so and then replies, going back to the person also, you know, that’s a tricky one, because technology and programs that have it go back to the organization, but if you’re small, start up, you’re not going to invest in that, and you’re just gonna have to rely on your individual volunteers to get that information back to you, but hopefully they’ll be following a donation now linked to your website on, and they shouldn’t be replying to your boardmember anyways, okay on, i want to put in ah little caveat that donate now button on your web site triggers the charity registration laws i’m always always aware of this, so you need to make sure that you’re in compliance with the state laws and all the states across the country. When you donate now, button goes live doesn’t matter if anybody ever clicks it from wyoming or in nebraska, you need to make sure you’re in compliance in those states and all the states because you’re deemed to be soliciting when that donate now button goes live that’s, the solicitation that’s. What triggers those registration requirements and i’ll say, if i have time for one last thing about direct mail, email and direct mail is that it’s not a solicitation if it doesn’t have a reply macken mechanism. So that means it has tohave a donate now button, and it has to have a reply envelope in your direct mail. Otherwise you won’t get any response. Okay, you do. You do want to see a reply envelope in the direct mail, absolutely it’s worth spending that money. Yes, and you need to be able to accept credit cards online and have that donate now button. Okay, we take a break, and when we come back, amy and i are going to start talking about the individual solicitations, maur, face-to-face and helping you overcome your fears for those. So stay with us. You’re listening to the talking alternative network. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot. Com let’s monte m o nt y at monty taylor dot com. Talking alternative radio twenty four hours a day. Durney welcome back to big non-profit ideas for the other ninety five percent again live listener love let’s see the states that usually are listening live california, texas, north carolina, virginia those are the most common going abroad almost always have listeners from japan, konnichiwa, china and taiwan knee how and very often from korea on yo haserot you know, i’m thinking about you, even though we’re not live today, okay? Amy eisenstein, i’ve never as the ceo, i’ve never faced somebody done somebody asked somebody face to face for gift whether it was fifty dollars or five thousand dollars. I haven’t done it. Help me overcome my fear of asking somebody fate, looking in their eye and asking them it’s, it’s terrifying me, it is terrifying. And i have to say part of the issue is that we come from at least here in the united states a culture of where money is taboo. We can’t talk about it, right? Yeah, some people would rather talk about death and and sex than than money. It’s absolutely true. I say that all the time and so talking about money is very hard because we were raised to think talking about money. Is rude, and so we have to overcome that. So i like to encourage people to think about a time that they gave to a charity, and how did it make them feel it made them feel great, not horrible. We have to get away from the idea that fund-raising is like arm twisting or begging, right? Okay on and think of it as investing in the community. And i like to think of fund-raising as helping somebody do something great that makes them feel good. So it makes me feel good too. Okay, how do i put that into action? I’ve i’ve called the person they’ve agreed to meet with me. I won’t make the novice mistake of doing it over lunch, although i will add parenthetically, i do like to meet people over lunch. I don’t know, i just like the sharing the space and the meal together, but that’s just me that’s just me. Let me just say about that. I think taking someone to a thank you lunch after they’ve made the gift is a wonderful idea because we do like to eat with people and break bread with them. But the problem with asking for a donation in a restaurant is that it’s often loud, you are having a private, confidential converse station. You are talking about money the waiter can interrupt at the wrong time and it’s hard to talk with your mouth full. So good reasons not actually asked in a restaurant. Okay, maybe i’m more skill. Can we say? I’m a little more skilled maybe and i’ve overcome those i’ve overcome those things and i go to restaurants where the service is bad so the waiter never interrupt now, okay, but i’m not fighting use i’ve i’ve made my appointment and i’m meeting the the prospect where she’s most comfortable in her office, which makes me uncomfortable. Help me out. Well, hopefully, first of all, you’ve been through the cultivation process with her, so you’ve met her in her office before, so it shouldn’t be as uncomfortable as you may think, okay? And during that cultivation process, you’ve asked her a lot of questions about your organization. Why she’s been a supporter in the past? Why she might like to support in the future and what types of things she might like. Thie open ended questions that you recommend in the book yeah, so she’s not surprised. This isn’t a surprise visit that she doesn’t know why you’re coming or that you’re going to be asking her for support. You know, nobody wants to be surprised, not the askar and not the donor. So when you set up the appointment, make it clear that you’re coming to talk about increased support in the future and that you want to talk about ways that they’ll get more involved in more supportive financially so that nobody’s caught off guard. Ok, ok, okay. Help me out a little more what’s what’s. Next. Okay, so you go. You want to have a specific amount in mind, you need to ask for a specific amount because if you ask for a gift but our donation and don’t say an amount, they don’t know what you’re thinking about and when they give you fifty dollars bill, thank you. They’ve done what you asked and you’ll be totally disappointed. So you’ve got to ask for an amount we like to say. A good good phraseology is we’d like to ask you to consider a gift in the range of five hundred dollars or a thousand dollars. Now you’ll notice. I didn’t actually give arrange it and say five hundred to a thousand because what happens if you actually asked for a ranger? They go to the low number, correct? They goto the low number, so to give them a little wiggle room, you say i’d like you to consider a gift in the range of a thousand dollars then if they come in, you know, seven fifty, they’ve done what you’ve asked, and everybody feels great, okay? Okay, no one asked for something specific, uh, program salary support a ban on these will be things that we are. We should be pretty confident they isa touchpoint for them it’s something that they like because of the previous meetings and all the cultivation we’ve done. Okay, so that shouldn’t be a surprise. Also you like you like rehearsals? Can you say something about rehearsing briefly? Yeah, because it’s such an uncomfortable thing when you’re just getting started with fund-raising i strongly encourage rehearsal and role play rehearsal is what you can do in front of the mirror, but yourself alone, we’ll play is what you do, especially if you’re going with a partner. So maybe the boardmember and the ceo. Are going together task? You absolutely need to know who’s opening the meeting who’s doing the ass who summarising who’s, making a follow-up plant at the end all of these important roles so that everybody knows what they’re doing. All right, we have to leave that topic there. You have a major gift challenge on your blogged that is free for people to get your advice. Why don’t you share what’s up there? Okay, great. This year, i’ve decided to dedicate my block for the full year tio what i call the major gifts challenge, and i’m encouraging people at all types and sizes of organizations to get involved with face-to-face individual asking, usually for the first time, and i’m taking people step by step through the process of doing everything we’ve talked about in terms of getting to a major gift or a personal ask it’s totally free, and i just encouraged people to spend two hours a week on the weekly tax that i suggest, whether it’s getting your list together or making a cultivation call up until we get to the ass. Alright, you’ll find amy and information on the major gift challenge at tripoint fund-raising dot. Com if you think of what those points are, amy, you’ll have to share them. Did you think of the three points you got the right? Same fast, same, very fast hyre empower a team. Okay, excellent. Her book, the latest is raising mohr with less. Get that book. Amy eisenstein, thank you very much for being a guest sharing your expertise. Thanks for having my pleasure next week. Make money when you move and kayman ceo of new york grant pany shares ways that non-profits all over the country can tap into grantspace loans and other financial incentives around real estate, and our legal contributor, jean takagi returns also, we’re all over the social web i’ve given up on the italian were just all over the social web itunes if you’re listening live, consider eyes my solicitation consider going toe itunes and subscribing so you don’t miss a show when you can’t be with me on a friday because you know it’s bound to happen, especially during the summer. Why take that chance? You can go to aa itunes at non-profit radio dot net. Our creative producer is claire meyerhoff sam labor, which is our line producer, an assistant. Producer is janice taylor. Shows. Social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next friday, may tenth, twenty thirteen, one two two p m eastern at talking alternative dot com dahna i think they’re getting sick. Do you? You’re listening to the talking alternate network duitz get him. E-giving you could hi, i’m donna, and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life will answer your questions on divorce, family court, co parenting, personal development, new relationships, blending families and more dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever join us every monday, starting september tenth at ten a m on talking alternative dot com are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications? Then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you! You’re listening to talking alt-right network at www. Dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti athlete named host of tony martignetti non-profit radio non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over intellect, no more it’s time. Join me, larry shop a neo-sage tuesday nights nine to eleven easter for the isaac tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s. Really going on? What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me. Very sharp. Your neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s ivory tower radio dot com everytime was a great place to visit for both entertainment and education. Listening tuesday nights nine to eleven. It will make you smarter. Com. Hyre

116: Grow Your Grateful Patient Program & Disaster Relief – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Bill McGinley, president and CEO of The Association for Healthcare Philanthropy (AHP)

Nancy Johnson, senior consultant at Target Analytics

Gene Takagi and Emily Chan of the Nonprofit & Exempt Organizations Law Group

Read and watch more on Tony’s blog: http://tonymartignetti.com

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Dahna hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent, i’m your aptly named host. My thoughts this week, of course, are with everybody affected by sandy up and down the northeast than into western new york, the finger lakes and ohio. My thoughts are with you, i am calling in from north carolina because i couldn’t get back home in time to do the show. So what? We have a show and we’re proceeding, i hope you’re with me last week. Oh, it would hurt me deeply tto learn that you had missed a conversation with janet eggers she’s, a senior vice president of products and marketing for blackbaud at their bb con conference last month, we talked about what’s coming in the non-profit technology market, special considerations for purchasing technology and leadership lessons that she learned from being a triathlete. Also gps global positioning. Scott scott koegler is the editor of non-profit technology news in our technology contributor, we talked about location based services that use the gps technology in your smartphone. Four square, instagram, yelp and facebook places are examples of sites that you can learn from your partner. With to get to know your donors and volunteers better this week grow your grateful patient program bill mcginley, president and ceo of the association for healthcare philanthropy, hp and nancy johnson, senior consultant at target analytics, sat with me at the bb con conference to talk about health care, grateful patient fund-raising why these prospects are critical and very generous privacy concerns and how to start your relationship. Also, disaster relief charities want to help hurricane sandy victims, but in the rush to help, you can’t ignore the rules around private benefit needs assessment and documentation, you’ll be on the right path with our legal contributors, jean takagi and emily chan from the non-profit and exempt organizations law group between the guests on tony’s take two i have a bunch of sandy disaster relief organizations that are doing very good work, and i’ll share some of those. If you’re on twitter, you could be using the hashtag non-profit radio to join the conversation with us. You take a break and when we get back, we’ll go right into grow your grateful patient program stay with me! They didn’t think dick tooting getting dink dink dink dink you’re listening to the talking alternative network waiting to get in. E-giving, you could joined the metaphysical center of new jersey and the association for hyre awareness for two exciting events this fall live just minutes from new york city in pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve? Save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot or or a nj dot net. Hi, i’m donna, and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. We’ll answer your questions on divorce, family, court, co, parenting, personal development, new relationships, blending families and more. Dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever. Join us every monday, starting september tenth at ten a m on talking alternative dot com. Dafs you’re listening to the talking alternative network. Yeah. Geever. Durney durney welcome to tony martignetti non-profit radio coverage of bb khan twenty twelve we’re in maryland, just outside washington, d c my guests are nancy johnson she’s, a senior consultant, target analytics, blackboard company, and bill mcginley, president and ceo association for healthcare philanthropy, both of you. Nancy bill, welcome, thanks for taking time on a busy day. Delighted fundez your seminar topic is best practices for successful healthcare fund-raising strategically grow your grateful patient program. Bill president, ceo of association for health careful answer. I’d like to get the articles right that got you surrounded. Details report. I like the articles. Why is a grateful patient program critical to healthcare? Fund-raising let’s start with basics in health care and our group, particularly those were representing providers, hospitals, medical centers, long term care, hospice and such. The group that is connected that has had an experience that has been touched by the provider is a very important group. They’re very generous, they are involved. They know what the organization is about, what it can provide. So there they are more generous, the average member of the public simply because they’ve had an experience with the institution they know what it’s like they are part of a major part of the family, which is the physicians, the employees, the governance, the executive, the trustees of the hospital, and grateful patients. They represent over fifty five percent of individuals that give healthcare so they’re essential for us and their big givers help me understand why they’re not unapproachable because of privacy laws. Well, they are very approachable, and privacy rules allow the health care provider access to demographic information, so names, addresses of patients are part of what we do internal for our fund-raising is perfectly acceptable. So it’s acceptable for the clinician to share with you development office is that right? Think the physician at the hospital, the nurse, the janitor can refer a name to the foundation for somebody who might be interested to get okay is perfectly acceptable in permissible under the law. And nancy, why don’t we start with some of the tips that you have for growing this very important grateful patient program? Fifty five percent of individual fund-raising to health care’s from these people. How do we get started? Absolutely well, one of the main objectives have to be able to find the people that are. In the hospital immediately so that the foundation can really approach, not approach them for it. I’m coming to say hello, i’m introducing you to the foundation and letting you know that our goal of the foundation is to increase the awareness of what we do to help raise more money. And so what we see is the opportunity to find the best people to make the right gift at the right time, and what we’re doing is identifying with people that are most capable as well as the people that are already connected. How do we start that conversation? Once we’ve identified people, how do we initiate conversation while they’re in the hospital? It’s a quick hello, i want to connect with you now, if you’re already a donor, i’ve been wanting to meet you. You’ve probably been wanting to meet me. We’ve maybe meditate events, we’ve we’re friends, so you would expect me to come by and say hello to you. So these people were starting with the premise that these are people who are already known through the hospital, oftentimes they are ok. Other times you’re a new prospect. A new patient, that’s just came to the hospital and what’s important is to let them understand and know that we have a foundation that will be working with them for the future. Okay, bill, what do you hear from fund-raising professionals in hospitals about making that initial contact? What kinds of responses are our patients willing to talk? Oh, very much so. And when our members are making these visits there rounding and they’re there in the room with a patient, one of the things that are offering to do is they’re they’re our contact for you, anyone that comes into a hospital to have a procedure that is very unique for the individual. It may be a bit routine for some of the providers are member, you know, really steps across that gap, providing for as a resource answering questions, someone they could turn to for communication to make sure that they’re comfortable, what with what they’re receiving and the kinds of things that they’re going to undergo an experience while they’re in the hospital, because it is a foreign land to anybody. Who’s, a patient who’s coming in for russian scary that can be absolutely it’s unknown and while again, it’s very routine for the providers in the sense that they lived there, they worked there. It is a unique experience for any patient is coming. Nancy, i took you on a slight aggression howto make contact once we’ve identified, but what’s your advice around doing the identification. Current patients absolutely. We have a process that is totally automated, so no human hands touching the data way. Use the black boy as blackwater target analytics. Many of our clients use razors edge as their donor management system. So many of their donors are already no one, and we compare they’re the names of the new admits two there database as well as to wealth program, and we’re putting a radio, letting them know the best prospects for major gifts, the best prospects for annual e-giving and that allows them then to make a decision if they should go visit okay, and or put them into an annual solicitation lorts joining and something even better. Yet, if we’re visiting someone that we know that is a major gift donor. And maintaining their interest in the programs and their opportunity to support activities that are beneficial for others in their this is an opportunity for the foundation to reach out to people with them in the hospital. So i look at it is they’re coming to visit you there, there if you don’t reach out and say hello to them after you’ve had a relationship for years, not really good. I want to say at least a hello it’s not going to be a long visit, but i’m reaching out to you. What if it is someone who’s who’s due to the hospital? Not part of the family, not someone you’ve known for years still appropriate, too. Greet them while they’re in the hospital? Absolutely, i believe that most people when they’re in the hospital, they’re experiencing something unique buy-in it may be the first time they’ve known about the hospital, they become part of the health care family there and by reaching out to them they expect it’s, a buffalo here here’s i discount for gift shop or maybe i’m goingto leave the newspaper behind for you. I come in with a friendly face, i’m not bringing in needles. And i’m not taking blood from you and it’s. A quick high. Okay, okay. Talking alternative radio twenty four hours a day. Joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve? Save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot, or or a h a n j dot net. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to the talking alternative network. Oppcoll durney i found that interesting. What nancy said in the session earlier today was that these people are coming to your home. They’re coming to the hospital are home, they’re coming into our facility. Ten there are any experience you have in the hospital there are there five, ten, fifteen people that air in and out that air touching your life during that process and tohave one focal point that could be helpful that, you know, you could turn to if you’ve got questions or a spot that you can go to a person, you could go to facilitate communication and make sure it’s clear among all these services that are being provided is very much appreciated by patients. That’s what we find so you’re encouraging the fundraiser to ask, act as a resource? Yes, from times they do on dh it’s quite appreciated, as you know. All right. So then, after we’ve identified we’ve initiated contact bill what’s what’s another strategy for growing this program. Well, that’s part of what we were talking about today, there are different levels of grateful freight patient programs at the very basic level, you find that contact that call being made that introduction and it may be sixty or ninety days later where we’re looking at that individual and deciding is this someone we wantto make an appeal to our reach out to bout some program or service that we’re offering where their donation can help someone else? Is it someone who’s contributed in the past or who has the capacity to do more? Do we want to put them way want to put an effort in front of them or an opportunity in front of them as a major donor, where they can make a significant difference because of their contribution to the community and, you know, that’s very basic there others where you’re doing the analysis in the analytics, if you will, you’re assessing wealth management capacity so that when you talk with someone, you develop a relationship, you clarify their interests and also the level of what you believe they can support a particular activity in helping others. Now, nancy, you’ll have to forgive me because i’m going to ask bill about what some advice for hospital may not have reasonscall so there are some way to walk away. I don’t want to have a conversation, but i’m just thinking of our audience is small and midsize charities, and there might be smaller hospital. It doesn’t have reasons aid xero identifying you wanna do it right? Well, i will tell you. Okay, identifying grateful patients. We often look we’ve compared to their database no matter what it is, and so doesn’t have they don’t have to be a razors that juicer. The ideas were helping them identify grateful patients and look into the patients that air there so that they’re contributing to their experience. So it’s a step just that they would have to be a mechanism for sharing the information from from no, i don’t know if it’s missions exclusions. It comes from admissions. Typically it kind of sermon ambitions. And then it’s submitted and and no one really has to touch it. It’s, elektronik lee done. We screen it, and then the results are back within ninety minutes so that the foundation can decide. Okay, who’s the best person to go visit this oversignt bilich and our members are clearly using razors, edges of tools. And one of the best advantages of this as a tool is simply that expands our members capability beyond it. Maybe multiple be able. To multiply the impact, one person can have two, twice a ce much three times as much because it is some of it’s automated but it’s more instantaneous than than operating off of written records comparisons that you’re making relative to wealth management to an individuals in the hospital or who has been discharged is instantaneous, as opposed to trying to make all those connections in your head. So this truly, really expands our members capacity, forgetting to more donors this right on that’s, that’s, invaluable. Okay, well, do you have specific advice for smaller hospitals, health care facilities that whether they’re using razor’s edge or not isn’t an advantage to be a smaller, maybe community hospital? Well, you know, it’s it’s so much like any everything you’ve heard around the world all fund-raising is local, and it is individual in many respects and again razors age is a tool enables that capacity if you don’t have razors, eggs, there are some other alternatives and things you could do all the way back to when i started, when it was, you know, index cards in a shoebox, but it’s, that kind of approach, so there are things in between certainly. Razor’s edge is sophisticated, and really, the value is really an expanding capability. But there are other ways you could do that. Part of it is more manpower, which is hard to get in smaller organizations. Part of it is a process and dedication to that process every day, no matter what the elements are that you put in place so you can make it work. That may not be quite as effective without some of these tools, but it’s still gonna work. Okay, so the smaller community, when i’m familiar with a smaller community hospital, shouldn’t avoid grateful patient program. No, not it all so quickly. If your foundation executive this fund-raising is part of your obligation, your purpose and it’s within the health care community. These are institutionally related foundations to the hospital, right? They’re not out raising money for the you know something else in the community focusedbuyer hospital? Absolutely. Okay, honey. Another area that we all thought blackbaud way want to be able to help all sizes of none. So we eat. Tapestry is a wonderful solution. That is many times used for the smaller community hospital. See tapestries at a cloud based. Is it ok? And so i don’t think we know history tells us we’ve worked together for many, many years that many of the hospitals use razors edge that it like you say some of the smaller, newer hospitals, maybe they don’t need the sophistication, and they have way have a wonderful opportunity for them to use a tapestry let’s talk about some other advice around building back to building this grateful patient program. Nancy what what, what, what what further advice did you give him? Your seven? Well, each hospital is unique. And when they started looking at what makes the program different, it’s getting buy-in from the whole health care community from the top all the way to the to the janitor that’s in the room with someone the foundation needs to be more than the organization of the part of the organization that says, hey, do you want to be, how much are you going to give to the employee program this year? We want to make sure that the foundation is connecting with the nurse is the people that are front line with patients and making sure that we’re hearing you need to stop in and have a visit. Kayman we need to make sure that we’re introducing grateful patient programs that can enhance all the different areas of the hospital so that everyone’s understanding those programs and bringing the community together because really it’s all about the services that were providing to these cubine what’s your advice about getting getting clinicians involved in fund-raising first, they’re busy, my my what i hear and my experience in doing some plant e-giving consulting for hospitals is docks are typically well, i don’t know a good number of doc’s doctors are not willing to partner really with fund-raising with development office for the foundation, what’s your advice for sort of breaking down those walls, i think when you really start involving the whole team and you have a new approach and it may be a totally new approach, you have to think outside of what you have done in the past, health care is we’re having to raise more dollars every year, and when you’re asked to raise more dollars with less, you’ve got to use the right tech what’s what’s into approach help us help the audience understand what what’s one new approach they go to their their doctors by implementing this information so that i can focus within ninety minutes and be able to be next to someone and introducing all the good work we do that makes it takes the guesswork out of it. It allows me to be more focus, and then it also allows doctors to have opportunity to refer people to us and a system in place so that they know as a team we’re working together. Will you have you have advice for breaking down those walls, getting into those characters who are often unwilling it’s, not just the doctors you’re talking about building a culture of philanthropy and awareness throughout throughout the community, right? You do that, you do that. You do that with the orientation, with new and ongoing employees that you have. You do that in the training opportunities with the nurses and with practitioners and such that you’re talking about philanthropy or letting know about the foundation with the physicians, they’re human beings, too. You need to embrace them the way you do others, and there are programs and activities that could be very supportive of areas that they are interested in, either in their specialty orin pieces of equipment. Or things that are going to make their delivery of care much hyre to their patients, so sometimes it has to be very specific for helping them to see what the foundation could do for them if they’re willing. Tto partner and i mentioned that family of donors, the physicians are large portion of that, right it’s not every physician, but it’s, the ones that turn on to see the fact that getting involved this way, and even being philanthropic myself, which, if i do it through plan giving or some other vehicles, can benefit me and directly, you know, that has a meaningful impact on my patients and that’s where doctors focus it’s all about them and their patients seems to me so if we could bring it down to the patient care level, the benefits of working with the foundation, making those clear and one one other element that struck me is that in that culture of philanthropy, what you want to get it too is a point in the overall institution that this isn’t something that’s nice to have. This is something that’s essential that needs to be elevated to the strategic level, the planning of the whole so that the executives on the hospital side are learning to plan for and depend upon and demand that philanthropy be a major part, their business, and what they’re trying to do with it has to come from leadership, right, creating a culture and and we see in our benchmarking service that we do with the standards where you have the ceo of the hospital involved in active way in, you know, signing letters in being president, making some of the calls with you as appropriate, you’re getting a much better result in a much better return on the dollars that are being raised, because donors want to know that there have any impact, and the important people in this business are aware of what they’re doing. And bill, i think we’ve seen that change over the years. The two of us sitting in these seats have watched healthcare philanthropy changed enormously. Wey have to leave it there. Thank you. Nancy johnson, senior consultant with target analytics and bill mcginley, president, ceo association for healthcare philanthropy, thanks very much for being guest. Thank you. You don’t know what you want. Tony martignetti non-profit radio coverage of become twenty twelve. We’ll be back with additional guests. I, you’re here further seconds, stay with us, my thanks to nancy johnson and bill mcginley and all the people at bebe con. It was a pleasure to be there, and i have more interviews from b become twenty twelve coming for you. Right now. We take a break when we return. It’s, tony, take two, and then gene and emily disaster relief. Stay with me. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam lebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology, no reality, in fact, its ideology over intellect, no more it’s, time for action. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower. We’ll discuss what you’re born, teo you society, politics, business and family. It’s, provocative talk for the realist and the skeptic who want to go what’s really going on. What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me very sharp, your neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s, ivory tower, radio, dot com every time i was a great place to visit both entertainment and education listening. Tuesday nights nine to eleven, it will make you smarter. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com lively conversation, top trends and sound advice. That’s, tony martignetti non-profit radio and i’m janna agger’s, senior vice president, products and marketing from blackbaud. Time now for tony’s steak, too. I have a lot of ways that you can help hurricane sandy victims throughout the country because, of course it was not only the northeast, not only new york, that was that was hurt, but the hurricane then you know, from new york city went into western new york and upstate, into the finger lakes region and then into ohio. So nationally there’s the american red cross. Um, you can donate at red cross dot or gq, or you can text red cross two, nine zero, nine nine, nine, and you’ll be giving ten dollars, to their disaster relief fund, including sandy. Red cross is also looking for volunteers, so if you’re able to volunteer red cross dot or ge is the place feeding, feeding america, they have a lot of food and emergency supplies. Water uh, that they’re e-giving throughout the disaster zone and to donate to them, go to feeding america. Dot org’s save the children is also working to provide relief to families and their children metoo they are at save the children dot or ge craig newmark, who has been a guest on the show twice uh he’s, the founder of craigslist and craigconnects and he’s uh, he’s matching donations up to twenty five thousand dollars for sandy victims and he’s doing that through crowd rise. So to give to that fund-raising dot com flash sandy relief. And when you go there, a picture of craig pops up. If you want to be more local in in new york, there are a lot of blood drives. I read hundreds of blood drives that were canceled because of the hurricane throughout new york state. So now we need blood. And if you want to donate blood in the new york city area it’s, new york sorry. And why blood center dot or ge? If you happen to be a techie in new york, you have tech skills. Um, new york tech meet up and new work city are organizing volunteers that have technology skills to help with relief efforts to help new york area businesses and non-profits get their technology back up and running. For that, you can go to bitterly dot slash hurricane tech volunteers. So that’s, uh, which place is that you can give time or money too, in support of people that are really in need throughout the northeast and a pinto, i said, north northern new york state and ohio, and on my block this week is a post called researcher bias in smelters planned e-giving study. Delta company did a a survey of potential planned e-giving donors. These people, they believe, are potential plan giving donors, but i detail in my in my block that still, the company also makes its money in large part bye selling print materials, direct mail materials, no website and consulting services for for outreach. So to me, it’s in there, broad corporate interests to have a bigger base of, of playing, giving prospects than we traditionally have had, and that, to me, creates conflict. They want to sell their services, and they’re encouraging charities to look beyond the what’s. Been the traditional prospect pools in terms of age and boiled e-giving history, and that i detail at on the block again. The post is called researcher bias in altars. Planned e-giving survey and my blog’s is that tony martignetti dot com that is tony, take two for friday, november two forty six show of the year with me now jean and emily. Jean emily, are you there? Hi, tony. This is jean and least beside me, but it’s going to be me alone today. And we hope that you and your family and all your loved ones are doing well. Our thoughts and prayers for everybody affected by the hurricane. Thank thank you very much, jane. I know you’re familiar with natural disasters being in the san francisco area. Yeah, we certainly did. Emily is there she’s just holding your hand or what? You’re not going to die. She pretty much is holding my hand and promising, tell me what to say. Okay, of course. Jean takagi and emily chan, they’re firm is the non-profit and exempt organizations law group neo-sage which you’ll find at attorney for non-profits dot com and jean jean’s blawg is gene. I don’t have it in front of me because i’m remote right now. Remind people what you’re what you’re bloggers, please. Sure. It’s just the non-profit lob log non-profit law blawg dot com and emily is the contributor to that as well. Um, so we’re talking about disaster relief, obviously timely. If a charity wants to do something, they’re so moved, maybe they’re in of a neighborhood that was that’s affected or whether they are or not. Can they just start, eh? Sandy disaster relief fund that’s a great question, tony, and, you know, charities are often the centres of their communities, especially in small communities and it’s really great to see communities pull together and non-profits wanting to help, but sometimes the non-profits mission is not aligned, oh are consistent with providing disaster relief. They might be in existence for doing some others types of services, but that doesn’t mean that they can’t help, but it does mean that they may have to take some steps before they help, and one of the things that they need to do is they need to change their mission. So they’ve got to make sure that on their website, on their marketing materials, and particularly if they’ve got a mission statement in their articles of incorporation or their by-laws to change that, to expand it, to be being able to provide those disaster relief services that they want to provide for pete’s sake. So if i want to do something, i can’t just do it the next morning, i have to look at my articles of incorporation first, yeah, you’ve got to get that board together and take a in an emergency action txtgive that that mission statement to the extent that it is constrained by your articles, so you’ve gotta operate consistent with your governing documents. So you’ve got to change those if there is that statement in there, that’s one of the reasons why we like to make sure that the articles purpose statement, they called a certificate of inc in new york, it’s not so specific that you can’t uh, uh, let your organization of all take on things like this in the future and then a tip for revisiting your mission statement for all non-profits so is there a phrase that is safe that is brought enough that you recommend it doesn’t have to say hurricane relief, right? Absolutely. So you can say we’re providing charitable services in whatever area you want to focus on on dh leave, it is broadly is that in your articles, and then you could define it more specifically on your website and on marketing materials like grant applications, but when you decide to engage in a new activity like disaster relief, and that really goes outside of what you’re doing. Perhaps you were providing music education, you know, when you really go outside of that pounds, you’ve got to make sure that you don’t use prior donors funds, which were dedicated towards music education in our example. But you’re using nufer funds once you’ve changed your mission statement to engage in that disaster relief activity. Okay, onda of course, once you start collecting funds for a certain purpose, then you have to use them for that purpose. That’s correct. You can’t then if if the if the disaster is is overcome, you can’t switch your funds back to music, right? So the money that you resent you raised for disaster relief, you’ve gotta make sure that they’re focused on that. And we had some issues with that after nine eleven. And so are some other duvette actors where organizations felt that they had expended enough money in that area and wanted divert the rest of the money into other areas beyond that could be a real danger. All right. Is emily passing you notes right now? She always passes me notice. Okay. Okay. Stop it, emily. Genes genes good on his own. He knows what he’s doing. Okay, so once you then expand the mission statement, if you need to, you also have to inform the irs. Is that right? Yeah, although you don’t have to do that right away. So you can engage in the disaster relief activities, which usually you’ve got to do pretty quickly. But you can report the change in your activities and the change in your mission to the irs when you finally form nine, ninety for the year in which you changed those activities. So for example, you wouldn’t have to file if you were going, you know, finally for two thousand twelve until may two thousand thirteen. Okay, okay. That doesn’t have to be immediate. I just realized i neglected to send live listener love during tony. Take two. And we have a lot of listeners abroad. Tokyo, taipei in taiwan and yung yung in korea and send gen china welcome live listening love to all those foreign countries and also to philadelphia, which is not quite as far into me. I live in new york, but philadelphia’s not quite as far in as those other. Cities, um, pardon me for that, but jean but i have to send my listeners love. Sorry, uh, that’s great. All right, so once so, then once you have expanded your mission statement, if necessary, then is there any limit to what kinds of relief you can provide? Well, there are so you’re still restricted by what we described on our last couple shows private benefit issues. Oh, man, private benefit again? Yeah. You know, charities exists to provide a public benefit, and they can’t be operated to promote private interests. So you’ve got to be careful. So we can’t give a million bucks away. Teo, somebody who was barely hurt by the hurricane that would that would not be appropriate. You’ve also got to be worried about conflicts of interest so forgiving to board members or toe officers of the organization and not in an objective matter, not as part of a charitable class of individuals affected or with preferential treatment to those insiders. That would be wrong, but we certainly can provide funds, services or good ensure that victims have basic necessities like food and clothing and housing and medical assistance and things like that. What can you define a class of people that you want to help. Yeah, i mean that’s, something you should do. So you should say, you know, this is good for business and not only legal reasons, but are we just going to help anybody affected by the hurricane? Are we goingto, you know, really look at financial need? Are we going toe not look a financial need, and we don’t have to. We learned after nine eleven that we can even help communities that don’t have financial disadvantages, but that were hurt badly by the hurricane and or any disaster and weaken give emergency relief so emergency relief services can be given without a needs assessment. Otherwise we want to determine what type of needs we’re looking for. Is it financial need? Is it medical? Need it, you know, for disabled individuals within a given area? Are we goingto limited geographically all sorts of things that we need to target our mission towards? And then when we get this whole pool of charitable class members that want our attention, we have to figure out what type of resources we have and how we decide who to give it to the needs assessment. Is something that’s required or it’s just very smart to do well, it’s it’s really required if you’re going to be required to go the scorning assistance yeah, it’s not so required if you’re just providing emergency assistance. So for giving out blankets and food and shelter in the next couple weeks for the hurricane victims. There’s no needs assessment required for that, you know, it’s pretty obvious who’s in need. Okay, but if we’re gonna be e-giving ongoing, you know, rental assistance payments and that’s going to last for several, several months past the hurricane, then we’re going to think about why are we just giving it to a select few individuals? And how did we choose them? We’ve got has some objective in good faith criteria there. What about helping businesses? We’ve been talking about people. Yeah, that’s actually possible, and some people, you know, don’t realize that that’s possible, but sometimes business owners are financially needy, and that would be okay to provide businesses in that case and otherwise they might be distressed or or to come back community deterioration or lessen the burden of government. And we’ve seen, you know, from the west coast we’ve seen the photos of some of the the impact of the hurricane on the seaboard, especially, and those air communities where, you know they’re not going to recover unless their businesses recover their small businesses. And the small business owners need assistance to get back in there. Otherwise, the community is not going to get back. And so that’s a case where non-profits can actually provide assistance, the businesses as well. Okay, but go and going back to people. We can’t define a class of people that, uh, illegal in or, you know, impermissible in other circumstances just because we happen to know that they were particularly burdened by whatever the, whatever, whatever the disaster is. Oppcoll well, i mean, you could certainly define your class how you want it. But it’s got to be again, pretty objective. So that you’re not, you know, favoring people who either don’t really have a need or favoring insiders of the charity over others. Okay. We can’t target this too specific individuals, but we can certainly say community’s, though, right? Yeah, and it could be a small neighbourhood community that you’re targeting that was especially impacted or where the charity is an existence and it’s kind of the hub of that community, or or we could have more expansive criteria. Okay? Bonem now, so the people need to fit into the the people you’re helping need to fit into that terrible class. As he said, um, a little more about conflict, potential, conflicts of interest? Sure, well, you know, if you’ve got a board of directors of a charity of charities should have and they’re determining who’s going to get aid from the charity, we certainly don’t want them to benefit themselves, though there others, even if they’ve been affected by the disaster, they might be able, teo, be eligible to be considered among the charitable class of individuals and so they might get some benefit, but it would be incidental, and they should certainly not be making decisions on benefiting themselves. They would have to abstain if they’re part of that charitable class on who to pick that will receive help. I mean it. Would be nice if charity’s could give help everybody, but obviously resource is air limited, so they’ve got a decide who’s most impacted or who they want to help the most in line with their mission. And board members and officers of the organization have to really be careful because they’re in power positions of making those types of decisions that that’s the conflict of interest issue. And sometimes when you have outsiders who are part of the selection committee, you know that can create more trust if you get community leaders who are not on the board but involved in selecting who might be able to receive relief that might give some, you know, assurance to the community that they’re not going to only benefit themselves the board of the charity, that is, but it also creates additional conflicts of interest so that we make sure that those people aren’t benefiting themselves, thie outside selection committee members or their families or their business partners or route, you know, and, you know, business relations. So we just have to be careful about those things i see and that’s consistent what we’ve talked about in the past. That’s absolutely right, we have just a minute before break gene it. Would it be permissible for a charity to say that the charitable class they want to help volunteers to that charity? People who have been volunteering with them in the past? Yes, longest that’s a signature una, significantly large enough and indefinite class of individuals it’s going to be okay. So if we’ve got, you know, one hundred volunteers and we’re open to taking more volunteers and we’re going to help our volunteers that’s going to be okay, especially if they if they, you know again, not preferentially board members and officers of the organizations who are volunteers. Okay, but if it’s too small a classic like five people who are volunteers, we can’t sir, you know that just those five people is a charitable class that would be impermissible private benefit. All right, we’re going to take a break team takagi stays with us. We’ll keep talking about disaster relief, and i hope you do, too. Talking. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought join me mondays at two p m and get all your communications questions answered on speaks been radio. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. 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Got more live listener love to salt lake city and moscow and dallas, texas also south bend, indiana thanks for joining us live listener love to all those cities, jean what if you collect more money than there is need? Now you’ve you’ve said, you’re specifically collecting it for this purpose. It’s not needed anymore. What do you do? Yeah, that’s really tricky tony so one of the things that’s kinda boyd that situation. So you want to be careful when you read to find your mission? The only way that happens is usually when you defined your charitable class so small that you know you, you raised enough money to help them out through the air. Emergencies on dh you’ve decided you’ve got extra money left at that point, you’ve gotta operate as close as you can t to the charitable purpose for which those monies were collected, donors typically don’t have a right to get that money back, so, you know, you could go to court, and we figure out what to do with that extra money and people could bring you into court, too, to decide what to do with that. That happened with nine eleven i don’t want that to happen, so be very careful of that. You can usually find your way around it as long as you haven’t made your mission and your charitable class so so tiny and specific that that that it becomes a knish you later? Okay, but what do you do with the money? Well, you’re going to use it for close to that mission is possible, and if it’s if it’s really outside of that, then you’re gonna have to go to court and get them tio follow through an approved where that money is going to go and it’s called a sight prey issue. But i didn’t want to get into jargon jail, but i suppose they just have so i pray i like i like how that spell right? See why pr ess, isn’t it? That’s your sigh, pray okay, go ahead, go ahead, tell us, what’s, i pray is show off. Well, i pray it is, of course, latin and lawyers like to use it to impress other people on dh when i literally mean like you’re doing right now, james, i think it is near it’s possible or as near as i may be possible. And i think it’s latin. It may also actually be french coming from the old french language. So it’s often used where people have designated their gifts their charitable gift to certain purposes, and that purpose is no longer required or becomes impossible to fulfill. So that might be, for example, the eradication of polio which the march of dimes had encountered early on. And they needed to change their mission. Later they decided to otherwise polio had, you know, essentially been eradicated with jonas salk back scene on dh. They changed to birth defects. So i pray, is a very common doctrine used when charitable purposes have been completed or impossible to complete further. That sounds like a lot of trouble. Could we give the money that’s excess to another charity that does the type of work that we had raised the money for? Yes, certainly. If they can, if they can, if they khun do those type of activities and we no longer can then that that certainly is permissible. So long, focal donor’s intent and what the charity had said the money would be used for is still used for those purposes, you know. Okay, so there’s a dozen easier way out than going to court. All right, right. So long it again. You didn’t pick such a fine mission that nobody nobody else could do it either. Yeah. All right. We have just about two minutes before we have to go. Uh, let’s say a little more about documentation. We talked about the articles of incorporation amending those and we talked about the nine, ninety in that year. What else is required? Well, you know, what you should be requiring is the type of assistance that you provided, whether it be financial assistance or in-kind good blankets, food, housing, whatever the costs associated to the charity with providing that assistance, the purpose of why you’re giving that assistance and why you’re giving it to those individuals that are receiving the assistance over others. If the board was not making those determinations about who gets and who doesn’t get on dh, there was some selection committee. How did you choose that selection committee? On what criteria did they use for dispersing the aid you want? Also document the names and the addresses of the river citians of the financial aid that you’ve given or significant non financial. Aid given again, this wouldn’t be necessary for emergency relief, or you’re just giving food and shelter and blankets and things. But if it’s ongoing gauge, you wanted to make sure you know who those recipients are and you want to disclose that either there was no relationship between the recipients of aids and an insider, a director officer or substantial contributor to the organization our thirty document that i have one last thing, tony, make sure donors don’t hey don’t earmark their donations towards specific individuals that’s not allowed, so i can’t give a gift and say give it to my uncle, who got affected by the hurricane that we’re not allowed fifteen seconds. Where do we document all this is just inboard mitts you khun documented in board minutes or any sort of organizational document that you you hold and that the organization can attest it is the policy or the practice of the organization. Jean takagi, his firm is non-profit and exempt organizations law group in san francisco and you’ll find him at non-profit law blawg. Thank you very much, jane. Thanks, tony. My thanks. Also to regina walton, live listener love going tow her in san francisco and she also very helpful in compiling the list of agencies that i had for tony’s take to regina, thank you very much. I have a new fund-raising fundamentals podcast out with the chronicle of philanthropy, it is how to recruit and motivate volunteers for your events. You’ll find it on the chronicle website, and you’ll also find fund-raising fundamentals on itunes next week. Career advice for your entry level and junior employees jonathan lewis produces career advice videos with leaders in non-profit social change uh, he his video interviews are free and they’re short, and i think they’re valuable as you lied and mentor twentysomethings who want to make a difference in the world, he and i are going to listen to, and he’ll comment on a couple of clips. One is called mentoring for dummies, and another one is called shut the hell up and also next week, maria semple returns our prospect research contributor and the prospect finder has resource is for researching privately held companies. You know, she always has a ton of free and low cost sites and ideas, and next week will be no exception. You can find us on linkedin reveling in group you can offer ideas for the shows and continue the conversation with guests on linkedin. We’re on facebook, you know that i haven’t said it recently, but that’s because you already know it. You can listen to non-profit radio, live or archives. The archive is on itunes at non-profit radio dot net on twitter you can follow me, use the show’s hashtag non-profit radio and you can also follow me on foursquare we can connect there wishing you good luck the way performers do around the world. We have left estonia, estonia is behind us so from estonia go west across the baltic sea and you land in sweden where they lightly kick performers in the bud before they go onstage. No hands allowed on ly a kick, please and when they’re doing it, they will say, breathe at the bend freak at ben, which means break a bone so i guess sweet don’t have femurs and to be his invidious, so just break any bone in your body is fine. You don’t have to be specific to the leg, so i’m wishing you breed at ben. Our creative producer is claire meyerhoff. I’m leaving, which is our line. Producer assistant producer janice taylor is sending me text telling me when the time is coming up. Thank you very much, general shows social media’s, by regina walton, of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. Oh, i hope you’ll be with me next week. Friday one to two p, m eastern on talking alternative broadcasting at talking alternative dot com. I didn’t think that shooting. Good ending. You’re listening to the talking, alternate network, waiting to get anything. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on so speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam lebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Dahna you’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti athlete named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership? Customer service sales or maybe better writing are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Talking dot com.

104: Working With Your Small Organization Board & See The Right CRM System – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Terry Billie, assistant director of advancement at the Hudson River Museum

Wendy Nadel, executive director of Yonkers Partners in Education

Lisa Robb, executive director of the New York State Council on the Arts

Maria Semple, The Prospect Finder, consultant in prospect research and author of “Panning for Gold: Find Your Best Donor Prospects Now”

Read and watch more on Tony’s blog: http://tonymartignetti.com

View Full Transcript
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Durney hello and welcome to the show, it’s tony martignetti non-profit radio big non-profit ideas for the other ninety five percent i’m your aptly named host. I’m excited to be back in the studio. It’s been a couple of weeks. Oh, do i hope you were with me last week? Of course i do. I’d be devastated to hear that you had missed last week’s show it was audit week, you’re hr audit. Karen bradunas is a human resources consultant. There may be things hiding in your hr closet that you need to bring out and dust off to avoid problems later on, we talked about your benefits plan immigration, paperwork and that’s not only for immigrant laborers and what to do if you get audited by federal or state regulators and your social media audit, scott koegler continued our discussion from the one hundred show on sites that help you assess how you’re doing in social media. Hoot suite marketsmart radiant six on a couple of others scott is the editor of non-profit technology news on our regular tech contributor this week, working with your small organization board what’s special about working with small shop boards we’ll talk about setting expectations recruiting, training fund-raising and assessing your boards capabilities my guests from fund-raising day this past june are terry billy from the hudson river museum, wendy no adele from yonkers, partners in education and lisa rob, executive director of the new york council on the arts also today, see the smart cr m system, constituent relationship management you’ve got constituents, employees, donors, volunteers, vendors, clients how do you manage your relationships with them and what’s the impact on your prospect management? Maria simple will be with me, she’s, the prospect finder and our prospect research contributor between the guests on tony’s take to my block this week charity corporatization reduction three i’ve talked about this before the blurring of the line between corporations and charities. I’ve got a couple of new data points they’re on my block and i’ll talk about them on tony’s, take two use non-profit radio the hashtag to join the conversation on twitter hashtag non-profit radio right now we take a break and when we return all intro my pre recorded interview from fund-raising day on working with your small organization board, stay with us e-giving didn’t think dick tooting good ending things you’re listening to the talking alternative network. Getting anything. Dahna cubine joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve, save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot order or a nj dot net. Hi, i’m donna, and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream. Our show, new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. We’ll answer your questions on divorce, family court, co, parenting, personal development, new relationships, blending families and more. Dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever. Join us every monday starting soon. Number ten, ten a m on talking alternative dot com. You’re listening to the talking alternative network. Dahna hi there, and welcome back. I want to send some live listener love got listeners newport, north carolina. I miss you, north carolina. I own a home there, and i haven’t been there in a few months, but i’ll be going back next month. Missing north carolina st louis, missouri live listener love out to st louis right now. We have pre recorded interview from fund-raising day here in new york city this past june on working with your small organization board. Welcome to tony martignetti non-profit radio coverage of fund-raising day conference two thousand twelve in new york city were in midtown manhattan at the marriott marquis hotel on the subject we’re talking about right now is working with your board. My guests are terry billy, assistant director of advancement at the hudson river museum. Wendy adele, executive director of yonkers partners in education, and lisa rob, executive director, the new york council on the arts ladies welcome. Thank you. Thank you. You have all three of you and thank you for taking time on a busy conference day right before lunch on we’re going to get youto lunch. Don’t worry, you won’t be late for lunch. Your subject is working with, uh, boards of small organizations. Lisa, why are boards of small organizations different than boards of larger organizations? Well, normally boards at large organizations that do a fair amount of fund-raising it’s a given and planning and very kind of instrumental involvement with the board, but less so on a volunteer basis or operational basis. Smaller organizations tend to have closer relationships to boards in terms of really what they’re doing for you and it’s also more difficult for them than at large organizations to get some of those things done. So you sometimes encounter at a good small, a good board in a small organization, tremendous work ethics and tremendous alignment with the mission because it is more of a struggle to get to some of the resource is that the larger organization board sort of inherently have. Wendy, why don’t you just set some context? Explain what youngers, partners and education is about what’s your work. We are a public education fund that supports the yonkers public school district for an independent organization that works to increase the number of students in yonkers who graduate from high school and completed postsecondary program. Okay, and now terry what’s, the specific mission of the hudson river museum, the hudson river museum is a history, science and art museum, providing opportunities to brought in the artistic and cultural experiences for people in the hudson river region. Okay, lisa wanted to explain what your work is with counsel in the arts. I’m the new york state counts on the arts is an agency of new york state government, and we work for the governor and receive our money through the budget. Process from the budget enacted every year by the governor and legislature. And we distribute thirty five million dollars of public funds to about fifteen hundred organizations, of which eighty percent have budgets of under seven hundred thousand small organizations. Tony let’s, dispel a myth that you have to be with just a few minutes ago. Boards of small organizations are not necessarily small board know they can range anywhere from thirty five to seventeen or fifteen, usually not less than that. And do we find the same type of diversity on a small organization board that will find in a larger organization board? Yes and no. Sometimes you may have a larger organization may have more corporate people that have connections to larger, mainstream corporations. Then you may have some people that have more connections to private foundations community board sent have a lot more community leaders, people who are connected politically, people who have businesses in the area on dh. Then, of course, you do have people that live in the area that may work for a corporation in a, you know, another capacity. And you also may have some folks that are government based. Okay, so you’ll have that local commitment, as lisa was describing, right? You have a little bit more local commitment. You’re your group may live in the area where your organization is, where a larger organization your your trustees may live elsewhere, right? So so so why don’t we stay with that, terry? What? How can we leverage that? That local nature of the board? Well, you’re trying to first off people become members of your board because they’re interested in what you do, and they want to help it serve your community, the community that they live in. So the urge to be part of something bigger than they are is one of the things that you want to work on. And so then you just need to work and find out what their capacities are, who their contacts are and see whether where their strengths are, too. Have them help you. Okay, twenty let’s start with sort of the chronology of board members life cycle, uh, recruitment. What? What are the challenges and that a small organization faces in recruiting successful boardmember we liked it really? Just talk from how we do it in my organization, but we typically try to identify specific areas of need that we have on our board and some of the gaps of skillsets connections, how people are connected on and we try teo, identify people who can fill those gaps on the board. Sure, and typically, the way we recruit them is through personal relationships. Typically somebody on our board might know of somebody or i might have met somebody, or in some cases, people have even approached us with an interest in the work that we d’oh. And now, since you are a local organization, you’re drawing from a smaller pool of potential talent. That’s correct, but you have the advantage of it being local and again, the commitment that at least talked about that’s. Correct? Okay, okay. Back-up lisa, special challenges of other special challenges around recruitment of boards for small charities that we should talk about. Well, i think one of the things we talked about in our workshop earlier, wass the wendy spoke to it. Well, that sort of a lining, the at a small local level. You may you want to make sure you know really what you want their role to be because they really is a commitment level. And interest level that is often not there. In the larger organizations. People may actually want to do tacit work for you. They may want to make real connections in real time for you, it’s, really not a so, you know, they’re not doing it for source social reasons. So i think, a lining that, you know, the individual in what they want to contribute, and then what the organization needs is even more interesting with smaller organizations. Because there’s more opportunity, i think, to really work with the boards one on one with real goals, that they want it, you know, complete with you, because you’re a small organization, you can actually do that. The goal isn’t a, you know, twenty five million dollars capital campaign, it’s a. You know of of two hundred fifty thousand dollars scholarship campaign, where numbers that become more achievable. So i think that is a challenge. Talking alternative radio twenty four hours a day. Hi, i’m donna and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life will answer your questions on divorce, family court, co parenting, personal development, new relationships, blending families and more dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever join us every monday, starting september tenth at ten a m on talking alternative dot com are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over intellect, no more it’s time for action. Join me, larry shock a neo-sage tuesday nights nine to eleven easter for the isaac tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s really going on? What does it mean? What can be done about it? So gain special access to the ivory tower listen to me, larry sharp, your neo-sage tuesday nights nine to eleven, new york time go to ivory tower radio dot com for details. That’s, ivory tower radio, dot com e every time i was a great place to visit for both entertainment and education. Listening. Tuesday nights nine to eleven. It will make you smarter. Money, time, happiness, success, where’s, your breakthrough. Join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy. Share my journey as we apply the science of achievement and the art of fulfillment. To create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation. Fridays at twelve noon eastern on talking alternative dot com. Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. I’ve had a guest on not too long ago. Melanie schnoll begun. Her work is with very ultra high net worth clients in the bank. I apologize. Either j p morgan or morgan stanley. Apologies, melanie. But her her one of the point that she made was that very wealthy people shouldn’t be ignored by small organizations. Potential boardmember because it could be bigger. They could be bigger players on a smaller board, of course. Plus you want their expertise, but they could be very interested in a small charity. Good when we actually have a few board members who have been on major major boards, like in new york city. Um who i think have a more gratifying experience. Kind of working on the more local level, rolling up their sleeves, having a direct impact on a cause rather than sitting on a fancy board and going tio three or four meetings a year and about feeling expected to write a check and doing nothing. So i think, that’s, that that’s really the just the distinction, right? Same thing here. My organization has a wide variety of folks in both wealthy and not so wealthy. But people who were really involved and and the smaller organization that’s that’s the reason why they become a member of the of the of the board is to get involved because they have a passion. So, terry, since fund-raising is so important for board members, how do we set the appropriate level of e-giving four boards at small organizations what’s your place there? Some places just give one level of giving for everyone saying, okay, everyone needs to give five thousand dollars or three thousand dollars or ten thousand dollars or whatever it is, but it has to relate to the size of the board’s budget. So for example, my organization does not have a specific geever get, but we expect everyone to participate in the annual fund everyone to give to the gala in some way, shape or form and everyone to give an additional gift of some sort. So you may have some folks that can give twenty five thousand dollars to the gala and then ten thousand to the annual fund and then an additional gift from their private foundation and then other people will, through their company or through there, and a combination of company and the personal money. Give five thousand to the gala, you know, one thousand to the annual fund and, you know, some other money, so it has to be a willingness to accept so it’s a willingness to accept what they khun dio right? Because it’s their capacity so it’s about having a conversation with the boardmember when they’re coming on to understand, to have them understand that there is a responsibility to see support the organization, and then to talk about what level that they’re comfortable giving it. So is that how you assess their capacity? And you’re just really you need to have a conversation what they’re comfortable with, right? Well, i mean, you’ve done the research, you’ve done the research before you brought him in as a trustee to kind of know what they’re pass it e issue done the the prospect research to say, ok, well, this person, you know, has given here there and what have you so you kind of have an idea of what they’re financial level is so then it’s a matter of having a careful conversation with them too say, you know, what is it that you feel comfortable with? And it is, of course. It’s important to set those expectations at the recruitment stage, right. Exactly together. Normally written down. I mean, this is not it’s not uncommon to have written documents that say your contribution will be two hundred fifty dollars. You know that that’s? Not an uncommon. Okay, where you’ll be expected to go to an event or you’ll be expected to cultivate whatever. It’s not uncommon to have those things even written down. It’s. Not like these air secret or uncomfortable conversations. You know, they’re just that’s just part of the business relationship. Most bored people understand they will be a set of contributions they have to make some of which include financial time. Whatever would you would you go so far as to recommend that they be a document that the boardmember signs? Yes. In most cases, there is a is a a a a board agreement. Okay, because liability means you normal. Ok, wendy, partners in education, we don’t have a written agreement, but we haven’t explicit verbal commitment that in most cases has been honored without a problem. Okay, it is not in a contract. All right. How about communications with with a small organization board is that? Is it any i’m guessing easier because most of the people are local? Terry, go ahead. Well, we my ceo communicates with the board on a regular basis. Individually, we have meetings every month, so every other, every was every other know every other month is an executive board meeting. And every other month on the other side is our full board meeting. And then we do not have a board meeting in august. So there’s that then there’s also committee. So we have committees, there’s, a finance committee and development committee, a program committee and nomine nominating committee. And so they usually meet every other month or every two months, three months or something like that. And then we all like i communicate with staff with the board members that i’m working with for a specific project or the, you know, different staff would work directly with the boardmember so it’s, more informal words again, a larger organization with larger, more high level board members, you may not have as much communication access access to them and communication through all your staff with them. It may just be a point to point from your ceo to the board or maybe your ceo, your cfo and your development person, the only people that talk to your board when they were going to say something on communicating for us. I’ve really have kind of individual relationships that the board members. And for the most part, i’d say seventy five percent of them. I have. I’m in communication with on a very regular basis, and you’re the executive director. S, right. Ok, which is, i guess. They’re more accessible to the charity. Also, the board members make themselves more accessible than a larger organization might find. Well, i find ways email, and i mean, i think communication is really easy, you know, whether wherever you live, you could just shoot and email and get a response, but because the board’s pretty active everybody’s working on something so there’s always i mean, it’s not the communication is not for the purpose. So much of updating as it is to kind of do the work, and we work together as you know, collaboratively on you, no specific issues and projects that puts me into direct communication with the board members on a fairly regular basis. So what about switching topics? Labbate hyre assessing the capacity of your board in different capability, different areas, maybe it’s fund-raising maybe it’s love assessing whether you have gaps in expertise? What what’s important? I think, wendy, we’ve all talked about nominating committee’s and what we do, we’re in all the organizations i’ve worked for is the nominating committee is one of the most important committees on any board or the nominating people, and we we do it very almost like database oriented. You know, here the five or six strands of talent that we need, you know, social talent, business, talent, political talent, you know what, marketing, whatever it is, you know, here’s the slots where that is filled now, here’s, what? We’re going to have gaps, we spend a lot of time looking at the term limits, and when people are coming up for renewal too, you know, because gaps will then because you really want to call today, you know, minimally, a year in advance, you want to start your cultivation efforts because you make no assumptions and and also things come up for people, you know, they were interested last year, but this year someone is ill in their family, they’ve gotten a promotion, they’re moving, etcetera, so the nominating committee is very important and to be very strategic about on the goals. I mean, you could have a goal that you have celebrities that’s fine, but, you know, you have to just make sure it’s all you’ve gotten what’s it called a pipeline, you know? So you’re constantly putting names into that pipeline, and your board is very active in that process. Well, they are on their on the nominee they are, the nominating committee rarely includes people from staff in anything other than, like a, you know, did that’s really very much the work of a board there also engaging the full board. Oh, christ, as they identify needs. Oh, you know that it’s talked about usually nominating and issues of bored recruitment are are usually part of certain board meetings. You know, it’ll come up as an agenda item and then there’s the nominating committee, which has, like, you were saying this most of the time, i talked to our board members when i was at pelham art center because they were working board. Wendy so a lot of the communication had to do a task oriented project management, things you were doing together, military. Anything you want to know about assessing the capacity of the board. Okay, what about board training? Any any differences in when a new boardmember comes on any differences that you’ve identified you, emmanuelle for smaller organizations that okay, please go ahead. We have aboard manual that we’ve been evolving our organization’s not quite five years old yet sweeping, evolving that and new board members that come on, get an orientation. They are given emmanuel. And each year we, you know, have ah, two three hour orientation for our new members and that’s how we train them. And there is no big formal training program but it’s more of an orientation to the organization. Ok? And most of them have been to something that we, you know, most of them know us and not where they joined the board. Someone in the other workshop had an interesting idea. She spoke about on their board. They actually had, like, a, you know, in high school or college, the key club where you came in new and someone was aligned to you. They had a senior boardmember each new boardmember that came on, there was a relationship. They were the mentor to that new boardmember i thought that was a really good idea. I thought that was a great idea. What we do is we have a retreat every year once a year. It’s ah, saturday afternoon. And so we are doing both role playing or discussions talking about topics that are of interest, reviewing our strategic plan. So last year at our board retreat, we went through some role playing in how tio make an ask good. Okay, excellent. That kind of leads me to something interesting. I think i hope hyre what about board members who aren’t comfortable asking directly, but maybe can be engaged in other activities around fund-raising why did you continue, terry? Well, some people are very they they feel uncomfortable asking their friends, their family or going to to even business colleagues to set up a meeting for something. Um, and so you need to find different ways for them to to support whether they can host a party of their friends at their home. We’ve done that. Where then you have your museum staff and their friends. They’re so the museum staff could do the cultivation because we’re that’s what we do. S o or you can have them come with you on a site, is it with a funder or a lunch? And they just need to be the intro person and the ask and the program description and all of that comes from the staff people, so they are observing their participating in some way, but they’re also they’re shadowing. They’re learning through it by going through this, you know, site visit or you? Know, observing the ask at a cocktail party or what have you do you find that they become the ones who are reluctant in the beginning? Tio actually ask become more comfortable. Have you seen that? Well, a little bit, yeah, i mean that’s the goal and sometimes it may take a little longer depends on everyone’s personalities different and some people are more comfortable in the limelight and others are not. So you have to kind of work with what they’re willing to do, what their comfort level is and you can’t force someone into something that i want dio that will be a disaster. Forget wendy’s. I don’t think i think something terry set is is really key, and that is, you know, in addition to asking people for money equally is important is is just opening up doors, making introductions and that’s i mean, even for people that don’t like to ask for money making introductions is really important because, you know, particularly if you really believe in the mission of the organization, the organization khun sell itself that’s themselves, that pipeline that lisa mention constantly introducing new people. I know we have a boardmember and you know, one of things i like to do is just kind of focus when i have my board members do. And we have one boardmember who has some really key foundation contacts and his what i asked him to do every years you get me into two foundations and that’s it that’s it that’s your job and that’s huge. That could be hundreds of thousands of dollars. So anything you want and what i do think that friendraising and fund-raising are all part of that same resource development. And as long as you can make sure there’s enough prongs and what you think of resource development there’s no, boardmember that can’t help you if we have to leave it there, ladies. Thank you very much, wendy. Tell you. Thank you. Lisa. Rob is executive director of the new york council on the arts. Wendy liddell. Adele is executive director of yonkers partners and education. And terry billy is assistant director for advancement at the hudson river museum. Ladies, thank you very much. Thank you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand twelve at the marriott marquis in midtown manhattan. My thanks to the three ladies. Some live listener love out tio st louis, missouri, hello, jersey city, new jersey. Welcome back. My dad was born there, i told you, used to live on mcadoo of reston, virginia. Hello, live listener love, and then we go further east vietnam. Welcome. I wish i knew the city. I’m sorry, our software doesn’t tell us what city. Right now we take a break, and when we returned tony’s, take two, and then maria simple will join me to see the smart cr m system. So i hope you stay with me. Talking alternative radio twenty four hours a day. Joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve? Save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot or or a nj dot net. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. You’re listening to the talking alternative network. Oppcoll i’m christine cronin, president of n y charities dot orc. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. That live listener loved that i sent to vietnam is joined by love going out to korea, and if you’re listening, if in a foreign country i’d love for you. Teo, tell us what city you’re in because our software doesn’t tell us so you could tell me on the linked in group or the facebook page or tweet me. Let me know what cities you’re in vietnam and korea tony’s take to roughly thirty two minutes into the hour. My block this week is charity corporatization re ducks three i’ve blocked this before, as you can tell from the title, and i’m still concerned about blurring lines between charities and corporations. More cities, for instance, are collecting what they call pilots payments in lieu of taxes from charities or they’re considering getting these payments from charities pittsburgh in memphis for most recently and there’s in my block there’s a link to a chronicle of philanthropy article talks about pittsburgh and memphis and a number of other cities that are either collecting those or looking at it. Also, we have corporations starting to look like charity’s, taking some in some of those charity attributes there’s the b corp in california. That’s ah, a form of organisation be corp. For an organization that gives some public benefit as well as having a profit motive. And in a lot of states there are low profit, limited liability corporations also called l three c’s on dh does i put this together with some other data points and just concerns me that the charity start to look like corporations and start getting treated like corporations in terms of those taxes. On that corporations start to look like charities. It’s on my block. The name of the post is charity corporatization re ducks three. My block is tony martignetti dot com. And that is tony’s take two for friday, the tenth of august thirty fourth show of the year. Joining me now, as she does once a month, is maria simple. Maria is the prospect finder she’s, an experienced trainer and speaker on prospect research. Her website is the prospect finder dot com. Her book is panning for gold. Find your best donor prospects now with an exclamation mark at the end. And she is at maria simple a si m pl e on twitter. Maria, welcome back. Hi there, tony. How are you today? I’m terrific. Very well, good to have you back. Thank you. We’re talking today about c r m constituent relationship management. Why is this important? Well, you know, it’s very important for non-profits to track relationships that they have especially fund-raising purposes, in my opinion, you know, i’m talking more about fund-raising side there as a prospect researcher that you want to be able to see, you know, where our people interconnected you want to be ableto have a certain data point certainly noted in a system that’s going to be able to capture the relevant points of information that are important for your organization and a broader cr m really goes beyond even the donor database. It would be able to track relationships that you have with volunteers with perhaps people that are coming in, uh, to use your organization’s services on a daily basis so it can give you a really broad picture. And, you know, i any any time you can have any type of a tool that shows sort of relationship management for a mapping tool, you know, i’m all for that, okay? And you and i have talked about too, that prospects don’t only come from donors and fund-raising quote fund-raising prospects. But could be employees or vendor’s vendors to the organization or consultants. Right? Right, right. So these are all the types of relationships that you can manage in a system, you know, ideally, you know, a picture scenario where you are a ah non-profit executive at a small commit sides non-profit and you get a phone call and somebody says, you know, hi, this is, you know, tony martignetti i’m looking to talk to you a little bit more and expand on our last conversation. If it’s me calling, you probably should hang up, but it’s using some other example? Yes. You know, you would want to be able to instantly trying to recall well, gee, what? Tony and i last talk about what were the talking points? You know what? What was his area of interest? Right? So ideally, if you’re, you know, at your computer, will you be able to just, you know, put tony’s name in there and pull up some sort of a data sheet on tony said that you’d be able to track what what were our last conversations? And, of course, you know, this is really important. There’s a lot of turnover right at non-profits so, you know, you want to be able to have that that that long term relationship tracked a donor doesn’t care, right? They don’t care that there’s while they developed relationships with key personnel at the non-profit but in terms of the overall longevity and their commitment to that non-profit organization, whomever that executive director development director is, um, he’s probably not as important as the overarching mission and trying to make sure that that there’s that continuity that people will continue to understand what that donor’s intent is what donors specific interest are. Yeah, it becomes quite embarrassing to say, you know, someone who’s new in the position, you know? I don’t i don’t really know what what conversations were before me, you know, it all just needs to be documented. You’re right for the institutional knowledge and continuity, yeah, absolutely, really critical and donorsearch budget organizations are really just using some sort of a spreadsheet right now to manage this, you know, there are systems out there that are fabulous, and they really range in price. Do you want me to talk about a particular guide that can that can help them kind of identify this. And i can actually put some information on on your paige is well about it. Yeah, in just a moment. Let me just get to one of the survey questions that we had about what? What systems people are using now to manage constituent data. Fifty percent of using razor’s edge. And about seventeen percent are using donor perfect and about a third of using other other software systems. But nobody said one of the choices was it’s on paper or in our heads. And so, thankfully, nobody nobody said that. And nobody said excel spreadsheets. Good thing. So all right, so people are past the index cards, at least. Listeners. Well, this is sophisticated audience, so you’re not going to get your average executive director ceo fundraiser listening to this is a sophisticated show, so the sample is skewed. So we’ll presume that there are some who would say it’s on paper in our heads, but they’re not our listeners. They could be were welcomed them, because then after today’s show, they could choose a different answer. Find value. This’s a that’s. Right? Of course. S oh, please. Why don’t you, uh you have an idea if we had just a couple minutes before break, you have ah, a place where people can sort of compare software, is that what you have? Yeah, absolutely. June twenty eleven idealware dot org’s, uh, terrific website for all types of things having to do with technologies for non-profits they came out with a free downloadable guide that’s called the consumer’s guide to low cost donor-centric and they reviewed lots of systems, and then they go into in depth and review sort of their top ten systems and across all kinds of different, uh, data points, you know, they’re reviewing them, of course, for price. And by the way, all assistance they reviewed technically felling under the four thousand dollars range. Okay, so these are not going to be like razors edge is not going to included, right? Razor’s edge is a very high entry cost. Yeah, so i thought, well, with, you know, your your listener audience of the smaller to midsize non-profit that some of their recommendations might actually fit very well for the non-profits they’re looking at, you know, how well can you manage the donor information? The reporting, tracking events, some of the systems khun do that? Well, yeah, because event event attendees that’s another constituency, right? That’s, right? They might attend an event, but they’re not. They’re not donors in the strict out of pocket sense without any other, any participation. So event attendees another important constituency that’s, right? And they are also some of the systems will do male merging very well. Others are not as great at it. Email. How well can the system email out or play? Well with an outside system, for example, i know that there are certain databases that played very well with donorsearch software, like tapestry in constant contact or constant contact in sales force. Dot com they are two systems that integrate very well together. So integration actually is another data point that they looked at. So, you know, i recommend everybody take a look at that particular guide because it’s free it’s downloadable um and idealware is actually having ah, replay on their webinar that they have on that particular topic as well. And i happen to have received an email. Just tweak that they’re having a sale on their recorded webinars. So for this month, only august it appears that they are nine dollars to download the past recorded webinar. Okay, but and the the survey sounds like sort of a consumer reports of of c r e m now does idealware this is important to know his idealware create today of their own software package or now that they’re not in that business there just a value. They’re reviewing it, right? They will value you don’t. Okay, so we’ll put the idealware dot com. But what? What we put oh, dot org’s. Thank you. But why don’t we put the link to the this document? Go on the facebook page and in the linked in group? Sure, i can do that. Okay. Thank you, maria. You’re always very good. And maria is maria doesn’t only say she’s going to do it actually doesn’t. So the show ends at two p m eastern. I would expect now putting round spot. No, but i’ll just say very quickly. Maria will have the stuff up. I’ll just leave it there. She always does. You always. You always have been. Um okay. What? You had a conversation with a ceo of, of of of a newer, newer offering in this field right recently? Well, actually. That’s what prompted me to kind of take a look at their whole cr m area? There’s there’s a very new, interesting software out there. And it’s called unify o you and i f y o dot com. And by the way, it works best on google chrome. So i know that was one of the questions that i made sure that we are listeners answering on since you’re right, but since you just mentioned it, let sze get that question out. It was which internet browser or using it work fifty percent explorer. Fifty percent are chrome, and then a handful of people, i guess, have to and the about a third of those said fire fox so a third of the yeah, about a third of the half what the hell am i talking? About? Fifty percent said explorer, fifty percent said chrome and about seventeen percent said firefox. So obviously summer using multiple systems. That’s what i was trying to convey in the past minute and a half. Okay, so way. Just have a minute before break. So say a little bit more and then we’ll come back. Okay? Sure. So what it is is a technically they call it a browser extension, and if you go to their website, they have a really cool little video. And i can post, uh, on your page is, well, a link to a specific video that talks about how confused for prospect research and that’s what really caught my attention, but basically what they say is that it bridges the gap between you and your c r m so and we’ll give you a little bit more information on that. But it really completes your customer profiles toe all of your cloud applications, so it integrates with several systems already sales force dot com high rise, which is another cr m system that i’m actually not as familiar with, um, and so, since sales force dotcom does have a non-profit maria, we have to take a break hold. That thought you were just saying, since salesforce dot com does have a non-profit when we return, we’ll let you finish that sentence. Stay with us. Talking. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought join me mondays at two p m and get all your communications questions answered on speaks been radio. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot com let’s monte m o nt y monty taylor dot com how’s your game want to improve your performance, focus and motivation than you need aspire athletic consulting, stop second guessing yourself, move your game to the next level, bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire, athletic consulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Altum welcome back, maria. Simple it’s. Your turn. Teo, finish that sentence on thing about sales force dot com they do have a non-profit related cr m so eyes that free budges. Do you know if that’s free? I believe it is. Yeah, i have. Yes, i was approached, i think. But it wasn’t recently by a salesforce dot com representative. I think it is free. The dover street version for charities. Yeah, i believe it is so what’s kind of cool about it is, you know, it had caught my attention was the fact that if i’m assuming now that the sales force dot com tool that non-profits air using would indeed integrate with unify oh, so if we’ve got any sales forthe users out there, i’d love some feedback. You know, through my page or tony’s page to see if it’s working well for you, but basically once you load this unify o icon up into your tool bar so let’s say then you are looking at somebody’s profile in sales force dot com you can click on the little unify. Oh, uh, icon and it will show you other other interactions that have happened with that person, so if that person has been tweeting about your organization or any email communications that have happened, you can manually put in specific notes about a person, so i’m thinking for a really small to midsize non-profit this could be a very interesting solution. Now, this is brand new. Tony okay, yeah, this is brand new, this is you launched may twenty twelve um, i had an opportunity to skype twice with the ceo of this company in recent weeks so i could get a better handle on understanding it and they love feedback. So, maria, it sze pulling in the whole web when you when you identify somebody that you’re you’re interested in? Yeah, well, it integrates best with certain platforms, but yeah, i mean, if you’re browsing and google chrome, so i was right, it has to be it only works in google chrome so far right far only google chrome, but they are looking to develop it for the other platforms as well. And, you know, i just think, it’s something really need to take a look at if if any of our listeners have an opportunity to do so and provide some feedback, they hadn’t created this. For the not non-profit sector originally, so to know that there could be this applique ability because you can have teams of people so let’s say you’ve got the executive director, the development director, maybe a program director and maybe a couple of board members be considered a team. All this data can be shared. So if you and i are on a team, tony and i want to try and figure out what? When were the last communications, it would pull an information about your last email communications okay, and are you testing this unify? Oh, maria, you know, i’ve been playing around with it a little bit, but i don’t have sales force dot com loaded here so that’s, why? I’d love to know somebody who does have it to see how that how, how that could integrate but it pulled in lengthen dad a twitter feed and i think it’s gonna have a lot of applicability it’s free right now, and it won’t stay free forever, so there will be a fee attached to this at some point. But i’ve been told by the ceo they’re going to keep it very affordable for the nonprofit sector. More broadly, when you’re looking at your your cr m software it’s important to know what, what your goals are from your from your system. Yeah, yeah, absolutely, you know, is it’s a system that is only going to be turning out donorsearch ports is this system, as i mentioned earlier, that might have to do mail merges and email marketing? Um, is this a system that is going to be able to help you track, um, interactions, right with those air critical for prospect freak prospect research? Oh, absolutely, absolutely. I mean, you think about all the points on the continuum on the development cycle. So you’ve got the prospect identification and research think about how will it play into cultivation? Solicitation the thank you, the follow-up and the stewardship i c c r m being invaluable not only for me, it’s, a prospect researcher, but certainly in stewarding donor forward. So it should have really flexibility to be able to provide additional notes. I love cloud based systems personally and don’t put me in george in jail. Now, i think the audience knows club. I think scott and i have talked about cloudgood other other other guests have, okay? I think people should know the cloud by now, i’m clear to talk. Wait, we just have about a minute and a half, though. Okay? So any cloud based system, for example, will enable any board members that you give access to the system, say they are very active and cultivating and solicited, soliciting people and meeting with people outside the office. Then they can certainly go ahead and type in notes about those particular meetings. And that again for that continuity is very, very important. Maria simple is the prospect finder. Her book is panning for gold. Find your best donor prospects now. And her website is the prospect finder dot com maria. Such a pleasure. Thanks very much. Thanks. Always tony on dh something occurred to me as i was talking to maria, you know, wanna make sure that i’m not sounding hypocritical because i blogged and talked about on tony’s take two. My concern about charities being too much like corporations. And now here we are talking about with marie about salesforce, dot com and unify. Oh, a system that wasn’t developed for charities was developed for companies. I do think there are good practices, great practices. In the in the for-profit corporation sector that charity’s can learn from and vice versa. I think corporations could soften themselves in some ways and learn a lot from charities. It’s the it’s, the so learning from each other, that’s to me, that’s distinct from starting to, um b organized by be regulated by by the other by state and federal overseers as one that you’re really not as as as b corp to start to look like r l three sees the limit for-profit limited liability corporations, i think start toe look at so that’s the start to look like charities that’s the distinction for me between what maria and i were talking about when i blogged about this week my thanks, tio terry, billy, wendy nadella, lisa, rob, of course, and the organizer’s of fund-raising day twenty twelve as well as maria next week grow your grassroots. Michael o’brien is a consultant and a grassroots organizer. Why this might be good for your organization and how do you get started? We’re talking about bringing new people to your cause and how to keep them excited about your work through the grassroots. Also, scott koegler returns. He’s the editor of non-profit technology news in our tech contributor you know i’m gonna be talking about devices, laptops, desktops, mobile we’re all over. Social networks checked out are linked in group facebook page maria will have the resource is up there? Follow me on twitter and use our hashtag non-profit radio. Also, i host a podcast for the chronicle of philanthropy it’s called fund-raising fundamentals. If you like this show, you might like fund-raising fundamentals it’s on itunes, it’s, a ten minute monthly podcast devoted to fund-raising continuing to wish you good luck in the way that performers do around the world. I want to keep this up because it’s fun and and i can do whatever i want on this so house with buy-in bruv house won’t buy-in bro that’s german for break your neck and your leg like we would say in the u s break a leg. Germans want you to go further because they have a large orthopaedic surgeon constituency, so they weren’t broken necks and legs and my thanks to janice taylor for these language lessons and contributions. Do you have one away that foreigners greet performers that are just about to go on stage and what they wish them how they wish them luck. Share it with me, let me know, and be sure and tell me how to say it. Our creative producer is claire meyerhoff. Janice taylor is our line producer. The show’s social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next friday, one to two p m eastern on talking alternative broadcasting, which you will always find at talking alternative dot com. I didn’t even think that shooting. Good ending. You’re listening to the talking alternate network. You get anything. Dahna cubine hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Dahna you’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcast are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stopped by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Talking. Hyre

099: Automated Accounting & Online Engagement To Action – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Aaron Schmid, chief product officer at Bill Highway

Jay Frost, CEO of FundraisingInfo.com

Read and watch more on Tony’s blog: http://tonymartignetti.com

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Hello and welcome to the show, it’s tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. I very much hope that you were with me last week. It would cause me pain if i learned that you had missed your more effective board. Gail gifford is the author of how to make your board dramatically more effective. Starting today, she helped you make sure your charities mission is relevant. Your ceo is supported and your board is strong. Also, a conversation with paul clolery he’s, the editor in chief of non-profit times he and i talked about a trend that he sees happening in events that they’re ramping up and what he’s concerned about in the future for charities this week. Automated accounting. Aaron schmidt is chief product officer at billhighway and he thinks a lot about accounting, so you don’t have to we’ll talk about increasing visibility, improving, reporting, standardizing if you have more than one office automate and increasing sorry and integrating with your bank and automate that’s re automating the gerund form that should be automating. I need i need an intern, so i have somebody to blame. For these mistakes, automating will be part of our discussion. Also, online engagement toe action from fund-raising day two thousand twelve. Jake frost, ceo of fund-raising info dot com, talks with me about moving people from engagement online to giving online how to convert your social media friends into donors. On tony’s, take two between the guests non-profit radios. One hundredth show it’s next week. Use non-profit radio that’s, our hashtag on twitter, use that hashtag to join the conversation there. Right now, we take a break and when we return, it’s automated accounting with aaron schmid, stay with me duitz thing getting dink, dink, dink dink. You’re listening to the talking alternative network waiting to get in. Don’t. You could. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Buy-in dafs you’re listening to the talking alternative network. Welcome back to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent arika schmidt is with me now. He’s, the chief product officer for billhighway and he leads the product and technical development of that financial technology platform. He’s a c p a. Aaron was previously a management consultant for deloitte consulting. Where’s clients included american express, bear stearns and borgwarner and i’m very pleased to have his expertise on the show. Aaron schmid welcome. Good morning. Thanks, tony. What’s wrong in accounting in small and midsize charities, you know, there there’s quite a bit of a few come to mind, you know immediately. And you know, one is just the lack of standardization across organisations and it really doesn’t matter if if your organization consists of one entity o r one hundred fifty different ways of doing the same thing. It’s just really not a healthy way to run a business, and it caused several problems related to, you know, operational inefficiencies. It could be very hard to educate and enforce again when you have fifty different ways of doing things, and it becomes even harder to get any type of consistent or meaningful reporting. So, organizations, you really need to focus on creating consistency. You know, both with prophecies and tools. You need one financial system of record one process to find. Oh, and that’s going to increase the level of visibility and accountability across the organization. Okay, these processes were talking about this is all around your money, money coming in money coming out. Absolutely no money coming in and out specifically around reporting, you know, i see. Ah, latto inconsistency. You know, just recently, way had a simple example where volunteers were running. Ah, client organization of ours. And those volunteers were were using different versions of the organization chart of account. And when you looked at it, i’m sorry. Different versions of the organization’s what chart of accounts? Chart of accounts. Okay, but it’s really what? What? To find your financial statements. It was really obvious when you look across the reports that were produced in the organization that the counter being misused and they were being duplicated and again, it was just really, really made it difficult to accurately report from a budget standpoint and then tracking actually to that. And we really just went in and did a very simple review of that chart of accounts and ended up finding one version of the truth. I did a little education, you know, on the volunteers, you know how to use that and just that simple change. You really just changed the meaningfulness of the reported that the report there were being generated. Tony martignetti non-profit radio has drug in jail. You you’re really been talking for less than two minutes, you’re already skirting very close. Of course, i’m the warden of jargon jail, so the probation early probation is a possibility a chart of accounts is that something that every charity is supposed to have? What, first of all, what are these accounts? What is on this chart? Absolutely every organization non-profit for-profit goingto have a chart of accounts and it’s really a very simple concept, nothing more than a list of reporting buckets of how you’re going to track your information, you know, over the course of the year, and that information is going to allow you to make better, better business decisions and really, in the end, that’s all a financial statement is kind of a running total to find on that list of reporting bucket that you’ve defined is meaningful to your organization again to be able teo, accumulate that information at the end of the year and make again better business. What are some examples of these reporting buckets that we on this chart of reports that sort of accounts, revenues and expensive? So you would think of you your piano again? However, your cash is coming into your organization, you’re gonna break that down to whatever’s meaningful. So you know, one example would be to break down reports they don product lines. You know, if you know that one hundred thousand dollars came in over the course of the year that’s important, but if you know that that hundred thousand dollars was ninety thousand dollars came from product number one and ten thousand came from product number two, that lower level granularity again is good, it is meaningful and it’s going to allow you to make decisions based on it, as opposed to just having that one lump sum amount of one hundred thousand dollars. So defining those reporting buckets, that chart of accounts is critical to understanding the health of your organization, okay, those are examples of revenues that may be coming in. So one might be fund-raising and one might be fees for services, and maybe one is you have a little thrift shop or something like that or a little sale of product or something. What are some examples? Okay, what are some examples of money going out these reporting buckets? That would be in this chart of accounts, you need to think of your expense structure and how your money is flowing out of the organization. So, again, whatever it is meaningful to you could be a simple, as, you know, the rent in the space that that that you’re releasing it could be a symbol of the utilities or again, anything that makes sense to your organization, and we need to be accounting for these items all separately. This is the point, right? That’s the point exactly that that lower level of granularity is so critical and you got it achieve a balance because there’s effort into creating that, you know, amount of detail and you don’t want to get excessive where it’s taking too much time to, you know, separate all those things out, but you definitely want to spend enough time, tio, where you’re getting enough meaningful. Information tio r mu to be able to make make those good business decisions. All right? And now, in just a minute, we have left before a break. What is the the value of tracking these this’s this flow of money in and out in the same way each time for small and midsize charities that that probably don’t even have a cfo? Yeah, that that consistent is so critical because without it, you know, it’s really hard to enforce accountability across the organization, because if things are track inconsistently, you just you don’t know what’s going on and if you don’t know what’s going on again, it’s hard to hold people accountable throughout your organization latto finding that that one version of truth and then using it in a very assistant manner is going to be critical free to be able to execute you’re on your wayto financial health. I’m thinking of a small organization that may get one hundred, checks a year or so or something like that, and maybe different people are accounting for those checks each time they come in, not out and about a hundred different people, but maybe two or three different people are doing it two or three different ways. That’s, your point right, that’s, my point, that’s all it takes again that you don’t need to be a thousand entity organization like you mentioned one. Any organization with no more than two people can do things in consistently, and that can create all kinds of wasted time, time and energy where you can get that consistent, whether you’re two people or one hundred again, what’s coming out on the back end in the financial statements are gonna be so much more meaningful. If that khun assistance, he was fine from the beginning and then executed well throughout the process, we have to take a break. You’ll stay with me, of course, and we’ll continue talking about automated accounting. Everybody else stays with us, too. Talking alternative radio twenty four hours a day. How’s your game. Want to improve your performance, focus and motivation? Then you need a spire athletic consulting stop second guessing yourself. Move your game to the next level. Bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire athletic consulting for a free fifteen minute power session to get unstuck today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Are you fed up with talking points? Rhetoric everywhere you turn left or right? Spin ideology no reality. In fact, its ideology over intellect no more it’s time for action. Join me. 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As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy share my journey as we apply the science of achievement and the art of fulfillment to create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation fridays at twelve noon eastern on talking alternative dot com. Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com hello and welcome back. Aaron let’s, talk about the value of this reporting. What now? Our report is going to be more specific when we know that we’re having consistent processes each time check comes in or some money goes out. But what we’re going to do with these now maur clear reports. Well, now we can use them, right? And before, when things are not consistent. You spent so much time in the accident knows of finance that it’s very hard to work in any proactive manner, and now that you have this consistency, you can start using it to become better and use financial statements, you know, again for what they’re there for teo again, increase the financial health of your organization aboard would certainly be interested in clearer, more precise reporting, right? Your your board, your finance committee or the office or the school board and it’s a huge problem right now and a lot of organization. That’s one of the core purpose is generating these financial statements for the different types of groups, and you can lose sight of and why you exist is an organization and again that’s for your constituents and that’s for your mission and you don’t exist is an organization. Teo, keep up and keep your head above water from a finance back-up okay, so we can automate thes tasks. Is that right? That’s that’s a key part of this key part of it? I mean, key part of it really centers around, you know, trying to work smarter and not harder on dh a great way to to work smarter, not harder, harder is to use technology as in the neighbor enabler and, you know, you want to reduce manual task, you want to get rid of duplicates. Dafs and as i just mentioned, you want try to free up resources from those accident o’s of financial management every day and get back to focusing on your constituent, thinking about recruitment, thinking about retention and obviously, you know, ultimately your mission, yeah, i think the you call him the x’s and o’s mean thiss numerical accounting and and just everything around the numbers is pretty daunting to a lot of small and midsize shops. They’re not really sure how to do it. They’re passionate about their work, obviously, because they wouldn’t be there, but then the business side, the financial management side is kind of, you know, burdensome and scary. Absolutely. All right, organizations really get caught up a lot. Just how things have always been done. And regardless of how painful it is, you can get caught keeping your head down and not not thinking about taking a step back and thinking, you know, how can we do this better? How can we do this? Smarter on dh that’s where, you know, technology could come in to get rid of a lot of that waste of time and energy and get you back focused on what makes? All right, we’ve talked on this show a few times about software as a service which is synonymous with cloud computing. That’s where a lot of the help exists right in the cloud? Absolutely, absolutely. And they make a lot of sense, you know, in today’s, day and age, especially for smaller groups. The leverage of the cloud. You know, in my opinion, it’s just it’s very difficult today to be good at everything and technology. It’s just it’s changing at an ever increasing pace and, you know, to be great at it, you need to focus on it. And you need to focus really exclusively on it? Um, not not profit organizations, they’re not technology companies again. They exist for their missions for their purpose. Um, and again, in my opinion, you think you need to let the experts focused on technology. Um, security security of your constituent data, it’s just it’s, paramount, and you really need to make sure that you do your homework and select a provider that understands that on that protects that again so you can leverage the power of the club duitz you talk about the pace of change, of technology and how hard it is for for people to keep up, so if they’re using a cloud computing solution, then they don’t have to keep up right? The company that manages that software, they’re the ones who are upgrading their product all the time, exactly and that’s, the real benefit is you have companies that are focused exclusively on it, that they do it very well, you know, they’re they’re constantly thinking about, you know, back-up systems, disaster recovery plans, you know, they’re building their facilities and earthquake proof fireproof, you know, places they’re they’re constantly focussed on data encryption. These are skills that they’re not. Simple on and they’re only getting harder and, you know, there’s so many times where, you know, i’ll go into a client and you see the server that sitting in a closet on air conditioned, right cem cem closet where there may be water bottles over it or something like that? Absolutely, you know, and all it takes is a simple air conditioning malfunction and, you know, you could be out of business because there’s pipes and risers in there, a pipe bomb accident literally walked into, you know, a server rooms where there’s water dripping and, you know, they put the makeshift things up, directing water. We are men and that’s just the risk is just too high and there’s really help. Ten years ago, fifteen years ago, you didn’t have that choice. He kind of had to live with that risk, but in today’s, day and age, you don’t have to live with that risk again. You can leverage software, the service cloud computing for what? It’s good at on dh. Just vastly different than just a few years ago. Those those closets, server rooms, that’s when people get creative with plastic sheets and duct tape. Yeah, have seen it all year and you’re hyping, maybe like a hose or rubber number. A garden hose cut from somebody’s home and that’s it. You got it. You got it. And that’s the problem with one simple thing. And you can have ah, catastrophes. So you can sleep a lot easier at night, knowing that organizations are going to the level they are to protect what’s so important to your organization again, back to that constituent data and the related financial data. Right. Okay, so all this important data now you. You you mentioned security, but let’s spend a couple of minutes with it. How do we know that the off site storage of our precious data, the stuff you just mentioned is is safer than being on our computers that we can see that i can control and have physical, physical security over the great question. And that’s where i mentioned early really need toe do your homework when when you’re looking at organizations you want to look for under organizations that really, truly understand, you know what they’re doing, you know, some of the industry standards out there that you want to look at you? Have they done? Enough the sixteen hold on jargon jail twice in ten minutes, six homes for seventy and it’s just really about, you know, i mean, auditing. Obviously, most folks are familiar with financial audit on dh these audits were created for the purpose of systems and making sure that the day to day operation of those systems are in line with best practices. All right, so now, what is what is seventeen at the end of a sixteen again? Just that it’s a set of rules, basically that organizations need to follow and you have it have an independent auditor come in and look at the controls are are in place and actually test those controls to make sure that again, you’re back-up there are happening regularly that you have a disaster recovery plan that you’ve actually executed that disaster recovery plan. They’re going to spend a lot of time in your databases and make sure that your data’s encrypted and make sure there’s no sensitive credit card information or different things, you know that that are in there that regular folks within your organization should not have access to. All right, so these are a set of audit standards. You got it? I got it. Okay, look at that. If they’re dealing again with any payment related information, you want to make sure i’m gonna get in trouble with the jargon police here, but that their pc i compliant and again that’s the exact same concept. It’s just centers around credit card information. What argast that of standards that the different networks out there, like visa and mastercard have outlined to make sure that anybody that is processing credit card payments are following the standards and make sure that everyone’s data is protected. Okay, this is all critical. Mean credit card processing. So your executive director has a credit card for the for the organization. You may very well get credit card gift either online or by paper when people fill out replied devices. This is all part of that level of that needed security, right? And now what’s pc i what is pc? I stand for payments, compliance industry. And i forget the actually what the acronym it means, but again, it’s all about that that set of standards that you need to comply by ifyou’re goingto all be involved in credit card transactions. Okay, which are pretty common. I think absolutely all right, so if we’re going to move to ah cloud solution, how do we then make the transfer that from or the conversion from our manual system or whatever we’re using to something that’s off site in cloud based sure, you want to focus on that during implementation, and you want to talk about that plan that you know, with your new private provider front from the beginning? Um, most things today can be automated and, you know, just with the web itself just integration of systems there’s just so much easier than it is today. So in most instances, you’ll look to some sort of programmatic way to get your key data from your legacy systems into your new systems, you know, having toe rechy that information, you know it most times you don’t need teo, but again, if the data set a small enough, you know, sometimes that doesn’t make sense. And because it’s just a one time transfer of information, there are times where from a budget standpoint where that makes the most sense you mean manual manual king makes the most sense, exactly, exactly for the kids to think about it from the beginning of the process, you don’t want to get too far down the path and then start bringing up the topic and then realize that there is going to be some investment in terms of some programmatic interchange. So, you know, having those discussions upfront, understanding the implications and then being able to make the best decision based on what makes sense for your organization is aaron schmidt is chief product officer at billhighway, which you’ll find it billhighway dot com, how are these services typically paid for what? How are the fees work? That’s one of the great things about cloudy as well as, you know, in the past, he typically installing, you know, large systems on your different client server based systems ten again, twenty years ago with a significant capital investment upfront and then ongoing maintenance and licensing xero and the cloud, you know, move to a much more subscription based, you know, pricing model, and you really don’t have to make those significant capital investments up front and it’s more of ah, pay as you go model, which can be very attractive to smaller organizations that, you know, just historically haven’t had the funding the ability to make those up from capital investments for the large systems there? What do you really just kind of changes the playing field and allows any organization tio have the power of ah, very what do you paying for as you go? Is it per transaction or it’s a monthly retainer based female? How does pay as you go work it’s all different? You know, some organizations will charge you more of ah, per user fee. Some organizations, we’ll charge you more of a transactional based model, especially if they’re involved at all in the processing of online payments or donations. So it’s really gonna depend on on the provider and what the specific functionality is, you know, that they’re providing, but the beauty is that pay as you go model, getting rid of that that up front investment what’s interesting about cloudgood puting is it’s it’s, analogous to where we were thirty years ago twenty five, thirty years, roughly in computing, where it was mainframes and people had, you know, dumb terminals and you had to go to a terminal room, of course, because he asked, and it wasn’t just tom it’s exactly how to think of it. Is all you need is that dumb, you know, internet browser and another one of the beauties you could be anywhere in the world longs you have that intercut internet connection, you know, tying back to again that that mainframe like environment you got, everything you need is a great difference is being, of course, now it’s all desktop, you don’t go to terminal room, and your organization doesn’t maintain that mainframe. You’re just paying for access to it up in the cloud exactly. And in the sharing of that, that cost across all the organizations customers is what’s so critical where before an organization had to absorb that completely by themselves, you know, again in an industry that they’re not experts in and spreading that cost out across all of ah, cloud providers, clients, you know, just really benefits everybody way have just a couple of minutes before we have to wrap up. Erin, we’ve been talking about your internal processes accounting, but this can be these processes can be integrated with the external your bank. How does that work? Absolutely. And today again, we talk about the differences the back in the client server days, you know, into the true, you know, web based world and it isn’t general systems have been they’ve gotten better and better at integration, and you need to look for solutions that embrace integration, you know, as part of our culture, a lot of systems today that kind of claim to be good at everything and that’s just not the case, you know billhighway for example, a great financial management tool, but we’re not a great cms toole were not a great here, and you’ll see a memory with hold on hold on crn when i was customer relationship management, what cms concept management comes and think about your front end if a lot of your revenue comes in from from donations, you think about the the website that your donors are used to going teo make those donations, we have just like forty five seconds before i have to wrap up, so my charity has a relationship with td bank can you’re saying that i can integrate my accounting system using cloud computing and be integrated with my account or accounts at td bank after the limit? The counting systems are get embracing this integration and you see examples really across the board where payment processing and online banking are becoming more and more fully integrated with your accounting system and that’s really kind of were billhighway hang a hat is we’ve actually built in accounting system that sits on top of banking platforms from the beginning of tiny that your bank over here and you’re counting system over here. And and it was it was a batch process to put the two of them together every night or something batch process, and yet people involved reconcile ing those things, and really one of the reasons accounting systems in-kind departments exist is making sure that those two things they’re in synch and you’re expending a lot of time and money making sure that that’s happening and organizations like billhighway have asked the question you do, these things need to be separate, and we believe, you know, very strongly that they don’t, and we believe in, you know, five, ten years, you’re not gonna have ah system doing payment processing and in online bank to log into and then in accounting system, log into your have one user interface to log into that is allowing you to execute all three of those and then be able to leverage the operational efficiency that that that could create. All right, erin, we have to leave it there. Chief product officer at billhighway, which you’ll find a billhighway dot com arika schmidt, thank you very much for being on the show. Great. Thank you. Doing my pleasure. Right now, we take a break, and when we returned to tony’s, take two bonem talking alternative radio, twenty four hours a day. Hi, this is nancy taito from speaks. Been radio speaks. Been. Radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. Money, time, happiness, success, where’s, your breakthrough. Join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy. Share my journey as we apply the science of achievement and the art of fulfillment. To create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation. Fridays, twelve noon eastern on talking alternative dot com buy-in. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com lively conversation. Top trends, sound advice, that’s, tony martignetti non-profit radio and i’m samantha cohen from the american civil liberties union. Time now for tony’s, take two my one hundredth show is next week, friday, july thirteenth. Amy sample ward is going to be my guest she’s, a blogger for stanford social innovation review, and she’s, an officer at men and ten the non-profit technology network. I’m opening this one hundred show up to you because i’m so grateful that you listen and support the show, the question’s going to be yours she’s ready to take on your social media questions? You can send them to us to me. Use the linked in group comment on my blog’s use facebook used twitter. Send your questions in advance for amy sample ward anything around social media any of those platforms i just mentioned or any of the other social networks if you’re struggling or if you’re not struggling, but you just have ah, little question to try to get you to the next level, send it and amy sample ward will take it on next friday on the one hundred show, we also have some and ten books and swag teo giveaway for both live and archive listeners were not forgetting the archive listeners in the contests ah, plus all the regular contributors is going to be there, maria and scott and jean and emily all four talking about social media is social networking, and you’ll find all this my blogged at tony martignetti dot com that is tony’s take two for friday, july sixth, twenty seventh show of the year and my ninety ninth show. Right now, i have for you a pre recorded interview with j frost from fund-raising day two thousand twelve, he and i talked about moving people from online engagement to online donor on here is that interview. Welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand twelve were hosted by the association of fund-raising professionals, the greater new york city chapter, and we’re in midtown manhattan at the marriott marquis. My guest right now is jay frost. He is ceo of fund-raising info dot com, and his seminar topic is a little provocative, not too provocative, curious, popping the question moving from engagement to action online. J frost welcome, thank you very much. Nice to be here, it’s a pleasure to have you on and to meet. Finally, we’ve we’ve been connected through social social networks through for quite some time, a long time a couple of years, i think, but now meeting face to face. And i’m really not too impressed. So you look better than i imagine. He’s gracious, and i’m obnoxious. Um, let’s. See? Okay, so we wanna engage. People are already engaged with our non-profit but with our charity. But we want to move them into giving online. Oh, yeah, we’re gonna have some time, but generally, what is our process for doing that? Asking, asking them to give go to the next level and okay, so when we talk about engagement, what level are they engaged? Hypothetical? Well, that does really range, right? Okay, organizations are our messaging all the time. They’re out there talking to people about the good that they do, and they do that in different ways. According to this scope and scale and their marketing plan, sometimes it’s is really a nice, rigorous plan. And sometimes it’s haphazard, but fundamentally were engaging with organizations because we we find something that they do appealing here’s, thie even stronger than appealing. I mean, they they move it, they move us. We love their work for some reason. Well, yes, i mean, hopefully radio and and we’re right, especially in social media. Be talking about that kind of passion all the time, so i’m all for passion. But at some point we’ve got to be like the session title implies at some point we got to be willing to say okay, well, i love you too. But now it’s time to get together and compare notes and work on something together. So it’s about asking people to make a commitment. Okay, how do we begin? Teo asked, how do we approach them? Well, i think it’s not dissimilar from all the other things we do in fund-raising it’s just that a lot of social has been about marketing rather than sales. And so it’s a matter of merging those two pieces instead of building a wall between them that i work with the number of organizations where they will build very large followings of people, and talk about a lot of really important things that work, that they do every day, or they share scriptural quotes. Or they will go in and look at a specific program in detail, share images from it all these things are great. They really engage people. Then they failed to just take that one additional step and say, come on over to thiss page here’s a link, and then you can support this next year, next month tomorrow, so what’s the reluctance why aren’t we doing it more? Well, i think part of it is because we’ve been given ah the wrong message for the last couple years about what social media’s should be and how far it can go, right? And in fact, there have been a lot of people that i like to call the gurus and ninjas because they often refer to themselves as good, wasn’t it? Who will say you really have to build that passion? First, we have to build the passion first, and i understand the emotion behind that here’s here’s, the fundamental challenge if we began every organization like that, none with survive every every organization needs to have today’s equivalent of the sustaining gift of the major grant of the the money given at the door of some kind of purchase. If we failed to do that, we lose the ability to sustain our mission, and social is really no different from anything else in that regard, except that the audience is far larger and the acquisition cost is far lower, right? Right. Okay, so we say thie advices asked, but we’re accustomed to doing very different work related but leading up to but were afraid to make the ask right to convert someone into a donor that’s who we’re talking about, right, even and even a modest donor, maybe a fifty dollars, a year donor. What’s what’s your advice? I mean, well, let me ask you this way, does your advice vary based on whether we’re asking through facebook or we’re asking our twitter followers? Well, i don’t know that would vary that much by the channel. Specifically, it might be by the kind of content we’re sharing or the event itself or the ask itself. I guess what i’m saying is that we need to be willing to marry the different parts of the program so instead of them operating in silos, we gotta find a way to, for example, have the e mail campaign fed by social. So a part of this is organizational structure. It’s absolutely, or you don’t want marketing communications not to not be talking to development and institutional advance, right? Absolutely. And in fact, i think a lot of times we we’ve given the social aspect to people in it because we saw two somehow alien and complicated, or we’ve given it to the marketing department because we saw it as a channel for broadcasting. And while those the people in those in those skill areas are terrific, they have terrific skillsets great contributions, they make two organizations, we need to have somebody who’s willing to actually say, okay, glad you love us now would you be willing to support this activity? They need to be involved in all the messaging, all those components, okay, so who should be saying it? Well, in that case, what we really need to do is have a social media department, which is made up of people were fund-raising including fund-raising all right, so we need to break down the organizational silos and also the conceptual silos about what social networks are for and how far we can go with them. And and i’ve seen this pretty consistently. I went to a conference last year where it was a room full of people going to a session on social media that i was conducting, and we did it kind of. A show of hands afterwards, how many people had a fundraiser in the team that was responsible for a social media messaging and it was less than ten percent? And i saw something happened just recently it another conference in very similar result. So i think that we we have to we have to find a way to marry these concepts very early in the program, and then we will use that technologies as the bridges between them so that if, for example, we won’t go to facebook and to say, will you give today? We would say there there’s here’s, the program that we’ve been talking about? It’s really important, we need your support for it where you click this link and come over here and do so so that’s it. Then we’re going to use another platform to collect the information, to collect the donation in the same way that we do now through email or our website. So it’s a process of moving from one place to another using the correct messaging within that context of that channel. Okay, so let’s talk a little more, even in more detail, so that people can start to activate themselves. Two break down their own pre conceptions. Misconceptions about this limitation around around social media. What? What is what is a preferred method of doing that let’s say on with your with twitter followers? How might we start to get them? We’re putting out bursts, they’re very engaged. We’ve got a good number, let’s say we’ve got a couple of thousand followers, but that’s as far as we’ve gone and we don’t really know much about them other than that they’re following us on twitter way don’t know, we don’t know who they are beyond that, right? How do we start to message while they’re there? There are a whole bunch of elements there there, really interesting. Okay, one is the task, interesting questions all the time i had to, but they’re running on you to get in there. Open ended. So interesting answers. Where do i start? Which apple do i pick first? Well, one part is about knowing who the donors are. Okay, let’s, focus on how do we get more information about who are two thousand? Twitter followers aren’t right exactly. Well, there were a couple ends to that one is, of course, when we go in, we when we have an existing following, we could start researching those people by simply looking their profiles and then connecting that to other kinds of profiles for example, their web pages there, they’re linked in pages and that we’re gonna learn quite a good deal about them. A bigger challenge right now is finding information on people already in our file who are on these social channels, but we don’t know that they are there, and there are some tools now to do that there. Is there a couple of companies unfortunate don’t think they’re in the hall here today, but they’re a couple of company named them it’s. Ok, well, i know one is small act, for example, small act small act, which what they do is they will take a file of email addresses, and they will then upend the social handles so instead of wonderful. So instead of just trying to figure out who might be on facebook and then say, well, you post something for us, you find out the people who had the greatest influence and then you reach out to them directly. Now can we give listeners another another company that does that just to give them a choice? Don’t i want? Or i would, but i’m forgetting. The name right now and there are only two. But if i’m happy to tell anybody if they contact me after, ok, if it occurs to you in the next fifteen minutes so shattered i mean, i shout out random phones right time i’ll do that. So you’re invited to do that as well. Listeners know that it’s mostly randomized. Okay. What? What other advice? I mean, you see now, it’s? Not really channel specific. But you said i might question opened up a whole bunch of interesting topics are now we know more about who the people are, right? What else? What else was interesting? Well, another piece of that is how our people actually raising money. I mean, are they raising money by direct if they are raising money at all? Are they doing it by direct, ask or by empowering people to ask on their behalf? Clearly, the answer is number two. Eso an example. That’s very easy now is charity water charity water has been very successful in having people donate their birthdays where a person will say i would like tio instead giving me birthday presents this year will you go to my form, make a gift for charity water to bring potable water to people who don’t have any. And that’s that’s been very successful, they’ve raised. I understand over forty five million dollars to date there are now embarking a one billion dollar campaign. So i think fundamentally, what they’re doing right, and it’s been done by other organizations, is by empowering their donors to use some tools off line and use the social environment to go out and spread that message with those links to their pages. Charity water also happens to be very good about showing impact. Yes, absolutely. I think that’s a big that’s. A big piece, obviously on the programmatic side, they’re showing that your dollars could make a direct impact. Its but even when it’s not quite as tangible, i think organizations have done very well in these ways. Another example that i used today is something like humane society, the humane society, united states. What are they doing? That’s right in this context, they again have causes page, you know, so people can make a donation that way. They have their own contribution pages, etcetera. So they’re driving traffic to these places so people could make a donation. But really, what they’re doing is they’re fostering that relationship and empowering the donor. And one really basic level is to go and react and respond and engage with every single person who posts something. So if you were to go right now and send a tweet to somebody, the commission society, you’re going to get a response, you know? And i don’t know of any other charity in america that does that. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics politically expressed. I am montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you suffering from aches and pains? Has traditional medicine let you down? 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And for small and midsize shops, that could be very challenging, but i just don’t have the do they. Well, let me push back on that we’ve had that conversation for a long time in fund-raising about the thank you call and ah lot of us know jerry panis, who talks about this stuff, and i’ve done some sessions with him at the institute for charitable giving this last year, a lot of fun because he has so much history and so much experience with different organizations, and he often tells the story listeners who don’t know his last name is spelled p a n a s yes, and you’ll see it either is jerry are usually jerrold with a j that’s, right? Yeah. Okay, please. Lots of books to his to his credit center, etcetera. But he talks about these organizations that that decide to thank their donors by phone. And this is a long before social media. So just one levels you pick up the phone and just say thank you. And so he was talking with a few organizations about this and the importance of making i think he said ah, thank you. Phone call to everybody who gives that leased a thousand dollars and one person said while we do it for everybody who gives one hundred, and he thought that was great, of course, s o he said, well, how how do you do it? And that’s that’s terrific. And and they said, well, actually, we do. And i think they said about fifty six thousand like this a year fifty six thousand phone calling organization it’s a big organization, but here’s the question, why are they big? I would argue that the reason why they’re large is because they built that level of engagement because they thank everyone because there because the most important thing is the person had told jerry and the rest of group, what is there that’s more important than saying thank you? And but and the reason i mention this in social media context is because in social media that’s, exactly the currency if you say something great, i retweet it, and that means that i think it has value and i care and you probably care that i that i’ve done that, but institutionally, we have failed at that we will often broadcast really good content that we think it’s in the interest of our of our constituents, but we haven’t been very good about saying, wow, thank you for sharing this content or that was a really great thing that you said we really appreciate your carrying our baton it’s very easy to dio i’ve been mystery shopping at non-profits on twitter, okay, couple years, yes, we’re all going all post content about them, oftentimes with their handle to see what they’ll say, and this is various things they have a job opening at a gift that’s been made to them there posted some terrific content, and then i’ll wait to see what they say. Now i’ve done this organizations i know nothing about. I don’t know anyone there, i’ve done it with organizations i know but haven’t given teo and i’ve done it with organizations where i give including a couple, whether in my will and they know it, and i would have to say that at least ninety nine percent that time there is xero response to anything that i posted about them and and really that’s just like the thank you. What? Why? Why not decide to make a mental shift and simply say that while we don’t have all day to subic, sit around, say thank you, we can take ten percent of our day on social to say we’re going to talk with people in a way that tells them that we care and that’s that’s actually an outstanding example, including especially, i think, the ones that you have in your will and they know it, but there isn’t a closer relationship, and they’re not monitoring their social networks. Two see that you’re you’re commenting on the relationship, and they should be commenting back. And part of that, of course, is is roger that the person who’s working on that social account is now pushing housing and pushing and and not looking and you know it’s not their fault. It’s their job to create content, but not to monitor what what’s coming back or to monitor the relationships with donors because their job is all about the content. It’s not about the dahna relationships, but no donors, you know, no bucks, no buck rogers, yeah, that’s my philosophy on fund-raising all right, ah, look, i’m just going to open up the sort of generally mean other advice the charity’s khun can execute. For me, that’s a that’s a pretty simple one monitor your channel, monitor your name across all the networks that you’re on that’s right and respond when the name is someone that’s should be recognizable to me, so cross check what other simple advice like that? Well, you can use the same philosophy to try and gather new donors knew or at least knew constituents, knew interested parties, so it goes beyond the kind of follow the followers or follow the followers followers thing to looking for people. We’re talking about the things that matter to you. So in the case of the kind things that way, there is our currency, maybe it’s philanthropy or if i’m in a cancer organization to look att at, people were mentioning cancer, and then to reach up into the to them directly and talk about what is of interest to them. Tio applaud the kinds of things they’re posting and that’s going to drive traffic back to you. I mean, i think it has a direct economic effect, but it also has a has a way of showing them that were really authentic and what we’re doing, we’re not just selling something, which i think should be appealing to the people right now who are monitoring our channels, that the folks who are largely managing our social media right now have their heart in the right place, which is to say they care that that we’re having an honest and authentic conversation. The problem is that there aren’t necessarily in a position to have it with the people who are the most invested with our causes, so if we can improve that, that and then e-giving some incentive direction, encouragement to go out and try to find more people who care about the same things, we could really broaden our audience. Another piece that’s of great interest to me is about global amglobal fund-raising organizations, the united states have been largely focused on domestic fund-raising forever and that’s been in for very practical reasons. If you live in new york, there’s a lot of opportunity in new york, so maybe you’d go outside to the tri state area. If you live in california, you have a national charity. Maybe you’ll reach out to new york and perhaps texas in chicago and d c in a couple places florida, but you’re going to stop. In the places that, you know, we have a critical mass of donors, and a lot of that is driven by where you can travel and who you have addresses for here’s. The thing about global social media is that if i post something now, not a person in beirut could read is easily a za person in boston or tokyo as well as texas. So if we start trying to send messages out in a way that says, we’re welcoming not just the people here who care about this stuff, but we’re really welcoming everyone. We have the opportunity to completely expand our audience for our work and because that we aren’t inhibited by those addresses because the mail weii there’s really nothing, nothing inhibiting us from continuing to stuart these donors once we activate them, empower them and that’s again. Why we need to have stewardship and solicitation is always a piece of this fabric because otherwise we’ll never have the opportunity to say great glad you liked us. Can you come over here and support us? And the same thing is true. Domestically, we for a long time been focused on donors who kind of looked like our boards, the past and that’s been a pretty homogeneous place. But today, because the nature of social media and its audience it’s so widely diverse, especially the audiences that are going to become more mohr, the biggest part of the american fabric in the next few years that we have an opportunity to talk to them right now in a way that we never could’ve with our list. Ten years ago, you wouldn’t have had the access right right here, we have to leave it there. Great j frost, a pleasure. He is ceo of fund-raising info dot com pleasure to have you as a guest. It’s, great speaker. Thanks, tony. Martignetti oh, my pleasure. Thank you, tony martignetti non-profit radio coverage of the fund-raising day conference two thousand twelve in new york city. Our host is the association of fund-raising professionals create a new york city chapter that interview from fund-raising day just a few weeks ago. My thanks to aaron schmid and also, of course, to j frost and the organizer’s of fund-raising day twenty twelve. Next week, as i said, the one hundred show. Get your social media questions in for amy sample ward. Use any of the networks that that i’m on linked in the blogged facebook twitter plus scott koegler maria simple jean takagi and emily chan will also be with us all talking about social media all next week. We’re all over social media. You can’t make a click without smacking your head into tony martignetti non-profit radio you know all the places we are, you know you can listen live or archive on itunes itunes that non-profit radio dot net on twitter you can follow me, use the show’s hashtag which is non-profit radio i’m also on four square if you want, if you’re there let’s connect on foursquare, our creative producer is claire miree off sam liebowitz is our line producer shows social media is by regina walton of organic social media, who doesn’t have standing job and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I very much hope that you will be with me next week for the one hundredth tony martignetti non-profit radio that’s. Next friday one to two p m eastern on talking alternative broadcasting, which is always at talking alternative dot com i didn’t think that shooting. Good ending. You’re listening to the talking, alternate network, waiting to get into anything. Hyre cubine hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Dahna you’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one two to eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Dahna hyre

096: Motivate Your Board For Major Giving & Revisiting Your 2012 Prospect Plan – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Jennifer Herring, president & CEO of The Maritime Aquarium at Norwalk.

Maria Semple, The Prospect Finder, consultant in prospect research and
author of “Panning for Gold: Find Your Best Donor Prospects Now.”

Read and watch more on Tony’s blog: http://tonymartignetti.com

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Zoho hello and welcome to tony martignetti non-profit radio for friday, june fifteenth twenty twelve we’re talking about big ideas, big non-profit ideas for the other ninety five percent of your aptly named host it’s good to be back in the studio have been away for a couple of weeks. Last week i was at fund-raising day got about ten interviews for the show, one of which we’re goingto listen to very shortly today, but great fun meeting everybody on the exhibit floor got some sponsorship enquiries good to see everybody there about fifteen hundred people at the conference and good busy booth we had on the exhibit floor this week it is motivate your board for major e-giving and revisiting your twenty twelve prospect plan from last week’s fund-raising day conference. Jennifer herring has advice on motivating, working with and supporting your board to help them step up to their fund-raising duties she’s president and ceo of the maritime aquarium at norwalk in connecticut and also revisiting your twenty twelve prospect plan. Maria simple, our prospect research contributor and the prospect finder those a midyear checkin of her new year’s ideas on your twenty twelve prospect plan that was back. On our january sixth show have you hosted those cultivation events that she recommended and used them as prospect research tools? Do you have your free google lorts set up? We’ll recap a few of those ideas from january and between the guests. Antony’s take two nearly one thousand new york city charities lose their tax exemption. I’ll explain what happened to their exempt status and that’s not limited to new york. You can use the hashtag non-profit radio to join the conversation on twitter. Andi i very much hope that you were with me last week when it was got women donors from last year’s fund-raising conference and also maria semple was on last week sharing strategies for using linked in. Right now we take a break, and when we return, i’ll have the first of my interviews from fund-raising day this year. Stay with me. They couldn’t do anything, including getting ding, ding, ding ding. You’re listening to the talking alternative network, waiting to get you thinking. E-giving cubine money, time, happiness, success, where’s, your breakthrough join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy share my journey as we apply the science of achievement and the art of fulfillment to create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation fridays at twelve noon eastern on talking alternative dot com oppcoll are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Dahna you’re listening to the talking alternative network. Welcome back, it’s time to motivate your board for major giving. This is the first of my interviews from the fund-raising day conference hosted by association friendraising professionals new york city chapter just last friday. So this is the first of the ten that i got years. Motivate your board for major e-giving with jennifer herring, welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand twelve, we’re in the heart of new york city in times square at the marriott marquis. My guest right now is jennifer herring. Jennifer is president and ceo of the maritime aquarium at norwalk, and her topic is major gifts two point oh, straight talk for your board, jennifer. Welcome to the show. Thank you very much, tony. I’m glad to have you on dh. Thank you for taking time in a busy conference day. A pleasure. Why don’t you acquaint listeners with the work of the maritime? Aquarius. Ah, the maritime aquarium is a regional aquarium located in fairfield county, connecticut, that serves primarily connecticut in westchester. But the whole tri state region it’s focused on long island sound. In fact, it’s, the only aquarium focused on long island sound our mission is to inspire people of all ages to appreciate long island sound and protect it for future generations. We have a wonderful collection of long island sound animals and a lot of ability to touch and directly experience animals. It’s a very intimate aquarium. Okay, we also have a very large education program that reaches out primarily to underserved students around the tri state area. And how long have you been there? I’ve been there for going on eight years now as the ceo. Okay, let’s, get into your seminar topic. Major gifts two point oh, straight talk for your board. You’re encouraging gift officers to be change agents around board fund-raising way. We’ll have plenty of time for detail, but generally what’s what’s the problem that you see, i think that the challenge with boards is to keep them engaged. Getting them on the board is on ly step one all fund-raising especially major gifts. Fund-raising is about personal relationships. And just like any friendship, personal relationship needs to be cultivated and maintained on a continuous basis so you can get getting people on the board is the first challenge and talk a little bit. We want we want talk? A little about recruitment will get sacked, right? But once they’re on the board keeping them engaged, challenging them with meaningful ways to be connected with your organization, it’s an ongoing challenge and the strategy behind that is something that the development officers can and should play a significant role in. Okay, let’s, let’s talk a little about the recruitment of board members. How do we make plane? What the fund-raising expectations are at the recruitment stage? I’ve done that for many, many years, no there’s always a conversation, you know, once you’ve i met, the person cultivated the person enough so that your at a position to have a conversation about whether they want to join your board. And of course, that person has to be somebody who’s passionate about your mission and somebody who is going to bring something either some expertise or capacity or preferably or a network of contacts are preferably all three two the nexus of issues that the organization feeling you have ensured that the person you’re recruiting is bringing something, what one one to a little three of those? Absolutely because, of course, the ideal boardmember brings wealth, wisdom and work. And we want to engage all three. So you’re having the conversation and it’s almost always conversation, at least in my current job between me, sometimes with another trustee and the perspective person and i just lay the expectations out on the table. Now we have kind of a sliding scale of expectations, depending on the capacity of the person the board has voted. This is a small organization, it’s, about a ten and a half million dollar budget and how many trustees are there there at the moment? Thirty one that’s large could be that’s a lot that’s. A lot of trustees, partly because in a cultural institution, being on the board or on a committee of the board is the only way you have a connection there. No grateful patients. There are no alumni. You have to create a connection and keep it going. Okay, and the board is a very important way to do that. So getting back to the recruitment conversation, i always put a specific number on the table. Um, and it can be as little as the minimum annual gift that the board has voted. Should be the minimum, which is twenty, five hundred. Dollars uh huh. Often i will say site a larger annual gift if i know the person has more capacity plus either giving ah, e-giving or selling a table to the gala. And then we’ve been in a campaign mullet for the last five years. I usually say, you know, once you’ve gotten involved in and been a member and really gotten connected, we will be coming to talk to you about a major giff ok? And the first number that’s an annual number that’s an annual number. Okay, so you’re very clear about the expectations, do you? Do you do this in writing and let the person take it home to take it to the office and considerate or this is really all verbal well, what we give them in writing, we don’t give them the expectation and writing, okay, we give them the role of the board. You know what? What our expectations of them are in terms of their responsibilities and what they can expect of us in terms of response. Civilities, we give them a lot of background material about the organization would let them see who they’re colleagues on the board would baby give them. Aboard list, but we don’t have, you know, a pledge form that they have to sign beforehand. We figured that the verbal conversation is enough, and then we solicit them ah, at the at year end or calendar, you’re a fiscal year, and we have a june thirtieth fiscal year for what we’ve talked about. All right, now you have a new boardmember they’ve they’ve accepted based on the expectations, what is ah, board training look like for brand new board members around? Fund-raising well, we don’t have a really formal training for us it’s on the job, maybe they go on other calls, outgoing calls with others or what we mostly do. We have a pretty elaborate committee structure, one of which is this is a campaign committee, but a marketing committee of finance committee, education committee and exhibits committee, so we use those committees to get them connected with the meat and the program of the organization we use the gala committee very actively to engage people in soliciting tables for the gala. That’s in some ways, the easiest kind of fund-raising to do because it’s very transactional, then there’s a a certain small kadre of leadership volunteers. Who have made major gif ts and who are in powerful positions in the board that i work with personally to develop specific ask strategies that they participate in to go on called fund-raising calls with terrorism that’s sort of on the job it’s on me. Okay, so it’s on the job training because i’ve i’ve found i’ve worked it now for non-profits and i in none of them has there ever been, you know, you get the whole board together and you have a little fund-raising training thing. We tried to do that, actually on a retreat in two thousand eight, the week that the stock market was falling apart when we were about to launch our campaign and had a little role playing about how you ask, but that contrived, right? So everybody knew everybody knew was staged its quite trust, and i found that it’s much better to work directly with the person who’s agreed to go on a call with you, and what i do is write a script for that person, and i do it for myself too about you know what the objective is, how much we’re going to ask for what the background. Is the, you know, the background, research, the relationship with the person to the organization, and then what each of us is going to say, e-giving lending, e-giving e-giving, ding, ding, ding, ding! You’re listening to the talking alternate network, get him. Cubine money, time, happiness, success, where’s your breakthrough join me, nora simpson, as i bring you real world tools for combining financial smarts with spiritual purpose. As a consultant to ceos, i’ve helped produce clear, measurable financial results while expanding integrity, passion and joy share my journey as we apply the science of achievement and the art of fulfillment to create breakthroughs for people across the world. The people of creation nation listened to norah simpson’s creation nation fridays at twelve noon eastern on talking alternative dot com. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Oppcoll you’re listening to the talking alternative network. Treyz i’m ken berger of charity navigator. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Yeah, so you actually rehearse since you have a school to do, you practise the meeting in advance? Well, i practice myself. I mean, i sit in my office and speak the script, and i often will have a telephone call with the person who’s going with nato to go over it, and they used these scripts. They work really well to shape the the conversation and, you know, it’s sort of various whose mouth, the actual ask is going to come out of it most often comes out of my mouth even if we’re going with a peer, but it doesn’t matter, really, because the presence of the pier there makes all the difference. And why don’t you say a word about that? For people who may not recognise what what’s the value of having is someone someone alongside with you, who’s a a peer of the of the person you’re soliciting. So having somebody who’s involved who’s already made a major her gift who’s giving their time and and treasure to the organization validates the organization for the person that you’re asking the money for and sets a bar down four for what they’re doing, especially if it’s a trustee because the trustees are supposed to be the ones who care the most were the most invested and therefore need to be the biggest investors in the organization. That somebody on the outside of the organization is always looking. Two how much trustees were doing and how much in particular that trustee who’s asking has done to help scale their level of gift thinking. So so here’s an example. Actually, this isn’t a trustee is somebody whose son is a trustee. And who i’ve tried to get a trust to be a trustee for years has taken on the project of raising money for a new research vessel, which is a two and a half million dollar project. He’s in the shipping industry. He’s. Very passionate about it. He cochairs the committee he brought in the person who’s. Um, project managing the project. Who’s built many boats. He helped move us to the decision away from retrofitting an old boat to building a new boat from scratch. He agreed to raise the money. He gave a half million dollars lead gift. And i took him to see ah, prospect that’s been in our family at about the ten. Thousand dollar level for a number of years. Who we honored it, our gala, who we’ve cultivated pretty thoroughly and whose connection to the aquarium was around our existing research vessel. So we went and sat with him right before christmas in their kitchen. Sam uh, the gentleman who’s leading this project talked about it very passionately talked about what he’s done, and that is instance, the actual ask came out of my mouth. We left them with materials. But then the leader that the head of this effort played golf with the prospect in florida continue to cultivate him on his own separately from anything that the institution was doing. And this gentleman stepped up with a half million dollar gift, matching the lead gift for matching the lead gift. So it was a long cultivation effort, probably going on for five years before we got to the critical moment where we found the right project that connected to this person’s passion. And i’m sure that the fact that he was being solicited by somebody else who had made a gift at that level was one of the things that determined no, his i mean, this is somebody with a lot of capacity. Who’s named things all over town. This also speaks to the value of the long term relationships that you mentioned now that may not have been a long term relationship, but it was the beginning of it was the beginning of a relationship between those between those two between those two. Absolutely and and there is the long term relationship with the institution. Find this gentleman the person who made the five hundred thousand dollar gift had been involved with the institution for at least five years. But between these two people, right, a developing relationship, correct? See each other’s piers on dh makes it tougher for the person solicited to refuse. The other thing usually is that when you’re going to have a solicitation call, the person that you’re soliciting knows why you’re coming to see that it’s not a surprise way don’t want toby blindsiding people you want them to know, right? I mean, you basically set up the meeting in a way that says, i want to come and talk to about this project for this campaign or so that they know what it is and if they don’t want to be solicited. They won’t take the meeting mostly right? Let’s talk about the role of the professional fundraiser in supporting lord fund-raising what do you see as the the role? Well acquaint people with the structure at the aquarium? Do you have? Ah, vice president, director development? Yes, there are some gift officers or we have it, but we have a very small development, as we have in highly experienced director development who’s been doing university development, heading university development departments for thirty years. We have a person who does foundations and ah latto the patron program and various other many aspects of fund-raising is sort of the director of the annual fund, but he’s also doing major gift so it’s not very good at everything that it is typical of a small shop. We have a person who does the gallas and corporate fund-raising we have a person who does membership and the acknowledgment of gif ts and some fulfillment of patron level gift, which is a thousand dollars for us, we don’t have very many patrons and and that person has an assistant so it’s basically five, five people in there, other things that are being done out of this. Opponent who eyes the liaison to the board for fund-raising assume it’s, the it’s, the director of development and to some degree that the person who manages the gala because the board is so involved in the gala so and and also the personal i would say that there are three of our gift officers that that have relationships, not with every boardmember but with some board members, and then since you’re giving your your topic is major gift, right, what’s, the what’s, the support that the director development probably is the one providing to the to the board around around major, gifted director, director of development it’s mostly providing support to me around major gift activities and that’s possibly because i have such a strong fund-raising background was the ceo. I mean, that’s what i’ve been my career has been for thirty years, so we talk about strategy. He identifies prospects, does the research. He does a lot of personal cultivation with these people, too. So he makes friends with them. He talks about his travels there, travels. He fixed us up with theater tickets. He does things that just brings them closer to the organization. He’s very active. In working with the board on small, intimate cultivation dinners, that’s something you ask board members to do? We asked members events and not in the way host them right in front of our biggest exhibit, which is a shark tank. So you’re you’re having dinner with the sharks swimming around in this elegant table. There’s, you know, a maximum of twenty of you there’s, some interesting intellectual guest, either professor from yale or the principle of our partner school that’s closing the achievement gap or somebody like that, you’re there with a bunch of peers that the board members bring to the table and that’s part of the cultivation effort that’s proven very successful and really important in moving people into major gift relationships with us. What do we do with or four board members who have a reluctance to do fund-raising now, even at the so even going back to the er, teo bringing them on, bring them on the board, the recruitment if they express our reluctance, they have skills that you need and they’re willing to do their own giving maybe a maybe a much higher level than the twenty five dollar minimum, but they have a reluctance to do to be asking people for money, what can they be doing around fund-raising we just don’t bother with them because we don’t have time, frankly, so you wouldn’t accept that kind of a boardmember no, no, we just leave them alone to what they’re doing, okay? And don’t try to make them do something they can’t d’oh. But even if they can’t ask there not comfortable asking, they could, for instance, host the hosting events so that’s were constantly, uh, trying to get people to bring their friends to our events to our friends of his are exhibit openings introduced people to us, and every year when we have aboard retreat, they all the people there pledged that they will do that and every year on ly a few of them do it word definitely working very hard to get boardmember sze to agree to host or co host thies, small dinners are shark tank dinners and bring with its great they’re called struck thank dinner. Yes. Oh, isn’t that great? I just read something online that if there was one drop of blood in one million drops of blood or something like that, sort of sense that consensus was that on npr’s website or something it could be but that’s something that that one of our education programs that demonstrates two kids very interesting how they do it with a little drop of tomato juice, being deluded and deluded and deluded, and and they figure out when they can taste it and okay, yeah, so your shark tank dinners so we’re constantly trying to get boardmember is to bring their peers to shark tank dinners, which is very difficult to do, and only a few of them are really able tto leverage those kinds of relationships. It’s, you know, we have in some ways a naive for this is not new york city, and this is not new york city fund-raising with the kind of power boards that i’ve worked with at the new york public library and the wildlife conservation society it’s a very different kind of bored, maybe many of these people are being our board members for the first time, some of them are, you know, business people may be in the upper middle management of the bank, and there they don’t have that kind of reach into rich people community that um, that is common in new york. On the other hand, fairfield county has a huge amount of hedge fund wealth and a huge amount of maritime wealth, although in this economy, that’s less than it, wass. And we’re getting more and more of those kinds of people on our board who do have a network and are able to to bring us at least to get this us in a room with them. Okay, then the challenge becomes how two convince the sector. That is more and more about venture philanthropy that has measurable impact. That there’s something for them at the maritime aquarium? Yeah, on dh. Well, we want to stick to the board fund-raising topic, but i know that impact and outcome assessment is very here for lots of charities. And yes, it is a struggle for cultural institutions to do that. Although it sounds like maybe around your education in this job we do. We are able to do that around our education on shifts and initiatives in some very interesting ways about closing the achievement gap, and one of our trustees made a very strategic a gift to us that allowed us to do a case study about a partner school that we’re working with and what impact our partnership has had in their achievement there. Rising achievement of school that’s almost all inner city kids. Jennifer way have just about a minute left. And i want to talk a little about the case for support on dh analyzing that case for support again in just a minute. So what’s your advice around scrutinising that you need a strong case for support. You need your board to be able to deliver it in an elevator speech s so that they can be great ambassadors for you. The case for support is what’s going to make people give? They have to understand that you have to teach them through your case for support that you are an institution that can help them change the world, that they can change the world through your institution, and get the joy and satisfaction of doing that through their philanthropy. The the elevator speech for board members, do you help them write it? First? Talk about what we have definitely done that, and we’ve done it in various ways. The elevator speech should have a certain set of statistics, and i’ve actually gone so far as to take a business card and write him out that they can keep in their pocket this citizen. But the elevator speech also has to connect to the passions of the boardmember so that they can talk about the institution in a way that that communicates the passion that they bring to it. So every boardmember doesn’t have the same elevators, no every boardmember doesn’t and shouldn’t have the same elevator speech. Excellent advice. Ok, it goes to what? What? What moves them the most. What moves down, right? We have to leave it there, but thank you so much, tony. My pleasure. Jennifer herring is president and ceo of the maritime aquarium at norwalk in norwalk, connecticut. Pleasure. Thank you very much for joining me, jennifer. My pleasure. Thank you, toni. This is tony martignetti non-profit radio coverage of fund-raising day two thousand twelve marriott marquis, hosted by association of fund-raising professionals, new york city chapter. My thanks again to the folks at fund-raising day and jennifer herring. Right now, we take a break, and when we returned, tony’s take two, and then it’ll be maria semple revisiting your two thousand twelve prospect plan. So hang around. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, it’s. Time for tony’s, take two on tony martignetti non-profit radio my block this week is nearly one thousand new york city charities lose tax exemption the new york city department of finance ah revoked the property tax exemption from nine hundred twenty five city based charities because they failed to demonstrate a legitimate charitable purpose. They lost their property exemption for what? For property that they owned. And, as i say in the blogged, something similar to that was reported in the new york times last year and and the block post has a link to that coverage, i think the lessons for charities are you need to stay true to the charitable mission that got you. The irs is designation of tax exempt however, many years ago that was and in the case of one of the charity’s sighted, but you’ll see in the blogged from new york city, that was nineteen, thirty four and but now, obviously, new york city is challenging that. So you need to stay true to that charitable mission that got you that original tax exempt designation and i think, also need to stay in compliance with state and local regulations. And laws because i could see compliance being linked to keeping your tax advantage at the state and local level. And that’s all we’re talking about. We’re not talking about federal tax exemption. These were ah, this is all state and local tax advantages also want to remind you well, that’s on the block and my blog’s is that tony martignetti dot com and that’s, this week’s post. I also want you to remember that we have a linked in group and on the linked in group. You can tell me what you ah, i have as ideas for future shows. Or give me feedback on previous guests. When if you’d like to say, please check us out on linkedin. And that is tony’s. Take two for friday, june fifteenth the twenty fourth show of the year. The year is almost half over. How is that possible, maria? Simple. I know your air right in here. Hello, maria. Simple. How are you? I’m doing well. Maria is the prospect finder she’s, an experienced trainer and speaker on prospect research. Her website is the prospect finder dot com. Her book is panning for gold. Find your best donor prospects now and most importantly, she’s, our regular prospect research contributor, and this month we’re revisiting the twenty twelve prospect plan maria from the january sixth show. You had some ideas back then, i did absolutely so i came up with kind of a list of things that people could do, and i thought i’d be a good idea to revisit it now that we are hard to believe midpoint in the year of twenty twelve already, i know, um, so not to revisit the entire show, but some of the tips that we had, we brought to the table at that point we were talking about, you know, prospecting from within your database in-kind of mining that database and tips for how you can keep up with some of your top prospects. But we also talked about proactively identifying people outside the database and bringing them into your organization to learn more about your missions and by hosting by hosting some cultivation events, right? Right. So we did, you know, talk about cultivation events. My suggestion had been to in the first three months of the year, really trying to identify people from within the database and proactively identified people outside your database that you might invite some cultivation events and then try and hold those events in second quarter. So let let’s assume that people may have taken our advice hosted one or two cultivation events, but if not, we have some lessons or we have some ideas to get started. The year’s not over and it’s only half. So you can still, you know, implement all of these and just think about shifting the tips into the second half of the year. That’s even we have even more than half. This is only the twenty fourth. So twenty four, twenty four, fifty seconds have passed. So what is that? Twelve. Twenty six and then it goes down even further. Teo six, six, eighth goes from all right. Well, you have more than half the year left. Yeah, just a little over half the year. So all is not lost. But anyway, let’s, let’s talk about some of those. Those tips that we talked about, we mentioned identifying maybe the within your database. Who were those top ten to twenty gifts that you’d received in the past year. And also your top ten prospects in terms of lifetime giving to your organization and, you know, inviting those people to attend a cultivation event. Now, you know, sometimes people refer to these parlor event. You know, whatever terminology want to use, the event can be held at your facility. If you have a facility you want to showcase or outside in somebody’s home. So in particular, if you have somebody you’re affiliated with with your board or another volunteer who’s willing to open up their home, particularly if they have a lovely home. And really, the setting would work very nicely for us. A small, intimate gathering. The key to remember here, there’s no. Ask at that. You know, that could also be on site. You might have. You might have a very interesting place for people to gather on site i in the interview that everybody heard earlier in the show. Jennifer herring is president of the maritime aquarium at norwalk in connecticut. And they like to host things in front of the shark tank. Right? So it could be a small gathering. If you have a small shark or maybe have a gecko or, you know a hamster, you could host a small group in front of a little aquarium. With, you know, eight or twelve people watching the hamster go around in a wheel, i mean, that could be compelling. Yeah, certainly if you have a facility that lend itself well to that type of gathering that’s great. I attended something recently at the liberty science center here in jersey city in new jersey, and it was a fabulous event, and so, you know, just get creative and think about what would draw people in. Is it the space? Is that this person’s home on dh? The key is to really be able teo stick to the time frame that you tell people it will be, particularly if you’re going to do it around some sort of a breakfast event, people need to get on with their day, be a little bit more lax if it’s an end of the day event, but from a prospecting or prospect research point of view you want to think about while you’re attending that event, listening for, you know, some of the general interests now, you know, i’m assuming that a lot of the people that are listening to this show may be from a smaller to midsize non-profit so the person taking on the role of prospect researcher is either the executive director is the development director, maybe a communications director. Whoever that person is that also does some prospect research at the organization should be in attendance at this event with the so purpose, really, to do a little bit of intelligence gathering. Yeah, you want to be you want to be making sure that people are that staff, if you do have multiple staff, you don’t want them huddled together over in the sort of the room, even if it’s just two or three of you, you know, huddled in a corner, chatting or all seated at the same table if there are multiple tables, that’s, a that’s, a big mistake, you’re not you’re not going to be out talking to people as much as you could be, right? So this is an opportunity for you to showcase your non-profit but also to elicit a lot of wonderful information that, quite frankly, a lot of instances you may just not be able to find this information online. So so what type of information might that be that you’d want to elicit as wearing your prospect? Just general interest just engaged the person in conversation on and be a good listener that is just so very keys just to really put your listening ears on. And we’ve talked about we have talked about that in the past. Thie radical listening, which came from a previous guest. Melanie schnoll begun. And then you picked up on radical listening and recommended it as prospect research vehicle. Right? Total cultivation event is a great place for you to become a radical listener. So gent general interests that they have any family information that you khun gather sometimes there might be information about children, ages of children just to get kind of get an idea of where they are, what point in their lives that they’re at. Um, are they you know, more of a plan giving prospect for you? Are they really just starting out in their lives, their careers, and have very young children? Just you want to be genuinely interested in in their lives? S and and what? What it is about your work that appeals to them, right? And one way to find out about that is, well, obviously to directly ask them. But it’s also interesting to try and gather where else? They’re volunteering their time. You know what other charities air they particularly interested in so that you can try and figure out? Well, gee, just, you know, the programming and then services that we offer does it a line at all with what this family has in terms of their general charitable interest. So in the case of the maritime museum, they might be thinking about, you know, china, find out what you nowhere else these people are are spending their time. Are they interested in other maybe water conservation efforts, other charities that really address water quality in the long island sound? You know, things of that nature, and so for sure, you’ll know that you’re on the right track and engaging this person in additional conversation. So, you know, that might be a great way to find out where they and their spouse volunteered their time also vacationing. You know, this is a great opportunity for you to say so, you know, do you have any exciting vacation plans for this summer? Uh, so, you know, be listening for responses like, yeah, we’ll be spending, you know, the entire month of august in our home. In the hamptons, you know, they say that nature good to know just just generally find out what type if they say no, we’re doing this stay cation thing this year, you know, pick up on that cue, um, and then really, really important the circles back to something we talked about in the january show is to be able to really create some sort of contact reports on capturing critical information that you’ve been able to glean from the, uh, from the cultivation events. Right now, we have a great dahna database right now, back in january, we talked about we encouraged i think it was the eleven percent that didn’t have a computer database to look at the clouds packages that available, and you went into detail and on that in the january six show, so hopefully some of those people have converted teo computer databases, right? And if they’re still in there, sort of in the shopping phase, i’ll just remind them real quickly that the two websites that that might be something for them to check out that might give them some additional info on what’s available out there. Idealware dot or ge talked had a kn article about how to select a database and tech soup dot or ge is a good place to find some low cost and free tech advice. So, you know, check those out if you’re still in shopping mode. Andi, i you know, i truly believe that cloud based is the way to go it’s just going to give your staff and your board the most flexibility on dh then your point about saving that valuable information that you that you learn at a cultivation event in that computer database or if you’re not computerized yet, i guess you know, you you print up a contact report and put it in a person’s folder, right? Exactly and, you know, it’s really important, like, just just like you don’t want that staff to be all congregating together in the corner, it’s going to be very important after the event post event very quickly thereafter within a day or two to have a debriefing if it’s not a meeting, get a conference call going, you know, there’s free conference services out there there’s no reason why you can’t just say, you know, knowing in advance the date of the event, let’s say it’s a thursday evening by by friday midday, you could be having a conference call in have that scheduled way in advance that you’re going to have a debriefing call, you know what were the important point? Somebody found out from speaking with some of the people, and you may want to actually pre-tax fine people, right? So if we know in advance that mr big bucks is going to be there, why not do a little pre advanced research on him and find out a little bit of information? And so that a boardmember can be assigned to perhaps be the person to you know, just have a discussion and you can even try and figure out who the best four person would be, that you’d want to make sure cultivating that individual during the way we’re going to take a break. I want to emphasize before we do one thing that you said, which is in terms of inviting people, look a tte donors who have give been giving for the lifetime large donors over their lifetime, so individual gifts may not be so large, but they’re giving history over the life over their lifetime with your organization. Is quite large. Those air also good people to invite. We’re going take a break, and maria simple will still be with me after that break. And i hope you will, too. Talking alternative radio twenty four hours a day. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic readings. 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Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. This is tony martignetti, aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Technology fund-raising compliance. Social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting. Talking. Hi there and welcome back we’re revisiting your twenty twelve prospect plan with maria simple maria just teo wrap up that topic on cultivation events. Was there anything more you wanted to say about that before we get to one of the other topics from from january? I would say in terms of pre imposed cultivation event, there are a couple of websites that you might want a bookmark to be able to do some of that general research on an individual that might be attending or might have attended anay event. I outlined some of these in the going beyond google article that i have on my website, and maybe what i ll do, tony is at after the show go ahead into your lincoln page as well as your lincoln group as well as your facebook group on dh post there about what where they confine that exactly, but it’s a suspect finder, dot com and it’s on the resource is paige, so some of those things that you can do is obviously run the person’s name through google. Now the big tip with google is that you want to put quotation marks around a person’s name, so that you’re finding their name as a phrase in google if is so, certainly you could do that. You can set up a google alerts again on the top ten donors we had recommended back in january that you look at the top donors that you have in your database and set up an alert on their name that’s free google will push the information to you so you could find out if something new is happening, especially in somebody’s business career. Now, last time we talked about alerts, i think you had set one on me or we talk about something and you used me as an example. I was lousy results was a wealth indicator. Was that that wealth indicator? What? What, you know, what’s interesting about setting up. Stop using me as an example, right? Google and google alerts is if you google plus now is actually influencing, and we talked about that on one of your shows it’s influencing your search results. So if you are on google plus and you are logged into google, the results are actually going to be skewed more toward social results. So if you’re doing this purely as a prospect researcher. You may want to actually log out of google. Um, your google plus account before commencing your prospect research. Just a tip. I think you might get a little bit more of objective results, if you will. It’s not gonna be so much skewed toward just social sector social media here. And you had you had examples on of other alerts that that people could set beyond the free google lorts, which are which are outstanding. I use them a lot for for my work, right? But you had some examples of others specific newspaper alerts. A lot of the newspapers out there permit used to set up alerts on specific phrases. If you and also the news sources in your state here i track in new jersey, i track and jay is, uh, they send me daily alert just generally what’s going on in the business community. I get those alerts twice a day here in new jersey. So that’s, something you want to consider looking into. What is that publication that covers your state? It might present from interesting opportunities for you because they tend to not only highlight, you know, negative news that’s going on, but also some real positive news and then one of the fee based services that some of your listeners maybe currently scribed, too, for doing foundation research is called foundation search dot com and as paid subscriber, one of the things that you have access to is a new foundation alert service. So if you are subscribed to that service, definitely set up the alert for yourself. They’ll let you know anytime a new foundation is formed on registered with the irs in your state or whatever states you decide to set up, as you know, the alert service and you will be pushed the information through email, then you can check it out a little bit further waken set these alerts up not only for individuals but companies and foundations. That’s, right? Yeah, you can definitely do that as well. Cos and foundations, you want to set up those alert so, you know, whatever it is that you’re looking to track for certain, you want to set up the alert there? Um, lincoln is a great place to research. Somebody pretty opposed an event. Also, they have free alerts that you can set up within lincoln. So let’s say you’re always, you know, prospecting for somebody who holds specific in a certain industry. Let’s say the accounting industry or something like that. Ah, and you want to always be notified anytime somebody new joins lincoln who’s in the accounting field and also happens to be within a certain radius of your zip code, you can set those types of alerts up up to three of them, actually under a free lengthen account to take advantage of that. And have lincoln pushed the information to you, maria, is that using the advanced search? Yeah, yeah. You can do with the advanced search page just to do the search initially and then? Ah, once you set those, you see the search results, you can actually save that search and you’re allowed to save up to three searches. Particularly useful. Okay. Okay, so the cultivation events, the alerts i’ve calculated now the year is six thirteen ths of the way through. So you have you have seven thirteenth remaining to take advantage of these ideas that maria originally recommended back in january. But don’t feel bad, maria. We have just about thirty seconds left. What do you want to leave people with in? This mid year checking this revisiting of the prospect plan i think it’s really just the idea of getting proactive on dh getting their delve into your database proactively trying mine it proactively look for people who are outside of the database that you need to bring in and learn about your organization and really help them stored them along said that they will feed knew names into your organization and be willing to host their own cultivation event. Maria simple you’ll find her at the prospect finder dot com our regular contributor, maria pleasure talking to you, thank you very much. We’ll catch you next month and my thanks again, of course, to jennifer herring and the folks at a f p for ah, letting me be on the exhibit floor last week at fund-raising day in new york city next week, what happened in two thousand eleven? Well recap the years fund-raising with bob evans of giving yusa and returning rob mitchell, the ceo of atlas, of giving we’ll compare and contrast they’re two methods and what their findings are for last year’s fund-raising also scott koegler, the editor of non-profit technology news, returns with going mobile he and i will talk about mobile aps and your mobile website a few weeks ago on tony’s take two i talked about my core beliefs that charity’s need to do better and that they deserve the help that they need. Lynette singleton, from singleton consulting group, is a good friend to the show and she’s, a frequent re tweeter of the show on twitter and she’s offering to help the charity’s need she’s hosting a ninety minute webinar on marketing on thursday, june twenty first, you’ll learn what marketing really is and how it can help your non-profit had a position you’re non-profit conduct a marketing and communications audit and develop a marketing plan to achieve your goals. I have talked to lynette and she’s, a smart lady, and you’ll learn a lot from this webinar non-profit radio listeners get twenty five dollars off registration used discount code non-profit radio that’s two words it’s on thursday, june twenty first at two thirty eastern and you register at s c g the number four non-profits dot net cg four non-profits dot net to register for lynette singleton’s marketing webinar you can keep up with us on the facebook page like us. On that page, you know where to find us live. An archive non-profit radio dot net is for the archive. That’s. Our apple page are apple, itunes, paige. The show’s hashtag is non-profit radio on twitter. Use it often. Our creative producer is clear, meyerhoff sam liebowitz is the line producer, shows social media is by regina walton of organic social media, and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next friday went to two p m eastern at talking alternative dot com. You couldn’t do anything to get good ending. You’re listening to the talking alternative network, get anything. Thank you, cubine how’s your game. Want to improve your performance, focus and motivation than you need. 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You’re listening to talking alt-right network at www. Dot talking alternative dot com, now broadcasting twenty four hours a day. Looking to meet mr or mrs right, but still haven’t found the one want to make your current relationship as filling as possible, then tuning on thursdays at one pm for love in the afternoon with morning alice as a professional matchmaker, i’ve seen it all with distinguished authors, industry coolers and experts on everything from wine to fashion. Join us as we discuss dating, relationships and more on talking alternative dot com. Are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over intellect, no more it’s time. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s. 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095: Got Women Donors & Lovin’ LinkedIn For Prospect Research – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Michele Walsh, director, leadership gifts, at U.S. Fund for UNICEF & Travis Fraser, director, major gifts for United Way of New York City

Maria, Semple, The Prospect Finder, consultant in prospect research and author of “Panning for Gold: Find Your Best Donor Prospects Now”

Read and watch more on Tony’s blog: http://tonymartignetti.com

View Full Transcript
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Welcome to tony martignetti non-profit radio on friday, august twelfth. I’m your aptly named host tony martignetti hope you were with me last week when it was wild woman fund-raising i had mazarene treyz consultant and author of the wild woman’s guide to fund-raising she was with me for the full hour to share her thoughts about career social media grants, manship and mohr. We did our live first tweeting last week, and we’re going to keep that up this week when it is got women donors from the fund-raising day conference in new york city this past june, we talk about successful initiatives to expand your female donor base through targeted and appropriate cultivation, solicitation and stewardship. My guests are michelle walsh from the us fund for unicef and travis fraser from united way of new york city second half of the show linked in for prospect research i’ll be joined by our new regular contributor maria simple the prospect find her, she’ll be sharing strategies for using linked in to find people and organizations who could be your employees boardmember sze volunteers and donors. As i said, we’ll be live tweeting this week the hashtag is non-profit radio we’ll take a break, and then we’ll start with god. Women donors you’re listening to the talking alternative network. Neo-sage you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Zoho hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com durney durney welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven at the marriott marquis in times square in new york city. My guests now are travis fraser and michelle walsh. Travis is director of mate gif ts for united way of new york city and michelle walsh’s, director of leadership gif ts for the united states fund for unicef. Welcome, thank you, thanks pleasure to have you, they’re seminar topic is success stories got women donors, and so we’re all about talking about female donors. Michelle, why are female donors important? Why are the important they’re important? Yeah, i mean, if you look at research even to start, which is where we were talking earlier today, it’s, they’re making up a larger part of the e-giving population than ever before. So i was just referencing an article earlier where in two thousand five was the first year that the irs had records that women were actually out giving men as a whole. I think it was sametz twenty one billion as compared with about sixteen or seventeen billion so and that’s already, you know, six years old at this point, but they have huge giving power and very often that they make their decisions differently, and we need to be aware of that and that they also are motivated differently, so i think they’re important because they do give and when they do give, they tend to mobilize people, so not only did they give their own funds, but they’re also generating additional support very often and travis. Of course, in the upper ages, women survive men on average, yes, moflow closer tonight. So? So if we’re talking about deferred or planned gift, women become critical because typically they’re inheriting their husbands, their husbands, states or a portion of yeah, yes, that’s that’s true, we don’t deal a lot with plant giving within our women’s group, and i think as our core group of members ages and we start looking broadening, i guess t younger populations, we might start making plans with four plan giving with them, but because of how we’re able to engage them and draw them closer to the organization, they really i thing translate into perfect prospects for for major get for plant gifts in the future. So, michelle, you mentioned different donor motivations women versus men. What are some of the differences that you see? I think that women as a whole, obviously only one particular woman relies right, but that if you look at women as a whole, very often they’re motivated by things that they can connect with and be involved with, so they’re motivated by family, they’re motivated by making a difference. We’ve noticed that it’s not usually being on a donor list or being on a donor wall, they also want to be a part of a community that’s doing something that has results so there really is a motivation about doing. Good in the world and what? What? That accomplishment iss okay, and how do you find that different than than the male donor? I think that it’s not as driven in terms of the connection. So seeing something and seeing what it’s doing hasn’t been as much of a motivator for men in that same when you can have more of ah here’s here’s the information this is what it’s going to do? Of course they want to know what the results are but it’s not as much of a desire to be engaged in the process. Okay, yeah, michelle, your work does include working with older donors seventies and eighties women in those ages. I would say that it’s across the board. So we’re looking at ultra high net worth individuals and that’s really are deciding factor. There are certainly maura’s. You get up towards those hyre age groups of people that have accumulated that type of wealth. I think you spoke earlier with some of my colleagues who were talking about the younger generation twenty one to forty, right? And so we’re looking, really hoping towards getting most of the people to million dollar giver is a leadership. Gifts for us is one hundred thousand, but if we’re looking at that group, they are going to be, you know, tend towards the older end of it, but the representation of what portion of that is seventy to eighty, you know, i wouldn’t know off the top of my head, but there are certainly some people in there that would be in that age group, okay? And when you’re dealing with women of that age, i’m trying to focus. We’re talking about dahna motivations what’s your experience with when the husband was the primary donor on dh he’s, now deceased, you’re going to the you’re going to the surviving wife, what’s your experience around their willingness to teo continue to give, i think i mean it’s so individual if they’re very defined and what they’re giving is it’s, you know, very often on lee really about honoring someone’s memory, but if in order to engage them personally is the only way that i think that you’ll be able to get to that larger gift on dh to be able to do that, we’ve had it in a couple of instances, but getting back to even what the data is. Is that women are making more of the decisions while they’re alive. We know, with the married spouses well, i think travis actually was talking about what i was yeah, yeah, don’t you want to, travis? I mean, there there have been some recent studies out that are really showing that women are making about eighty percent of all of the sort of household financial decisions, whether that be philanthropic decisions, just what they buy, what goes into the household there there really the decision makers and i i feel like as fundraisers, we’ve really been led to believe that they are making it in tandem as a couple on dh in some cases that’s, true, but what we’re really finding through some new donorsearch audis that that is that the female is thie number one sort of decider in that position, okay, even when do we know if that applies? Even when the the husband is the person with the primary relationship to the organization, you know, i’m not sure that it goes that the research goes that deep. Um and i think that anytime you have any part of a couple that’s, the primary relationship, you sort of deal with that primary relationship, but also tried to to engage the other spouse in any way that you can with the work because you really want to see that couple as, ah, holistic entity, you know, it’s it’s, not just one person, yeah, excellent and applies all the more if, if the if the husband is the primary relationship, you certainly do want to bring the wife in because, on average, she’s going to be surviving her husband? Yeah, yeah, you know, and i have to say that being at united way were somewhat unique because a lot of our donors give through workplace campaign, so we’re really dealing with one half of the couple we’re really dealing with the female leadership donor xero followers, or mohr and electing to do that through payroll deduction. So it’s really her decision of what she’s doing with her paycheck? So it really involves her more and what she’s interested in and getting into. I sort of heard interest areas, so that has been very interesting for us, especially in trying to branch out and look towards more individual donors who aren’t sitting in the workplace and developing strategies to get to those people on dh and people that are part of a couple and engaging both of them in the work that we’re doing and we’ve definitely found that. So you know, a number of our male board members and with our particular woman in philanthropy initiative it’s been female board members who have led the charge, but a couple of male board members who have really founded a great opportunity and excuse to engage their wives without them. S so where they’re not just dragging them along to an event that they’re like that’s your cause, but that they’re able teo to feel and ask the questions that they want to ask. Without that, what do you call it? A arm, candy or whatever, however you want to call it in either direction, but that there’s no one there to hold them back or push them forward to engage and it’s been a really good opportunity for us to have some good open conversations with the spouse without the key driver, the ky connection president, they didn’t think dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network e-giving e-giving cubine. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com hey! Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Oppcoll zoho do either of you or maybe both of you work around getting volunteer engagement from from females? Is that a part of your work? Or was it all just related to financial giving? Our entire program is volunteer related thie group that i manage is called women united in philanthropy on dh it is managed by a group of volunteers who come in volunteers steering committee that really charts the course of everything that that does so how do you start to get people engaged in that volunteer steering committee? Well, it really has been through the work of other steering committee members, we’ve been around for nine years, and this is a women’s this women’s group. Yes, it started from a conversation we were challenged by a female donor, two who asked us what we were doing to engage female donors, and we didn’t really have an answer for her. So we had a female boardmember who was very interested in getting to an answer. So she opened her home. We took a look at our lists of donors and sent out invitations to a number of our female donors to come together for a round table conversation and what came out of that conversation was very core group of dedicated women who really wanted to build something, and from that, we’ve been able to build a program that really engages women in the topic area that we’re raising money for, which is youth empowerment, and we are able to really talk about the issues that were that that we’re working towards. We give them opportunities to volunteer in the programs to see their dollars at work. Andi have educational forums that bring together some some thought leaders in the areas of education and health so that they really feel like they’re a part of the philanthropic process and that’s really what we tried to do to engage our female donors. Travis foster fraser sorry is a director of major gifts for united way of new york city and michelle walsh’s, director of leadership gif ts for united states fund for unicef and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven earlier, i said next-gen charity because we were because michelle, when we’re talking about a twenty one to forties it’s next-gen so it got me saying next-gen which way also be at the nextgencharity conference, but today we’re not they weren’t fund-raising day two thousand eleven, travis, do you see a difference in the willingness of male donors versus female in terms of the the time commitment, willingness to spend time? You know, i think that’s an interesting question, and, you know, i a lot of my work is with our our female group, but also with our young professionals group, okay? And i would say that in our young professionals group there’s really not that discrepancy between the amount of time to volunteer, the males and females of that generation are really wanted to eat together, and i would say that with with people that i’m working with on the women’s group there it is a little bit easier to get women out to volunteer opportunities because i think they just really want to see there the work in the fields, and and i think a lot of times, men, i can take it from you as the fundraiser to hear about what their work is doing. Our work is doing it. Michelle, do you see a difference between men and women in terms of their their desire for understanding outcomes? And what the impact of their gift is, is there a difference across the genders there? There probably is i think that women are often underestimated and their willingness to really want to do dig into the data and the financials and all of those pieces. And of course, if your stereo tell you, you know that they wouldn’t get it or that they don’t want to really spend time with a balance sheet or that they’re more emotionally driven or whatever the some of the negative stereotypes are on. Some of them were positive, but does though, right? But i think that women do want to understand what what the back end thinking is, and particularly as you deal with the higher end givers and the more sophisticated philanthropists, they know what they’re looking for, and there are certain delivery bols that they expect, and there are certain organizational structures they expect to be in place with their financial or otherwise, and they ask those questions, and they think very seriously about where they’re going to give their money, you know you’re going through, i can piggyback on that, you know, we have a group of our committee that comes in and meets with our program’s staff to really talk about what they’re doing and and what the investment that women united has made in united way is really is doing, and they ask the toughest questions they want to know exactly what the budget is. They want to know what the money is being spent on, and i think that that is the thinking that you were alluding to earlier is completely backwards. I think they really want to understand the entire issues they want from from costs of services to then what the services are actually doing, that they really want the whole full, holistic three sixty view of initiative. Michelle, you’re experienced. Yeah, and i would say that we’ve sound found more different is between sectors and where people worker identify themselves and professional sectors than male female. So, you know, sort of the hedge fund circle has a certain way of thinking about a problem, and they’ll come at you with a set of questions that are almost predictable, and lawyers have a certain way of approaching it more so than a cross gender lines. I’m not going to ask you to comment on your own individual situation is that united way or united states fund for your staff? Generally, do you see women adequately represent went on boards? So from where i said, i think there’s a couple of key pieces, one is that our ceo is an amazing female leader, and that has really set the tone and a lot of ways for not only supporting our initiative with women philanthropists but inboard leadership. So the four, therefore women, all board members, that air chairing our women in philanthropy initiative and the strategy around engaging ultra high net worth individuals to support the u s from for unicef, and they have all stepped up phenomenally, and i think it’s been critical in having those female representatives on the volunteer level onboard leadership roles, and they represent really influential rose rolls and the rest of their lives, and they’ve brought that to bear on this effort. It’s been absolutely critical about your travis do you worry about again? Not necessarily united way, but do you worry about there being inadequate representation of women on boards? I think there’s there’s more work that needs to be done, but i think that a lot of organizations are realizing that women make very, very strong boardmember is there much more thoughtful about the issues? They really want to understand the full picture of what is going on, and they don’t just sort of make those knee jerk reactions that sounds like an ideal boardmember and and, you know, i can say for the united way system, we recently did a survey of the one hundred and twenty different women’s leadership groups that united way has across our system, and what we have found, which is astounding, is that from the year two thousand seven to two thousand nine, which had the huge financial meltdown united ways that had boards with that were made up of thirty percent or more female participation, their women’s group grew about twenty eight percent in fund-raising and fund-raising and dollars contributed just versus those united ways that had less than thirty percent makeup of women on their board grew their fund-raising grew one percent. So really shows the power i think, of women to really come together, rally around a cause and get people to contribute at very, very critical times, i have to say credit to the person who thought toe look att that variable female representation on the board that’s not that’s, not a very and its outcome in fund-raising that’s, not by any means a typical variable that you would see and look at the outcome of the correlation with interesting let’s. See michele, in terms of let’s, talk a little about, like nuts and bolts. I don’t want to spend a whole lot of time on soliciting women, but we’ll spend a couple of minutes you have advice that’s particular to women about asking, you know, your your work is an ultra high net worth but not necessary, you know, generally soliciting women advice? I don’t think it’s any different than soliciting a man because i mean ideally still stations at that level happened face-to-face one on one and it’s doing good fund-raising and reading people’s faces and listening to the cues and paying attention to what they’re interested in and compassionate about or passionate about. Rather, i think in that regard, it’s all the same, some of the messaging and the way that we engage them leading up to that is where the differences okay and that’s, the stuff we’ve been talking about. Exactly travis, how about for you closing thoughts, i think, really, the only thing that i would add is just making sure that there is a really good next step for them to be involved in a substantive way beyond writing the check, whether that is taking them out on a program visit to go see see the work, whether they they’re volunteering at a school, whatever it is, just make sure that there there’s a really solid next up for them to get involved because they really want to get involved, okay? I just realized we have a lot more time than i than i thought you’ve done yourself. You had your seminar already today or it’s coming up, we had any provocative questions from the audience that you want to share around the subject. We’re interesting, yeah, i was talking to some of my colleagues and some of the other sessions and comparing notes on questions, and i think the one that i heard that came up in all the questions was sort of how to say no, no to a gift, no to the wrong gift or no to a donor who wants to direct very specifically, in a way, that’s. Not in line or give them right. They want to make a decision. That’s not really their decision to make and navigating that. What was your what was? Did you have that in your session or what? Wait. Okay. I know. I mean, i have one of the most important things. Is the fundraisers to know when to say no? And how does they know? And it’s? Not always easy and not everyone’s. Good at saying no, but giving people what we talked about is creating option so people feel like they’ve made it legitimate choice, but not beyond what your realm of possibilities are. So a multiple choice question as opposed to an open ended question where people can say, this is really what i want to dio bye still not creating the program from scratch and tweaking the little details, but giving them real opportunity to be a part of the experience as well the experience of of whatever the program is. So if it’s, you know, for us, it’s obviously in the field and international development. But, you know, even if it’s the question came from someone who was working in parks, even if it’s a parks project making them a part of how that plays out. How about you, travis? Any questions that came up in your program that you want to share one? Well, i think that that my group is able to direct the money at the end of the year that they raise, and that can create a lot of nervousness, i think, among program staff and really, you know, and i know it’s something that unicef does as well, we don’t just open it up and say, okay, you’ve got this big pot of money, where do you want to put it? You know, we we really bring them in so that they can meet with our program staff and give them sort of a menu of options of where we think they could have the most impact and take it from there because we’ve really been able to develop relationships where they understand that we’re going to give them what we think is bad that’s for the organization as a choice, and it really allows them to feel like they’re making a choice and have an investment in what we’re doing. But then, at the end of the day, we get what we need you at the same time, so the organization obviously has a role in setting expectations, managing expectations, sort of, and michelle is, you suggested the multiple choice question, constraining things so that people are not out out in left field success stories got women donors as thie seminar topic for travis frazer, director of major gif ts for united way of new york city, and michelle walsh, director of leadership gif ts for united states fund for unicef, travis michelle, thank you very much for joining me, thinking it’s been a pleasure to have you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. That was my pre recorded interview from fund-raising day last june in new york city. Now we’ll take a break after the break. Tony’s, take two, and then, after that, linked in for prospect research, so stay with me. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping hunters. People be better business people. Dahna this is tony martignetti athlete named host of tony martignetti non-profit radio non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing or mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing efforts. Their services include video production and editing, web design, graphic design, photography, social media management and now, introducing mobile market. Their motto is way. Do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. Welcome back to the joe it’s time for tony’s take too, but first a reminder that we are live tweeting today, the hashtag is non-profit radio please join the conversation on twitter on tony’s take two this week. My block post is a test of google plus for your non-profit i was interviewed by new york enterprise report for an article on using google plus in small business, and i thought my ideas might help you to evaluate google plus for your non-profit now, of course, caveat, i’m not a social media guru expert thought leader, a small business owner. And so with that caveat, i’ll tell you what i’m doing with google plus and how i’m evaluating it, and you can see if that makes sense for your office or not. I’m really looking at the people who become my friends on google plus and the features that it ends up offering for the business profile pages, which is, you know we know them in facebook as a fan page. Google plus doesn’t have business profiles yet, but we all expect him to be coming, and google says they are coming within the next couple of months, so i’m going to be interested in who the people are, who joined me on google plus either because i invite them or they’re inviting me if they’re the same as the people i know on facebook, i’m probably going to be less likely to spend a lot of time, you know, keeping up a very active profile page on google. Plus, i would certainly have one, but how much time i devote to it is really what the issue would be on the same thing with the features. If it’s pretty much the same features as a facebook fan page, then i don’t really see advantage, but if it has some things that i’m looking for that i don’t see in facebook like for me, it’s ah good calenda ring application and a good, solid polling application like we can do in surveymonkey but built in facebook doesn’t have those things and it has polling, but not really a strong one, so if it has good features, i’ll be again more likely toe spend more time keeping a very active business profile page on google plus, so those are my ideas around evaluating whether to do that for my business, i don’t know if that’s of value to you, it might be in looking at google plus for your small non-profit um, you can see more detail about that on my block at m p g a d v dot com, and that is tony’s take two for friday, august twelfth with me now is maria simple. Maria is our newest regular contributor to the show. She’ll be on once a month. She is the prospect finder. Maria is an experienced trainer and speaker on prospect research and consults with organizations interested in finding and connecting with their best prospects for long term relationships. Her website is the prospect finder dot com, and i’m really pleased to welcome maria to the show. Welcome, maria, thanks so much. I’m delighted to be here. It’s a real pleasure to have you were going to be talking about linked in today. Lincoln has some new initiative for non-profits you want to explain what what’s up there? Yeah, absolutely so what’s kind of interesting about it is that linked in a little earlier this year, actually in may, haddon i po and so now they are actually deciding they’re going to dedicate some resource is in terms of against money, but as well as human resource is to the non profit sector now on ideo aipo means means what jargon jail mary-jo actually started issuing stock, they became a public company, so initial public offense and they actually launched something called lincoln non-profits solutions, and so what they’ve decided is that they have three point six million individual members who actually identify themselves as either employees or board members of a non-profit so they realize that there’s a tremendous amount of potential to help the nonprofit sector and they are actually i’m going to be helping people they back, they’ve launched a page called learned dot lincoln dot com forward slash non-profits, where they actually give the non-profits both as non-profit professionals, but also as organization’s best practices on tips and tools for how to make the most out of the lincoln for non-profit so they’re looking at both individuals and organizations, you say, and that that three point six million, i’m sure there are a lot more than that because there are one hundred million linkedin users, isn’t that right? Yes. So, yes, you are. But you know, what kind of interesting is that? They somehow been able to identify that there, there are, you know, the three point six million who are somehow connected to the non profit sector, right? Because i’m sure, based on keywords in their profile or just the way they what they identify their employer as, but i’m sure that’s low. I’m sure there are more than three point three and a half percent of the lincoln community working for non-profits but so maybe this initiative will will draw out some more. But even with that three point six million, yes, so they have this the the u r l you gave that’s the learning center, right? Yes. That’s correct. They have a specific learning center set up now for the nonprofit sector. And when you’re on that page, if you scroll all the way to the bottom, they actually have a contact a cab. So their interest sted in hearing from non-profits selves non-profit professionals and organizations and board members as to how lincoln can best serve the specter. So they are open to feedback at this point in their formulating this as they go along and you spoke with someone who’s in charge of this non-profit initiative. That lengthened in you? Yes. Somebody who has recently joined linked in his name is brian breckenridge. And he is heading up the new program there. And he’s, you know, he’s very excited and he’s very open to learning from the nonprofit sector. About what, how they convinced serve the non-profits and so since you had a spoke to him recently, any inside track about what we might be seeing the into the future? Well, i don’t have any specifics to share with you, but i do know that they are planning some interesting changes, hopefully that they’re rolling out in the next, you know, in the next couple of months so it’s, you know, they’re they’re formulating this, they’re looking, they’re taking in and looking for feedback at this point and anything that they can do the best help a non-profit sector they’re looking for that feedback at this time, and then they’ll be looking to roll out some new initiatives, i think okay, and you see value in the lincoln non-profit solutions for prospect research. Absolutely i do, you realise linked in for prospect research and for prospecting. So i utilize it in both, eh? Proactive sense as well, as in a reactive okay, let’s distinguish between prospect research and prospecting. What do you mean, weird? When you say those two different things differently? What do you mean by both? By each? Okay, so if i’m doing research on a potential major donor potential boardmember for the for a non-profit and i have the name of that individual lengthen is definitely one of the places that i go to to try and formulate my profile on that individuals. So that is what i would call reactive research. I have the name of someone, and this is one of my tools that i use to do prospect research. Now proactively you, khun, take linked in and use their advance people search feature to find people who might be suitable for your non-profit for connections in a variety of situations, they have a keyword search. You can focus your search down to within a radius of your zip code of where your non-profit is located, you can focus your search down to specific industries, so if you are looking, if you are let’s, take the example of a on environmental group, right let’s say they are looking to connect with more individuals in their community who are involved in some sort of environmental services so they would be able to conduct this search. Now, obviously, when you conduct a search on lincoln, first of all, you have to have your own lincoln personal on dh. This is using the advanced certain advanced search. Is that right? That’s? Correct. Have on the right on the upper right hand side called advance. Okay, you quick, matt. It opens up an entire new search screen that most people haven’t really access, you know, realize it’s there. And the more rich your own network is, the more people you are connected to, the richer the search results will be for you right now. If i were, let me give you two very contrast examples. I actually happen to have over five hundred connections in my lengthen network. So my search results would be drastically different from somebody who is a very new to lincoln and only has a network of, say, twenty, thirty, fifty people. Because you’re always shown how many degrees you’re separated from someone. So the more people i have in my network, greater search results going so so you mean when? You’re doing this advanced search you’re searching all the hundred million people in linked in and it’s telling you which of those are in your first degree, meaning you’re connected to them directly, which are too removed from you, which are three removed from you. Is that what you think you were searching the whole population of linked in? You can. Yes, but you can ask lincoln to just focused down the search results for you to the people you might be first degree connected to second degree or perhaps where you share a group membership. Because there you’re going to be ah, lot closer. You have a lot closer of an affinity and making the one toe one connection may be easier for you. Ok? Suppose you that’s really rich that you can search the whole hundred million. Suppose you find somebody who’s two degrees removed from you and they seem like a very good i don’t know. Maybe maybe we’re provoc betting for board members. Let’s say, for this, for this environmental group that you suggested you see somebody to removed from you. What? Explain what that means. And then how can you try to meet that person? Okay, tony let’s say we come up with let’s say, i do this search and i’m looking for environmental people who and i come up with a guy named oh, i don’t know john smith. And you and i are first degree connected on lengthen that much i know, but let’s say, john smith eyes second degree connected to me through you. That means he is both first degree connected to you. And i am first degree connected to you. So you are the common link between us, right? Ok, so that would mean john is a second degree. So, like those, like those kevin bacon seven degrees from kevin bacon movie. Right? Because he’s been in so many popular movies. Okay, so you can get to him through me, in other words, that’s. Right. So what did you do? How do you do that? Well, lincoln actually provide you with the the there’s a form that you can fill out so that a message would be sent to both john and to you. Looking for that introduction. I could look to be just connect with john directly and say, john, in my my request to connect, i might say john, you and i both know tony. Andi, i think we have a lot in common. I’d love to be able to connect with you here on lincoln. Always modify that that’s that standard introduction that lincoln provides to you never just go ahead and just use the standard intro, you realize those defaults aren’t aren’t very friendly, really there’s really bare bones, but so you’re allowed to your lot to connect with john smith your lot to contact john smith, even though you’re not directly connected to him. That’s correct. I could just send him an invitation to connect and just mention your name in my little intro is toe. Why? I think he and i might want to connect, you know, it’s up to him to accept my connect. Ction request? Sure. Okay, i see what you’re doing it through the request to connect. Okay. I see. On dh. Then the alternative is you could ask me to connect you to him. That’s. Right? I could ask you directly. I could go the old fashioned way. Tony, i could pick up the phone and call you and say, tony, you know, how well do you know john is? This somebody you know very well can you make some sort of a personal introduction even outside of lincoln through an email system. But at least lincoln’s provide you with the opportunity to identify potential boardmember potential donors in very specific sectors. Yes, the phone. You could pick up the phone and do it that way. And that way we don’t have to communicate through linkedin using their default messages or which we would really like. Anyway, i never thought that you could pick up the phone, imagine it could even have lunch and we could talk about it that way. Way. Imagine. See what? See what the web can do. Encourages you to pick up the phone. How do we had we operate without linked in years ago? I don’t know. So let’s, go back to the learning center. Um, yes. So they have. They have suggestions there for individuals and non-profits maria, we have just like a minute before a break. What are a couple of the not for profit? The organizational suggestions on unlinked in. And then after the break, we’re going to detail. Well, you could create a company page at no cost. So corporations, companies. Small businesses are doing this. We i highly recommend that a non-profit create a what they call a company page for their own. Non-profit, and they actually give the example of the american red cross that has attracted thousands of followers on lengthen and so other non-profits may want to check out what they have done. And, you know, look, learn from that and not reinvent the wheel. Ok, well, look att, the company profile and other things. After this break with maria simple, the prospect finder. Stay with us. You’re listening to the talking alternative network. Duitz are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales, or maybe better writing speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications, that’s the answer. You crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com lively conversation top trends, sound advice, that’s, tony martignetti non-profit radio and i’m ken berger from charity navigator. Oh! And i’m tony martignetti and i’m with maria simple, the prospect finder we’re talking about using linkedin to find and connect with people who could be boardmember sze donors, employees, volunteers. So, maria, the advice that you were giving before the break is that a new organization could create a ah profile page that’s correct, and i would highly recommend that they do that and the reason tony is and and i’m not suggesting that they should set aside any of their other social media strategies and presences like that they might have on facebook or twitter, but what you want to be able to do here is this is lincoln is the professional network, so you want to be able to, of course, capture the attention of people who are in the business community. You don’t want to exclude this, so this is free, you know, obviously whoever is maintaining your presence on other social media’s would want to be able to set this up and you can upload your logo. You would be able to give a nice description about the organization, provide your website, there’s, even a mapping feature where they tie it right into google maps. So that people will be able to see precisely where your non-profit is located. So, you know, it’s free, and i think that they should take advantage of that. I think the lincoln says there about one hundred thousand non-profits that have company pages, there should be many more that’s, a that’s, a good number, but there should be a lot more. How specifically does this one do they? I mean, how do you create a a company profile or non-profit profile versus creating a personal profile? Well, of course, the help affection of of lincoln is going to be very, very helpful to you, but they also have here they give you some steps on how you might be able to do that right on the non-profit learning center that we talked about earlier, okay? And again, the girl for that is linked in dot com slash forward slash non-profits actually, it starts off with the word learn ellie, are there yet i left. Yes, thank you very much. Learn dot linked in dot com forward slash non-profits thank you. And now groups are very popular and non-profits can create their own non-profits can create their own groups and you couldn’t decide if the group is going to be a closed group, meaning that everybody has to be first approved by some sort of a group moderator thatyou’re going to appoint at your end or it could be an open group. And keep in mind that if it’s an open group, all of the discussions are open and searchable and people can just join the group without any type of moderation. That and what’s the value for having creating your own group after you’ve created your profile. Well, they might. It might be in an interesting way to host certain conversations around specific topics and, uh so they, you know, if you have, if you’re a large enough non-profit and maybe you are hosting even conferences around your specific topic, that is something that you can use the group for if you want to engage people in discussions, much like you might see discussions in other types of groups that people are on on linked in, but it would be very specific to the time of organization that you are in the population that you serve, and after you create the groups than you invite people to join is that how it works. Well, you can’t invite people to join. Yes. You definitely can do that and invite people who are already in your linked in world to join the group. But people are going to be able to find you once you are set up in a group on lengthen. You are now searchable as well. So i remember i was telling you about the search functionality. The groups are a way that people, you know, look for like somebody might look for a live networking group to join. Somebody might be looking for a group around this specific area that you serve. Okay, so yeah. So if your work is for the m r d d community, the mentally retarded, developmentally disabled, you might create a group around the service around dahna discussion around the needs about that for that community in your own communities, you could make it a very localized group. Yes, you can. Some groups are geographically localized as well. But you may not want to limit it to that. I mean, lengthen is a worldwide a phenomenon, if you will. So why not? Why not? Just open it right up and allow people? To tto learn more and you never know where that relationship is going to lead. Okay, um, they also have something called linked in recruiter for for job, for organizations looking for employees, how does that work? So what they’re doing is lincoln does have a recruiting solutions portion, which is a fee based portion to their service that’s kind of steep, isn’t it? Well, yeah, for some non-profits mean, what they’re saying in an article that i read is that they are starting as low as four hundred dollars a month when you could be a little steep saw non-profit but they are, you know, offering these recruiting solutions, if you will, at a discounted price for what they would offer the for-profit world, okay, and that’s, if you’re looking for employees that’s correct, if you look nufer employees, they have they have sort of three separate sections, one is called lincoln recruiter one is called jobs network Job slots and the other 1 is called career pages. Okay, let’s, talk a little bit just in a couple minutes we have left about the offerings for individuals who are in non-profits what what’s the advice that that the learning center gives for individuals. Well, you definitely want to make sure that your profile is as one hundred percent complete as possible. So you want to make sure that your profile itself is rich so that as you go out and try and make connections with people, you will be able tio look like somebody, obviously, that other people really want to connect with that you are a thought leader within your own community, if you will. And so it’s really like a resume on steroids, you know, your opportunity to really shine and stand out from other people, so why not make it that way? Using the status updates, i’s a great way to let people know sharing articles, having to do with sector that you serve if you are a speaker, it’s a great way to let people know where you’ll be speaking, especially as it relates to your subject matter area on dh, especially if you do a lot of speaking on behalf of your non-profit it will let people know where you’re speaking either virtually and webinar format or, you know, live format if people are looking by the way tony and forgot to mention earlier fremery we have just about it, we have just about a minute left. Ok, on the resource is page of my website of the prospect finder dot com i do have a downloadable maria samples top five tips for prospecting with lincoln, so if they’re interested in some general tips about lincoln for themselves on a personal level, this will help them. I think you also learn how to use some of the more advanced features, all right, thank you for sharing that resource page that’s really all the time we have that is maria, said pompel the prospect finder again, you’ll see her at the prospect finder dot com, and she’ll be joining us once a month to talk about her advice for prospect research. Maria, welcome to the show as a regular contributor and thanks for today. Thank you, tony it’s been a pleasure next week, we’re going to lead the leader’s motivating your board to fundraise. Another interview from the fund-raising day conference last june, the consultant, andy robinson and carry kruckel, whose vice president for development and communications at w n tv reveal how to move your board to be the best fundraisers they can be. And the second half of the show explaining earned income are legal contributors jean takagi and emily chan from san francisco. Breakdown what earned income is why it can be good white-collar be bad, why you need to understand it to protect your non-profit and keep it out of trouble that’s what’s coming up next week, you can keep up with with what’s coming up week after week by signing up for our insider email alerts on the facebook page. While you’re there like us and become a fan of the show, please, you can listen to tony martignetti non-profit radio on the device of your choice. Any time you like. By subscribing on itunes getting the automatic download, you’ll find that at non-profit radio dot net on twitter. You can follow me always use the hashtag if you want to talk about the show and the hashtag is non-profit radio on twitter, our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media. This is tony martignetti non-profit radio. I hope you’ll be with me next friday one to two p, m eastern, on talking alternative broadcasting right here at talking alternative dot com cerini. Do you think that shooting getting dink, dink, dink, dink? You’re listening to the talking alternate network, waiting to get you thinking. Cubine looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie gal ilsen as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? 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090: Survey Savvy & Content Marketing – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Paul Gearan, partner at Professional Survey Group

Scott Koegler, editor of Nonprofit Technology News

Read and watch more on Tony’s blog: http://tonymartignetti.com

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No. Welcome to tony martignetti non-profit radio for may fourth twenty twelve big non-profit ideas for the other ninety five percent i’m your aptly named host i do hope you were with me last week, i couldn’t stand knowing that you had missed, get monthly givers and strategic organizations, raised more money, get monthly givers was bob wesolowski the president of caring habits, and he helped us get habitual monthly donors through electronic funds transfer. A lot of people know that as ft that was pre recorded, a tte philanthropy day two thousand eleven and strategic organizations raised more money. My guest was starita ansari, president and chief change officer at msb philanthropy advisors. She encouraged you to organize thoughtfully around your mission, looking strategically at your inputs, outputs and outcomes to boost your fund-raising revenue that was also pre recorded at philanthropy day last year. This week, survey savvy paul gear in a partner at professional survey group explains how surveys are cultivation tools for your donors. You can increase awareness of your work gage, willingness to support it, heightened sensitivity to challenges and get feedback on how you’re doing. But you have to do it right if you want. Reliable results and content marketing. Scott koegler is our long standing technology contributor, he’s, the editor of non-profit technology news, and this month he encourages you to give away high quality, interesting content through your blogged you are blogging, aren’t you between the guests, tony’s take to philanthropy jargon, do you speak and write in terms that people can understand? You can use hashtag non-profit radio to join the conversation with us on twitter were also on linked in i’ll say more about that later on, tony’s metoo right now we take a break, and when we return, i’ll be joined by paul gearan for survey savvy. Stay with me. Yeah, you’re listening to the talking alternative network. No. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight, one eight, three that’s two one two, seven to one eight, one eight, three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com dahna durney welcome back with me now is paul gearan. He is a partner in the professional survey group. He has extensive experience in survey design, online surveying market research and social science research. His career has been focused around research and data analysis for the past twenty years, and i’m very pleased that his practice brings him to the show. Paul garin, welcome. Thanks, tony. Thanks for having me. It’s. A pleasure to have you how useful are surveys for small and midsize charities? You know, i think for a lot of organizations, they really provide some core informations that oftentimes people within organizations kind of our internal debates about and there’s not always great clarity with what some of assumptions are being made. And i think research with particularly donors and stakeholders, but also uses of charitable charitable services give you a lot more specific. Clary on whether your fulfilling the elements cia mission that are most critical to you and most critical tier donors. So i think in that regard, you know, this becomes critical information not only to kind of get a sense of an evaluation on how you doing now, but also if you’re involved in long. Range planning and trying to look toward the future of how you should evolve on dh. Part of what you said is you could resolve some internal differences about the way things might be going or the way things should go. So maybe some of those internal arguments can be resolved this way. Yeah. I mean, i think that’s one thing that, you know, it’s funny, because when you work with people who say what we know all this we know we know we know exactly, you know how people feel about us or you know how we’re doing, and we know what our strengths and weaknesses are, and then you start to talk to different people in the organization. You find out very different assumptions with many people. So part of part of the problem might be unwillingness toe do the survey because then you have reliable information and your opinion might end up being the wrong one. Yeah, and that becomes a challenge for us is outside consultants and how to be able to do the research that they get away that’s not biasing any particular perspective and be able to present it in a way that people understand and take, you know, internalize that taking an understanding and continue to to think about things because we were we don’t have an agenda, we want to get to what what reality is and i think that’s one benefit of sometimes of having another group that’s outside your own organization do the research because you don’t have a kind of bias voice, right? That objectivity just you have to be willing to recognize that your side of the argument might be the loser exactly and, you know, like with everything we try, destruction is not, you know, presented that there’s winners and losers, but there are certainly times when you come down on a certain side and things are unambiguous when you, when you survey people and, you know, eighty percent say they don’t they don’t think you’re doing a very good job of this particular element of of your portfolio of services that you know, that that’s meaningful, that that’s pretty undebatable and one of the survey questions that we ask and i want to thank you for designing our first professional survey. Thank you very much. It’s usually it’s usually the hack job that i do, thank you thank you for for lending your services to the to the survey before the show, and one of the questions we asked is how satisfied are your key donors and stakeholders with the performance of your organization? Currently and three, two thirds said either very satisfied or somewhat satisfied. But then roughly one third, about twenty nine percent said i’m not sure, so they’re not there there’s some uncertainty there about what their donors and stakeholders think about how they’re doing. Yeah, and i think that’s, you know, that’s where we you know, where we come down in terms of how important this is, if, you know, a third of people really don’t have a good sense of that, you know, how do you move forward and know that the measures you’re taking the programs you’re supporting, the way you’re administering it all the way you’re going out and trying to get external support for our right and are going to be solid going forward? It’s certainly difficult to know if you don’t have some kind of reed and even the kind of very, very southside, somewhat satisfied, you know, that kind of comparison, although i think when you just research you find most people are somewhat or very satisfied, but, you know, is the bigger bucket very satisfied? Because those are the passionate people, supporters, those of the people that, you know, i really going to stand by you in the long term, somewhat somewhat satisfied, you know, they’re going to be the kind of people that i got more loosely affiliated affiliate in terms of long term, long term support. So you know, those those ki kind of things we bring to the table and be able to kind of say, you know, hey, yeah, eighty percent of your people your donors or somewhat are very satisfied, but, you know, only thirty percent of very satisfied and that you want to see flip, you want more people that kind of passionate what’s called top box, okay, right, i got you so yeah, so so don’t be so satisfied with somewhat satisfied, exactly what’s outside it is you’re doing fine, but in a world where, you know, people have a variety of different ways where they could distribute this support and all, i’m sure deserving causes, you know, being in a somewhat satisfied bucket doesn’t really distinguish you. Got, you’re ok, and in our survey was about forty three percent were eyes felt that their donorsearch stakeholders were very satisfied, there’s about twenty nine percent somewhat satisfied we have just about a minute before break, you can also be surveying people outside your donors and stakeholders, right? Amore amore, broader audience, maybe just your community? Yeah, absolutely. I mean, i think, whether it be local community, if you can, a local organization or we’ve done work for international organizations that we’ve done national studies forward to get kind of general population awareness. So for example, if you’re, you know, organizations say your aa group focused to its animal protection there’s a lot of those kind of groups out there, you know, where do you fall in terms of visibility compared to those other organizations? And what could you do to perhaps increase that? Where do you need to? Kind of kind of do your messaging? You know, what were the vehicles for communication and also one of the important messages that you need to get out there you can connect with? Ah, wider population. That may be more supportive of your group when there’s other competition. Come on. I hate to say competition, but not-for-profits. But obviously there’s people in the same space, all doing great work and believing in the organizations you know, that want support. We’ll take a break. Paul. Paul here is going to stay with us. We’re going to continue talking about surveys and survey savviness, so stay with us. Co-branding think dick tooting getting depicting you’re listening to the talking alternate network, get in. Nothing. Good. Are you stuck in your business or career, trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping hunters. People be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative that come mondays at eleven a. M call in for a free psychic reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. I’m leslie goldman with the us fund for unicef, and i’m casey rotter with us fun for unison. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back to tony martignetti non-profit radio. The ladies said it for me, so i don’t have to say big non-profit ideas for the other ninety five percent. Paul, we were just talking about maybe surveying beyond your immediate donors and other stakeholders. But when you, when you do survey dahna people who are committed to you, it sounds like i mean, there could be some value around helping you to focus your mission in your core. Yeah. No, i think when you, when you talk about people that are closest to you, there’d be a core donors or donors in general or other stakeholders like, you know, people in the legislator that might legislative that might be supportive of you. You know, other advocates in the area that the different kinds of stakeholders beyond just a donor base, too. Yeah, but i think that’s where, you know, you really get a sense of people that know you well that care about the cause that are a little bit more discerning. And even the research you might be able to split those people out to where your core people, who were the people that know you best and who are kind of people providing regular donations cubine may not be tracking his services in consul here’s the core people were, and i’ve done that kind of research before. We’ve is it? Okay, here’s, the stakeholders that really know you well, what do they think of you? What does the kind of broader base of support think ofyou and kind of look at that? But i think that’s where you really get are we on our mission? Are we feeling the promises that we were making to the community that we’re serving into the people that supported think that if if they don’t, then you’re in real trouble? So if you find out that you they think you’re kind of falling short on a couple critical pieces of your mission, well, it’s, time to reflect and see is that a statement of messaging in information? Or is it truly a deficit in the services you’re providing? This could also be valuable in doing strategic planning. I mean that’s basically everything you’re saying could could contribute to a strategic planning process. Absolutely, because i mean that that’s the element we’re dahna only checking on how you’ve been doing, but what are the existing are you keeping up taste with the existing needs of the community, the population just serving so you may have done a very good job continue to do the job in your basic mission, but are there new challenges in us space that air coming up that maybe you’re not keeping apace with fast enough that, you know, for five years down the road, you that’s going to be the critical area that they would like you to see serving? So, you know, it’s a matter of how we doing now, but, you know, looking forward, one of the critical issues moving forward that maybe, you know, obviously you just think about the last he isn’t changing economic landscape suddenly the needs of people and in the nation at large, in the world at large have changed quite a bit, so you can imagine tryingto strategic plan five years ago when everybody the economy was hail and going full steam and and how that changed so dramatically and how you might need to change your kind of perspective and outlook long term as an organization, if you’re gonna serve people that now might be having additional challenges that didn’t. Exist a few years ago. What about just surveying aboard? I mean, could you use this as a way to anonymously gather opinions of just your board members? Absolutely, you know, always tricky because, ah, few key comments on they reveal their name, but that’s kind of one thing that again sometimes using outside organizations helpful because we can kind of get that and not only kind of, you know, clean the data such that, you know, we present things back to people so we can be sure indemnity, but also kind of educate, like, how do you use this information? But absolutely, we’ve done that kind ofthing, not boards employee research is are the people in your organization believing that you are on on on the beam with what your mission is with what your services? And sometimes we done both rose, since we’ll survey kind of outside populations donor, and then inside populations are those consistent, you know, people seeing problems that the outside world is seeing that are a sign of future issues are going to struggle with or vice versa, you know, you guys think, you know, internally, we think we’re doing great, but externally there’s a gap there, and perception and let’s talk a little more fund-raising too, you could use this tio test some different fund-raising messages, couldn’t you? What resonates best with donors protection? Actually, you know, one of the key kind of components in determining your messaging and fund-raising whether you’d be even if you think kind of educational institutions, colleges, secondary school, things like that. Um, do you kind of lead in your messaging with what makes you distinctive and unique, or do plead with the messaging that will have a broader appeal to a wider audience in the example sometimes uses, imagine that you’re either an all women’s college or a college with a long a particular religious tradition. And are you trying to kind of narrowly focus on people who value those things above all else, or you trying to kind of go out to a broader population and get a bigger, more diverse set of people in your in your school with which those lead messages might not be the most buy-in including and appalled, but how can a survey be used specifically in that example, then? Well, you can do is you can put out a variety. Of different messages and test the desire ability so say we describe a certain organization in certain with certain keywords and messages. He’s, how desirable would be that organization terms of you supporting in donating money for that organization? Then you have on the group of messages which both of which may be true about this organization again if it’s done anonymously and people don’t know the organization’s even more helpful than that. So i’m thinking, okay, so if you don’t know, the organization has done kind of blind like that, you know, to what degree and that’s kind of more talk more general population study, uh, how desirable these other set of descriptors? And then you get an idea about for my example for you, you’ll find out, is that the quality of faculty and staff and teachers and ability to develop your own individual kind of curriculum and and, you know, looking at the social and personal development that person will be the things that test out best and things about a particular religious affiliation although may not test our poorly aren’t going to be the core values of the wide group of people you can use those secondary messages to say because we have this tradition, we are unique position, so so then you can even use surveying toe helpyou sequence is your messages exactly, and so that’s what we’ve done, that exact thing with the you know, imagine the front page of your website or the front page of your of of of your kind of guide book, or whatever written materials you produce being those upfront primary messes, and then you think about what the secondary and we’re the tertiary ones because you don’t want to run from your uniqueness, either. I think it’s important to feel like you have unique ways to contribute, but you need to tie them into the core values of the population just serving, or the people that made support you in order to truly make a connection with a wide audience if you want to get to a very narrow base, well, that’s a different story, but for the most part, people are trying to exit chadband their scope and expand their flexibility in terms of either who they serve or who supports them just going back. Teo mission focus. One of the questions you asked in the survey was, how confident are you that your donors or other stakeholders are clear about your mission on dh? Everybody said either completely confident or moderately confident, but teo related to the point that you made earlier. How does brooke break out the first and second, only about a third were completely confident in two thirds were just moderately confident that people who know the organization are clear about what the organization does, right, and that’s and that’s, you know, going a key difference. We’ve done the research study for, you know, a local organization in new england that was doing prodding a variety of different services to local community, including, um, shelter and providing food services, heating and utility helped and things like that and, you know, they were kind of known for two key things, and they had a suite of fourteen of fifteen services that they were really proud of and and felt like that gave them a unique kind of very wide based impact on the community, but when you surveyed their donors, they were known for a couple key things and, you know, i think they want to feel like they had a much broader on. Understanding among the people that are supporting them and their stakeholders of what they really do. All right, paul guerin is a partner at professional survey group. You’ll find their sight at professional survey group dot com and we’re talking about survey savvy let’s talk a little about some of the nuts and bolts. What? What are the variables that go into determining how to do your survey? Well, you know, i think this, you know, there’s three major kind of modalities actually collected information that’s phone based research, online research and paper surveys come in person interviewing as well, but paper serving as kind of died out a little bit, but phone and online being the biggest and online, certainly in the last decade, really taking course. So one of the kind of determines is, well, how can we get to our population? Do, for example, do we have pretty good e mail, pop penetration or accessibility so that we could do something online? Do we not? Then we’re going to have to do a phone based survey will i’m sure phone his phone is quite a bit more expensive exactly that, you know, we do a lot of online, because, again, we’re trying to build on south getting, you know, a broad base of information for people with costs issues, and one thing i do kind of tell in organizations is there’s there’s a difference between sophie was well, if we go out to online that’ll bias up sample because the only people that are online a lot, our people check their email. Well, that may be true, but what are we trying to achieve here? You know, we can actually do this study for, you know, a fifth of the cost if we go online and are you really going to get that different information? Are you trying to pinpoint whether a certain question is seventy percent of seventy five percent or you’re really just trying to understand that here, the things people think we’re doing well, what is the kind of top bucket of things here’s? The things we’re not doing so well on the actual specificity of the data is not particularly critical in terms of well, yeah, maybe it’s a little bit biased in one way or another, but you can actually pull off the research financially by using your online they upleaf except with were also in that example. Isn’t it relevant whether the email using the active email using population is going tio have some some bias toward the objectives of the survey? I mean, does it really matter that a lot of people check the email? Eso they’re going to be the ones who will have a greater propensity to answers that really matter to the purposes of your survey and your charitable work and that’s kind of one of the first things we talk about with you, let’s, let’s talk through the ratification. So if i find out, for example, a group says, you know, we have about fifty percent emails, i said, well, who do you have e mails? Well, it’s, mostly people, you know, younger, ok? So then age could be a legitimate buy-in factor. And so then i said, well, you know, given that, you know, if we look at your donor and then the actual kind of looked at the percentage of monetary support you’re getting, you find out that eighty percent of the forty and over well, we’re not going to want to exclude them from the study in that particular case, it’s worth saying okay, maybe we do a mixed methodology of phone and online. Or maybe we do phone it’s worth that. So there’s certainly a circumstances where i would say, you know, in this particular circumstance is biased and there i was i would say, you know what? For what you want to know, it’s. Fine to get read elearning online population that’s that’s. Okay, what’s the i gotta move on a little bit. Paul what’s the reliability across you mentioned phone, email and and paper surveys are they do they vary in terms of reliability. They vary in terms of kind of, i think what i found actually study on several years ago in a previous lifetime, but that phone research people tend to be, well, one thing briefer because you in-kind getting getting them stirring the phone researches it’s more active and you’re actually pursuing people to prove spade in the research. The downside that is that sometime you’re catching people that’s a very narrow window, which is kind of catch them on the phone and do this as on online or paper, they could do it at their own leisure. So sometimes you get very truncated responses, particularly if you asking kind of open ended items about that require commentary? We’ve also found that people tend to be nicer on the phone, so if they’re rating you on a scale of one to five it’s harder to say something bad, it’s harder to be a negative on the phone. Yeah, so not that it doesn’t happen, but you tend to see the scores being slightly higher on the phone, an online or paper where you don’t have that what’s called a demand characteristic, you know, social expectation of being nice, okay, so that that’s a big difference i’ve seen between phone versus the other two methodologies is this is this something? And we have just, like three minutes or so before before we have to end all this talk about serving, but is it is it something that charity khun i could do on their own? If we’re going to a short survey, can they can they do this and be successful? You know, you know i at they can, you know, i think there’s always caveats about making sure that you have, you know you’re asking questions in the right way you’re not biasing your questions in a way they’re going to get you information. That is what you want to hear and not necessary. What these actuality but there are tools out there like surveymonkey and bloomerang that are going online. Survey tools that are relatively easy to use if you just have a short survey it’s not that complicated you want to get a bunch of yes, no questions or some commentary you khun go use those those were relatively inexpensive. Certainly this free virgins of them. But even the kind of pay versions they are very, very inexpensive her month way you surveymonkey for the for the show’s a sze yu know exactly. You know that, you know? And for a lot of needs, they can solve them. You know, if you want to get a quick read on you can pop out a survey monkey auras bloomerang survey tia population. You could certainly do that yourself. They’re fairly easy tools, tio. Okay, but then if you’re going deeper like this is part of a strategic planning process or you’re not sure about the mission focus that you should be you should be engaged in for the next over the next five years. I mean that is more detailed, and you want to probably have someone professional helping, so you’re eliminating biasi? Yeah, i think if you’re going to get into that depth and really talking about shaping the way your organization is currently are going to operate in the future, then you need to really we’ll get somebody to kind of look atyou survey and like what we do with lot of they will say, hey, what what role do you want us to play here and what you know? And we could do that with what, what? But you have? And at minimum, let’s, look over your survey and say, well, you know, that question isn’t going to get what you want, it’s going toe it’s going toe secure the issue more than going to clarify all i have to stop because we have just a minute and i want i want to talk about getting feedback, is it? Is it wise to share survey results or to tell people that you’ll share the your your findings with them like everything it’s, context dependent, i bias towards sharing? Yes on i think thinking on how you’re going to do that because i think especially when you’re you’re serving people close to you, either your own employees or donors. They’re gonna have an extra day. Shinhwa what happened with this information? What did you do with it? What did you find? And what is he going to be? Action. So i’m very biased whenever is appropriate. Find a way to share the information. The main information, the survey, maybe you don’t need to share everything. Maybe something’s a kind of nuance that you wantto kind of work on internally. But i think some of the main things not only what you found, but what you’re going to do with it. I think that is a great power. It makes people feel like, well, there’s a reason i did this research and i contributed because now the organization i care about is utilizing an unproductive went. Paul garin is a partner in professional survey group. You’ll find them at professional survey group dot com. Paul, thank you so much for being a guest. No problem, tony. Have a nice day. Has been a pleasure. Thank you. Take your right. Now we take a break when we returned. Tony’s take two on philanthropy jargon. Stay with me? You’re listening to the talking alternative network. Geever are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed on montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt. Y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back before scott koegler joins me it’s time for tony’s take to my block this week is philanthropy jargon. If you google philanthropy jargon generator, you’ll see what got me thinking about jargon in the non-profit community it’s a random collection of now nhs verbs announce adjectives and verbs, but not in that order, though thinkit’s, verbs, adjectives and now nes andi it’s a little disconcerting. I think that somebody, somebody thought there’s so much jargon in philanthropy that they should create a generator to help you create, create your own if create something, if you if you’re at a road, block your mental block and you just can’t think of the right phrase, put in a random jargon phrase and and you don’t have to define it because people don’t define jargon so that’s little disconcerting. Um, got a lot of comments on this on this post over a dozen some people use it. Teo, i think some people use jargon to sound smart, which is unfortunate, but there was one comment or someone uses jargon to screen for expertise because hill, he’ll ask people what they’re lie. Bunt and sideburns rates are and leibrandt is someone who donated last year, but not this year and a side bunt is someone who didn’t donate it in some year, but not this year, keeping myself out of jargon jail, of course, so he uses it to sort of screen that’s interesting, but generally i think you want to communicate so that people understand what you’re talking about. The jargon generator, i think, is fun, but you wouldn’t want to use it as your dictionary as your when you’re writing to donors or ah, potential funders. So post is called jargon. The post is called philanthropy jargon it’s on my block also on my block is a connection is a link to our linked in page we’re now on linked in. You can communicate with us there. Tell us what you like about the show don’t like about the show, maybe some show ideas or some guest ideas, please share that with us on our linked in page, and you’ll find all of that on my block at tony martignetti dot com that is tony’s take two for friday, may fourth, twenty twelve, the eighteenth show of the year, and i hear the phone buzzing. There is scott koegler scotty. How you doing? I am here, tony, how you i know you are doing well, scott koegler, of course, is our long standing tech contributor and the editor of non-profit technology news. We’re talking this week about content marketing. Scott, what is content? Marketing? Uh, content marketing. You know, i actually don’t like that particular title gave it to me. Okay. I know. I gave you the guy stabs me in the back in the first sentence. What can i say? All right, well, i’m calling you out. It was your type. He changes. Mind you’re entitled change minds. Go ahead. What do you what is this thing that we don’t have a name for? Well, we have we actually have many names for it. I prefer using something like authority marketing because the point of this kind of thing is that you write stuff and you you send out articles that our authoritative in your particular space authority marketing says has such gravitas to it. It does. It does. Actually. Sounds like it should be jargon. No, but the point is that what you want to do is you want to give people something to read that that’s not anything new that’s, you know, newspapers and everything else that’s been published forever. I want to do that, right? So we’re encouraging people to block is that? Is that where we’re headed? That’s part of it? Yeah, that’s, uh, we’re encouraging people to put out information that the people that they want to talk to are interested in knowing about that’s, that’s it, or whether it’s blogging, uh, whether it’s, uh, you know, paidcontent, uh, whether it’s, maybe even aggregated content, which we can talk about also, which is actually pulling information from other locations, and then writing about it. Okay, thank you for defining that keeps self out of jargon, general. So we’re very jargon sensitive this week. You can tel i i hear that. All right, i get the get the keys. I’m i’m on the trigger. I’ve got a hair trigger. So, content marketing authority marketing. Um, let me just talk a little bit about what i think content marketing is okay. It’s actually been a bad name for me because it’s, uh, it’s really it’s being used by what’s called content farms, which are sites that, like examiner dot com maybe to a smaller degree, but they they pay very little to their their authors. And the and the point of little writing is to get keyword rich maybe keyword overblown articles, because then then they sell advertising space, right? They shall advertising space against those. And until recently, google, you know, could be fooled into paying a lot of attention to a site that had a whole lot of appropriate word. All right, but not great content and cheating the writers. And that sounds terrible. Alright, that’s not a terrible, especially since i’m late i’m against. All right, um, good. So the other side of content marketing, which i call authority marketing, is creating articles. However you do it, whether it’s yourself, blogging or whether you actually pay somebody to write for you what co-branding information and putting it out there for people that you know, something, they’re interested. In actually reading, not just the google will find it and bring it up in search results because it’s much better people actually go to your site because they want to go to your sight because he has a reputation on dh that is not stuff that’s necessarily touting your good work. Oh, i mean, it could be stuff that’s valuable in because it’s related to what you do write an interesting that way? Yeah, think of it as a cz yourself, if you’re mean, you know, we know what you do, and we know well, i know some of the things you do, and so what are the things that people would write about and publish that would bring tony martignetti to a website, you know, on it may it may be about non-profit but it may also be about creating, uh, creating audio’s shows that draw audiences and maybe that’s related to non-profit or not. So you really need to know your audience that’s really big key, okay? And i want to say that generally i’m an example of what not to do so i appreciate you using man’s example of what should be done or who could. Be done could be let’s, not goes for us should, but generally people would be wiser to take the course opposite mine and self deprecation is one of those things that comedians really like to get into. I do that’s true, but we know that most charities don’t blogged, right, isn’t you have an article sixty nine percent don’t block and yes and that’s true. And you know what? I think what happened is that over time and i’m talking about the last now ten, twelve years blogging got to be, you know, everybody blogged, um and so, you know, it was your block and your mom read it and that kind of stuff, and it turned out to be pretty useless for most people because they may have written something, but nobody cared. Yeah, and so i think that the blogging that name blogging got a bad lap for a while. And so whether let’s just talk about content creation rather than block. Yeah, because there are other ways to do it to youtube and other ways that you mentioned before, lots of ways and content, as you just kind of alluded to is not necessarily their word it could be what you’re doing right now. The audio shows it could be video, it could be animation, even it could be a whole bunch of things, but the point is to get something that’s that is interesting to to the people you want to talk to so that they then say, g i and, you know, wonder what tony’s got going on today. I think i’ll go over and check in sight, right? Right? And then they’re rewarded at least at least fifty percent of the time that they find something that they like. You don’t have to hit one hundred percent not going to hit on percent, all right, all right, okay. And a way of just tow bring the show. That sort of full circle may be a way of finding out what your stakeholders may be interested in is to survey them and also to find out where they are, whether they’re whether they’re active in social media or more active. Just an email. Yeah, exactly, right, exactly. Because the way you’re going to deliver it goes to your point of knowing your audience, right? And just because you have an audience that you talked to primarily by let’s say email doesn’t mean that you can or should ignore the social media. I’ve got a couple of websites that i managed and i do content creation for them, you know? So so i’m kind of in the business and every time that we publish an article, we also sent out a tweet and a facebook update and they linked in update and those go automatically so anybody who’s looking at us from any of those locations in addition to the weekly email that we send out, has the opportunity to see what we’ve done and you know their choice. They come read more about it or not, but at least they’re getting notified, right? And the interconnectedness between all these social media properties, the one you need, the ones you’re named and you might put flicker in there also can be very much automated, right? Right with a with one exception of google plus which is not yet still released their their a p i that allows automated system’s supposed to for them? Yes, jack, you are shows social media manager regina walton doesn’t outstanding job of knowing how to do all those interconnected ah messages. But it’s it’s really not very hard now and then, but that’s the key is sometimes you can’t automate everything. Sometimes you just have to have, you know, somebody put in the time in order to do what’s, right? Absolutely. I just i don’t want to discourage people thinking you have to have a social media manager in order to make these interconnections it’s valuable because i’m producing so much, but you can’t do it on your own, too, right? Absolutely. Let’s. Talk a little about aggregated content you mentioned. What? What? What does that mean? It sounds like way. Don’t have tio write everything on our own. Yeah, they were produced everything or whatever aggregating content and stealing stuff. Okay on dh aggregated, aggregated content. Basically what? Here’s the here’s. What happens? You get a google news feed on our ss feed, you monitor somebody’s block that you know, has good stuff that you like and let’s say that tony wrote a block that i really, really like. It makes a lot of sense for us. My my leadership would probably like to read that. So i got a choice. I could just copy and paste it into my sight, which tony probably wouldn’t appreciate, right? That’s very bad. And not only that google. Well, actually, uh, take us down for that now it won’t take us down, but they’ll they’ll decrease our popularity because they say, hey, this is already than publish whyyou republica interested? Okay, they know they don’t really care about the fact that you plagiarized um, but they do care about the fact that it’s not original. Okay, so what i would do with that is i would write, you know, maybe a couple street who’s that tony martignetti wrote this really interesting post about jargon this week on his block. If you want to read it, click here. So what that does is it gives me something to comment on, and it lets my readers say, cheese. Not only does scott put out this stuff that’s interesting to me, but he’s also bringing me things that i may not have known about from other sources. So this is really a good way snusz to be to find out things that i want to know and what it does for tony, of course, is it brings another reader to tony site it’s really a good wayto work, aggregated content understand very, very organic way of bringing people to your site on give it back by by giving them value. Right? Excellent. Scott taylor, of course. The editor of non-profit technology news, which you’ll find at n p tech news. Dot com in which at which point we actually do all of those things that i just described. Okay, you conceive an example of it there. Thank you. For ah, what had been a segment called content marketing but became authority marketing. Thank you very much, scottie. Thanks very much. My thanks. Also to paul garin for being a guest this week. Next week. Five bullets to a better oh, we, uh oh, my. Cutting him off a little. Scott, you still there? I’m still here. Okay, uh, i’m i’m wrapping up the show five minutes early, so you and i still have time to talk. I’m still grateful to paul garron, but it’s, i’m looking at the wrong segment, so we’re going to take a break and hope everybody stays with us and scott you especially, i’m here. Talking alternative radio twenty four hours a day. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free second reading. Learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. Hi, this is nancy taito from speaks. Been radio speaks. Been. Radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. This is tony martignetti, aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Technology fund-raising compliance. Social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting. Talking. Welcome back to the show, and as i’ve made the point earlier, we i definitely an intern on this show, so i have somebody to blame from steaks like the one i made right before our break. S o if you know someone who wants to be blamed constantly for my mistakes, please have them send me their resume, and that sounds like a really great appeal. I’m sure i’ll get a ton. Um okay, scotty let’s see, i’m here. Yeah, different the different platforms that we might use different properties that we might use for our authority marketing have different personalities, right? I mean, you might not necessarily do the same thing on twitter that you would on facebook on dh versus linked in certainly, although the social media platforms have a whole lot of commonality to them, but right, twitter is only going to take, you know, a sentence and maybe a picture where is facebook could take more than that lengthen could take more than that. Google plus could take significantly more on that. Actually, you can publish directly on google. Plus, i don’t particularly mentor recommend that, but it’s people have done it on the menu. That’s interesting. I’m sorry. I just ask, why? Why do you say that about google? Plus what? Why not putting fresh content directly on google? Plus, um, google plus is like a hyper blogged in that the content rules by very quickly and so it’s very difficult to them find something of interest down there if it’s kind of rolled off of your screen. So okay, so not like, uh, it’s like a regular blonde or an online publication where you’ve got a nice kind of a content management system, brings things to the front, keeps him there for some starita time and then actually could be found easily in the published right. And and i think the length of articles is a big differentiating factor. If you have anything longer than a few sentences, you really don’t want a post directly on social media. Okay, you want your own, you want your own space, you want your own space, and then you wanna leverage the social media that has the first paragraph, maybe or on a link back to your your own content site. Okay? And sort of wrapped up in everything we’re talking about. Is that the same? Content can be used in different ways. I mean, on dh lynette singleton, who is on twitter often retweeting the show on dh lynette, thank you for doing it today she is at s c g the number four non-profits on lincoln on twitter if you wanna follow her, um, makes the point that, you know, one one piece of content can be used across lots of different platforms in different forms. Absolutely. I’ve even multipurpose, um, that has gone, taken an audio podcast like yours and has transcribed it into text. Oh, interesting on and then what? And then they just post that really? Okay. That’s interesting. Yeah, i can either be edited, so that was more of on article or serious of articles or can be just posted as it as it goes. I think they successful way to do that would be split it up in the articles, post them as content and maybe even link back to the recording of the show. So there’s, somebody prefers to here, they can still hear it, and i could see a value. And that would be you’d get some search engine value from the transcript because search engines can’t. Search audio. But all those words that are in the transcript would be searched if that’s exactly right. And there there are many ofthe offshore overseas services that will transcribe at an unbelievable rate. So, you know, i may not be perfect, but it’s it’s enough to get to get online and get it, maybe useful enough for someone to say. Yeah, i see what he’s saying, but i prefer to hear it so they click onto the the audio stream. Got it right. Okay, but again the point, multi multi purpose ing your your content coming and going back to the earlier guest ball. Gearan a survey could be something that is used as authority marketing. Absolutely. Because what you doing in that place is getting your readership to become the authority. And people like, you know, they have there. They’re their word and their opinion. I would caution we do surveys for some of my properties as well. And there is there’s a survey burnout where you just continue asking people for their opinion and well, you know, at the first couple of times they really like it. Especially if you give them feedback and write an article. About what? What they said. But if it’s too long or more continuous or too frequent, you’ll notice, uh, extreme drop off your respondents. Yes. Okay. Okay. We’re going to leave it there for for for real this time. Scott koegler as you heard multiple properties he’s, a land baron on the web and again the editor of non-profit technology news, which is that n p tech news. Dot com that’s one of his property. Scott. Thank you very much. Thanks, tony. Talk to you later. It’s been a pleasure. Let’s. Try again next week. Five bullets to a better budget. Paul connick stein. Principle of mission first finance knows how to create a budget that is aligned with your work and is a useful planning tool and he’s going to share what he knows that’s, that’s important doesn’t really matter much what he knows he’s gotta share it and he’s going to do that next week. You can check us out on facebook. You can check us out on linkedin. We’re on youtube also the youtube channel name israel. Tony martignetti because some young guy from boston stole the the tony martignetti so i’m real tony martignetti and you’ll find a lot of interviews on that youtube channel. Khun, listen, live our archive for the archive, you goto itunes, which is non-profit radio dot net. You can listen there, and you can subscribe so that you can listen any time on the device of your choice. On twitter. You can follow me, i’m at tony martignetti and the show’s hashtag is non-profit radio. Our creative producer is claire meyerhoff. Sam liebowitz is our line producer shows social media is by regina walton of organic social media, and the remote producer of tony martignetti non-profit radio is john federico of the new rules on our first remote will be starting in june next month. I hope you’ll be with me next week. Friday one to two p, m eastern, at talking alternative broadcasting, which is always at talking alternative dot com. Co-branding think dick tooting. Good ending. You’re listening to the talking alternate network, get him. Duitz good how’s your game. Want to improve your performance, focus and motivation? Then you need a spire athletic consulting stop. Second guessing yourself. Move your game to the next level. Bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it aspire, athletic consulting for a free fifteen minute power session to get unstuck. 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Looking to meet mr and mrs wright but still haven’t found the one want to make your current relationship as filling as possible, then tuning on thursdays at one pm for love in the afternoon with morning alison as a professional matchmaker, i’ve seen it all with distinguished authors, industry coolers and experts on everything from wine to fashion. Join us as we discuss dating, relationships and more on talking alternative dot com. Are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow no more it’s time. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s. Really going on? What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me. Very sharp. 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066: A Conversation With Andrea Kihlstedt – Tony Martignetti Nonprofit Radio

Tony’s guest this week:

Andrea Kihlstedt, co-founder of AskingMatters.com and author of “How to Raise $1 Million (or More!) in 10 Bite-Sized Steps”

Read and watch more on Tony’s blog: http://mpgadv.com

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Dahna welcome to tony martignetti non-profit radio i’m your aptly named host. We’re always talking here about big non-profit ideas for the other ninety five percent. I sincerely hope you were with me last week for nine weeks and a wake up for essentials for your year end fund-raising that was mary allison principle of oneaccord, and she helped you out in the final stretch toward year end. We talked about segmenting and messaging, social media and other online strategies, direct mail and getting volunteers to pitch in everything that she suggested from last week could be executed quickly to get you the help you need before december thirty first and also was your mobile website, our tech contributor scott koegler, the editor of non-profit technology news. Of course, you know that broke down. Whether you need a mobile site, how to develop one and what to include to make yours spiffy and up to date this week. It’s assess your asking style. My guest is andrea kill, stead and she’s going to reveal what it means to be a rain maker or a go getter, which are two of the four asking styles profiled at asking matters dot com, which she co founded how do you prepare for a solicitation based on your asking style? How should different styles be paired together for an ask? What do you how do you support your volunteers and what do they need based on their asking styles? And we’ll also talk about one of her books how to raise one million dollars or more in ten bite-sized steps at roughly thirty two minutes after the hour on tony’s take two. I’m going to talk about the next-gen charity two thousand eleven conference my block post this week says that it will provoke your greatness. Talk about that that’s conferences on november seventeenth and eighteenth and also the results of my challenge from last week. Let’s help kelly for pete’s sake, that was a blogger post challenge. We’re live tweeting this week and we have a guest live tweeter in a dare oklahoma! Thank you very much for stepping in to lead the way on twitter, ian welcome use hashtag non-profit radio to join that conversation on twitter right now we have a couple of messages and after those, i’ll be joined by andrea kill stead we’re going to talk about assessing your asking. Style. And i hope you will stay with me. You’re listening to the talking alternative network. Dahna are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free concert station. That’s lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com all right, welcome back to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent with me now is andrea kill stead she’s, a consultant, writer and trainer in fund-raising she’s, the co founder of asking matters dot com and has written two books on fund-raising capital campaigns strategies that work was published by jones and bartlett and is now in its third edition. Her more recent book is how to raise one million dollars or more in ten bite-sized steps published by emerson and church. I’m very pleased that andres work brings it to the show and dry welcome. Thank you, tony it’s a pleasure to be here on go have you we’re talking about asking for gift? Why does someone’s asking style even matter? There is many styles as there are individuals, and when we get into the mode of saying there’s, one way to ask for a gift, we ing for sure increased people’s anxiety and we know that anxiety doesn’t help us help us function in the best way we might. So we came up with a system at asking matters, dividing people into four simple quadrants and encouraging them to ask in the in the style that fits the best, the best asks they’re the ones that authentic that are authentic. And if you ask in an authentic way, you’re likely to connection most effectively to your donor asking style system is set up to help people do that. Is there a psychological basis to the four different types of stuff that the four different styles? Well, i’m certainly not the first person to be talking about stiles myers briggs is the one most people know there’s the disc system of styles. There are a variety of other style systems. I think i’m the first person to take a the notion of styles and apply it to asking there are different between the four quadrants there to two different sets of measures wanted to explain those intuitive etcetera yes, the asking style system is set up on two simple access. If you draw a actually see there’s the technical term actually that’s right, draw a vertical axis on a piece of paper and i invite all of you to do this and at the top. You put down extra virgin at the bottom. You put down introvert. Most of us have some. Notion of which of those we are, so mark yourself as an extroverted and introvert. Then in the middle of that line, draw a horizontal axis line of aboutthe same length and on the right hand side, put down intuitive on on the left hand side, put down analytical that most of us have some sense of which of those we are. If you’re intuitive, you tend to come up with an idea and then see if the world backs you up. You tend to have a gut level about your ideas and big thoughts. If your analytical, you tend to look at the world that the details, and you see what ideas those details amount to collectively. So if you mark yourself on the on the vertical axis and on the horizontal axis, and then you dry drop box around the whole thing, it’ll give you four boxes and lo and behold, for stiles. Okay? And what are the four styles? So in the upper left hand quadrant, where you’re an extrovert and analytic your rainmaker to the right of that where your extra vert and intuitive you’re a go getter underneath go getters? You’re a kindred spirit and to the left of kindred spirit, those are people who are analytical and introvert, those air mission controllers. All right, now i took the asking matters survey, which takes its like, takes like two or three minutes, all right, thirty questions, true false questions, verse and very short on dh. I admit that i spent too long, i think, on some of them. I tried to follow the advice on the site, which says, give your first answer, where there were a couple that i that hung me up. So i’m i found out that i am equally kindred spirit and mission controller, but i was, i was aspiring to go get her. I wanted to be a go getter, so is there. Can you can you have two and aspire to a third? You are, i think everyone should aspire to go get her, okay. So what is the what is the meaning of? I guess i’ll be a little selfish and start with myself. What’s the meaning of ah, a kindred spirit. A solicitor. What does that mean for me? Yes. You know, the kindred spirits among us are the people who think of themselves least as solicitors, but tend to be very good at it because they hang back just a minute before they respond. Which gives the donor and opportunity to talk. And most of us know in the solicitation business, our primary errors that we talked too much. So the people who are who are introverts ten believe a little more air time, very effective and very successful. Way to solicit gift. So my mother was wrong. I don’t talk too much. You know, your mother may have talked too much to her, but i do. Woodstock. Listen, i hope she’s listening. I bet you’re not even listening. You’re not even listening to me saying that i listen, you believe the irony in that? Um okay. Well, that’s cool on dh there’s. Something good there’s. Good news for everybody, right? All four quadrants? Yes. Have have things that are our styles. That people can bring and are valuable to soliciting right that’s, right? I bring up the kindred spirit in particular. Because when we see people who hold back a little more a little more reticent, we tend to think that there they may not be the the sales people among us. But i think both kindred spirits and mission controllers can be fantastic solicitors at least as good as rainmakers and go getters. Okay, she’s bucking for the road. She’s bucking for more air time. But you have the whole hour you’re on. You’re not going anywhere. Okay, so then just a little, but we have a minute or so before break what’s. Ah, mission controller, which is my other one? Yes, a mission controller. I happen to be married to a mission controller, so i know that style particularly well, but it’s, not me. A full disclosure. And jay and i are not married. I know. That’s. True that’s. True. Eso mission controllers are the people who are so responsible. They do all of their homework. They like details. They were read the budget. They’ll want to know all of the numerical information about outcomes. The one on how much it costs, they will gather every piece of information before they go in, solicit a gift, they’ll make a careful plan, they might even write some out, and they will execute it the same way every time so you can count on them. If they say they’re going to do something, they’re likely to do it when they say they’re going to do it the way they say they say they’re going to do it. Fantastic people they have on your team. This is such an ego rush. I’m dying here, okay? We’re live tweeting in a dare in oklahoma city, you better not have tweeted that andre and i are not married. That is not a critical part of the show. You should not be tweeting stuff like that. So you’re doing it wrong if you treated that, i don’t know if you did. We are monitoring here, but i just haven’t taken a look yet on before we take a break. I want to share just some survey results from the from the pre show survey that was on my block. Question one do you consider personality type when assigning relationship managers to a prospect? So not? The ask yet. But just in assigning for relationship management, two thirds said yes, they do, and one third do not. We have some messages. When we come back, andrea kill states. They was with me, and i hope you all do, too, because you didn’t think that shooting getting, thinking, you’re listening to the talking alternate network, duitz get me thinking. It’s. Are you stuck in your business or career, trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, a conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping hunters. People be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic readings. Learn how to tune into your intuition, to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed and the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Lively conversation. Top trends. Sound advice, that’s, tony martignetti non-profit radio. And i’m samantha cohen from the american civil liberties union. Metoo welcome back, we’re live tweeting the show, and if you want to join the conversation on twitter, use hashtag non-profit radio if you have a question that you want to submit for andrea, please please ask on twitter. You can also call where eight seven seven four aito for one two oh again eight, seven, seven, four aito for one two oh, either way, if you have a question for andrea, kill stead, we’re talking about assess your assessing your asking style and andrey, we’ve been through the two that i am the equal kindred spirit in mission controller what’s a rainmaker? Yes, a rainmaker. The people that we think of really is the quintessential sales sales people, these people tend to be competitive goal oriented. They’re the ones who are likely to take the highest, highest value prospects because they want to be sure to get to the goal they will respond to and be happy to hit, to work with and have challenged grants so that they can motivate a donor for the goal. So the people who perhaps are not the ones who were most keen on stories? No, but because they’re both extroverts and analytic, they’ll be very sensitive to the donor, the style of the person they’re talking to, while at the same time having their arms around all of the facts and the details of the case. The sound is valuable to a solicitation as the equal kindred spirit in mission control that i have any other bets. I’m sure that i’m sure the rainmakers are fine, but i don’t think they’re as good as thie combination, kindred spirit and mission controller on how about the one? I said? I aspired to the go getter? I wanted to be a go getter and i failed testing that respect? Yes, it’s not even a test of service. Really it’s an assessment assessment we came we spent a lot of time coming up with that word it’s an assessment it’s nothing more than that. It’s actually fun. It is fun and interesting and easy to take and nothing particularly deeper. Heavy but but worth worth doing, i think or so and so we hear from mother and i’ll just remind people that you’ll find that assessment at asking matters dot com that’s, right? So what does this guy know? What is the go getter? Well, i’m a go getter, we go getters are very good at big ideas. We have a lot of energy, we tend to pull people towards us with our energy and we can take big ideas and make them fairly simple. We like big ideas. We have much less tolerance for detail, and we’re not as good at closing a gift. For example, as a rainmaker would be aura’s a mission controller would be we like the possibilities, right? We like to say one of the possibilities rather than you know, how can we draw this to a close? And how can we get to the goal? So for us, helpful sometimes to pair us up with someone who’s a good closer? Excellent. We’re going talk about pairings to that, like a fine wine and a fine meal. We compare our asking styles. All right, so between the two of us, you and i have three, three covered. So if there’s anyone who knows that there are rainmaker or thinks that there are rainmaker based on what andrea the guy, the guidelines that andrew gave us earlier, why don’t you tweet and tell us that you think you’re a rainmaker and what? That what that brings the table when you are asking so let’s, talk about asking, then we have no one now if we know our style, preparing for the ask so how would different different styles prepare in different ways? Yes, so go getters, they’re going to want to prepare with simple bullet points, they’re not going to read over every annual report for the last five years. They’re not going to look at every detail of the budget they’re going to have simple goose bump inducing asking, ah points about the case and about what it is this organisation does and accomplishes probably from a big picture perspective now would they want to prepare those bullet points on their own? Or is that something that and we’re going to talk more detail later about the charity supporting its solicitors? But in terms of this, this type of person, would they want to prepare those those bullet points on their own or haven’t done for them? They’re always helped if someone can can sit with them and say, here are the bullet points i think about, but a go getter is going to be happy to talk about them, so if you’re if someone is a go getter and you can actually have a five minute conversation saying, what do you find exciting and moving about this organization? Get them to articulate it out loud that will work very well for a go getter. How about the other styles in terms of preparing for that for that important solicitation? Yes, if you’re working with a mission controller, i encourage you to send them a full package of information. Well, in advance of the time you want them to go out and ask for gifts, they will take the time to read it and take the time to master the material. They’re not going to want to go out from one minute to the next you want don’t want to ask him to mark today to go out tomorrow, you’re going to want to give them enough time to really prepare thoroughly it’s in their nature, to want to do that kindred spirits i would spend asked him to spend some time with you on sight, seeing the people you serve. These were people whose hearts are touched by watching the work in the field on they’ll learn from from watching. That’s, right? And they all convey that is exactly right. They too, are not particularly interested in huge amounts of information or detail. They’re interested in the stories that make their hearts warm and the last one we don’t talk about rainmaker. The rainmaker is the rainmakers combine these things they’re good at being charismatic in the same way go getters are, but they’re going to want to master the materials in the same way mission controllers do so give them time, give them information, make sure it’s all organized and systematized so they don’t get frustrated. One of the other survey questions i asked before the show was do you consider personality type when deciding who should ask for a gift? And almost ninety two percent said yes, they definitely do, and then the remainder no, so yes, and let me just say something that i think i think we underestimate the capacity of people who are not the obvious askar sze that’s, one of the neat things about this asking style assessment and and being able to look at each style from what they can do and what we work for them rather than saying some people can do this and some people can’t think that’s a mistake, we we underuse people that way, and we might also base that conclusion on what people say themselves. Oh, i can’t i can’t ask now, that’s different than i don’t want to ask. Yes, absolutely, absolutely. And i mean my own belief is that pretty much anybody can ask and ten can do a good job if you work with them in a way that will support them. So the value of the site is send them and buy them. I guess we’re talking about professional solicitors, right? Professional fund-raising as well as, of course, here’s boardmember staff members, development committee members, anyone who’s thinking about getting involved or being part of your development shop can and should take the assessment. In fact, you can a very interesting conversations with people comparing and contrasting asking styles, and that then gets them talking about asking, you know, it’s, an effective conversation have and fun and fun becomes going around a board room, board table or it doesn’t have to be only the board that’s that’s helping other majors, major donors may be soliciting as well. You know, i found that that there are a number of boardmember boards that have had all the board members take the aston style assessment, and then they have analyzed the board according to asking style, how many do we have? Mission controllers? How many do we have kindred spirits and then had a lively conversation to say, well, what does this do to shape our board and how it functions? Turns out to be pretty rich material and the other party to the solicitation that we haven’t talked about yet is the donor the donor prospect themselves? How would we ah, how would we assess should we figure it out on their on our own? Should we send them to the to the assessment? What do you what’s your life there? Yes, well, it’s always handy if you do know a donor style, of course, and the field we’ve talked some about trying to adapt our style to fit a donor style. I believe that mostly when we’re anxious which most of us are one we solicit, gifts were not very good at being adaptable and mostly we don’t know the donorsearch style, so i think we’re better off starting from a style in which were most comfortable and understanding very simple. This very simple style quadrant system helps us become a little more attuned to how the donor’s responding. So for example, if i’m a go getter and i’m giving big ideas and i see the donorsearch art to ask questions about details, it might dawn on me that he’s a different style than i am, and i might want to provide him with a different kind of information. Do you like to see people take time to try to figure out which style the donor is in advance, or is that really hard to figure out about about someone else? And, you know, there certainly are some donors that we know quite well, and then we could do some kind of an assessment to relating to that if we don’t know a donor well, it’s a pig in a poke, so we might as well go in with our style and have some try to have tried to have some awareness that there are people are donors who who respond differently. Andrea kill state is with me and she’s, the co founder of asking matters dot com we’re talking about assessing your asking style, how about supporting volunteers of the different types? So if someone is the the one that’s not represented between the two of us eyes a rainmaker, how would you? How would the charity support the rain making the rainmaker volunteer before solicitation? Yes, it’s a wonderful question i charity would support a rainmaker by me being sure they had all of the information to review beforehand and well in advance before hand that they know very clearly what the goal is and not only the goal, but even a stretch goal, the rainmakers, they’re going to want to be competitive and they’re going to want to go get to the goal exceeded and even blast through it. So you want to give them something that helps them understand what happens if we go over the goal? Where will that money go? How will we use it? You might want to encourage them to consider making their own gift into a challenge for the people that they’re talking to. Oh, interesting, okay, they’re going to respond to that and rainmakers also like to work in a team. Sometimes an organization in their annual fund, for example, can create teams and have a rainmaker lead a team of two or three solicitors have a little mini competition going between teams. Rainmakers are going to rise to that. Excellent. They love that challenge, you know. Okay, how about your style? The go getter? How would a charity help prepare that person? Yes, i talked to a go getter in advance. Find out what lights that go, get her up and help them talk about it and articulated to other people. If they start practicing their own words, they’ll be set to go. I would not give those people six or eight or even five prospects at a time because they’re not as good organizing, organizing their information as others are, give them one or two, they’ll do it when the mood strikes them and then give them a couple more. So pierre so dull prospects out a little more careful, like the year go getters. One of the survey questions i ask before the show is who is responsible for supporting your volunteer solicitors, which is what we’re talking about now supporting the different asking styles and sort of a mixed bag of about fifty percent said no one person has the responsibility? Actually, that was, um so there’s about sixty percent. Um, and then about twenty five percent said that the only fundraiser in the shop is responsible for that. And another group about the same because people could pick more than one select one choice said i’d better listen to the show because we don’t use volunteers solicitors that was about twenty five percent. You could have a whole show on that. We have, we have witnesses that they should be listened t should listen to the last show. So when we months ago, we talked about firing up your board fund-raising with gail perry who you? Yes, and that goes back some time. But wait, we have covered that so so that the volunteers let me just say that, that that of course, they asked the styles applies equally to two staff, as it does to volunteers on, and i think it’s, i’ve i’ve seen development offices that have had very good and lively, effective conversations, having staff members take the asthma style assessment and talking about how they would then support one another or what kinds of information they needed to be effective solicitors. So this while i think it’s a great thing to use with volunteers. I encourage hill development chops to use it is yeah, yeah, the professionals, of course, yes. Do you have a story that in your own experience as where you really felt that knowing that you’re a go getter helped you in doesn’t have to necessarily be a solicitation, but helped you in some situation? Yes, in a number of ways, as a go getter, i always like to get someone who will support me and the things that i don’t do so well, so i know that i love thinking outside the box. I know that i that i don’t like to be like to tie things down, so if i can have someone come with me and actually tie down and ask, sort of kick me under the table and i’m still blue skying about all the exciting things weaken d’oh, it’s very helpful then, then i just can’t take that. Q. I think i can quiet down a little and have someone else take and bring the gift home very, very effective for me. I ran for many years a concert siri’s and raised all of the money for it actually tickets were free and because it was easier for me to raise money than it was to sell tickets, and when i found was that i couldn’t, i could get people excited about this concert siri’s very easily was harder for me to actually tied down a dollar amount, so i did get some other people to help me with that who were of cover and restart time and complimentary stoploss exactly we’re gonna have some time to talk about those pairings. Those fine pairing let’s see, before we take a break, i’d like to see what the kindred spirit and the mission controller would would. How charity would support those those two styles for for a solicitation, yes, so kindred spirit, you know, one of the ways to support a volunteer or a staff member is to pair them with is to give them prospects that are going to work best for them. Kindred spirits tend to be a little on the shy side. You’re talking about me now because i’m talking about you. They’re fantastically heartfelt people, but it’s a little harder for them to have people say no to them. Oh, that’s definitely rejections the rejections a little tougher than it is for me for example, someone says no to me, i’m just off on the next big idea can’t stand for any spirits. Having someone say no is hard, so my advice about kindred spirits is give them prospects who were going to say yes, actually quite simple to do that right? Don’t send them to the people who are going to say no, why put them in that position? You don’t have to send people out everyone out on our art gall send to go getter, send a rainmaker out on a heart out on a hard call don’t send the kindred spirit, and if they know they’re going to be going to talk to someone who is likely to say yes, it’s going to make them much happier to do it. So you get a whole group of people who were going to be willing this illicit gifts for you because who doesn’t like success? I just even had the most recent experience of that. Five minutes before the show, i went to the bakery that’s a few doors away, and i asked for whether there was still banana bread and she said no, you felt that i took it personal, they were out of them. They were out of the banana bread. I mean, that’s that’s in a president affront to me. Right? So find out what they have before. You can look in the case first, and then i’ll ask that just to get a yes so shallow just to get the yes, i’ll ask now, theo oh, shallow no, i’ve never been secret about that. I’m definitely shallow, shallow. I just made the little shine. Okay, i met shallow have always been shelling do not tweet that tony is shallow. You dare i’ll shut! I’ll shut you off in oklahoma city if you tweet that, put that ok before, but i was just in a minute before break and we didn’t talk about preparing the mission controller. The mission for soliciting. Yes, information, information information well in advance. Let me know exactly what you’re going to want from them and tell them exactly what they need to master. If they’re going to do a good job, then you can send them to almost anybody. But you might want to think to pair them with someone who’s a little more. Sparky. Right, much as i love mission controllers, and as i said, i’m married to one. They can be a little boring, so you have to be careful, right that you provide a little bit of spark, either by helping them find the language that will add a little sparkle, or by pairing them with someone else who will. I may be the aptly named host of this show, but i’m also shy and boring and on by self admission, shallow. So you’re listening to a shallow charlie boring. No don’t know thiss around. No, no, no it’s, not terrible at all. It’s fun, but what the pairing is important. It sze, great introspection. We’re going to take a break, a few messages, and when we return, it’s, time for tony’s, take too shallow onboarding on dh. Then, of course, andreas stays with me for the rest of the hour, and i hope you do, too. You’re listening to the talking alternative network. Kayman are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, it’s time now for tony’s, take two at roughly thirty two minutes after the hour. My block post this week is next-gen charity will provoke your greatness. I would love to see you come to the next-gen charity conference, which is on november seventeenth and eighteenth here in new york city two weeks ago, i had the conference co founder jonah helper on this show that was the october twenty first show they are bringing in speakers the likes of craig newmark, the founder of craigslist, sharing his insights for for non-profits my show is a media sponsor, that means i’ll be backstage interviewing speakers as they as they come off stage for later replay on the show. But if you want to go to the conference and see all the speakers because i won’t be able to interview them all, you can save three hundred dollars off the six hundred fifty dollars registration fee using discount code tony radio you can see out on my block at m p g a d v dot com or you can go to next-gen charity dot com and use that discount code tony radio to save three hundred dollars, and i want to send a shout and the thanks. Last week’s block post was let’s help kelly for pete’s sake. A solo fundraiser named kelly asked a question in a linked in group and it was a very good question. Very simple question, but none of the forty five thousand members of that group had an answer. And it would be indiscreet of me to say the name of the group maja link. So it was a very common question. She asked the small. She came from a small shop and she asked, basically, how should i spend my time? And none of the forty five thousand people in motion link had an answer for her, so i blogged about it and about a dozen people little more than a dozen people stepped up and i want to thank you very much for doing that. The post is called let’s help kelly for pete’s sake. You can see the dozen people who commented and there’s also a very heartfelt and thoughtful thanks from kelly thanking everybody for their suggestions. And i thank you also for stepping up and helping kelly and the tens of thousands of small shop fundraisers just like her, that is tony’s. Take two for friday, november fourth. And we’re continuing, of course, to talk about assessing your asking style with andrea kill stead, the cofounder of asking matters. Dot com andrea. Okay, so now i was joking a little about, you know, being boring and shy. And then i added shallow, but but these are not just in case anybody doesn’t get my sense of humor. These air not negative lessons that were supposed to be taking from from what are asking style is is that right, andrea? I’m giving you a chance. Andrea. Thank you. Recover. Yes, i recover. I was i was saying to tony during during the break that i that i really think that the power of the asking stiles is that it puts in a very positive way how each of these four styles can be effective and are effective. So so i think, it’s important that we understand that that mission controllers are fantastic because there’s so responsible they really gather the information. They have it for people. They share it with donors there. They fantastic, for example, for foundation or corporate donors that want all of the detailed information. And material right? You can’t get better solicitors than that kindred spirits because they’re so heartfelt because they really care about what they’re asking for, and if they do it authentically take you know you don’t get better solicitors than that either each of these styles has something powerful to offer, and i just want to make sure that that your humor doesn’t let doesn’t make people think that any of the styles has something wrong with him. The whole purpose of this is to say, we have a much broader group of people who can effectively solicit gif ts and if we engage them in doing that, if we get out the door more, if we get out and ask more, we will yes raise more money. That’s where the rubber meets the road is our our ability or inability to get out and asked people fit for gift face-to-face and the asking style system is just a system to help us do more of that. You know, i feel very strongly my co founder and asking matters, brian saber and i both feel very strongly that that’s the limiter for most of us and most organizations and s in raising money that we don’t get ourselves out the door and asking if you’ve done any capital campaign work ever, you know that that’s why capital campaigns raise much more money because they get people out the door to ask, so look at the askanase thou assessment from that perspective, it’s a motivator to help people understand the way the toe ask that will suit them best, and to help staff members look at people in that light and get them to get out their support them properly. And it’s fun and it’s fun. It’s just a couple minutes i said, i did it myself. Of course it is fun. How about in pairings? We’ve mentioned that we’ve we’ve touched on this, but we haven’t actually talked about pairing solicitors based on their asking. Stiles what? What are the combinations that work well or don’t work well, yes, yes. So if you look at the little box that you might have drawn at your desk earlier, as i was describing the two axes, the pairing works best diagonally. So if you combine a go getter and mission controller, for example, then you have all four quadrants covered all four. All for access points covered. If you pair a rainmaker and a kindred spirit, you have all four access points covered. Now i should say that that that it is my belief that the people people work together most easily in in quadrants that air next to one another. They tend to get married for took in quadrants that air diagonally across from one another. And and i think actually it tends to sometimes you can even pair a pair a donor and someone who is who is diagonally opposed to them, because one will sparked the other. So, for example, a go getter will light may light up a mission controller as long as you have someone to bring the additional material. And the other padron works that way as well. You have a whole revenue stream here. Matchmaking, matchmaking t this should be turned into a metric. We have a show on kruckel turn of about matchmaking we should be so you said you married people tend to marry diagonally. Agonal? Yes, yes, but but but they tend to work most easily when they’re when they’re in the jason and adjacent quadrants. My belief is that the more you talk about the different styles and the more you come to appreciate and understand the styles of your co workers or yours spouse or your partner, the easier it is for us to get together and appreciate the qualities of the contrary. Styles raise more money. Find your life partner that’s what i’m asking that’s, right? Yes, i have a whole another career ahead of me. And you said that people work work well together when they’re paired next to sit next to you. Is that risk? That’s? Right? That’s, right. Working meeting in the office? Yes. People who are intuitive, for example, tend to find it easier to deal with one another. Then they do with someone who’s always act, asking them for the facts, the facts, the facts just the fax, ma’am, right? Those of us who are intuitive tend to get frustrated with that. Those people who are fact space tend to get frustrated with those of us who are good at generating ideas. So if we can again raise that up, raise that conflict up, sort of begin to understand that both are important and that we both bring something valuable to the table. We’ll be able to get along a little more better a little more better. We’ll be able get along a little better. So does this then have implications for the prospect assignment process in deciding not not was goingto prepare first of station but who’s going to be the primary relationship manager for a proper yes, yes, i think it actually does. I think once you get to know a prospect fairly well, it makes some sense to assign someone of us of a similar style to make sure that that prospect gets the information they need in the way in which they take it in most easily. So i think i think yes, as we get to know our prospects, we should have something that indicates in their file what we think they’re style is in fact, i’ve often thought that some of the donor software, if i get if i get sophisticated enough about this business would be nice is some of the donor software programs provided an opportunity to put asking styles and donor styles in that in that material? We don’t have it yet, but it would be a good thing to do. Is it possible, teo? Figure out for someone like me who has to style that came out equally whether one is dominant over the other or no. Yes, i’m glad you raised that when someone takes the asking style assessment online, some people get back a primary and a secondary style some people get back. Equivalence is what happens behind the scenes for that assessment is that we get four numerical scores and the results are based on the numerical scores, so sometimes people come out equal in two scores, as you have mostly we come out with a primary score in a secondary score, and in fact, all of us have a little of each of those styles in us, right? Very few of us or one or the other, though occasionally some of us are are stronger, you know, and have more flip, more fluid ity than than others do. I think on thee asking matters website, you can actually see there were see the write ups of all four styles and somebody could even come to the website and just play with putting different answers in and see what? See what comes up. You could try to be a rain maker. If you want to be a go getter, tony, you can actually plug in all the answers that you think would lead you there and you’ll probably get a go getter. Go get her profile back. Okay? And i answered honestly, the first that’s, right? And i encourage people to do that. But people could also play with it a little something with that, um, and let’s talk about making the case for giving or, you know, yes. Whether i mean, charities typically have a case statement or something, but but in terms of how different style person is goingto make the case to that prospect, how does that very yes. You see, i found that very interesting, really. In organizations, we tend to want to make a case or have an elevator pitch. My belief is that when out of different styles, we think about it differently, we do it differently. We communicate differently. So i think it works wonderfully, actually, to have everybody in a group take, they ask, is that assessment? And then do is cem exercise is getting people to say, well, how would you make how what would your elevator speech sound like? Right in? A room have the mission controllers come up with their elevator speech? Have the rainmakers come up with their elevator speech? They’re going to do it quite differently, right? Mission controller is going to start with details and with outcomes the go getters going to start with, you know, if we do, if we work on this problem, we will change the world in that way, right? Where mission control is not going to think that way. They’re going to think from a detail up to a big picture the people who are into it, if we’re going to think from a big picture down to the detail. So i think these air one it’s wonderful opportunities for exercises to help people come up with thie elevator speech, the case for your organization that comes out of someone most naturally, most comfortably, that sets them up for going and talking to a donor in a way that’s going to feel right to them that leads me to think about then, finally, on this subject, the pairing of solicitors should they repaired in good work teams so that they’re in the quadrants that are next to each other? Is that yes. I would probably pair solicitors diagonally, and in doing that, my one, my one worry always about having two or more people. So is it a gift is that we tend to work on what we’re going to say, so we tend to take all of the air time. If you have two people soliciting a gift, i encourage you to send two people by all means pear diagonally if you can, across the asking styles. But be sure that you leave enough opportunity for questions to get the donor talking, rather than just having the solicitor phil all the time. We have some messages to share with you, and then after that break, andre will stay with me, and we’re gonna have a chance to talk about her most recent book, which is how to raise one million dollars or more in ten bite-sized steps. And i hope you’ll stay with us talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. 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Durney welcome back, andrea, kill stead and i are talking about assessing your asking style, and i want to make it clear that in order to do that, to assess your asking style, you go to asking matters dot com and it’s it’s all free and available to everyone as a resource to figure out what style you are. We’ll have a chance now to talk about andrea’s second book um, how to raise one million dollars or more in ten bite-sized steps now, this is a smaller version, a condensed version of your first book, right? Yes, or at least it’s, a story’s based version, if you if you will. I was a capital campaign consultant for a great many years and wrote a fairly good sized book on capital campaign fund-raising this is a a ten chapter little chapter book that tells stories about campaigns that that makes clear some of the primary lessons that we need to know if we’re going to raise major gift money. And is your message in using stories that charity that charities should be telling stories themselves in their fund-raising, you know, charity certainly should be telling stories themselves, but if they wanted to have a book like this to give to their board, for example, they’re doing some major fund-raising and want every boardmember teo teo, learn a little more about how to raise money through major gif ts this would be the kind of kind of book you could. You could do that with it’s, a quick read it’s, about forty five fifty minute reed it’s engaging because it tells tales, interesting stories about real people who raised really money and, you know, had various interesting things happen to them through campaigns, but do you like to see charities using their own story? I did, and they’re fund-raising absolutely, yes. I like to see people using stories all over the place we all know there much more interesting than mohr, dry factual information, graphs and charts. A good story has delicate mission controllers like grass and charts, i have to say, but but they like stories, too. Early on in the book you you recommend you actually say it’s pretty important to approach different people in different ways regarding the exact same funding opportunities. How do we do that? Yes, i think that’s a chapter on goose bumps if i the idea really is that we wanted twice in one show, you said the word goose princessa combination ation. I’ve never i’ve been doing this for a year and a half. I don’t think we’ve ever used with everest twice in one show it now it’s overdone. Now, it’s, i won’t mention it again, but but i have to say, if you do have a visceral response, something moves you, then you’re more much more likely to respond to it generously. Now how we’re going to figure out how somebody is going to respond. How sorry, how different people are going to respond to the exact same funding. Yes, there’s a very simple answer to that, and that has asked them. You know what? We’ll find nothing like asking people what in their life overlaps with what you’re doing. Why might they be interested in in the cause of your organization? Does something in their history to something in their current interest, this does something connect with him and you’ll find many, many people have different ways of thinking about her looking at things. So, for example, the story that i use in the in the book is a story of a science center. Yeah, the lancaster, pennsylvania, and the person who founded the center had had some personal experience with dyslexia, and he’d like to hands on on learning because that’s, the way he learned best when he talked to the person who was in the foundation who was controlled sameh germany in the foundation, that person couldn’t care less about dyslexia. That person was interested in bringing tourists to lancaster, pennsylvania. He had a serious interest in doing that. So when when when the founder, jim, started talking about tourism and about how many people would come in the door and what would happen to the downtown if they had an organization like that and down down all of a sudden he found a different kind of response. So of course we need to understand the breadth of responses that we can get for our projects, not just the ones that happened to appeal to. Us. Sometimes we forget how broadly something can can have. Tentacles can have reach your your advice is different than ah, a variation of yeah, of other advice that guests have given, which is you’re saying toe ask the person what? What in your life overlaps with our work. And what i’ve heard in the past is asking, what about our work moves you those are different. Yes, they are different, i think exploring the overlap between the person’s life outside the charity that sir and the charities that’s, right? See, i think my belief is that we spend much too much time talking about our charity and much too little time exploring what turns on a donor, whether it’s, a foundation donor and individual. So i think we need to shift the balance of that right. Instead of spending seventy percent of the time talking telling about us, i think we need to spend at least sixty percent of the time asking about them and there’s that listening and there’s. That listening listener, yes. And listening is tremendously powerful. I recently was talking to someone who solicits gif ts for hot for a hospital. She said, you know, i have a problem with doctors? I have thirty minutes to go in solicited doctor and i spend thirty minutes talking to the doctor and i don’t have really have time to get to get to my pitch. My advice to her was don’t make your pitch spend spend the first fifteen minutes asking the doctor what he’s interested in, and you know what? He’ll end up giving you sixty minutes instead of thirty minutes because you’re interested in him. So let’s begin with a serious interest, a curiosity about our donors, then we can turn translate that into where, where the intersections are in interests between them and our organization, and that is actually very consistent with advice that other guests have given listening, giving, giving time for the donor to speak and for us to be actively listening to right what they’re saying, i think curiosity really is what is what makes us all good at this business? Okay, excellent, which actually leads to something that i saw lana twitter fundchat last month you and i were both on ah a twitter twitter chat called fundchat and you can follow it using hashtag fundchat and someone posted that in preparing for on and ask if they want to put on their game face and you suggested no. Rather why don’t you wear that? You prefer that you prefer to be vulnerable and be curious about the prospect? Yes, well, i find i find that that if someone is genuinely curious about me, i am much more available to them. And i imagine you would find the same thing that if someone really wants to know who you are, what interests you, how we might connect, they’re likely then they start moving towards you as opposed to giving them a wall. What i think of is a wall of words if i tell them about me and make them find the intersection, they’re much less likely to really to really listen and be willing to be vulnerable. That’s, right? And for anyone who’s interested invulnerability? Check out brain a browns ted talk b r e n e brown. She has a fantastic she’s, a researcher on vulnerability. Fantastic ted talk, andrea kill state is a consultant, writer and trainer and fund-raising the cofounder of asking matters dot com, where you can take the assessment and figure out what you’re asking. Style is, and she has written two books on fund-raising andrea, thank you very much for being a guest. Thank you, tony it’s a pleasure to be with you today. Thank you, it’s my pleasure as well. Next week, rachel emma silverman, reporter for the wall street journal and she writes for the journal’s, blogged the juggle, how can you balance work and life in today’s environment? I’m going to talk about that with rachel emma silverman next week with the two of those things work and personal life competing for your time. Also, maria semple are regular prospect research contributor she going to talk about a new linked in feature next week? The volunteer section it has research potential and gives you greater exposure on the on that popular site, and they also have joe ferraro. Next week, the association of fund-raising professionals, westchester county chapter in new york he’s going to talk about their national philanthropy day coming up, keep up with what’s coming up! Sign up for our insider email alerts on the facebook page when i get my banana bread, i’m gonna post that to the facebook page. You’re gonna want to know about that how? Can you live without knowing that especially leading into the weekend? Did you like today’s show, please click the like button, become a fan of the show. Of course you find us at facebook dot com and then the name of this show you listen live or archive you’ve been listening live archive! Find us on art on itunes and you’ll find our itunes paige. If you go to non-profit radio dot net on twitter, you can follow me. The show’s hashtag is non-profit radio used that often our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media, but today’s live tweeting was by ian, a dare in thank you very much for filling in doing that, i’m tony martignetti this is tony martignetti non-profit radio. 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