196: Online Canadian Connection & Right To Be Forgotten – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Holly Wagg, philanthropic counsel for Good Works, with Jason Shim, digital media manager at Pathways to Education Canada.

Also, 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

190: Numbers In Your Stories & Research Pre- and Post-Event – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Brian Mittendorf, professor of accounting and MIS at The Ohio State University’s Fisher College of Business.

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

175: Female Financial Literacy & What’s Public On Private Companies – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Alice March, founder of The Attention Factor.

Sheila Walker Hartwell, personal financial planner.

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

172: Dan’s Donor Retention Ideas & Goodbye Google Alerts? – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Dan Blakemore, assistant director of development for individual giving at International House

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

160: Nonprofit Outcomes Toolbox & News Sources/New Source – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Dr. Robert Penna, author of “The Nonprofit Outcomes Toolbox.”

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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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent for friday, september twentieth i’m your aptly named host. Oh, you know that i hope you were with me last week. I’d be put through mitral regurgitation if i heard that you had missed cause marketing one oh one trish in naper, principal manager at alcoa foundation and mounir panjwani, business development manager at do something dot or ge shared tips for getting started in cause marketing and internal social networks. Scott koegler, our technology contributor and the editor of non-profit technology news, explained how internal social networks compliment the external networks like twitter and facebook this week. The non-profit outcomes toolbox dr robert penna, author of the non-profit outcomes toolbox, discusses the wave of reliance on outcomes measurement and gives concrete steps and tools so that small and midsize shops can stay ahead of this increasing trend toward outcomes assessment. This is part one of our interview from a previous show, and part two is going to be next week. Also, news sources new source maria simple are dyin of dirt, cheap and free ideas in prospect research and the prospect finder she’s got advice for you on which news sources are best for your research and a new free offering from the foundation center called foundation directory online, plus her sixty second style stop. We’re going tow! Try having one minute tips on style like travel, food and leisure from guests. I’ll be anxious to know what you think about these sixty second style stops between the guests on tony’s take two my block this week is planned e-giving saved our ass and also i want to tell you about bb con coming up, i’m going to be there will say a little about that got contests that’s in tony’s, take two my pleasure now to give you my interview with dr robert penna and the non-profit outcomes toolbox. My guest now is robert penna. He is the author of a complete i’m sorry, the non-profit outcomes toolbox, a complete guide to program effectiveness, performance measurement and results published by wiley and sons he’s, a consultant, and his work includes the application of corporate sector, outcome based tools and insights to the work of non-profits he’s done work for the n e casey foundation, the national geographic foundation and the ford. Foundation he’s, an adviser to charity navigator on outcomes. I’m very glad that his work and his book bring him to the studio. Robert. Welcome. Thank you very much for having pleasure to have you. Thank you for coming all the way down from albany. No problem. Live in the studio. In the studio. We hear an increasing amount of talk about outcomes, outcomes, measurement. Why is that? I would save it for basically two reasons. The ones historical. The fact is that traditionally and this goes back easily to the beginning of the last century. No one ever asked non-profits to be quite fair, no one ever asked non-profits to either show evidence of or to demonstrate that they were having an actual impact. That was sort of a field of dreams and concept. If we make it available, things must get better. And it was taken on faith that train people with good programs with enough money would bring about positive change. Nobody actually quite asked that all started to change in the late seventies and then into the eighties, and quite independently of one another in various spaces. This concept of a focus on results in outcomes. And evidence of the same started a crop up, and it began to coalesce and particularly as we are in an in an era of limited resource is it becomes more important than ever for non-profits to be able to say here’s actual evidence of what we’ve accomplished, as opposed to a story about how big the problem is or how hard we’re trying in his forward. Ken berger, president, ceo of charity navigator who’s been a guest on the show, says that measurement is a battle for the very soul of the nonprofit sector. Ah, it’s taking on that great a prominence? Yes, it is that actually that line comes from a from an article ken and i co co authored it really is because there are those apologised who honestly believe in its ah term used before a fair exchange of differing ideas who honestly believe that non-profits and their clients should not be held. Tio this kind of accountability that the concept of just making services available truly is the mission of the non-profit space and that as long as they’re doing that, they’re doing their job. The problem is that for all of the money we’ve spent thes problems haven’t gone away, and so the question is, shouldn’t we be putting our our resource is into those programs into those organizations that have proven that there having the most beneficial impact, as opposed to giving it to other places that are perhaps not being as effective? The problems are too big, and the resource is of too scarce not to do this anymore, but it truly is a battle within the sector because there are those who just don’t believe in it, and we’ll get to a little of what their arguments are, maybe obliquely only, but that some of the ideas are so nebulous that they can’t be measured that like a child feeling a more positive ah feeling about education or about going to school, sort of nebulous ideas like that, but actually, those, um, sort of feel good outcomes can be measured. Well, first off, i would argue that if an organization is focusing primarily or almost or solely on feel good outcomes, they’re rethinking what they’re doing. Number one but number two there are proxies. There are proxies in terms of attitude, in terms of behaviour, in terms of various other kinds. Of things that can be looked at and can be taken as fairly accurate measures of whether or not if what you want to changes in attitude, whether or not that attitude has changed so it can be done, and we’re gonna talk about some of the ways that non-profits get there and the way that we can measure these things, um, is the butt is the story is the non-profits story the compelling story is that is that dead? Well, it it shouldn’t be dead, but what it should be, what should happen is that should be put in its place. Okay? The idea of telling a story is not a bad one, in fact, that there’s a whole chapter in the book that talks about using narrative as opposed to just factoids, because people remember stories where they have a tendency to forget much more vivid right stories vivid. But the problem is, if the if the story first off focuses on how big the problem is and that’s all it, it focuses on, and there are a number of non-profits i won’t name any, but you could probably think of them. You get things in the mail. And they show you the picture of x, y or z and it’s always how big the problem is, when we’re telling that kind of story and that’s all we’re telling we are in a way, avoiding entirely the question of, well, what do you doing about it and what other results that you have that you have achieved so that’s one one reason why the story has to be put in his proper place? The second is, and i don’t know whether we’ll get into this today, but a lot of non-profits wind up telling the wrong story for the wrong reason and ofttimes to the wrong people so that something has to be carefully handled as well. Okay, we have just another minute before a break, what if not a named example? What do you mean? Telling the wrong story? A lot of non-profits will focus on an emotional story that will highlight, for example, a success story, and it will be about this client of that client, but inadvertently, what they’re doing is they’re focusing the attention on that client. What we don’t know is, is that story cherry picked? How representative actually, is it what they’re not talking about is thie the the work that the organization as a whole does it’s it’s, shall we say, it’s it’s, macro impact. They focus so specifically on the story of this particular client at that particular client, it becomes very easy for their overall message of what they’re doing to be lost, counterproductive in counterfeit. His book is the non-profit outcomes, toolbox, it’s, robert penna. You’ll find his blogged outcomes, toolbox, dot com, and he’ll be with me after this break, so stay with us talking alternative radio twenty four hours a day. Do you need a business plan that can guide your company’s growth? Seven and seven will help bring the changes you need. Wear small business consultants and we pay attention to the details. You may miss our coaching and consultant services a guaranteed to lead toe. Right, groat. For your business, call us at nine. One seven eight three, three, four, eight six zero foreign, no obligation free consultation. Check out our website of ww dot covenant seven dot com oppcoll 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 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 everytime was a great place to visit for 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 dahna welcome back to tony martignetti non-profit radio talking to robert penna about his book the non-profit outcomes toolbox right before the break, robert, we were talking about, um, for too much focus on problems. But the non-profit sectors exists to solve problems. So shouldn’t they be talking about what the problems are? Well, again, it has to be put into its proper place into its proper perspective. And this is not, you know, women, teo, bash the sector. Okay. I mean, we have to be honest and say this is a historical perspective and very early on this was how attention was brought. Tea to issues were literally going back to the late eighteen hundreds and early nineteen hundreds. Um, people, for example, he’d carry nation she’s well known for wanting tio bring about prohibition. Well, what she talked about was all of the ancillary downsides of alcoholism, all right, and the folk. But the focus was on drink. The focus was on people drinking too much. And the idea was they didn’t think, think it through to say, well, what’s really gonna happen. What other causes here. It was just focused on the drinks. So we had prohibition and guess what? All of those issues did not go away. The issues of broken families, the issues of domestic violence, the issues of unemployment, the issues of of poverty didn’t go away just because, well, we got rid of alcohol for those period that period of time. So part of the problem of the focus on just the problem is it tends to lead to simplistic answers because the concept is that progress is a lack of the problem when, in point of fact, really, the outcomes approach is that what you want to do is bring about some positive change that goes beyond merely an absence of the problem. So that’s one of the problems with focusing on just the problem, the second thing is that it kind of takes you off the hook if you think about it, for having to say, really what you have done to alleviate the problem or what success you’ve had in alleviating the problem. If every time i come back to you, pick an issue, homeless puppies, i come to you and i sent put something in the mail and tony, you know, look at all these starving puppies, and i say it was ten thousand starving puppies and you know it, justin in manhattan or something. That’s, a problem. And you emotionally are expected to resupply with a cheque will. Now, next year i come back and i say, well, now, there’s ten thousand homeless puppies. This still ten thousand homeless puppies will again. What it keeps focusing on is the problem. It does not focus on am i having an impact on alleviating situation. So that’s, a real son of short way of describing why that tends to be a ah sort of a circle, you know, like the snake eating its own tail. It really doesn’t get you where you need to pay. And you alluded to earlier the fact that we do still have deep seated, entrenched problems that we have been working on for generations like homelessness, entrenched poverty, etcetera. Exactly right be a hunger of broken family, you name it, these problems, or of worldwide. And so you might even get thes these appeals from any place on the globe. But it tends to in a lot of ways, i think the lead to a sense of defeat because, i mean, think about it if every single year you get the same appeal from the same organization showing the same picture of the same a person in need. The question starts to hate begs the question, well, what’s happening with my money, what we’ve been at it for so long, and we’re still seeing the same right? The one problem? One gentleman i speak speaking to someone’s ago, he runs a non-profit e program in ohio, and he said to me, well, do candy said, you know, we’ve been fighting this war on poverty for, you know, forty something years, and i’m not so sure we have anything to show for it. And part of the reason is that from the beginning, what we have to show for it was not the accent the accent was on making money available and making programs available. You’ve heard a thousand times there, the concept, the underserved community, right, which you could argue about whether they’re actually underserved enough but that’s a different story. But the question is what it seems to lead to. It leads to the implication that if you make services available, things will be better. Well, that’s not necessarily true. Just making them available, zach. Will will result in the outcome that you want exactly, and for years social investors you know, traditionally called funders, we’re investing in making services available rather than investing in change, and if you’re investing in change, then there ought to be sameer marks of the change. The whole concept of moving your your your your head away from the idea of being a thunder what’s being an investor is one of the first the first steps what’s a funder and interested in a funder, is interested in the dispersement of funds. In terms of the process, the paperwork who’s it going to what’s it being used for what’s, an investor interest is an investor and investor wants a return let’s talk about some more of the language differences that you point out not so much differences, but the important language around outcomes measurement that takes up roughly the first third of the book or so gent generally outputs versus outcomes outputs of what you do outcomes of what happens because of what you did okay example of an output and output is training class, and the outcome would be that somebody got a job by virtue of having been trained and more importantly, kept the job for a reasonable amount of time. When and this was this was rampant in the late sixties and seventies. Excuse me when thanks to largely to government, we got into being counting and compliance organisations were measured onto in terms of how many fannies their head in the seats, how many training training class they help? Well, that was great. But then it turned out in some cases people we trained for jobs that no longer existed or the training was insufficient, or there really was no placement attached to it. So we had organizations claiming success because they’ve had x number of fannies in the seats, or because they held so many training’s or the game, but someone certificates. But the end of the day was anybody hyre did anybody did anybody’s life improved? Well, don’t ask me that question when i focused on that were protest on how many training on the output not come from the outcomes spring from the outputs. Yes, yes, you need the outputs in order to get the outcomes and they have to be the right outputs. But again, if that is only just your focus is there’s a saying that a colleague of mine, a colleague of mine who wrote a book, if well, you fundez activity that’s usually all you get? Yes. Okay. All right. Impact, impact flows from outcome. What? Tell us about it and that’s down the road that’s down the road. In other words, for example, let us say that what you were talking about was bringing possible water. And this is something i was engaged in a t united nations potable water, fresh water supplies to certain kinds of villages. I was pronouncing potable. Is that okay? Potable vote on a laudable somebody made a tomato, somebody from and why you were calling correct one of us. I have to. But i was so it’s possible that anyone, when you’re with the united nations. So that’s a hyre i’m just tony martignetti non-profit radio it’s hyre hyre hyre stand. But you had a situation where okay you’re you’re bringing fresh water and now you could think of a host of reasons early on why you might want to do that. One of the more interesting ones to me was to alleviate the burden on the women and girls in the village usually whose job it is to do nothing while david hole water one of the reasons why their educational opportunities were so so stunted was because, well, gee, somebody’s got to get the water and that’s the woman and children’s job rather a woman and girls job. Well, let us say that you bring it in and let us say that some girl does get to go to school. Well, perhaps if twenty years later, when she’s an adult, she actually has a business and gets out of the out of the village, that might be an impact. But the problem with the focusing on impacts these long term impacts is very often the causal chain is extremely weak. The causal chain is broken and it’s kind of hard. Teo teo to take credit for some things. I mean, we’ve all heard the stories of the head start program that’s taking credit because thirty five years later, one of their graduates became the head of some, you know, ceo of some company. Well, you know, thanks, snusz because back in nineteen forty seven, he was with us in today’s end of a corporation. I don’t know about that, but i honestly would say impacts agreed to have these are the kinds of things you see in mission statements and vision statements, the long term impacts, what organizations need to do is figure out how to translate those things into measurable, achievable, significant, meaningful outcomes. Okay? And shortly, we’re gonna talk about the outcome statement and contrast it with the mission statement and talk about what the elements are and how to get to ah, no a ah, a proper and and viable outcome statement. So yeah, and and just around impacts you say in the book impacts or what we hoped for, outcomes are what we work for. We’ve talked about that means your outcomes or what you’re working toward the impact of the the longer term we we we talked about funder donorsearch versus investor, anything else you want to say about the about? Maybe non-profits looking at themselves as invest, ese. Well, that’s, that’s a very good point. I mean, when someone gives you a gift christmas gift. Okay, now we’ve all had the relative who gives us something. And then every once a while checks oh, yeah? Are you using it? You? Have you been? Did you like the sweater? Most people that give you a gift, they hope you like it, but they really don’t have any kind of control. Now. My grandmother used to give me cash. She would slip me cash in by hand like a handshake, and she would always say, spend it like you earned it. My grandmother never did that. You didn’t know i’m sorry. You know, my grandmother borrowed but no that’s, um, we’re not related event starting now, but the idea is when someone gives you a gift really the in most cases, the strings got, you know, the the very there, the influence they have over the use of that gift, et cetera. Well, the problem is, when you think of yourself, if you’re a non-profit as a grantee of donor of a donation or giving, okay, the implication that the onus is on you to deliver something back to that to that donor to that investor is i like to use use the term is much less clear than if you see them as investors and you see yourself as an invested because right from the start from the basic language, what we’re making clear is that you owe them a return investments give returns exactly. And so the mindset shifts that i mentioned before the first one is moving from the concept of thunder to investor. The second is moving from the concept that what we’re investing in is the provision of services opposed to we’re investing in change. And then what are those changes and how do you define them? And the third thing is that we are going to be satisfied with an account of activity as opposed to actual evidence of results, performance and effectiveness thes air three crucial mindset shifts that the space has to eventually and will adopt, and the sooner non-profits get on this, the better off they’ll be. You quote stephen covey saying, it is incredibly easy to be very busy without being very effective. Well, we’ve always have seen those people who can, you know, go to the office in the busy all day, and at the end of the day, what have they actually accomplished? And the answer is, you know, not a heck of a lot and that’s, you know, that’s, the wife, i’m with robert pennant he’s, the author of the non-profit outcomes toolbox. Let’s, talk a little about the outcome statement versus the how does it contrast with the mission statement? The well, mission statements of very often pie in the sky and aspirational mean they ought to be yes, and an inspirational okay, okay, but the idea is that the idea that we’re going to solve a problem in our time, we’re gonna end poverty. We’re gonna end homeless. Is thies air the kinds of things that you very often see working their way into? Ah, emission statement or vision statement. The problem is that how do you then actually turn around and effectuated if you basically go to an investor and they said, what do you know what we’re going to? We’re going to end and homelessness well, you’re probably not. So when you don’t, what do you could do? You come back and say i failed an outcome statement is based upon a couple of key characteristics that good outcomes have among those are all right. It’s, meaningful it’s not a cosmetic change. It’s sustainable that’s. A very, very important one, right? It’s achievable. All right, there’s. An old statement. Everyone talks about the weather. No one does anything about it. Why? Because global warming aside, it’s. Tough to do anything about the weather. All right, but if you ah, couch your your goals in not slam dunks you want, they want them to be doable with a stretch. You clearly want to push yourself. All right. But the idea is that you want it to be something that can be achieved in your lifetime on dh something that can be measurable. The sustainable part is particularly crucial. I think of my involvement. I’m a lifelong scout on fifty. Eight years old and your first join the boy scouts when i was ten kayman eagle scout well, i never made it that i was in the order. The arrow you want? Ditigal oh, no, no, no it’s different. But i have a son who was in the order of the arrow and he’s an eagle scout like vicarious thrills. But we i remember ah, project where are we going to clean up a lot. And tha this lot had been used as a dumping ground. The scouts came in and we weed whackers and rakes and tree pruners. And we’re trying to look like a park who had done right and we congratulate ourselves. Up, up, up we all went home in that night’s peace. Somebody dumped a refrigerator. It wasn’t a sustainable achievement because we didn’t have the facility for either blocking it office, stopping people from dumping again. So the concept has to be again in terms of a good outcome, one of the characteristics and aki one is this concept of sustainability, but again, to go back to your question about the difference between a mission statement of vision statement and an outcome statement a lot. Of organizations all right have a tough time differentiating in the book i refer to ah, vision approach. You may recall the book in the book, i had a picture of some futuristic city, teo illustrate that my belief is that mission statement envision statements are both great things that good ideas, they’re visionary, they belong up on the wall, but they don’t belong in terms of you every day action plan, they’re different from an action plan it’s the difference be between having the long term goal of i wanted to be fit. I want to be trimmed and having an actual diet that you’re that you’re following. All right? Um, you know, there are numerous examples we could weigh could point to okay, i’m realizing now, since we’re talking about since i’m talking about being an eagle scout, i’m really you know, i didn’t measure the the outcomes of my eagle scout project, which was teo. Make sure that address is street addresses were visible to emergency services in my little town of altum panned new jersey, which had maybe three thousand homes or so, so we looked at every home and where there wasn’t a visible address. From the street that a policeman or fireman or the ambulance could find could see it easily. We left a note in the in the mailbox, and the note was signed by the police chief, the fire chief and the head of the angelus score. But that’s just that’s just activity. I don’t know what the outcome’s were. I don’t know if more lives were saved police response times, we’re reduced fire response times are reduced. That would have been right that would come into the out moment. And what? And if you had done the eagle project as an outcome, you know, an outcome based thing that was specifically the kinds of things that you would have wanted to look at. Now that was response time reduced, you know, i don’t know anything is dramatic, is we’re lives saved, but certainly were response times reduced. You could even you could even have done it as looking at things like ups, you know? Did ups have fewer lost deliveries because they were brought to the wrong home? All right, i have thiss factual case up in albany way way. Have to hold on your case. Feeling bad about my eagle project from thirty five years ago. This is tony martignetti tony martignetti non-profit radio we have to take a break after the break. We’ll be tony’s take two for two minutes and then i’ll return with robert penna. Stay with us now. We were going into a break. I’ll have the second half of that interview next week. You could tell you know he didn’t hey didn’t like that. I said i was an eagle scout and then he said he wasn’t an eagle scout. So that’s why, i think that’s ah that’s reflecting now, that’s. Why the bashing of my eagle scout project? That was a good project that i’m i got i got raves from the first aid core and the fire department in town. I remember that was a good project. All right, yes, we go away. I’ll have some live listening love. We got lots of live listeners tony’s take two and then maria simple she’s in the studio news sources. New source. Stay with me for all that they didn’t think the tubing getting ding, ding, ding ding you’re listening to the talking alternative network get in! Dahna duitz 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. Hi, i’m ostomel 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 our voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. Yeah, you’re listening to the talking alternative network. Duitz durney i’m dana ostomel, ceo of deposit, a gift. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. I’ve got live listener love nashville, tennessee i don’t know if you’ve been with us before nashville. Welcome new york, new york and new york, new york couple people from right here in the city and los angeles, california. Welcome live listener love to all of you. We also have someone masked in the us there’s someone else at least one of the person in the u s maybe it’s, the national security agency. I don’t know, i can’t tell, but you’re out there live listener love to all of you moving out to asia. Always lots of loyal listeners in asia, none ing china and guangzhou china ni hao and also happy mid autumn festival hope. Hope you did you save me some moon cake? I would love for you to send me some moon cake, if you will if we’ll make the trip over malaysia, we can’t tell what city maybe it’s kuala lumpur maybe not. But malaysia live listeners love to you. Welcome. And seoul, korea anya haserot will have mohr. Lots of live listener love time for tony’s. Take two. Last week i had a client tell me planned e-giving saved our ass. It’s. Exactly what? They said, and save them from what in four of the past six years planned giving saved them from shortfalls in unrestricted giving unrestricted cash planned giving got them to goal in those four years, including, of course, the recession and that’s, because the vast majority of plan gif ts and you would expect at least seventy five percent sometimes as high as ninety percent of all your planned gift doesn’t matter what kind of mission you have to be bequests and most bequests are unrestricted gif ts so that as you build your program, you gettinto lots of wills, and i’m just talking about will bequests in will’s not any of the other other many types of plant gifts just talking about wills as you get into more and more of those. The fact is that people pass away irrespective of the state of the economy, whether we’re in a recession, whether stock market is high or low, people pass away, and those requests that are in those people’s estates represent a lot of unrestricted cash for you. Not that you khun budget for it that’s unwise. But as your plan giving program grows, there will be revenue from bequests each year. And i say a lot more about that. On my blogged at tony martignetti dot com. Also going to be at bebe con on september thirtieth, this’s the blackbaud conference it’s at the gaylord convention center in maryland. And we’re running some some contests while i’m there. I’m going to be there interviewing for this show, doing about fifteen or so interviews. And i’ll be on stage on the exhibit floor, but they set up stage for for metoo podcast from and the contests are that i’m giving away two hours of consulting teo either people who were at the show or who are on twitter that day so you can tweet live that day, september thirtieth, and you have a chance to win or if you’re at bebe con, you can you can enter to win and there’s more about all of that on my block. Also a tony martignetti dot com there’s, a post devoted to be become twenty thirteen that’s coming up on the thirtieth of september and that is tony’s take two for friday, twentieth of september thirty seventh show of the year maria simple she’s in the studio today she’s the prospect find her you know, her he’s, a trainer and speaker on prospect research fact she spoke today we’re going to talk a little about that. Her website is the prospect finder dot com her book is panning for gold. Find your best donor prospects now she’s our doi end of dirt, cheap and free you could follow maria on twitter at maria simple welcome to the studio. Maria. Hey, tony. Good to see you in person. I know it’s. A pleasure, it’s a it’s. A bigger pleasure than usual to have you here. Have you hear? Face-to-face you did a little speaking gig today. What was that in the city? Ah, yes. So wilmington trust hosted some of their non-profit clients and colleagues and had an opportunity teo, to do a topic on prospecting on a shoestring budget. So it was a lot of fun as our die. And you’re the perfect person for that. What was what were what was a question? That you got any common questions or ah one that you hear a lot that you want to share? Probably one of the common questions was just sort of related to, you know, what are the resource is that i typically would go to and is it worth paying for? The resource is, you know, people always want to know is always good to just use the free resource is or sometimes should we be paying for them? So and i had a chance to to talk about the new foundation center’s project that we have, which we’re talking about today, so that was good that we were able, teo dovetail that in you and i have talked a lot about free resource is, of course, as i said, you know, a couple times you are doing end of dirt cheap and free. Um, do you think you’re do you think you’re really hindering your program if you’re only relying on free resource is well, what i think you’re doing is you’re probably spending a lot more time staff time on trying to hit a number of different research resource is, whereas ah lot of the fee based resource is will compile a bunch of things under one and so on what you’re what you’re not spending on resource is you probably are expending on staff time unless you have a volunteer doing your research. Ok, ok, go let’s, talk about our some of new sources that with news sources that we talked about and then well, later on, we’ll get to the new source. The foundation center thing. Yeah. You have advice about newspapers? Yeah. So of course, one of the things that you want to be able to do is sort of keep on top of what’s going on in your local economy what the local business owners air doing, for example, who the movers and shakers are. And then certainly, as you’re doing reactive research, that means you have a name of somebody you’re looking to research. One of the sources that you definitely want to check out is news sources. So i generally will try and check out newsreel ated to where they live a cz their primary residents. But if they’re snowbirds, so for example, if you have somebody from the northeast and they spend their winters in palm beach, eso you would want to be able to check out well, what are they doing? Philanthropic lee there. Okay, cool. So you know where they’re where they’re located in you? Then you look for local news sources. You just searched the newspapers in the vicinity. Is that well? That that’s. Definitely one way of doing it. I love using, as you know, libraries. And, you know, i’m a huge proponent of our library systems. And so, in fact, if you did have that snowbird down in palm beach, i you can go to the palm beach county library. And they have magazines and newspapers that you, khun research online for free. So they will include the local re newspapers for palm beach area. And even if you’re not a cardholder, they will give you a temporary pass. A research passed to be able to research their sources. So it’s fantastic. You can get that online. Yeah. Get the free research past online and be anywhere in the country. I believe so. Yes. So you just there’s. Ah, button. You click and you just request it. And so it would give you access to those newspapers if that’s indeed where your prospect was living for temporarily do you have ah, earl for since ah, approaching winter and palm beach is a popular snowbird place. Yeah, well, it’s, palm beach county, p, b, c library dot or ge is thie site. You want to go to bbc library dot or ge? Okay, you could put that on facebook page for sure. Okay. Um, okay, interesting. So, what is the advantage to going to the library? Is it because they they’re aggregating versus trying to find the sources on your own? So going through a library resource is going to mean you’re not going to pay for the full article. So very often, if you go directly to a news source, what they’ll allow you to do in a lot of cases is to do the search to come up with a set of list of search results, but then you won’t be able to see the full article without paying for it. Whereas if you go through the portal of a library, you typically will be standing are doi in-kind now it zoya i said, like, five times already today, we’re not even family it’s, very smiths. Incredible. Well, you know, your shoe string budget, right? So you’ve got to be able teo to figure out a way to access news sources and not paying arm and a leg for them. Go through the library so you don’t pay for your feet. Content? Excellent. I’m definitely include that we i post takeaways now on facebook page on dh. That will definitely be one of the one. The bullets. Excellent one. Is there something else you want to add about this? No. Okay. Okay. Um, now, are there fee based places that you can find local news sources? Yeah. I mean, there are and i would say for for the most part, though, non-profits that are doing research on more localized basis unless you’re really looking to get into international research, right? Sew something like it used to be called dow jones interactive. I can’t remember what they switched teo, but that news source, for example, will be able to scan newspapers worldwide. And in case you do have, i could see you in more of a college or university setting where they may have alum living all over the world, and they have to be able to see what’s going on in those sources. But i think for the for the average, your audience, the other ninety five percent who might be more local you khun definitely do that. Of course, you’re your listeners who are overseas would want to take advantage of some of that, so you can definitely google news resource is fee based news resource is, and you’ll come up with some alternatives to looking on a paid basis. Okay, now we have just about a minute before we go away for a couple minutes. This presumes that you confined addresses on people or at least if not an address a locale. Teo, how do you how do you find those locales? What do you get that well in? In a lot of cases, when i’m doing my research, for example, i will be told that somebody might have a second home somewhere else. So during the course of my research, i know to be looking for that piece of information. S oh, if i know they have a secondary piece of property in another state, i’m always trying to find out what the news sources are and checking out what they might be doing. Philanthropic lee. Sometimes they’re participating in golf tournaments, galas and so forth, so it’s, kind of good to know what they’re supporting when they are doing their their snow birding, right, okay, because you can help find the vicinity. All right, we’re gonna have a lot more on this on dove course. Also, maria’s, sixty second style. Stop at the very end, so hang with us. You’re listening to the talking alternative network. Buy-in 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 countries. 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. Time. 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. Dahna with the prospect finder maria simple, and we’re talking about news sources, and then we’re going to get to a new source shortly. Maria, this part of the value of this is if you find that someone works in a place that’s different than where they’re living, right, so then you’d want to be doing this local local news search in both places. Yeah, i think that would be very valuable, you know, especially when you’re talking about metropolitan areas where you’ve got people commuting on hour or more to get to work. S o they might be doing some philanthropic efforts in the locale where they work as opposed to where they live because they well, the commute is so long, so yeah, absolutely. The’s online research access cards that you can you can sometimes get. Do they have ah, limit to how long is that for a day pass? Or how does that work? Well, ahh, yeah. I mean, they all have different rules around them, so you would definitely check out with the individual library. But for the new sources that i typically will be searching and and that search is actually a lot of newspapers across the country i go through my local county library, i have my county library card. It has a bar code on the back of the card, and that barcode is what allows me the access to being able to search things like a pro quest, which is a new stand that’s available online and another one news bank, which is available online. So again there it’s it’s, searching across multiple newspapers across the country, but that’s that’s mostly in a situation where i i i’m not entirely sure where people might be residing elsewhere, but if i know where they are, then i will definitely go straight to that newspaper of the town where they’re spending other time. And you and i have talked about this before the value of having a local library card like you’re talking about. You use your local library? Absolutely. It gives you access. Yeah. You’re saying so? Yeah. Lots of sites that yeah, and you don’t even need to be, you know, on site at the library to do the research. You anywhere. You have an internet connection, you can be doing the research. So that may be money. Well spent just on a local library card. Knowing that you could get ah, access. Yeah, well, if it’s your local library card, you won’t have to spend any money at all. Yeah, yeah, yeah, so long stuff had one. But if you if you find that your your local or county library does not have a good card, another source to think about is your alma mater. Because sometimes your universities and colleges will allow you access. Teo to resource is online. And another alternative is you can buy a library card. Ah, if you if you live outside that county or region, some libraries will allow that to happen. So in the fees range hundred to two hundred dollars. Okay. And if and if it’s a place that’s. Ah, popular spot for your your prospects. That may be money well spent. Absolutely. Local library. Yeah. Excellent tip about, um, it’s. Amazing about your alma mater. Another way, another backdoor way. Teo, get library access. Yeah, right. Cool. All right, let’s, move to the foundation center. They have something called fbo. They’re calling fto free foundation directory online on dh. You checked it out for us? Yeah, i did. So, of course. Staying with our sort of library theme, right? So foundation center, very specific library on doing donorsearch research on dh, whether you’re doing the search at the foundation centers library in manhattan or and any of their cooperating collections, you may be aware that they have fto foundation directory online, which is a fee based resource that they make available for free through the library’s. However, what they have now done is they have basically taken a portion of that data base and made it available, or certain search functionalities across the board available for free through a link on their website. So you don’t even have to be in one of the co operating collections. Okay, excellent. And what does it? What does it offer this this limited free service, right? So i did. I definitely found, you know, some some pros and cons. So what do you want? First, the pros of the calls start with the positive. Okay? Absolutely. Okay, pro it’s free, right? So i have to promote that for sure. Andi, i think i find that it was good for both reactive and proactive research. And we’ve talked about that before. Reactive. You’ve got the name of a prospect? Proactive, you’re just in there trying to find some new prospects. I loved the fact that you had access to researching the entire nine nineties. The text of irs nine nine text searchable its search text of the nineties is searchable, right? Do you know if guidestar they’re popular nine ninety site, do they do they have that feature? I think they might have that feature as well, but this is the first time that i’m seeing foundation center making that available for free. That’s, right? Well, oh, yeah, i don’t know if guides to write, i may be confusing. I don’t know if guide star has nine nineties of foundations yeah, they d’oh, d’oh, d’oh, andi. Also, what you can do is you’re getting a glimpse of the fto product, right? So you’re getting a glimpse says to because you’ll get a certain amount of data that you can get for free and then as soon as you go to try and do a little bit more, it’ll say, well, you need to be a subscriber, so at least it gets you in the mode of understanding how to use the tool and do the research and then and then, you know, you could decide either subscribe on a monthly basis and at what? They have various levels of subscription, or go to the local cooperating collection and used their source there. And then you can use it for free. Absolutely. Latto one of cooperating court. Cooperating collections. Yeah. So those were the real pros that i found let’s. Give the what’s the girl for this. Ok, so the girl for this is fbo dot foundation, center, dot or ge? Okay, i do love thee, even even if it’s even if it’s available elsewhere. I just i love that keyword search of nine nineties. Yeah, it’s. Really, really cool, eh? So what i did was i did a little test of the keyword search. First of all, just like you would be doing a keyword search on google if you had a phrase you want to make sure that you’re putting quotation marks around anything that’s a phrase, right? So i was testing it for the phrase foster care i was trying to see. Well, who are the funders that might come up funding foster care and you can also narrow it down by st. Right? So i did a search for who was funding foster care in new york and came up with a bunch of foundation hits, so then i thought, well, let me see if this really worked. So i went into a few of the nine nineties, and i searched for the word foster inside of thie nine ninety and lo and behold, there it wass and it appeared as one of the grants that they had made was for funding foster care. Excellent. Excellent. Now, if you don’t use those quotes, you might end up with it’s on foster brooks. So the comedian who used to play a drunk, actually what i what what had happened was i did the search without putting the quotes first, and i got a ton of hits and i couldn’t believe it and i thought, something’s wrong here what had happened was they picked up on embedded in the nine nineties companies that were foundations that were invested in foster wheeler as a company. Ok, so i thought, okay, so i’ve got to refine it further and once i re ran the search with foster care in quotes, then i got better hits. Excellent love this love the keyword search. Okay, yeah, that was great anymore. You want to say positive before we get to the what you saw some problems with? Um, no. Go ahead. Okay, good. What do you have on the downside? So, on the downside, you know, some fields are definitely fi base to research. And i think the biggest downside of all was that you could not export the results so you could not come up with that list of foundation hits and and download them to a spreadsheet to have something that might be very share a bowl with other staff for board members before you decided to do this research and behind the food that’s behind the export. So you have to take notes? Yeah. Yeah. You have to take notes, or yeah, you could construct the spreadsheet yourself. I’m sure, but okay. I just kind of found that that might be a con, but as i said, you know, you can definitely go on a monthly subscription or use it at the cooperating collection. Okay. That the only downsides? Yeah. I found more pros and cons. Actual. Excellent. All right, cool. I was like, i love the foundation. Center for people here in new york. It’s it’s right on the lower fifth of it, i think it’s at sixteenth street and at all the cooperating collections. Not only is it free to use, but they you are very generous with showing you teaching you how to use it. The librarians are there and they will spend as much time as it takes. And it really doesn’t take much because it’s a pretty simple system i ous i recall teo teo use but the librarians are very generous with their help. Yeah, absolutely, absolutely. Okay, cool. Let’s. See we we’re going. We’re going toe, i guess. Wrap up. I asked er i asked you for a sixty second style stop. What do you s o? We’re opening this too. You know things like travel, leisure, food, what’s your just sixty seconds what’s your what’s, your what’s, your style stuff. So i decided to pick the topic of travel for and there’s a fabulous website and mobile app called hop stop dot com and i had to use it today. As a matter of fact, i need to figure out how to get from my location in midtown to your studio here and it told me exactly which subways i had to take to get here. Is it only for public transportation hub? Stop no, you can. You can select to be told how to walk to a location, how taxi and approximately what the taxi might cost. So you you’ve got a lot of different options that you can play around with and yeah, it’s pretty cool. I see people using hop stop dot com. My objection is that when they’re new york, if you live in new york, if you live in new york, i don’t think you should be using hop. Stop. I think that’s cheating. I think you’re supposed to use the other tools that are more difficult. It’s just it’s a part of living in new york. You’re supposed to do it the hard way, not the hop stop where you’re supposed to get the apse that the empty a the metropolitan transit authority has, you know, they use a map that from the subway token from the token booth, if you have to go paper, i just object to residents using hop stop. But if you’re visiting someplace hop stop is really cool. Perfect. We got some last minute live listener look that maura liberation last minute live listener love japan! I never want to leave you out tokyo, sugisaki, yokohama sutjipto or sugito? I’m not sure konichiwa to our japanese live listeners where’s, north carolina today in the u s didn’t north carolina and check in miree simple, thank you very much for coming to the studio. Thanks for having me always it’s a special pleasure today, as i said, you can find maria on twitter at maria simple and you’ll find her blawg her sight at the prospect finder dot com next week. I have part two of the non-profit outcomes toolbox, no more berating my eagle scout project, but we do mention easy bake ovens, so you wantto you want to listen for that? Remember easy bake ovens. I’m going way back like foster brooks references from thirty years ago, you got to keep up. Also, amy sample ward is back, our social media contributor and the ceo of non-profit technology network has tips for optimizing your profiles to boost your search results and stay consistent with your mission, and she will have a sixty second style stop. I’m interested in what you think about that little nufer teacher, do you have a sixty second style stop? I’ll i’ll share yours if you got one you want to use, you hit me on facebook or or twitter or even on my block does contact page. Let me know what you think. I’ll let you know if you have one you want to share over nine thousand leaders, fundraisers and board members of small and midsize charities, the other ninety five percent listen each week you know how to reach me. If you want to talk about sponsoring the show and we have a sponsor starting in october, be welcoming them. Our creative producers claire meyerhoff sam legal, which is our line producer, shows social media is by deborah askanase of community organizer two point oh, and the remote producer of tony martignetti non-profit radio is john federico of the new rules our music. Listen to that bye, scott stein. I hope you’ll be with me next friday one to two p m eastern. I’ll be here in the studio. I hope you will be listening. Live one, two, two eastern at talking alternative dot com e-giving didn’t think that shooting the good ending. You’re listening to the talking alternative network, waiting to get a drink. Cubine are you a female entrepreneur? Ready to break through? Join us at sixty body sassy sol, where women are empowered to ask one received what they truly want in love, life and business. Tune in thursday said. Known eastern time to learn timpson. Juicy secrets from inspiring women and men who, there to define their success, get inspired, stay motivated and defying your version of giant success with sexy body sake. Sold every thursday ad men in new york times on talking alternative that calms. 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 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. Hyre

142: A Conversation With Gary Vaynerchuk & Maria’s Mixed Bag – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Gary Vaynerchuk, New York Times best-selling author of “The Thank You Economy”

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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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. Oh, i hope you were with me last week. I’d suffer coolio leth iesus if it came to my attention that you had missed, the money is out there and kayman founder and ceo of new york grant money is a treasure of valuable information about grants, discounts, rebates and other money incentives throughout the country that get triggered when you re new release, move, expand, create jobs, she explained what’s out there and how to find it. And the pelota paul dan pull out as viral video from ted is the way we think about charity is dead wrong. Our legal contributor, jean takagi principle of the non-profit and exempt organizations law group in san francisco shared his perspective on how we got here and what needs to change and should it change to achieve pallotti’s vision of amore free market charity sector, we’re going to continue that conversation with gene on june twenty eighth, when he returns this week a conversation with gary vaynerchuk we’ll find out from this new york times best selling author sought after speaker, social media consultant and wine expert what insights? His book the thank you economy holds for leaders of small and midsize non-profits and maria’s mixed bag maria sample the prospect finder on our prospect research contributor she’s our doi and of dirt cheap and free maria has a few things for you this month a conference reminder a tweak to google alerts and a report millennials and money from merrill lynch i like that title millennia zin millennials and money from merrill lynch it’s a great find that marie has for us and it’s free she’s so good between the guests on tony’s take two. Last week it was my stand up comedy gig this week something much more exciting. Your irs form nine ninety is due. I can hear the roots and the fist bumps get the t shirts printed. We’re going to talk about your irs form nine. Ninety. Such a pleasure now to welcome gary vaynerchuk. He is a new york times and wall street journal. Best selling author. His books are crush it, exclamation mark the thank you economy. No punctuation there and coming this year. Jab, jab, jab! Right hook and i i think pugilism deserves punctuation? He’s, a self trained wind expert he started, however, with lemonade at eight years old, he had seven stands in nineteen ninety seven. Gary launched the very successful wine library dot com he’s, also a speaker, blogger and consultant in marketing and social media on twitter he’s at gary v e gary, welcome to non-profit radio, thanks for having me that’s my pleasure, welcome yeah, tell me about our our thank you economy, what’s what’s the thank you economy no, i think the world is going through an interesting change. I think that social media web sites like twitter and facebook and interests and tumbler and, you know, are really giving people’s voices at scale, and i think that they’ve created an infrastructure for word of mouth and your reputation and the things you do get amplified a lot more than they used to and will dictate where people make their buying decisions and how you execute you’re engagement and creative on these platforms will predicated on the success that you’ll get from them, and now our our audience is small and midsize non-profits and i’m hoping that we’re going to be ableto talk about the leadership role in the thank you economy and i think there’s lots of lessons for for small and midsize non-profits you talk a good deal about caring before selling, you say a little more about that? I mean, this is a much bigger philosophy in general, you know, i’ll give an example looking about mid size and small non-profits the amount of small and its size non-profits that reach out to me on twitter and asked me to re tweet something because i have nine hundred thousand plus fans or to or to donate without ever having a conversation with me prior to that moment is baffling to me, so i believe in context, i think that you need to have a relationship, you know? You and i, you know, i have engaged through on twitter now we’re having this conversation and this interview and tomorrow we will have a deeper relationship than we had yesterday, right? I must and so to me, that’s how riel business works. I think you have a relationship with the customer on dh. You know, when you go to this for twenty two store twenty times your bigger and better customer that’s for than you were the first time, and i think that specifically what i focus on, which is communication from social networks, um, a lot of people are doing it wrong, and so i think you need to carry you tell your stories, many non-profits have very emotional stories are doing such great work and doing the right things. They need to figure out how the story telling the social weapon about that, but more importantly, they have to realize that they have to care too. You have to care about the people that are donating to your claws, you know, just because you were a con doesn’t mean you’re entitled to the dollars there’s a lot of things wrong in the world and a lot of things that should be supported. And so i think, it’s, just not enough that you’re doing the right thing, and i think people use that and gary to take it even deeper. You and i, i have i have a relationship now with two people who work for you, nathan and krista. Very helpful. Very hopeful teams. So so it’s expanded. Yeah. You should know that. Yes, but beyond that, you know, in terms of relationship? You know, it’s expanded already? No, i know three people in your in your organization. And this is just what happens, right on and so, like it’s. Just like i’m surprised by people’s lack of paying attention to if you can act human, you can win. People need more humility and thanks. And you know, i think people think of social networks. Is that police to expand their message and convert what they’re looking to convert that i think you could put in the work first. And so that’s what i think a lot about, do you think it’s? Interesting. I see what i think is a trend. Small shops. I live in new york city and i know you do too. Opening again, like like coffee shop, independent coffee shops, bookstores, there’s a there’s a pharmacy near me. I live uptown in inwood, there’s a pharmacy. Knowing me, i may be going to give a shoutout dichter pharmacy on broadway. They have ah, it’s, a pharmacy. And he has a soda fountain. You know, you order a cherry coke and he pumps the cherry syrup from a pump into into your into your chair into your coke and i just i i think i see more small shops getting, i guess revived again. Yeah. I mean, i think new york city, you know, i think we need to be very careful, you and i because new york city is a very, very, very big anomaly in this, i spent a lot of time on book tours and traveling around downtown in small areas around the country and it’s a little less vibrant, but i think you’re barking up the right tree, which is i do believe that we’re pushing towards the fragmentation and mitch opportunities in our world, and i think there’s a lot of opportunity to to build businesses around them. And that effort of pumping the shelter and the cherry syrup is enough of a story now, right? Because it’s not the norm, you appreciate the extra effort, the nuances, the organic next of it all, and you’re willing to pay a little more, and you’re willing to pay for that experience and watch you get made. And yes, i do think that, you know, you know, there’s clearly and it’s i think things from supply and demand staring point and the swing of the pendulum. That’s the way the world used to be, then things like kmart and costco and wal mart. You know, those became interesting tow us toys r us. That was interesting. Big toys right on now, that was the norm for the last twenty, thirty years. We’re starting to push the other way. We’re human beings that push after we get fatigued by the same old day, and i think that you’re barking up the right tree. Yeah, the context changes, we change, you know, we’ve all on dh and i, you know, and i think i’m glad to hear you say, you see this more broadly, man, i do leave new york city for but it’s it’s filth. Listen, there’s, a lot of pockets were downtown ravaged, still not there, but you are seeing people, you know? You look at somebody like tony shea, what he’s doing in downtown vegas? You know, he’s putting his dollars toe work it’s an entrepreneurial venture, but it’s also changing the scene down there and it’s incredible and hopelessly detroit in baltimore. There’s a lot of tech things happening, so i’m aware of that and it makes you know, all of a sudden you got forty or fifty tech start ups in the area that quantifies the reason for a, you know, a niche little coffee shop and, you know, just it’s the americans entrepreneurial capitalist energy and, you know, execution and you know it’s just so inspiring to me and it’s fun to watch it at work because it’s always at work. Thank god we have just about another minute and a half. Gary, before it think for ah break. Andi, i think the lesson for listeners is, you know, you you can create a niche within your community. You can be the you can. Even the small shop. I mean, the small shop, it really has an advantage. I mean, you can care. You can show appreciation and acknowledgement so much easier so much. I mean, if you don’t have the dollars to compete right of your time in your efforts, all right, but i will say this there’s there’s two ways to build the biggest building in town. One you build the biggest building in town or to you try to tear down all the other buildings around, get it. I do get it. We’re going, we’re gonna take that break. Kari and when we come back, of course, gary v stays with us. We’re going to keep talking about his book, the thank you economy, and we’ll get into ah, little about his upcoming book. So stay with me. Talking alternative radio. Twenty four hours. 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, 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. 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 to big non-profit ideas for the other ninety five percent. I’m glad you’re still with us, it’s. Time to send. I gotta do some live listener love, killeen, texas. New bern, north carolina. New bern thinking aboutyou, north carolina. I will be back, uh, new york, new york, roslyn heights, new york. Welcome live listener love dellaccio g, japan, tokyo, japan. Konnichi wa soul, seoul, south korea, on yo haserot let’s, more live listener love to come. Let me get this one port melbourne, australia live listener love out to you in australia, gary let’s sum, i’d like to talk about the leadership role in in this in the thank you economy and and in creating care and trust, it all comes from the top, right? I think so. You know, i very much do i have not seen example where, if leadership or the people quote unquote, running the show aren’t on board, that anything ever really gets done. And so, you know, to really be mindful of caring about your consumer in your employees and your business partners, that something that really needs to be entrenched as a religion more so than the tactics. And so i say yes, okay, do you have ah, some specific advice. I mean, how can leaders let’s start with just the hiring process? Mean, because that’s where the new employee here comes culture, you know, they start to get in green argast yeah, i got something pretty unpopular. I think we need to think about it in a dictatorship, right? I mean, i will not allow anybody to waver from what i want to accomplish. They need to be on board, right? And so the hiring process is a crapshoot, right? I mean, i have great people, intuition, and i’ve been wrong a bunch of times, so it’s a crap shoot? What is not a crapshoot, though, is it? What you, what you preach and what you execute against them that’s something i think people should really take seriously. You recommend treating employees like customers that’s something i haven’t heard before? Yep, i’m sorry. Treating employees like like customers. Well, you know, it’s fine, i will tell you that i treat my employees better than i treat my customers. How do you do that? Well, you just care about them, like, for example, like follow them all on twitter and if they’re having a bad day because they’ll tweet when they get home, i’ll send them an email and say what’s on your mind, you know, things like that, and i think for non-profits it could be treating your employees the way you would treat your donors or maybe or better than you treat your donor’s better because you have a healthy you know, employee you’re far more likely to help you get more donors, right? And let’s talk about the long term payoff to all this? Well, i mean, i think so go ahead. I’m sorry, no for you, the long term payoff in terms of, you know, not losing, not losing employees and not having to retrain i mean, continuity breeds success, right? So, you know, i’m a big, you know, i’m a big football fan, and i can tell you that if you can keep your offensive line intact for three or four years, you can run the ball, you know? So, you know, i think that i’m a big fan of continuity. I mean, i think that the best people are going to be around for a while and we’ll have a lot of i p in their brain that can’t be translated and so coming humongous fan on the payoff being the fact that you could scale and become a bigger business, forget or, you know, in your world created a scenario where you can have bigger donors, i could tell you, the people that i get most of my dollars too and non-profit space are people that have built relationships with me end or had a relationship with me prior, so don’t think making people you think about yeah, we’re losing you a little bit. Gary i’m sorry. Okay? That’s better. We were losing you a little bit trail about him. But i understand you. You let’s be a little a little personal. One of your significant goals in life is to own the new york jets. Yes. That’s pretty that’s. Pretty audacious, right? Yes, it is. But i think if you just no means it has a lot to do with the fact that i love the journey more than that where i am, i am so buy-in i think that by having a huge goal, it allows me to continue to hustle and try on your challenge. And all those things are gonna get on a flight to place all the you know, i love the journey, my friend. That means everything. And by having that thing of a goal, i think i’m gonna be on a journey for a long time. What about other ways that employers can help their employees mean in terms of just, you know, trusting them and maybe sharing networks? Because i’d like to get into the details so that people leave with some ideas that they really thinking, yeah, i would say i would say that the most tangible thing and it’s not that complicated is actually a community, right? You want to leave something with for employers, for people that are running ngos or things of that nature, i highly recommend you talk to your employees a hell of a lot more communication is what breach opportunity meaning you don’t think i know that better figure out what makes him tick, you understand what they’re about, and then you can put them in a better position to succeed and create the end result that you’re looking for. So if it’s, elektronik, lee and following them on facebook and twitter and things that they get insight into who they are, fine, is that scheduling a fifteen minute clock copy once a week? Great, you know, it needs to be something of that nature opportunities teo to share and recognize achievements and maybe even also talk about problems. But more than obviously, more than once a year at the annual performance, right, one hundred percent communication of the game think about the people that you’re closest to in the world are the people that i’ve spoken to the most senior okay? And to be that that’s, a very definitive statement of how you should be thinking about the organization you’re running, the more time you spend with the people that are actually trying to help you scale this this organization, the more likely you’ll get insight to the problems, and then you got a cricket action around them. And so those are the things i mean, i spent an ungodly amount of time two, three hours a day speaking to employees at century level all the way up to management, and i think that, you know, looking up tens of a promise, you know, in a charity that i sent in the board of adam is very involved with his people, and he gets a lot of insight. Teo what’s wrong and where there’s opportunity because people, the trenches are often the people that see what’s really happening. You want to give a shout out to the charity that you’re on the board of? Sure, it’s called pop that pencils of promise that we will be built schools in third world countries that because we believe that education is the way out for a lot of people, at least the opportunities, education and i’m very, very passionate about the work they’re doing. In my consulting, i’m devising something with clients called love moments and it’s ah it’s a celebration of small donors. People give small amounts not because they don’t care, but because they’re giving as much as they can. And why do they love the organization so much that they can always find something ten or twenty five dollars? And how does the organization show it’s love back? Do you think? Do you think comey? I mean, is there? Is there space in the corporate world for for something like love moments when we talk about love in corporate, i think that’s kind of vain immediate does a little bit if you go look at the twitter accounts that we handle for our clients, you’ll see a lot of it engagement just little at replies saying thank you for trying our food or our beverage for our service and so i would say that’s that, you know, just, you know, just a little effort so to acknowledge somebody that’s doing something for you, there’s just an incredible human straight that i think every organ is she needs to evolve. Into do you think we could talk about love in corporations? I do absolutely do. I think that i think it’s a great word in the world that should be spent more time thinking about the corporations and then charity. Okay, so some people think that’s ah that’s over the top and that’s that’s reserved for i think you know me well enough to know that’s far from over the top gourmet. Okay, well, i want people to know i want more people to know, just just knowing i want our nine thousand dollar listeners to know also, i get it right? I mean, you’re absolutely right. I think that it’s a word that is just not nowhere close to use them up. And i mean, at least my point of view, i don’t think it’s ah, i don’t think it’s, uh, i don’t think it’s over using that i don’t think it’s over the top, you know, they’re really i mean, what were saying? I mean, it’s really this sort of subsumed in love to me, we’re talking about caring concern, you know, trust, honesty. I think these things are all embodied in the word love and really you you make the point that there’s there should be little difference between you’re online relationships and how you conduct your your offline real time relationships. Yeah, i mean, i don’t really difference, right? I mean, obviously, you know, you know, it’s it’s, public domain, there may be things you will say or do that you would want to keep private, but you can do that through private messaging and things of that nature. I don’t think that you should be training a different persona for acting differently, definitely not one remind listeners that gary vaynerchuk is the new york times best selling author, and we’re talking about his book, the thank you economy before we before we talk a little about your next book, what would you like to leave people with in terms of this this love, the love we’re talking about? You know, i think, is there any more powerful, you know, trait in in the world? And i think no, and so if you’re able to inject love into your day to day organisations, whether non-profit for-profit i think that that is a very wise and smart thing and so loving your customer’s eyes incredibly important or your donors, but loving your employees and the operators that you work with, i think, is even more important. I want to send some live listener love beijing, china, guangzhou, china and hong kong and taiwan. Ni hao, let’s talk about jab, jab, jab right hook, this is your next book. When can we expect that that comes out of number twenty thirteen very focused on on telling people how where do how to think about putting out contest to the to the world? How do you put out the tweets and the facebook status updates? And and how do you put them out and allow people to see those stories or hear those stories? How do you have more people to see your tweets? How do you kind of go through that system of jab, jab, jab, which i would also wait to give, give, give and then ask so that’s kind of what it’s all about? How excellent thank you for that translation teo charities that school and i should take a moment to remind our live listeners that we are live tweeting the show social media manager regina walton is here in the studio and if you follow the hashtag non-profit radio you can you can keep up with reggina’s live tweeting ask ask, ask, give was that? Is that what you had suggested? No, give, give thank you alright, i’m a great listener you can tell i’m not from paying such a vast sum enormous attention now. Yeah, give, give, give, ask let’s say more about that. You know, we’re talking about treating your donors and your employees equally. Well, actually, you say even employees better than donors, but the donors are the life blood. What do you see? Cem cem shortcomings that that charity’s could do better? We’re one, i’ll just go back to your statement. I still believe that the employees, they’re the life blood right there, the gateway to the donors. Okay, scale number two i just think a lot of you know, you look at, you know, think about how twenty you may be promoting this show or how i sell wine. Are we putting out enough tweets? Enough facebook status updates that have nothing to do with our promotion? Like listen in order for me paid by this line? Are we putting out enough stuff? That’s just informational or brings value? Or makes him smile or make something? Are we putting out enough content that isn’t just asking for something for them to do for us and that’s what i see ninety nine percent of ngos non-profits struggle with it’s just incredible to me that they’re not mixing up the stories along with the donate here for every tween will give a dollar, those kind of things there are on dh this is not limited to non-profits but there are tweets that i see that are just they’re just like one hundred forty character billboards that’s right over and over and over again and that’s a real problem. Yeah, i mean, yeah, going back to what we’re saying is, there’s, just there’s, not the relationship building. And what about twitter dot com flor search where you’re listening to people, you’re searching key terms and you’re engaging with them around the things they want to talk about, not surely thinks you want to push out yes listening there’s a skill which i didn’t i didn’t demonstrate very well five minutes ago, but i might have said it wrong. No, no, you didn’t no, you didn’t, but thank you. No, you didn’t yet listening way we listen to people when we speak to them over lunch or on the phone. Why? Why are we you know, we’re just not doing enough listening online, i think we’re just thinking of twitter and facebook and distribution instead of a place that natively store in town, right, and have relationships, and so we think of it as more of an email thing unless of a human thing, and i just have always continue to think of it in the reverse, okay, let’s, switch a little bit. Tio facebook the same kind of shortcomings i imagine you seem it’s, just facebook, you know they’ll be on organization page, but it’s just posting about what the next event is and when the deadline is forgiving to that event versus i don’t know, i mean, like storytelling if you go to mila crackers, the pages we worked with, my team has been doing a great job there storytelling, and then, you know, that’s, the kind of stuff i think about, you know, you look at my page, you know, facebook dot com slash gary, i’m trying to put out videos and quotes and answer people’s comments on the wall. I’m not just trying to put out by my new book or by any wine, right? In fact, just this morning you tweeted that you had you had five minutes in a cab. How can i help you? I believe in that stuff i feel like i have to give to you first people i can ask and so if i can pay forward first, i’m in more comfortable situation. I feel like i’m more entitled to an opportunity to ask you to buy a book or a bottle of wine and that’s kind of what i sometimes thinking about yes, give, give, give basque, you’re you’re, you’re very much a sports guy or you are only football, no football! I love sports, hockey, basketball, boxing, baseball on the sports guy, okay, i have to confess i’m not much of a sports guy, i always you said the yew when you mentioned the jets, i thought they had just played the knicks, but in hockey, but i was but standing set me straight on studio, so i didn’t. I didn’t embarrass myself on dh suggest that wei have just a couple minutes left. Gary what share what you love about? The work you do, the legacy, you know, in a very honest way, the vanity of the legacy is very attractive to me, the fact that my great grand kids to be able to see everything about me and what i did and how i did it, i take a lot of pride flash sense of responsibility to the fact that i’ll probably be the patriarch of my family because everything i’m doing is being documented much more than anything anybody in my family did prior which in one hundred two hundred years is probably going to create a scenario on that guy, right? So i, uh i have an enormous sum. I have enormous star happiness in the legacy slash responsibility that i’ve been given. And so that’s what i think about gary vaynerchuk, best selling author look for jab, jab, jab right hook in november. You can follow him on twitter he’s at gary v e gary, thanks so much for being a guest. Thank you. Pleasure. Right now. We go away for a couple minutes and when we come back it’s tony’s take two and then maria simple maria’s, mixed bag. Stay with us. You couldn’t even. Think dick tooting getting ding, ding, ding ding! You’re listening to the talking alternative network. Get him. Nothing. 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. We look forward to serving you. Hi, i’m ostomel 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 going 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 our voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. You’re listening to the talking alternative network. Duitz schnoll kayman if you have big ideas and an average budget, tune into the way above average. Tony martin. Any non-profit radio ideo. I’m jonah helper from next-gen charity. More live listener loved going to spoke in washington and waterford, ireland love that you’re listening. Tony’s take two. If your tax year ended on december thirty first last year, then your irs form nine ninety was due two days ago wednesday, the fifteenth of may ah, no need thio panic about that. If you weren’t aware of that deadline because ninety day extensions are automatic, andi even ninety day extensions beyond the first one are not hard to get there, not exactly there, not automatic, but they’re pretty easy to come by so you can find on my blogged a link to the form where you get the ninety day extension. And, of course, in the post, there’s also links to the nine, ninety and also a link to who files because there’s different nine nineties there’s the nine ninety the nine ninety easy, the nine. Ninety n which is a postcard, of course, and stands for postcard. We recognise that and there’s so there’s a link to which which form do i file? Also on my block? And that is at tony martignetti dot com. And that is tony’s. Take two for friday, seventeenth of may twentieth show of the year. Happy eightieth birthday, dad today’s his birthday maria simple she’s the prospect. Find her she’s a trainer and speaker on prospect research her website is the prospect finder dot com and her book is panning for gold. Find your best donor prospects now exclamation mark she’s, our doi and of dirt cheap and free. You can follow her on twitter at maria simple welcome back, maria hyre tony, how are you today? I’m doing terrific. Lee, how are you? I would just find the sun is shining it’s all good here the sun shines in new jersey what does common misconception? Okay, well, it’s shining for you in new york. It’s shining for me in new jersey. There you go. Well, i wouldn’t exactly equate the two. I’m not sure it’s fair put them in the same sentence. But i don’t know. Okay this week, let’s say you have a couple of things for us this month. You are. I’m doubling you. Not only doing one of their cheapened free but prospect finder with unconference reminder. There you go, that’s. A good one. Yeah. So, you know, a little wild back. Didn’t we talk about the association? Of professional researchers and their upcoming conference apra yes, we did a couple months ago, so just a quick reminder, that’s coming up in august, if anybody is still planning to register to attend it’s going to be in baltimore and seventh through the tents are the dates, and if anybody is interested in registering for it, their website is apra home. So it’s a pr a home dot org’s and you’ll be able to go to that site and get yourself all registered for that conference. All right, on dh um, since you you’re saying that is just reminding me that we are live tweeting and i have tio give a shout out to mark morgan because he live tweeted that he’s listening on mark for doing that, i’m going to send you a social media road map it’s, courtesy of another of our regular contributors, amy sample ward it’s little booklet of social media ideas called the social media road map. So, mark, if you ah d m e your mailing address, we will get that in the mail to you and thank you very much for the shout out on twitter, mark um, that was not a very subtle transition, but it was transition nonetheless, two google alerts you have some news for us maria about google alerts? Well, i d’oh, you know, a couple of months back, maybe back-up maybe a month or two ago, some people on my prospect researchers discussion forum that’s on prospect dale through actually access it through the apra website. They were talking about how google alerts started to become ineffective, and i’d noticed my own google alerts had started to diminish. I was just getting less of them, and i couldn’t quite figure out why. And so it kind of went in and did a little investigating and found out that there’s a way tio edit the alert so that you would have google returned to all results as opposed to only the best results, so i’m not sure it’s something just got reset across the board for everybody to on ly the best results, which is why the results were so diminished in the number of results that we’re getting pushed to may anyway, once i went in there and manually reset everything to tell google, i want to see all the results, then suddenly i started getting the normal flow of, um, alert that had been getting i mean, it was on normal phrases like that i follow, like prospect research or high net worth, and you would expect that to have a pretty high volume of google mentions in any given day, and suddenly it had just dropped off dramatically. All right, i don’t like this that there they decide what’s best for you very, very paternalistic. I don’t like that. Well, yeah, and i can’t quite figure out what happened, but i thought it was just a day. And then when other prospect researchers started discussing and i thought, well, there must be something to this, so i kind of went into google and check things out. So if anybody’s never used alerts before, they’re very useful way well, dot com we’ve talked about that. Yeah, we’ve talked about them before. Yeah, give give the earl again for google lorts google dot com forward slash alerts. Okay, consented up on any phrase that you want any name of individual? Just make sure you have quotation marks around that little phrase. Otherwise it’s going to look for the words separately on google and yeah, you are going to get an overwhelming list of heads in that in that respect. So yeah, like i said, once i read that that all of a sudden i got back to my normal flow. Where do we go to reset? So that so we’re getting all the choices? Not just best. If you already have alert set up that you’re monitoring, you can go to edit your particular alert. You manage your alerts and edit them. And then you’re able teo there’s, a column called volume. And you you’re you’re able to decide whether you want that volume to to deliver you only the best or all of results. And i guess you do that individually for each separate alert freak killer. Exactly. Okay, so that’s under manage alerts? Yeah, you would manage your credit manager edit alerts. Okay, manager, i think it’s called manage, because down at the bottom of every alert that i get there’s a link for manager, alert something at that. Okay. That’s, right? Yeah. You could do it right from your e mail as well. But if you’re logging into google todo what? You go to google dot com alerts and then you logged into your google account and then go ahead and just edit how often you wanted to come to you and also the volume that you’re looking to receive. All right, thank you for that good catch and another very good catch this free merrill lynch report called millennials and money. It was it was done for wealth investors, money managers, but you see some you see some value for non-profits i do, you know, i’m always interested in seeing what you know may be generations of people are doing or pockets of people, sometimes they come out with reports on, say, women and money or women in philanthropy and things like that. So when this report came out, i thought, well, what? You know what? Could we as prospect researchers or as executive directors or development directors who are, you know, also having to where prospect researchers hat what would we take away from such a report? That’s really geared toward the wealth managers, as you mentioned, and so that there was something pretty interesting buried in that report, and it talked about, um, that sixty percent of the youngest of the youngest age listed social responsibility is one of the most important factors by which they selected investments far more than their older counterparts, so they’re looking at things like impact philanthropy and venture philanthropy and wanting to be more engaged. That was the big takeaway that i got, not only from that report, but from some other research i had done on just looking at how millennials treat charity in general and how they interact with non-profits or or expect non-profits to want to interact with them. So between that, like i said between that report and then looking at another report that i was able to find entitled millennial donors, i thought that between the two that there were quite a number of good takeaways that non-profits specifically now the types of non-profits said that your listeners are they could really take a lot away from these two reports, and i’d be glad to share the links on the the pages. Well, your lincoln group, absolutely. I was going to ask you to do that. Thank you very much on and of course, we know from about five six shows ago or so when phyllis weiss haserot was a guest, we we would define millennials to be up to. About thirty three falik teens to about thirty three years old, that’s the way that’s, the way she categorized millennials. Some of these some of these conclusions are really at odds with our stereotypes of millennials, absolutely right. So one of the things that i found interesting, especially when i cross referenced against that millennial donors report, was how they want to stay engaged first of all, engagement for them and staying connected is extremely important, as you can imagine, right? So this age group practically grew up with a mouse and a computer or a laptop or an ipad in their hands, so the younger ones now and so they’re expecting to have a certain level of engagement and email, believe it or not seem to be the most popular means for staying engaged and forgiving as well to a non-profit so i thought that was interesting, because i would have thought facebook might have been number one, okay, excellent engagement advice. Yeah, this is just not, you know, not what we expect from the stereotype, which is people that they’re that they’re they feel entitled and looking for instant gratification. I mean, you said impact investing is very important to them that’s, right? They want to know that what what they’re doing, they want to see that that impact so they don’t want to just give to a non-profit and then never expect to hear from the non-profit again, in terms of what the impact was of their donation. So they do want to be able to see through emails, you know, what has been done with maybe a certain fund-raising campaign or they’re looking for may be pictures. I mean, this this is a generation that loves pictures, loves video, i’m sure you’ve talked about it a lot with amy sample ward in terms of engagement that pictures and video can can capture on this generation loves it something else that was in the merrill lynch report that millennials take nothing at face value. Yes, exactly. So what does that mean for your non-profit make sure that you’ve got a great website, that they can navigate easily, and i would say that they could navigate easily on mobile device. But most importantly, one of the things that you want to make sure about is that even if you’re not planning to use, say, google plus that you at least make sure your your non-profit has a a space on google plus, so that when they are looking to find your organization, you’re going to come up higher. Ranked on the search results of google, they are googling everything. Yes, and also coming out of not taking things at face value, i think showing your impact, proving that your work succeeds rather than just saying it succeeds. That’s, right, showing it exceeds yep, showing it succeeds and, you know things like guide star. Make sure your guide star report is up to date. Right? So you have an impact where you can actually influence you can help change the data. If you see some incorrect data about your organization on your guide star report, go ahead and fill out the form to have that data changed. And if you’ve got a great rating on charity navigator, make sure that that’s also displayed somewhere in your web sight oppcoll because they are looking. Teo, do their homework. This is you know this. I said, this is a generation that grew up with this, these tools available to them. And so they have no qualms about going and checking you. Out before they’re goingto plunked down any money to give to you, we’re gonna take a break for a couple of minutes. Maria on da hope everybody stays with us. We’ll continue this conversation about thie merrill lynch report. Millennials and money 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 countries. 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. Dahna welcome back. Got lots of live listener love shanghai and he bei china, ni hao, mamaroneck, new york, welcome, washington, d, c, brooklyn, new york and there’s, someone in the u s who is masked. You’re just you’re showing up in the center of the the country, but we don’t know what city you are in, so if you’re masking yourself, you also have live listener love maria. Um, let’s. See, they something else in this report is that they want to be engaged, not only engaged millennials, but they want to be in the driver’s seat. They we want to be in. Hello there. Yes, i’m i’m, i’m there. Are you here? Sorry about that. What they want to do is also have face-to-face contact with people from the organization or from somebody who represents the organization. You know, other volunteers, other friends who are engaged with the organization. And they respond verywell teo face-to-face engagement, right? And but i was yes. And in that engagement, they want to be in control in the driver’s seat is the way the report puts it. Yes, yes, they do. They definitely want to have a say in what’s. Going on with the organization they want they want to be heard is really what it comes down to and, you know, providing connections to others. You know, in authority. They also are interested in finding how your network, right? Us non-profit can help them expand and deep in their own network. Yeah, they’re like sharing of connections, right? They do. They like sharing of connections. So i thought that was very interesting as well. So, you know, maybe there’s some way to engage them through some focus groups or some very targeted networking events that your organization might be ableto hold because they really are into, you know, showing up at places where they think that they’re they’re going to be able to get some benefit value out of the engagement as well. And it could also could also be just personal introductions. You no way we have another donor or another volunteer who i think it would be helpful for you to know and here’s an introduction. Yeah, it could be as easy as that. And then, you know, if you were the conduit of us, the non-profit executive where the conduit of of that introduction and great there are, you know, they’re going to forever remember that especially the blossom is something wonderful for them that’s, right? You become sort of a sphere of influence, the centre of influence in terms of their wanting to be in the driver’s seat, the way the way the report says it to me, that means that there that that non-profits need to be open to might be conditions on a gift. Or, you know, some some say in how a gift is used or how their time is used if they’re volunteering. Yes, i think you’re absolutely right about that. And, you know, i think that non-profit executives do you need to be sensitive to this? And, you know, these millennials they are, they’re just busy is the rest of us right on? And sometimes in some cases, maybe even more, especially if they’re out there trying to do some job hunting and so forth. So, you know, you’ve got to be able to provide that quid pro quo for them, and i think they’re going to be looking for that and looking for how their gift is going to be used and started and, you know, demonstrate to them that, you know, they’re in there a bit of a show me kind of ah, ah generation they want things proven to them, what else? What else is in this report that you like for? Non-profits well, you know, going beyond even this report is the other one that i referenced, but i don’t think i got to give you ah copy of that one in advance is called millennial donors, a study of millennial giving, an engagement habits, and one of the other things that i thought was interesting in this particular report is they want a knopper tune iti as we were just talking before about connecting, but here they’re talking about connecting with leadership and having a voice in the organization’s direction, and they’re saying that, you know, on ly little more than half of survey respondents said they had access to members of the board or the executive leadership of the organization they support. So i think that we have non-profits could probably do a better job in providing access to the hyre leadership of the organizations and so face-to-face would be great through email would be great. Maybe some video messaging embedded in e mails would be wonderful if that could happen and face-to-face obviously would be would be best if you could put people into a room again. That’s that’s the connections, i mean, they want to be connected to the organization, including up to the highest levels. Yeah, yeah, and they they’re they’re really they’d like to have that. They don’t really think that their voice is that they’re being taken seriously enough, right? That their voice is being heard and they definitely wanted to be heard. Um and, you know, i see with, you know, i have my children, ages eighteen and twenty right now, and i just see that the way they engaged with organizations and once they commit dahna they’ll do just about anything to help raise money for that organization, whether it’s in an online faction getting everybody to participate in a five k walk and raising thousands of dollars that way so don’t overlook even those eighteen and twenty year olds out. Their problem is your kids don’t wanna have anything to do with you, right? Well, actually, sometimes we participate together. My eighteen year old and i participated in the five k walk together for a new organization. She was raising money for that’s, the only way you can get if she was able to garner a certain amount of support for it online through facebook, right? But then got people to actually show up and participate at a five k walk at seven thirty on a saturday morning, i might add, so you have to go on a five day walk with your daughter that’s formal in order to get her to get face time where there is that? Is that what we’re saying? You’re here, you know that might be an opportunity for parents to get some face time, you know, if you can get them to get up at seven. Thirty and committed to peace, a place that early on a saturday warning sure, we have just a couple of minutes. There was also, ah, sense of entrepreneurship among millennials, which which suggested to me that there willing to take some risks? Yes, absolutely. They are willing to take some risks. And in this particular report that merrill lynch did, they were talking about how how khun advisors not only show them how to they’re not only an interested in talking to financial advisers about those plain vanilla, you know, stocks, bonds and that sort of thing, but they want to know, you know what access do you have to helping me get my business off the ground? Right? So certainly they have this mentality of entrepreneurism they are more than willing to take that and take anything they learn and say even the business schooling that they’ve had so forth, and take those notions and transfer those skills to the nonprofit sector. And, you know, i think you see that more and more with some social enterprises that are showing up in other ways that non-profits air engaging with people to bring funds in for an organization yeah, the millennial may be more interested in taking a risk if you have an idea that’s, that’s compelling and you and strong evidence that it may very well succeed, it might be the millennial who’s willing to take the risk with you. Maria, we have to leave it there. Maria simple is the prospect finder, a trainer and speaker on prospect research. Her sight is the prospect finder dot com and on twitter she’s at marie, a simple thank you so much, maria. Thank you so much, tony. A pleasure, as always next week, melanie mathos and chad norman their book is one hundred one social media tactics for non-profits and i feel like focusing on their twitter tactics, so i think we’re going to talk a good amount about twitter will talk twitter with tony plus two on dh then tha tha after that and that’s as far as i can go. Amy sample ward returns she’s, our social media contributor and membership director of non-profit technology network and ten next week we’re going to be all about the social networks. Check us out on the social networks, you know, the whole litany. I’m not goingto not gonna go through. It lynx air on my blogged at tony martignetti dot com insert sponsor message here, over nine thousand leaders, fundraisers and board members of small and midsize charities. Listen each week, talkto, contact me on my blogged if you’d like to talk about sponsoring the show. Our creative producer is claire meyerhoff. Sam liebowitz is our line producer, and janice taylor, assistant producer, shows social media is by regina walton of organic social media in the studio today. Thank you for that regina and for the live tweeting, the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next week, friday one to two p, m eastern. Talking, alternative broadcasting 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. Dahna cubine 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 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 alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. Oh, 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 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 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 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 tower is a great place to visit for both entertainment and education. Listening tuesday nights nine to eleven. It will make you smarter. Talking.

132: InteGREAT Communications And Marketing & PRI: Program Related Investments – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Diane Lansing, president of Lansing Associates.

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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Durney 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. What a coincidence that i found the show. I haven’t said that for a long time. I hope you’re with me last week i’d feel terrible if it came to my attention that you had missed press pause. Juliet funt is a consultant to fortune one hundred companies and a motivational business speaker. She wants you to make time in your life for white space, you’ll be less stressed, more creative, sleep better and be more productive. Your relationships will flourish. She has a kid’s version that we talked about also she’s, the daughter of candid cameras, allen funt and we shared a white space together also divine devices, desktops, laptops, tablets and handhelds. Scott koegler had tips for picking the right device to fit your budget, work style and personality. He’s, the editor of non-profit technology news and our regular monthly tech contributor that was an archive feature, which means an oldie but a goodie this week integrate communications and marketing. Diane lansing, president of lansing associates, has ideas for getting your communications and marketing in sync. Then she wants you to apply analytics, so you know what works and what doesn’t in the short and long term? Sounds simple, but are you doing it? Diane will get you started. We’ll talk about all that and p r i it’s, not particle resistant influenza it’s, not public radio international and it’s, not personality related insomnia, no it’s programme related investments, our prospect research contributor and the prospect finder maria simple is with me to explain why foundations don’t only make grants, some offer loans, loan guarantees, equity investments and other pr ise how do you find these foundations? That’s what we’re going to talk about? And she also has info on prospect research company princes that you’ll want to pay attention to between the guests. Antony’s take two it’s my blog’s this week is talk about gift annuities and that’s what i’ll do on take two my pleasure now to welcome diane lansing she’s, president of lansing associates in new york city. She has over thirty years of strategic marketing and communications experience. She started smiling when i began this introduction that’s lovely, she advises on how best to take advantage of new media to attract new donors and advocates to build loyalty and to provide value and information to donors and prospects. I’m glad that her practice and her expertise brings her to the studio. Diane lansing. Welcome. Thank you. Glad to be here this morning. Pleasure to have you. Communications and marketing should be in sync and we’ll talk about sinking them. But how are they different? What? Yeah. How do we distinguish thes? Often the marketing function is designed to think strategically about where we can go, what we can do to increase our our membership, our donor base art sponsorship and the communications people sometimes air left in the sort of functionary aspect of just printing materials or putting things up on a website that may not be is organized and is driven by the overall mission and purpose of the organization as well as its new directions. They could be a little bit sometimes behind the curve. I see less of it. Today is frankly, financial pressures are causing many organizations to combine the two and that’s good that’s. Good that’s. A good thing, because that now they’re all singing out. Same sheet of music. On the other hand, i also see organizations where these even combined functions are not is properly in sync with the organ, what the organization’s doing as they can be. What does that look like when they’re when they’re not sing? A really good example is ah major museum here in new york city has a wonderful gift shop that has absolutely no relation to the exhibits that are going on in the building. They just sell stuff branded with their their identity barely even though it’s ah it’s ah ah ah, i assume an outsource project, but whoever runs it doesn’t even take a look at what’s going on in the exhibit space that they could basically back end on so that it would increase their sales. What happens when the marketing let’s say they are two different people in charge of each of these two different areas? One is more senior than the other, like one maybe is a vice president and the other is a director. How do how does the director get the attention of the vice president and, well, the other the other way around? Wouldn’t it wouldn’t be trouble, but how does the lower echelon person get the attention and and buy-in of the of the more senior person oh, i think that this is a wonderful opportunity for someone who’s looking to advance their own career, come up with a good idea and show why it works. It’s a very unusual boss that won’t take advantage of that because it works to everybody’s advantage, and so then you may have to get buy-in from from above, you may have to, but none of the things what makes all of this whole these holder direction so interesting is that they’re basically free. This isn’t something you have to get a lot of people to sign on for because they’re expensive, the kind of things we’re talking about now tweaking communications that air you sent out by elektronik media using analytics cost virtually nothing, right? But the’s tweaks sometimes in organizations where there’s micromanagement from the board, the cookies that’s the worst. Where it’s the board which convenes, you know, once a quarter at best, but it could even be from the executive director ceo. I mean, how do we deal with those kinds of pressures from people who are above but not as skilled as us? I think the really good news is that the kind of things we’re talking about this morning, especially analytics, are a way to show to demonstrate to anyone peers, superiors, boardmember sze anybody, the growing effectiveness of new campaigns and new strategies and techniques that you’re using in your organization so you can not just you don’t have to diss present an idea that i think this would look really nice if we did this. You can say we pilot tested this last month and look it we did it method a got these results method b got those results plus twenty percent, so we’re suggesting we do more of method be okay if you can if you can back up your ideas with obviously with quantitative, exactly and next and that’s the beauty of analytics to that not for profit world big corporations used to try to quantify the effectiveness of their marketing efforts, which is not always easy to do. It’s not easy to tie brochures and mailers, and whatever into what happens to the sales, the ultimate sales at the end of the day. But now, with analytics, you, khun really track how many people are paying attention to you and then you could look at what happens to year enrollment, your donations, all of the factors that matter to your organization and not only can but ought to be, because there’s so money there’s so much i see happening in charities where it’s it’s a legend or it’s wives, tales or it’s, you know, it’s, just the conventional wisdom, but we’ve always done it this way, right? That’s it? Yeah, i mean, you see that i’m sure you see that in your practice all the time. Okay, do you find people then resistant or welcoming to the idea that we’re actually going to test and see whether your conventional wisdom is correct? I think it’s two points, what i see is that initially there’s a little resistance because people look at, oh, my goodness, people will be able to see that what i’m doing wasn’t as effective as we hoped. I don’t see it that way. What i suggest is doing things a couple of different ways to be able to show management you’re bored anybody that is concerned about your area, that this method produce better results than that one. What you’re using analytics for and all of the information. That you could gather is to help guide your choices and how you spend your time and your money. And when you do that everybody’s backing you, there’s no loser here, everybody wins duitz okay, i just have to make that case you didn’t. And that’s what analytics helps you do. Ok, well, we’ve been talking around analytics so much, right? So i get a sense of how we make the case internally. I mean, understand on dh what it looks like when marketing communications are in sync. Now, let’s apply some of are some of the analytics. What? Well, how do we decide what we should be measuring? What are what are key numbers? What are key numbers are the key numbers that you want to look at first? Well, they’re two basic areas that you should be checking one is if you’re using email blasts, which most organizations do do, regardless of what you’re using, what system or what company you use, whether it’s, your website, host, or whether it’s, an independent company like constant contact, they provide instant feedback on every day. How many people will look at your email? Looked at what you set out its called the click through rate the ctr for short, they will tell you very quickly what kind of response you got if you send something out to five hundred people and only fifty, open it up. That’s a good indication that you may need to change your subject line may need to change some way that you’re appealing to your audience. Subject line is interesting. I mean, you could there and it’s an easy way to test, right? Just do some simple a be testing on absolute varieties of subject line. Talk a little about the really indict first of all segments was not my idea. It’s a brilliant idea that i’ve heard it all. Thank you. One of the things that we can do now again that this frees you, khun segment your your audience by age by interest. Separate donors from members separate sponsors from donors so that you can send out various tweak to messages to different groups and you can identify what’s working in each one. Send them out on separate days and the track than the follow-up and the click through rate for each group. You can see how you effectively you’re reaching each group. With whatever you’re reaching them with, you can even pilot test a single group and sent to different message. It is to a small segment of that group day one day to see if one subject line got a better response than the other. If one was more attention grabbing than the other, that begins to help. You formulate the kind of things that are getting people’s attention. So they want to read what you sent them. All right, lots of variables that were juggling, and we’ll get a chance to talk about more those after we go away for a couple of minutes, diane lansing will stay with me, and i hope you do, too. 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, 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, improved 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 time to send live listener love new york, new york, new bern, north carolina. Massapequa park, new york. Welcome, where’s. The united states of america does s so far that so that’s. What we’ve got in the in the u s of a and massapequa park. I know, i know. Massapequa park. Well, because it’s on the babylon line and i take that line to a client. So i listened to that recitation of ah, of cities. Seaford, massapequa, massapequa park, amityville co. Paige lindenhurst on babylon. I think so, your honor, i know you’re on that line. I think i think i got that right. But i know you for more than long, alan railroad. I used to have a friend who lived in massapequa park. We don’t think that the long alan town’s air represented only by railroad stations. How crass would that be for? For a centered new york self centered gross new yorkers to think we have. Ah, good live listener love abroad. Seoul, korea, seoul, korea on yo haserot and japan. We don’t know what city in japan, though, i guess japan konnichi wa back with diane lansing. And we’re talking about integrating communications and marketing, we have all these variables age maybe, but even without that subject line, purpose of the communication, all the different ways of wording, whether we’re going to use email or one of the maybe the social networks or we’re going to put something on our blogged i mean, we talked about i mean, how do you how do you how do you test all these different things? I mean, there’s there’s so many different combinations. Well, why don’t we take a real example? Let’s say your organization is going to have a fundraising event for all of your younger members? You’re going to have a fund run in the park for them, you could easily take a basic message about that, and you could tweak it for the kids who were going to sign up to do the running. Another message for their parents, which by encourage them to get a couple of other siblings involved or a couple of neighbors and friends. You could tweet the message further for all of your all your donors and another one for sponsors who are providing the t shirts and whatever each of them showing what this what? This organization what? Is about and what this event is for what it means for your organization, what it means for each of the groups that your tailoring your message to and then within each of those groups where we could have different, we can have different tests exactly. So for the kids, we can have test different ways of wording as well a subject line, something for the parents, right? You could do that depending if this is a big do, we don’t want to have all these things that too cumbersome and occasionally it’s worth taking, you know, ten or twenty of your members make a little separate group and do two different versions on day one and day two for just just this the donors and then do two different versions for the kids who might sign up on day one or day two. So before you go with a hole, the whole big announcement of this nationally for or citywide wolber bigger organization is you’ve got a sense of which subject line creates the buzz that gets people to open your me mail and then see what you’re doing and then in your email you, of course want tohave. You’re setting up on ongoing dialogue that hopefully people will follow through the event and its aftermath. So you’re getting various levels of excitement about the event itself, drawing more people in and one way you do that is you keep referring people to your website, where there’s more information that allows him to sign up online. You refer them to your social media, your facebook page, where there are photographs of people who are starting to prepare for the event, and then after the event again, you use all of these. Each of these various avenues can be used to direct people to other sites so they could get more photos of the iran and the winners at the end on the facebook page. There’s a wonderful big group shots of everybody on your website you get people used to being familiar with all the ways that they can basically link into what you do and who you are. The analytic tools will often tell you where someone came from. Exactly what what was that? Some of them called referring agent s o you know what you are l they came from or eso where they came from your block to your facebook page or maybe an event landing page to your facebook page or vice versa, you know, write exactly now some of these air a little bit, depending on where, how much analytics you want, the basic services are free, okay? The basic ones from google and your email blast systems are going to be free. They all provide that email blast systems like constant contact, contact chimp male male children, his chip male banana banana chip mail. I don’t know harry apes of area out of area b middle marketing and they’re all there and they are they’re all very good when you get into your website hosts our and also google, which is an other sorts of very good analytics. They all provide premium packages where a different levels of price points you could kind of move up the scale and get more and more detailed analytics. You could also get people in their organization who will work with you under outta hand hand basis. Most organizations, the not for profit world needs probably not too much of that. Okay, so you think you’re free stuff is going to give you all a lot of most the free stuff is wonderful just start with that you’re going toe, you can play with that and learn so much from that. How does all this feed into our marketing plan that we hopefully have in place? You’re actually, you should be looking at the kinds of results since you get and you should determine that, you know, those regular emails that we’ve been sending out really aren’t getting much attention, but the alerts that we send teo through a facebook our is in our organization is actually getting better, and then we’ll figure that out for the analytics, which we’re going talk a little about short term, we’ll get there, but how does this feed into your longer term marketing plan? Because what you’re really doing now is you’re not changing what the organization is going to do. You’re simply changing the ways and hopefully evolving the ways that you can most effectively reach each of your stakeholder groups by using information that you learn over time on who responds to what which kind of things engaged in the most that’s, where you’re going to spend your marketing time, that’s, where you’re going to spend the effort. In drafting content, organizing it and sometimes snail mail really is valuable most of the time that you may just find that some things get different response and that’s where you want to spend your budget dollars and your time. Okay, so then that so then those conclusions go into the marketing. Exactly. Okay, what we say is each year we learned last year that this that we did worked really well, so we’re anticipating in this coming year, we’re going to do more of that, and we’re going to cut back on our budget that we used to spend on thus and so, because it really wasn’t getting where we weren’t really getting our money’s worth from that, and then you take that information to the board and say exactly, we’re not squandering the money where our marketing budget is actually pretty, well sophisticated, right? We’ve learned and here’s what we’re here’s what we’re doing in reaction to what we learned exactly we’re targeting our every dollar in every minute of our time is effectively is we can based on everything we learn let’s digress a little more into the marketing plan because this is a big part of your your work? What else would just you know what else belongs in a marketing plan? Oh, my goodness. It’s hard to quantify in a single way because of the not for profit world is so darn big and it covered so many organizations, but i think the ah, everybody now is also scrambling for how do we go after scarce dollars? And we’re all seeing that a lot of people have tightened their wallet aunt since two thousand eight and even with things getting better, it’s not there, not loosening up quite a cz muchas i no, my clients would like to see them loosen up. You’re probably seeing the same thing in your client’s, tony, i think thie what i see is that just the ability to show the board that you were using this information and you’re being this intelligent was likely to open up some doors for you within the organization to use what you’re learning even more broadly than you have in the past. You’re finding ways to reach people that your earlier stuff just didn’t get through to. And i think the marketing plan really disney’s to quantify how you’re going to spend your time and your money. How are you integrating all of the avenues? You have to reach people, not only your current members, but now how can you build on that? To reach a larger audience of people who are not already involved with you? This frees up. Then once you learn how you reach your own people most effectively, this helps i challenge you and also helps direct you and how to spend your money to reach new public fired-up squiring new people. Exactly. Find out a lot of your prospects. Come from your blogged or your youtube channel thing and then direct than direct people there. And obviously, direct your efforts in that area in terms of acquisition requiring new in terms of acquiring new people, you can get your you can put out pitch to have all of you. If you’re finding that certain of these are our new and really interesting, you can put out a little pitch to all of your supporters, too. Bring a friend to an event or forward this to that’s. Another key thing both in all the e mail blast systems offer that they should, and you should take advantage of it. You should hyperlink to everything that that you do hyperlink to your website, hyperlink to your social media pages, and then all of those have an ability to forward share with there’s some whatever the wording is in the company that you’re using and encourage your members to do that. That’s you’re the best marketing tool you have people who already believe in you everything, i’m share it with their for exactly, and this is something again that we didn’t used to have the ability to do at all all but which all of these venues now open up for you for free, and then the individual person is talking to their friends, saying this cause means a lot to me, you know, check it out and and this fund run was come join me. This is a lot of fun. I went last year, it’s a blast, you’ve got personal referral combined with a message that you now know because you’ve tested it, you know, works. We’re talking about integrating your marketing in your communications. Diane lansing is president of lansing associates, which you’ll find at lansing l a n s i n g associates dot com lance is a ah is a weapon to spear lying again, lance a boil, but really that’s that’s gross. But lance is something else. As in a species disappear, it’s not a story fear point it is it’s a long it’s a long weapon of war. Yes, you didn’t. You don’t want to be in the wrong end of it is the idea. So you’re lansing, you’re out. Have you thought of this? I don’t know, lance. I’m obviously your name. You’re out lansing, new constituents. We’re not we’re not. We’re not killing them, but we’re just wounding them enough. No, we’re not even. We’re just lansing them to bring them in. We’re hooking him. Yeah. It’s a it’s. A targeted lance. Right. Talking to lansing event. All right. I actually did the entomology on my name, and they actually think it comes from something as pedestrian. Is that somebody had a a potato field? It was the shape of a lance point back in the netherlands. Yeah. It’s really built entomology. I like that word. Entomology way. Don’t say entomology, because that would be reasonably setting ants on dh critters. Ah, little crawly bugs. All right, let’s, go back to the analytics and we want to break down short term and long term. What is your what can we be studying? Short term. Okay, the short term thing is i say, when you do a little pilot test, say you do a little take a small number of your stakeholder groups, all of them together, or even just some of the key groups that you want to try and send a couple of variations to them on two different days and see what happens. That’s the short test and you find which kind of things are working, but begin to track over time over a year’s period. Look at which things one versus which things law and when the time of day exact day of the week, most people will it’s not there most of the time, wrong? No, no email system would tell you that the best time to send out any kind of a blast email is tuesday, wednesday, thursday. Ah, you will get a much hyre read rate then you will on a monday morning when people come into their office on dh look at this huge long list they don’t, you know you’re much more likely to just to get eliminated right off the bat. Okay, so much better to do your emails. And tuesday, wednesday thursday and friday’s people just don’t stop caring about their gone. Yeah, they’re off to the beach, but then, over time, keep start track your records look at the kinds of messages kind of subject lines that air grabbing people’s attention look att and clearly some events are automatically going to be a draw, bigger audience, your annual event, whatever that is, we’ll automatically draw much hyre click through rate than than just a normal announcement, but even you can track and see how different ways of word in your normal, just a little update what kinds of things pete people’s interests, what kinds of things they’re working for you and over time you’re going to get it if you track it and keep, you know, really record what you did. What? What was the loser this week? Which one? Which one won? Was there a material difference? You’re going to begin to see patterns of the ways that people are most attracted to your organization and what you’re trying to tell them. Okay on dh and longer term, longer term. Again, you just know bill down the cumulative experience of the short term things, okay? And all these variables i love playing with age and interests and subject and what channel we’re using, what what network, what outlet we’re using for different purposes all really very interesting, and the other side is don’t go nuts with us. I mean, if you’re an organization with, you know, two billion dollars budget that’s, something different, most not-for-profits we’re looking for general ideas here of what can be helpful to you, there’s no there’s a point where there’s kind of diminishing returns after at some point you khun spend so much time wrapped up in the technology that you kind of lose sight of you lose the forest for the trees, and so i’m all for analytics, but also use them wisely, but use them, use them, smarties them intelligently. All right, tell me what it is you love about the work that you’re doing for non-profits oh, i just i’ve been in this field for probably thirty something years, and i work across the fields, from social services and cultural to religious and civic organizations, and i just love working with the people who are as passionate as they are about the issues they care so much about, you know, it just it’s it’s firing to me every day, and how do you see that what you’re doing is helping them? Because particularly in this time of resource is being really strapped. I like that we’re helping them to find new ways to appeal to donors and help them open their wallets a little more and that’s the primary focus of what we do, okay, all for very important cause is absolutely right. Diane lansing is president of lansing associates in new york city, but she works around the country and again, you’ll find them at lansing associates dot com diane, thank you very much. Thank you. What a pleasure. We’re going to go away for a couple of minutes and when we come back it’s tony’s take too. I’ll talk a little about gift annuities. And then maria simple, our regular prospect research contributor joins me and we’ll talk about those pr ize particle resistant influenza. No provoc programme related investments. Stay with us. You didn’t think that shooting getting dink, dink dink you’re listening to the talking alternative network get in sting 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. Hi, i’m ostomel 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 going 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 our voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. You’re listening to the talking alternative network. Hi, i’m bill mcginley, president, ceo of the association for healthcare philanthropy. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Durney got more live listener love taipei, taiwan, kunming, china gone jal, china, shanghai and beijing, china to all of you. Ni hao and torrance, california joined us torrents welcome. Glad to see some california representation. There almost always is torrents. How are you doing out there? Tony’s? Take to my block this week is talk about gift annuities. Ah, this is really only for charities that offer that type of planned gift on the block. I have ways of opening the conversation about that that way of giving long term, um just to acquaint you with it, it’s something that is irrevocable dahna makes their gift and they get income back for life at a fixed rate and when they have died than what remains is a gift of cash to the to the charity that was sponsoring the charitable gift annuity program. So who do you talk to about thes usually you talk to people who are sixty five and over and within that age range, there are some clues that you listen for that could reveal a good prospect like i need mohr income or i’m supporting an adult child or i’m supporting a sibling because the income from a gift, annuity doesn’t have to go to the donor it usually does, but it doesn’t have to i’ve set them up where it was parents creating the gift annuity paying income too. The case i’m thinking of his daughter’s, three different daughters, so if you hear that someone is in need of income or they’re concerned about income, or maybe they’re concerned about income in the future in their retirement years, there’s a variation on the gift annuity that khun help that person also. So those air some of the clues and i have ah, little more about that on my block on the post called talk about gift annuities um, now that you have your specs, what do you start to say to them? And i have some examples of simple ways, plain language explain the features of a gift annuity so that people will understand them. And there’s a said more about that on my block at tony martignetti dot com and that is tony’s take two for friday eighth of march, the tenth show of the year. We’re in double digits now already. My goodness, maria simple. Are you out there? I am here. I know you are marie simple is the prospect finder she’s a trainer and speaker on prospect research. Her website is the prospect finder dot com her book is panning for gold. Find your best donorsearch now you can follow maria simple on twitter at maria simple. We’re talking this month about pr ise it’s not personality related insomnia, it is programme related investments. Maria, what are these things? So they’re very interesting tools that are being used by foundations to be able to help non-profits as well as social enterprises as well. So they are not completely limited e-giving on ly to the non-profits sector, but it’s a way for them to continue to support the sector. But there is a repayment of that money once you receive it from the foundation. So it’s not like an outright grant that a foundation makes which obviously does not get repaid. So this is an opportunity for them. Tio, do some additional mission investing, if you will in organizations. So this is much more entrepreneurial. I think so. Yes, absolutely. It is much more entrepreneurial. Many people really kind of look at it as a loan from the foundation. Very low interest. You know, one of the one of the basics really to them is that they have to be below market rates, so sometimes there there could be xero interest associated with it or very low in just associated with that particular loan. Ok? And i think these fall under the rubric to of social investment, social engagement, but in a financial way. That’s, right? That’s, right? So, you know, you know, like grant, they’re they’re made for charitable purposes, right? But unlike grants, they’re expected to be repaid, often with at least a modest financial gains, and they cannot be made for the primary purpose of financial gain. So again, they did no. The below market rate, for instance, right, has to be below market rate. And the foundation also has to make sure that they’re making that that p r i to an organization that really falls within their their overall mission and goals of the foundation. So it can’t be something that really falls outside of it at all. Okay, so you know your where was talking about prospect research? How are we going to find foundations that will do these types of alternative investments in your work? Well, actually, one of the best tools that i found to be able to research this is through the foundation center. So for your listeners, who might be subscribed to the foundation, direct directory online or have access to it at one of the either in new york or at one of the co operating collections, if you search that online database, uh, program related investments is actually one of the categories that you can actually search upon in that particular database. So it’s it’s, pretty useful t use that database for it. So in terms of what i’ve been able to come up with, i think that might be sort of the best and easiest in this time, because you can search on that key word. Okay, let’s, let’s explore the cooperating collections that air throughout the country. We’ve talked about them before, but its been many months just remind listeners what those are and and how they could find them. So you would really want to find out what closest one is tea, your non-profit organization. Geographically, you can go to the foundation center’s website, which is foundation center, dot or ge, and check out their cooperating collections. Link to find out where the closest one is teo to your facility and then and then you can use it for free, right? Yeah, yeah. You go on site to a cooperating collection. You can use it for free there. Uh, so, you know, you might save some significant money on prospect research by going, you know, making usually what i’ll say to non-profits is. Look, if you have zero dollars to spend on the foundation research making a point at least quarterly to visit that cooperating collection and spend some time there really researching that resource, they also have training now, right? Is that the case and all the cooperating collections? There’s training that’s free on how to use the foundation center tool. You know, it might vary from site to site in terms of what they have for training. But i can tell you this in order to become a foundation center. Cooperating collection, their own reference. Librarians have to be well versed on how to use the products there. So you could always get someone on one help. I’m sure from that reference library. Okay, even if it’s not formal training, right. Exactly. Exactly. We’re good. We’re going to say something else. No. Good. Okay, well, just that foundation center. I wonder why why they chose to spell it. C e n t e r and not c e n t r e i would have added a little cash, eh? I don’t know a little elegance if they’ve been foundation center cnt ari, but i don’t want to confuse listeners. They don’t spell it that way, just as a little panache to it, you know, like theater tr ee now, i want to tell you about another website real quick that i thought was really good to learn a little bit more about this whole arena. Really, it was it was great for me in terms of just general education, um, there’s a network of foundations that that are currently doing pr ise it also are considering getting into it and its mission investors dot or ge so they do have a database, but you have to be a member to search the database, so not so useful, but what they did have was a free webinar as well as downloadable slides that you could take a look at that really kind of goes threw a very nice overview of what this whole area is. So, you know, if you’re just looking for some general education about the arena of programme related investments and whether or not you might be a good fit to approach a foundation, i thought that website was really a good one, and i’ll make sure that i give that to your listeners on your social media outlets, okay, that’s, the lincoln and group and the facebook page. Why did you just say the girl one more time? Mission investors dot org’s. So m i s s i o n investors dot org’s. And then i did ask the foundation center. You know, you can often just get into a chat. What the fear listeners aren’t aware of that you can chat with pendant foundation center representatives online, so i wanted to kind of really hone in on well, what section of the irs? Nine ninety report would we even find these listed on? Right. So if you’re trying to figure out well, now the nine. Ninety of the foundation. Yeah. Yeah. You know what? You know what? What, paige, would they be? List non-cash actually gave me the exact page. That what one could find those on so they have it on. The details are located on part ten b and it’s actually entitled summary of programme related investments that’s outstanding that you could get that kind of support. Do you have to be a subscriber to the foundation center database to get that online chat support? No, you can just go online and ask away your questions so i knew that this was a general enough question that i could ask that, you know, didn’t involve, you know, getting into a paid database that they could at least point me in the direction for what page of the nine ninety this this information is housed on. So, you know, for those of you who maybe have nine nineties that you’ve been looking out of foundations, that is the particular area you want to look at on the nine ninety filing, okay? I just think it’s amazing that they were able to answer that question for you. Did they say what? Let us they say, let us research it. Well, we’ll e mail you back or did it come to you during the in the midst of the live chat? I just had a way couple minutes while they came up with the answer, and then they just chatted it back to me and they, you know very nicely. Email you a transcript of your chat. Excellent. Ok. That’s. An outstanding free resource. Excellent record. Is there another resource that you like? You know, you’re the doi end of dirt. Cheap and free resources. Eyes there. Another one you have for investigating these pr i foundations? Well, they did come out. The foundation center themselves came up with a pretty good report a couple of years ago. And it’s a little bit dated. It came out in twenty ten and so some of the data is from, you know, the mid to thousands, but they really give a nice example of who the largest pr i providers are. So they give foundation names how much money they invested that year. So, for example, you know, they give you those top twenty five. I was surprised to see that in two thousand six, two thousand seven, they did almost seven hundred thirty four million dollars buy-in programme. Related investments. And that was just the top twenty five on dh, can you? Give us a sample of what some of those top twenty five are the names that we’d recognise. Yes, some of them really are ford foundation, david and lucile, packard macarthur, bill and melinda gates, walton family. But see any casey foundation okay, all very big, very big, mainstream, well known foundations, right? Right? And i think really, they’re they’re they’re probably the ones that are actually sort of the trail blazers with this and really are taking the lead and other smaller foundations i think are kind of watching them and saying, you know, maybe this is something we consider doing as well. One of the things i didn’t mention is that when they make a programme related investments let’s say a foundation decides to do a million dollar pr i that counts toward their their five percent that they’re required to pay out. Okay, it does all right, even even though they’re getting some money back or they may or may not think that they can count it in there, you know, again, it has to make sure it’s all lies in their mission and etcetera, etcetera. But, you know, i thought that was that was pretty good. Tto learn about and that be good for non-profits to know going into this, okay, any other advice around pr prospect research? Now, i think that, you know, that’s just a really good general overview for you also, if anybody is a listener that is related in lobbying activities, that is the one area that they can’t, um, that they can’t get involved in, so they’re not allowed teo fundez anything having to do with any kind of lobbying? Okay, well, five oh one c three the one thing that you know non-profits you need to be aware of on dh five oh one see threes, which i think is most of the listeners can’t be involved in lobbying anyway, or only really, in very, very narrow ways, but not even not even in ways that that turned out to be defined as lobbying under the internal revenue code. But i talked with jean takagi and emily chan about that subject months ago. There are regular legal contributors were goingto go away for a couple of minutes, and when we come back, marie and i will continue talking not about pr ize, but about conferences that’ll be valuable in your prospect research. I want to send a little live listener love spring rove, pennsylvania jamaican, new york. Welcome, more more from the u s you guys were a little late. Try to try to check in on time next time hey to admonish listeners, but please, uh, try to check in and try to be on time. One o’clock is when it starts, but now live listener love out, tio, pennsylvania and new york there. Zurich, switzerland. Welcome and mexico city, mexico live, love, live. Listen, love to all of you. We’ll be back very shortly. 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. Welcome back and i’m getting a language lesson on our break. More live love tio zurich, switzerland. Guten abend. I hope i’m saying good evening now i know i’m saying good evening. Guten abend, mexico city, mexico. Holacracy. Cleveland, ohio. Thank you for joining us. Even you came in even later than spring rove, pennsylvania in jamaica, new york, cleveland. We start to show one one o’clock eastern. Tryto try to be timely. Please welcome cleveland, ohio. Welcome. Um okay, maria. Some some prospect research conferences now, let’s. Start with somebody though. Who’s. Not a professional prospect. Researcher. Maybe the maybe it’s, even the executive director or it’s someone who’s part of their time is spent in prospect research. Is it worth going to aa prospect research conference for people like that? You know, i think it might be actually i know that in my early years of doing prospect researches and focusing in this area, attending these conferences was really invaluable to may of and so they actually now include. For example, one of the conference is coming up in august for the association of professional researchers for advancement. Apra is known as actually have a new researchers symposium. That they’ve built into the conference, which is for people who have less than two years experience. So that would be great for a novice, a person who, you know, wants to get to know a little bit more about this whole thing. This whole area, especially that’s, one of the half they have to wear at theirjob, andi, even if okay. So even if they’re not a full time provoc but researcher that’s, right? That’s, right? Yeah, they get a lot of great information. And, you know, sometimes the best the best information has learned outside of sessions. Right? So interacting with other people, connecting with someone else that might be in a similar type organization as you are and really being able to exchange ideas of well, you know, how are you spending your time doing research? And what resources do you find valuable to subscribe to? What are you using for free? I just find that a lot of that learning goes out, goes on outside of sessions. I have a special warm spot in my heart for apra because the apra greater new york city chapter many years ago was the first place where i spoke. In public first public speaking about really about planned e-giving yeah, work, yeah, i don’t know how many years ago it was, i don’t know thirteen or something, but doing playing, giving for fifteen years somewhere around there on then and then that turned into speaking at the mid atlantic regional conference or mark on i spoke there once or twice, i might have done that, that one i think i did to mark conferences and that one’s happening today. I know mark is going on right now right now. Virginia so it’s too late for you don’t don’t try to join that one now, because if i think back, i know i disappointed, i thought, oh, i should affect this particular segment up. Tio january will know that there are other parts of the country marine let’s not be so geo centric. Exactly. So let’s, talk about appa unconference because they’re coming up in august. That is that’s the biggie, right? So that’s the biggest one and they bring in people even from other countries come to this one and that’s august seventh through tenth in baltimore, maryland okay, so that’s one that that people can kind of put on their calendars and they will have a tte the international conference. They will have the novice this not-for-profits don’t have the up new researchers symposium will be taking place there at that particular conference, so that seems to be pretty well set. Lots of information on apperance website share that girl with you now, and i will also put it on the on your social media. But it’s a p r a home dot org’s, apra home dot or ge? I think so obviously somebody some other organization must have gotten apurate dot or ge? I don’t know, i have a feeling i’ve not ever tried looking for that girl, but that must be what happened. I just have this one bookmarked, i wonder if that’s like anesthesiologists in puerto rico association or something that you never know somebody took ap pro dot org’s, but so don’t go toe tapper, dot, org’s, goto, aperol, apra, home dot, org’s okay and that’s, where you’ll find information about the international so that you know that one is definitely one to consider. And if you’ve not visited baltimore, maryland before a very nice area tio go visit in the waterfront and so forth. So a couple of others on the radar screen coming up in april up in cambridge, massachusetts, it’s the new england what they call nedra new england were doing officially known as development research association. So some of the apa chapters twenty seven of them across the country, some of them are really big and really kind of have their own, like mark, right? So they have their own conferences, so nedra does the same. They’re going to be april twenty ninth and thirtieth in cambridge, massachusetts, and that website is nedra and gdpr a dot org’s. But basically all of these also just be found on apurate website. Okay, anything that’s, not east coast. Come on, i’ve got a well listeners in torrance, colorado. Torrance, california. Okay, we’ve got cleveland, ohio came in california has one going on june twenty six twenty seven. I’m sorry. June twenty seventh and twenty eight in long beach. Okay on. And they’re known as cara the california researchers. So they’re having their you fudged on that a little bit. We don’t know what karen really stands for. It isthe going to the web site as we speak. California advancement researchers. Okay, there. We go, i don’t, you know, i’m keeping your e-giving your feet to the fire. I know for john had waiting for me, okay, so they’ve got their own event going on and, you know, find a chapter near you and just to find out what events i mean, some of them will have monthly meetings, are meeting every other month, the’s chapters. So i mean there’s, twenty seven of them across the country, so you can just always hook up with one of those chapters and see what regional learning opportunities there, maybe on that that’s where i actually first started speaking on this prospect research topic was at my own apra chapter, which existed in new jersey and no longer exists. All right, it’s, very fitting that way. The last one you gave. I was in california because gonzalez, california just joined us. Gonzalez. I hope they heard it. Gonzalez, welcome. Okay, we have to pretty much leave it there. Maria. Simple. I want to thank you very much for being on again. Thank you for having me. My pleasure. Excellent vice excellent information. You’ll find maria at the prospect finder dot com, and on twitter your you’ll find her at maria simple by maria bye now. Next week, amy sample ward returns she’s, our social media scientist and regular contributor on that subject, and she’s, also the membership director of the non-profit technology network and ten this woman has covered it in another book, social change, any time, everywhere and there’s a good chance. We’re going to be talking about that for the full hour next week. Amy sample ward and she’s also at south by southwest right now in austin, texas, and she’ll have some some notes for us from south by southwest. We’re all over social media. You can’t make a click without sparkle a testa dura smacking your head hard into tony martignetti non-profit radio let’s pick one youtube you could get more on youtube. I have over ninety videos there. Most of them are interviews that have streamed on this show and a few of them. Are my standup comedy gigs so that’s all on my youtube channel, which is really tony martignetti some clown took tony martignetti before i got it to it, so i had to call myself, really? Tony martignetti i’m working on bumping him off, i think he’s in the boston area, if we have any boston listeners, ah, i’d appreciate some help we want to get that i want to get tony martignetti okay, thank you very much for being with me, though whatever social network we might be connected on besides youtube, itunes, facebook, twitter linked in four square pinterest slideshare i’m on all of those. Our creative producer was claire meyerhoff. Sam liebowitz is our line producer and 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 for when we go remote, which will be doing in june, is john federico of the new rules. Oh, i hope you’ll be with me next week that’ll be the fifteenth of march two thousand twelve eighty be anna domini right here at talking alternative broadcasting, which will be found at talking alternative dot com oppcoll dahna dahna hyre durney schnoll i didn’t think the shooting. Good ending. You’re listening to the talking alternate network, waiting to get you thinking. Take it cubine hi, i’m donna and i’m done were certified mediators and i am 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 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. Oh, 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 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 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. Dahna hyre

130: Donor Retention & More Maria Sites – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Jay Love, CEO of Bloomerang.

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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No. Hello and welcome to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio i’m your aptly named host it’s february twenty second. Oh, i very much hope that you were with me last week. I’d be aghast to hear that you had missed some raise money while some raise hell. I talked about women in philanthropy, with marshals to panic. She was founding editor in chief of contribute magazine and is the new media adviser to the new york university heimans center for philanthropy. We talked about limbaugh and koman leadership roles, traditional giving and how women organized themselves also, pinterest and slideshare amy sample ward returned she’s, our social media contributor and membership director of the non-profit technology network, and ten she shared how small and midsize non-profits khun reap definite value from these lesser known social sites. This week dahna retention j love is ceo of bloomerang we’ll talk about holding on to donors you’ve got because it’s much cheaper and easier to keep a donor than to replace one j has strategies for you. Also more maria sites maria simple, our prospect research contributor and the prospect finder keeps up her reputation. As doi n of dirt cheap and free this munch this month, she’ll review donorsearch and list select between the guests on tony’s take two the irs publishes a list of charities that have lost tax exempt status each month, and in march, that list will be longer than it has been other months, and i’ll explain now i’m very pleased to welcome j love he’s, the ceo and co founder of bloomerang and senior vice president of avectra both companies serve the non-profit sector only with tools for fund-raising and communications. He was senior vice president of the arts and culture division at blackbaud. Before that, he was ceo and co founder of e tapestry jay’s, a member of the national board of the association of fund-raising professionals. And i’m very glad that his work brings him to the show. J love, welcome hey, thank you very much, tony it’s, good to be here this morning. It’s a pleasure to have you dahna retention. Jay, why is this important? Well, because it’s it’s continued to fall. The main source of the data that i’ve been referring to so often in the last year has been from the fund-raising effectiveness. Project, otherwise known as f d p that was a combined effort of the urban institute and the association of fund-raising professionals, and they’ve been doing this for the last five or six years and it’s the first time that data of this nature has come directly from the donor databases, so that they’re the charities that have the software that’s in used by the various vendors there now sharing the summary data and being able to tell from that summary data exactly what’s happening and retention of donors from one year to the next. And what it’s quite scary, and that that retention rate has dropped from the low fifties now to forty one percent in the most recent survey. Has it been dropping consistently through the five or six years that you’ve had this pair with a year or two that had held pretty steady? But overall, it’s dropped about ten or eleven percent since the time that the study has been an active let’s just reassure any charities that might be using software. You would certainly know if your data was going to be included, right? And it would have been anonymous ized and aggregated absolutely ill. It is summary, data and it’s part of the licensing with the vendors the very nice part about that is not only does it provide information that people can use, but many of the software vendors are allowing you to compare your results to the aggregate results. So you have a very good idea of how you’re comparing against the national average and like i said, let’s hope that your individual charity is doing better than losing six out of every ten donors from one year to the next because, you know, losing nearly sixty percent is a pretty scary proposition. It means that you have to be on a constant treadmill, bringing in a brand new first year donors and the retention rate for the first year donors is even worse in most cases that’s down in the twenties or thirties as far as three tension for those individuals and the next thing i was going to ask, what you just aren’t used answered it so thie retention rates are falling, which means attrition rates are rising and we’re now at fifty nine percent. We’re now fifty nine percent in the most recent study there and like i said it’s a trend we’ve got to turn around because, as we all know, just like the commercial world, existing customers or existing donors in this case are much easier to keep than bringing in brand new ones because the retention rate is at least a little bit hyre for those folks that have already been with you, do we know about how much this costs, how much it costs to acquire a new donor versus those organizations? Do you know that most people know that the cost to acquire a new donor is usually more than the money is received from that donor in the first year? You don’t get tau ah break even status until the second year in most cases and of course, there’s considerable time involved acquiring new donors versus thanking and keeping retaining existing donors. Yeah, and and there’s some basic things, tony, that people can dio, you know, one of things that we tried, teo, allow software packages to help people to realise is if a brand new donors in and it happens to be above the average doner level that you have, that might be a situation instead of sending out that tired old thank you letter that you might want to pick up the phone and call that person and thank them directly and get to know them a little bit, or try to set up that face to face meeting or get them to come take it to review facility or something, because if there’s a telephone contact the retention rate, doubles or triples and we’re going to get to a bunch of those factors that we know influence, retention. But jay, you’re your background is technology tapestry blackbaud now bloomerang and avectra is this strictly a technology problem or there’s a there’s a big donor? I mean, sorry, there’s a big personal factor to these to these relationships as well, very much so i don’t a relationship there is no different than any sort of a personal relationship, a friendship, and i know in some large organizations there those donors are people that you’re only meet via electronic communications or written communications in some way, shape or form. But even that, as we all know, if you had a pen pal, back when you were in high school, there were ways of building that relationship and taking it to the next. Level, even if it was only through written communications so that you can, you know, have that person on the other end of the receiving and feel like they’re more than just a specific there. There there actually are a person that’s connected to your organization into your mission and their money’s air going tio achieve something different than what they could’t someplace else with those dollars. But as well, technology has a role too. Oh, very much so it’s. Like so many things in life just being able to know what your retention rate iss tends to improve it. You know, i think of the old andrew carnegie story of going into one of this steel mill plants and asking the worker on the line how many of that particular widget or whatever that they made for the day and he took a piece of chalk and wrote it down on the floor and said, you know, twenty one and that was how money this guy did. A shift with the afternoon shift came in it too. Well, what’s that number on the floor, they so well, the big guy was here and they wrote down what they did. Well, that shift, they cross it off, and instead of twenty one, there was twenty five and this went on for weeks, until it was up over fifty, uh, to do that, and it was all because someone was noticing and actually saying, this is the number that we’re shooting for, that we’re trying to surpass, and then not long after that carnegie ah, lock down the steel mill on dh kept all the workers out, but that’s a different story, isn’t it that i was kind of humility at least started a foundation, right? Yes, he didn’t gave lot libraries and pools and lots of public spaces in the in the pittsburgh area, but it was a bit of a baronet. I want that to be any sort of ah, witness are a praise for their for his business practices. I heard quite cruel things came out of that i went to i went to carnegie mellon university, so i’ve heard those stories oh, very much so that haven’t. Yes, all right, so this is quite startling mean, we’re on ly retaining let’s round use round Numbers 16:40 were only retaining forty percent of our donors you’re get, i’m sure, you’re comfortable with the representativeness of the sample that this data is from, you know, just to give you a bit of an idea that this is based upon data coming for about thirty, two hundred charities that in the most recent time period raised just over two billion dollars and fund-raising dollars so it’s, you know, it’s it’s, a small percentage of the total of fund-raising world, but it is a very statistically relevant sample that’s being taken from that group. Now this is primarily focused, i think, what makes gives us so many legs, too it’s primarily focused on the small and medium sized non-profit there’s a few larger ones in there, but the vast majority of the non-profits that are in this represented sample are raising less than ten million dollars per year and most of our below five million. Okay, well and that’s the audience for this show, small and midsize charities jay, we’re going to take a break, and when we come back, you and i will talk a lot about some these factors that we know influence, retention and what charity’s khun due to increase their retention rate and i know you’ll stay. With us j and i hope everybody else does, too. 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, 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 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 to big non-profit ideas for the other ninety five percent. J love is ceo and co founder of bloomerang and we’re talking about donorsearch retention this segment, j we know that there are a bunch of factors that either positively or negatively impact retention and there’s a lot of lessons that i think donors khun takeaway, i’m sorry charities khun takeaway from these factors, why don’t we? Why don’t we get started with actually some of them know that that, um charities don’t have a direct influence over, like, like the person’s giving, all right on recency. You know, i can’t break these factors into three categories, tony one based upon financial one based upon activities, and then a third one based upon communications. Okay. And if we take a look at the first one there, as you were alluding to is the financial aspect of it, there are certain things that you can tell that are moving that engagement level or that engagement needle up or down such things is have they made a donation in the last twelve months? Was that donation higher or lower than their previous wanted? They upgraded today downgrade did they make? Multiple donations did they did they support multiple causes or multiple funds within your organization so that they’re, you know, involved in in different ways? Are they doing something in the way of pledging or in a recurring gift mode? We know that someone that has signed a pledge card or that’s giving in a pledging our recurring basis, it’s much more likely to be retained from year to year to year than someone that is not did they come in knowing that they were giving to organization rather than supporting a runner in a race or something of that nature? Some those air, all factors that i think from the financial standpoint can move that needle upper down accordingly. Okay, now charities can have an influence and some of these for instance, you you mentioned earlier if, uh, if an office sees that a new donors gift is above the average, they should you’re suggesting reply with an above average acknowledgement and thank you exactly, you know, do something outside of the ordinary whether it’s pick up the phone, calling them, trying to get a meeting, or maybe a hand written note or a handwritten t s several of the boards that i serve on the first part of the board meeting that we do, each one of us writes out ten handwritten notes during the course of the board meeting to a donor that’s an above average first time donor-centric come in and take a tour of the facility, and you’re doing that in every board meeting you take time begin before every boy, every single board meeting there’s the i’m on the board of the local food bank here in indiana, on the larger food banks, and we have a, you know, sixty eight board meetings a year, and that is part of every board meeting i don’t suppose you’re in bloomington, indiana, with the company named bloomerang are you? Well, we’re actually in indianapolis, indiana way should meet sometime because i’m in indiana very often. Oh, wow, i didn’t realize that’s indianapolis in in carmel, i’m there there quite often. Um, good. So there are other things now you mentioned recurring donations that’s a very positive factor and you’re more likely to retain that donor than then someone who doesn’t do a recurring donation. So how can a charity go out of its way, then to think that recurring versus non recurring donor? Well, i don’t think it’s much as much thanking them in that situation, tony, is it isthe trying to see if you can talk somebody or ah, have them be interested in doing a recurring gift or pledge, letting them know that at the time of making their transaction would be nice to be able to support that critical part of our mission on ongoing time periods, so that if you set that up to do that it’s much more, ah, widely used around the rest the world in the united states, of being able to automatically deduct from a checking account or from a savings account, or even a credit card on a recurring basis. So instead of making let’s, say, a one time gift of, uh, two hundred forty dollars, maybe having twenty dollars, per month taken out with no stop date there, that becomes a way of really having long term retention for that individual, so that may be worth looking into for charities that are not offering that. And if you if you want a lot more information on that. My other podcast, which is for the chronicle of philanthropy fund-raising fundamentals look back in the archive of that, you’ll find it on the final on itunes. You also find it on the chronicle of philanthropy website, and i had a guest there named mark, and they are see help ert h e l p arty, and he was an expert in e commerce and talked about online giving and recurring giving and how to set that up so you might look back at that fund-raising fundamentals podcast if you want more detail on how to inaugurate a recurring giving program the way the way j love is explaining, would you like to look at a couple of the other factors here? The activities in the communication once tony well, give me a chance now, jay, don’t don’t take over the show, we’re going to get there, you know the answer, it’s just for that know the answers a quick no, you’re you’re off, we’re i’m goingto have eleven minutes of dead air time now. I had planned to be with you, but i’m voting you off now. Of course. Yes, of course we’re going to talk about activities and communications. All right. What do you have? Under what? Do you have under activities? Well, let’s think about all the different activities that you can track that would be involved with especially and you mentioned with some of your previous broadcast some of the social media, but whether or not someone attends an event or whether they attend multiple events, have they taken a tour of the facility? Uh, those were times of thanks that that happened, but the one night that i think really growing in popularity is all the activities that surround the social media have they posted on your facebook wall, they become a friend? Do they say something about your non-profit with a particular hashtag and a tweet or on facebook or in a linkedin profile for that? Are they? Are they active in some way of promoting your non-profit to do that? And i often think about in the days before their non-profits new tohave like facebook pages and stuff like that, we’re, uh, a very active volunteer. I think it was the american cancer site or something like that turn around found out that there was somebody that already had twenty thousand, you know, people following them are liking them and facebook and they were able to help them bring that facebook page over to there usage. But all those factors, if you can follow those and there’s ways of very easily electronically doing that technology has taken us to a whole new levels where you can be aware of those factors. And it can actually become part of your sierra mere database, knowing that someone has said something about you and giving that a particular value and their engagement level. Now, see, r e m. Of course. We have talked about this on the show, but i want to caution you about george in jail, which i have on the show. See? R e m. I just explained cr m in case listeners may not know. Okay. That’s, constituent relationship management durney aram it’s it’s. A fancy name for a donor database. Okay. And we have had guests on talking about c r m but i like to keep listeners on keep everybody on the same on the same foundation. Um, i think the key difference being instead of just being in a database of pure donors and maybe prospective donors it’s everybody that the non-profit touch is in some way shape. Or form so maybe people that are affected by its mission. It maybe vendors it, maybe suppliers so it’s every single communication interaction that’s taking place indeed. And we have talked about that and some of the platforms that support it on the show. Let’s, let’s focus on some of the things that charity’s can have. The most direct impact on you mentioned earlier tour of the facility, and encouraging donors to do that if they’re especially if they happen to be an above average doner first time, but that’s something that and it’s also a positive when you get the person to do the tour, then that’s a positive attention factor that’s something that a charity khun directly have impact on by extending invitations exactly a standing invitation, but just thinking about what their communications are. Some donors have never heard from their charity except in the form of another request for a donation. It’s always someone reaching out with a hand versus sharing information. So think about it. Perhaps you could set up a communication schedule and actually get back to the person and say, this is how we’re doing. We’re tracking ourselves, and this is how well we’re achieving our mission. And one that’s that’s absolutely magical that i just wish everybody would do is just telling every donor but their money’s air doing what if you can specifically say that those dollars went to this particular activity or this particular fund? And this is what it’s doing? And even if it goes into a general fund, you can just say these air what your money’s are achieving force and just share that information without asking for another donation. People tend to feel very appreciated for that being the case. And and i guess a lot of my experience has come over the years, tony, of becoming much more of a donor myself. And then i used to run an interesting experiment adi tapestry and bloomerang, where i would ask the new employees to take fifty dollars, that we would provide him fifty dollars, and say go out and make five or ten donations to five or ten different charities, and come back to me in three months and let me know who build a relationship with you and who did not. Excellent att those low levels. And what what did you find? Oh, uh, it was there were some absolutely marquis organizations that my employees would stumble upon that even for a five dollar gift, right, they would build a relationship. And what was ironic? Some of my employees are still lifelong donors to those organizations after making that small gift that was given to them to make on behalf of the company. That’s terrific that’s great! Listen, yeah, i just it was remarkable how you do it and i told him to try to mix. I said pick between a few national organisations and a few local organizations just to see what’s going on there because i honestly believe any small non-profit i know a lot of your listeners are in that category, tony. All they have to do is try that express themselves, take one hundred dollars and go make ten, ten dollar gifts or twenty five dollar gift to some national organizations and then just copy what those groups are doing. Find out which ones make them feel the best, and start building that into their own processes that they’re doing it. The local charity. Excellent, that za terrific suggestion in a great use, i think of one hundred dollars you khun khun! Survey, i think survey twenty charities for one hundred bucks, right? I mean, you get to do your own little, many mba, your research project for one hundred or two hundred dollars, and because you get to see every type of communication and i would mail some in, and i would do some electronically and see what the difference is listeners may want teo, listen back to some of the three, four months siri’s that i had with amy sample ward are regular social media contributor about riel engagement using the online networks because a lot of what jay talked about posting on the facebook wall replying to a tweet, etcetera, there’s, their real engagement strategies. And amy and i talked about that over four months of her being on once a month. How to really engage through the through the the social media sites. There’s also things just that people can report to the charity like if they if they keep their communication preferences current exactly things like that in the communication area, if you are able to. If your email system and your communication system is tied into your database, you can check real quickly. Does someone open? My e mails i sent to them are they clicking through to a link senate to read further on the stories? Ah, very important one are they forwarding it on to other people? And, you know, are they lying that you can get all that reported back to you? And it could be part of the data base that you can see, and then you hit upon a real important one there? If someone has taken the time to let you know that their address has changed, either their electronic email address or their mailing address has changed. Boy that’s a very special person you want to put a big red gold star something on that? Because that person, if they’ve taken the time to let you know that their address has changed is is probably four to five times more likely to become a major donor or a legacy donor to your organization in the long run, because they care that’s, they’ve done far out of the ordinary what anybody else would dio that’s so interesting because it’s it’s purely ministerial, they filled out a reply card with an updated phone number or address or email address. What can a charity? Do i mean, should there be a thanks for keeping current with us? I mean, because typically now i think the most charities doing nothing, that it goes to the database administrator, the donor services team, the database gets updated and then that’s it. What could we be doing? So i think that record person gave mark that this is someone who took the time out of the ordinary to do that, and that should be made to the attention of either a gift officer or fund-raising person or a plan giving person so that they can reach out and just try to get to know that person. Because if you combine the two, if that’s someone that’s been eh, multiyear donor, even at a small level, and has let you know that ah, and many of you out there i know have read the book the millionaire next door. That may be a good chance that that person falls into that category and could be a very, very substantial legacy donorsearch sometime down the road for your organization here we have just a few minutes left. Let’s talk about your the communications factors that we’re aware of. That we that we haven’t talked about yet, what are some of those that possibly a little bit of the people that have, you know, that opened up your emails and different things of that nature? Another big communication factor is if you can find out who has visited your website and who has downloaded information, i think every non-profit website should give people reasons to come back. That means that there’s got to be new content on there. Ah, and that could be something as simple as block post from the executive director or from other people within the organization are case studies or case histories, but i always love if you make available documents to download. This is this is a document that tells you about our mission that tells you about our performance metrics, what we’ve been able to do to achieve our mission. If there are pds and different types of documents in background information, annual reports, quarterly reports thinks that nature people love that, download them and look at them, particularly folks, that aaron, that the higher level of donors categories to do that, so being able to track those communication activities and then being wired into your front desk or your receptionist, anybody that calls your organization that should always be marked in the database to know that this person has reached out and actually dialed our organization, whether was asking for information or giving us information or something of that nature, those are people that are communicating with you and that’s half the battle. Yes, these air excellent on dh, very simple strategies. Really j we have just about a minute left. I have to ask you, what is it you love about the work that you’re doing, being able to help all size non-profits do their job better because if you could, i’d have hanging on my wall, something that my daughter created for me when she was in the elementary school saying that my dad works helping further missions of non-profits and i still have that hanging in my wall today, and it will always be part of my life, i think. J, thank you very much for being a guest. You’re welcome. Thank you, tony. My pleasure. J love is ceo and co founder of bloomerang, which you’ll find at bloomerang dot co real pleasure. Thank you very much, jay. Thank you very much money. But when we return, it’s tony’s, take two and then maria simple mohr, maria sites. Stay with me, e-giving. Anything tooting, getting ding, ding, ding, ding. You’re listening to the talking alternative network. Get in. Cubine 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. Hi, i’m ostomel 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 going 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 our voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. You’re listening to the talking alternative network. 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. Yeah, hi there, it’s time for tony’s take due at roughly thirty two minutes into the hour. I wish i could send live listener love today, but we’re pre recorded, so i cannot do that. I know you’re out there live listeners and i do love you, but i just don’t know where exactly you are this week. My block this week is expect expanded i arrest revocation list in march. Since june two thousand eleven, the irs has released a monthly list of charities whose tax exempt status has been revoked because they didn’t file the annual form nine, ninety or one of its cousins next month’s list march will be larger than usual because the irs is changing the admission standard for getting on the list. It’s not it’s, not like college. This is it’s getting easier to get onto this list not like colleges. Starting next month. Charities, they’re going to get a one month notice that they’re facing revocation and up until now you didn’t get on the list until you were already had been revoked for six months, so you can see next month is going to be a seven month catch up all this. All the ones that are leading up to six months, plus the ones that are one month away from revocation and there’s a lot more information about that on my blogged, including a link to get your tax exempt status reinstated. If you happen to be unfortunate enough to be on this revocation list, my blog’s is that tony martignetti dot com and that is tony’s take two for friday, february twenty second, the eighth show of the year. You know maria simple she’s, a prospect, find her she’s, a regular prospect research contributor she’s our doi n of dirt cheap and free resource is she’s a 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 exclamation mark and you can follow maria on twitter at maria simple fremery a simple welcome back. Hey there, tony, how are you today? I’m doing very well, thank you. Good to have you back. Thank you. You have our doyin has two, two sites why don’t you just give a little overview of what we’re talking about this week? So this week i’m talking about two. Sites that have both a free and a fee based component to them so one will help you both with your reactive and proactive prospect research, which we’ve talked about the house in terms of lives buy-in sorry, no, yes, we’ve definitely talked about proactive and reacting, i would know that’s beyond jargon jail. Now we’re way past that, okay? And then then, you know, and then the other one is really about proactively trying to seek a new new prospects. I’m constantly approached by non-profits that say, you know, we really feel like we’ve tapped out our current donorsearch list and, you know, we’ve done the research and so forth on our list, but we just need to get some new names into the pipeline. So came across an interesting product that i thought might be helpful to at least discuss on the show. Okay, on the first one of these is donorsearch donorsearch yeah, so this is a company that does in depth prospect research, so they are there’s a number of competitors out there that do this on dh donorsearch is based in maryland, and they have they have both a c and a a free product. So i thought we’d start off, at least by talking about the free product first, if you want to do that, what’s the earl for donorsearch first. Well, it’s donorsearch dot net, however, for the free piece. It’s donorsearch lead dot net flash integrated search. Okay, so i’ll make sure that we get that up on to the lincoln. And first yeah, why don’t we do that for both of these sites? Okay, so let’s talk about the free part first for us. Donorsearch so for the free part, you would put in an individual’s name, this is under the assumption that you have maybe an event that you’ve had or maybe a new donor prospect name has been brought to your attention, and you want to do some in depth research on them. Or maybe you have an upcoming cultivation event, and you’d like to know about person in advance of the event so you can put in there their name, whatever you know about them already there named contact info. If you happen to know the company they’re affiliated with, you can put that in there as well and then hit the search button and what it will. Do is it won’t show you the search results on the screen, but it will email you basically, ah, profile of that individual. So it’s really, you know, a quick and easy way to get some vast information on an individual if you’re not already subscribed to a service that would be able to do that for you. So you’re doing this one person at a time, right? That’s, right, it’s one person at a time and you know that where, you know the upgrade to the sea bass portion would be useful is if you’re looking to screen, you know, a lot of names at once it’s going to give you that, you know that capacity, but also they have under the sea bass hold on, i want to i want to stick with the free for the free portion for a couple of a couple seconds more. Is there any limit to the number of searches that you can do on the free? So, no, so if you’ve got the capacity or a gn intern or someone willing to sit there and just plunking a bunch of names and and monitor those profiles coming back through e mails. And and certainly that can be done ok? And how robust are the profiles that you get back? What do they look like? So they cross check the types of databases that would give you both a philanthropic data, but also, you know, the traditional sort of wealth databases, so they’ll give you information about both charitable and political e-giving um and it will give you information about property records, dunn and bradstreet types of reports if they happen to be a corporate insider. Um, political donations, i think i mentioned that if they happen to be in who’s who the marquis who’s who’d database there, their biography will come up there also, if they’re connected to a foundation when their director on a board of directors on a foundation, they’ll come up in the guide star report. So there are, you know, a number of touchpoint that are very useful for you to know about, you know, and the thing i always tell non-profits so it’s really, you know, if you if this is for a major gift, you really don’t want to stop, no matter what company you’re using to get these quick profiles from i would never just stop that, you know, try and go a little bit more in depth look for articles in the newspapers and, you know, whatever else you can find out on the internet free or fee based resource is so i think this is a great starting point. Certainly if you have an event coming up or post event, you want to know some more information about an individual, i think it’s a great place to start it sounds like it’s it’s a pretty, pretty robust profile for for free. Yeah, yeah, it really is. It really is. So, you know, it’s definitely worth looking into. So again, if if you want that that website its donor lee dot net forward slash integrated search ok? And how about there a fee based service so they see the service is at the website donorsearch dot net, and already there’s been some information there about the various products they have, as well as their online screening tool. So, you know, if you’re a non-profit or maybe you’ve just taken over an organization, um, that has, you know, somewhat of a mass of a database that’s never been screened, and you’re new to the job and you’re just not sure g, you know, i’ve got to figure out a way to prioritize these folks a bit, you know, you might want to consider a screening through donorsearch or even, you know, some of the competitors companies out there, but, you know, donorsearch does provide screening services well, okay, do you get a more complete profile if you subscribe versus the free report that you get on donors? Yeah, thie sea based reports, the ones that you would get really as part of a screening would include analytics and what they called predictive modeling to try and figure out, you know, it’ll give you some idea about the person’s capacity, and usually when you have a full screening done, you know, your prospects are kind of raided for you, you know? So you’ll know which one’s elevator to the top as being perhaps the ones you want to focus on first. Okay, so you get something that’s similar to a screening, but you don’t have to buy their screening service, right? I mean, if you want to, well, you won’t have the actual predictive modeling and analytics through the free search, you know you have a batch of names i would, i would really suggest you if you’ve got a few hundred names or a few thousand names that you consider doing it through the sea bass portion. Renee offer, right? But i’m trying to get out. If you do the fee based, are you subscribing to their screening service? Or you can still get individual reports that have the predictive modeling in them? Yeah, you know, when these companies offered screenings generally, you also have access to the database afterward, usually for about a year. So this is definitely something to consider, and then i noticed on their website that they would offer a free screening of two hundred current records to kind of test their full product. Um, so folks are interested in taking them up on that particular offer they can go to donorsearch dot net and check out the information it’s right on their home page. Okay, i’m trying to i’m trying to get at one thing. If you’re subscribing to the fee based service you’re paying for it is that on ly a screening option, like in aggregate? Or can you still do searches of one or five or one? Hundred individuals still do searches afterward of you, no additional names. If they come forward, you’ll have that one off. I’ll go in on dh. Can you give listeners a sense of what the fees are? You know, i really don’t like to get into that type of conversation because sometimes these companies, you know, they change and, you know, this is a recorded show, tony, so i don’t want to really get into that because somebody might be listening to three, five years down the line on ice helps on dh. So certainly, you know, product pricing can change, so i think it’s really best for them, tio maybe just take them up on that free two hundred name offer where at least take a look at these free, integrated search tool that they have on day. If it looks like it’s useful to them, you know, they get into a conversation directly with folks donorsearch okay, i’ve been admonished by maria. Simple. I never. I never said that before. Okay, um, so you had you had talked about this as being a way of generating new prospects? Well, actually, the other tool that’s thay this is really this is really donorsearch is for existing names that you already know, right? Right? So this would be for, you know, screening and so forth, so, you know, definitely if they want to take a look at, you know, integrated search on a free bases, they can take a look at what the output looks like i got you okay? And i liked your suggestion of looking at people after an event, maybe it’s someone came to your event because they were invited by by someone who you do know, and now you’d like to find out more about this, this new person, ways to engage them, which the first segment was very much about today on dh you can use donorsearch to do that, i like that suggestion. Yeah, absolutely. I would suggest that to organizations especially if they’re having hyre cultivation events or even you know, we’ve we’ve you’ve probably talked on your show about these ask events where people specifically come and know that they will be asked to donate well, it might be might be kind of good to know in advance some information about those folks, maybe even advance troop even better. Ok, what’s what’s list select about that’s your next one so listselect is, uh, is by a company the company behind this is called anchor computer company, and they were they were actually started back in the seventies, and what they’ve done is they’ve come out with this product called listselect that could be useful both in for-profit and non-profit world, so it was originally designed for general target marketing, and so it has the names and addresses of close to ninety percent of the u s adult population and it’s compiled from public records and united states postal service data, and then what they do is they overlay it with demographic interest type categories. So i’ve gone in and i, you know, i’ve done a little bit of playing around just to give you an idea of what this looks like so you can actually run your searches just to kind of see, with numbers of prospects might look like, and then you don’t pay for the list until you decide this looks like a list that could be useful to you, um, and it’s. Uh, a list, a rental. I don’t know if you’ve talked about that on your show in the past. So you can either rent this list for a one time use or for a one year basis. Okay, we’re going to go away for a minute. And when we come back, you can talk a little about lister mental, because i don’t think it’s something that i have covered. And we’ll talk more about listselect with maria. Simple. 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. Dahna 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 i’m talking with maria simple, the strict taskmaster who put me in my place about fees. We’re going talk about fees anymore att least not in dollar terms will certainly let you know when something is fee based. Um, so what’s the fee for listselect now i’m getting well, actually, i did run a couple of just, uh ah searches that i thought would be kind of fun just to kind of see what the costs might be it’s very evident when you run a search so it’s, very clear up front what you’d be paying for that list, you know, before you, actually so they tell you, and so you can change the parameters, tio, what you’re looking for and really play around with it till it gets to a point where you feel like this is a new four doble list, andi something that, you know, would be useful for your organization, okay? In a minute, we’re gonna talk about list rental, but but do you know what the output is going to look like? What? What? Uh, information, you’re going to get about each person before you have to pay for the list? Yes, i’m told that. You get a first name, last name, address, phone number and in some cases, email addresses as well. Okay. Oh, really? So, it’s, just basic contact information. This is not the complete profile like donorsearch does that’s correct? That’s correct. So this would really be used for true proactive prospecting. You know what you think that you would hear in a sales world of, you know, getting more names, more leads into the funnel. So people who might have a certain affinity on do you know? So we could talk about what some of these parameters are way when we get further into the conversation. Okay, but let’s, talk about let’s rental. Now you’re just you’re renting this list. How does that work for you? So you now let me just set it up. You now have the contact information for these people. Email address? I guess. So you have. What does it mean that you’re renting the list? Well, i i think you get the full snail mail, ok? Yeah, and phone numbers. So you can decide that you need that list for a one time usage. So maybe you’re you’re going to send out some sort of a postcard campaign or targeted mailing some sort or targeted calling phone calling campaign? You know, i wouldn’t, you know, being as i also do email marketing as one of my businesses, i’m very sensitive to email acquisition, i wouldn’t necessarily advocate buying or renting email addresses and then putting them into your database and e mailing out i could get you into trouble with your email service provider because it’s, because it’s unwanted and it’s spam is that could be construed as spam. So i’m just very sensitive to that. I think it would be better to use these list, really? For snail mail and phone call purposes, okay? And what does it mean that you’re you’re renting the list? So you actually then don’t own only information? It truly is just a rental on, so, you know they have, i guess, it’s one see if you’re going to rent it as a one time basis and probably a slightly higher fee. If you need to have that list accessible to you, maybe you plan to do, you know, quarterly mailings to the list or something like that? He would need the rental for the whole year, so you’re going to pay maur if you do want to put that information into your donordigital base, i would think so, yeah, ok, interesting, i think. Okay, so you you mentioned talking about a little talking about the parameters of what you’re what the output is going to be, right? So i just don’t like a couple of quick search is just to kind of see, all right, well, if i were, you know, a non-profit executive, what might some of the fields of information be interesting to me so you could do a geographic search and then, you know, break it down further by certain points of demographic. So i had done just a sample search to see well, i’m interested in people who would have an income over two hundred fifty thousand dollars based in new jersey, who are also classified what they call mail order donors i think in our world, in the nonprofit world, we would call that, you know, male appeal donors, and it turned out that there were there was a total household account of just over fourteen thousand names close to fourteen thousand five hundred, and that costs came out to about in the four hundred fifty dollars. Okay, so that was you know what that parameter came up with our center decided to so these are thes air search these air inputs that you’re that you’re trying to narrow your list by our lorts yeah. All right, well, what if i were a non-profit executive with some sort of an animal welfare agency? I might be interested in trying to target people who have self identified as liking cats and dogs right on. Then i decided, well, i might be very geographically focused, and i wouldn’t necessarily need the entire state, so i thought, well, let’s, see what the costs would be if i were to look at maybe two counties in new jersey, morris and somerset counties for people interested in cats and dogs turned out it came up to nine hundred eighty as the household count on that on that costs turned out to be one hundred fifty dollars. Now, how did you specify cats and dogs? There’s a open field where you can have a word interest category interest, there’s like a main interest. So when you’re when you’re looking at the main interests, you can look at things like arts. And entertainment. Uh, babies, children, uh, education just tryingto slipping through here, some of the ones that would be of interest to non-profits outdoor enthusiast, uh, photography, religion. Um, and then they had what they call us sub interest category. You can really drill down even further. And that’s where i got into looking for people who were interested in dogs and cats, for example, i see. Okay, that’s that could be you could have some fun with the subcategories studio going to break it down by ethnicity. Gender. Maria, how do you find all these free and a fee based? How do you how do you how do you find all these new resource is? Well, you know, usually they’re not sometimes they find may and this actually happens to be a situation where rick hilary from from the company reached out to me through lincoln. And, you know, we’ve talked about the power of lincoln for so here was a situation where he brought this particular product, my attention, and we’ve had several converse stations and back and forth about it. And, you know, i took a look at the test because you can actually just kind of play around with it as i did without paying anything at all. Okay, so that that website you want me to give you that? Yes, give it, but we’ll also put it on facebook and linkedin, right? Sure, though, that website is demographics, research, dot com okay, and what’s the earl for listselect uh, that that’s that’s where the starting point is that’s you there? Yeah, they actually give you ah! Pdf that kind of walk you through, how to use it. And they also give you the log in credentials so that you can log in and try and play around with it a bit way have to stop. We have to stop there, maria simple. You know her she’s, the prospect finder, and you’ll find her website at the prospect finder dot com. You’ll find her on twitter at maria simple, and you’ll find the two of us together. We’re going to be doing a chat and online chat hosted by the foundation center on march twenty first about prospect research it’s a two p, m eastern and my burning question is why i’m invited i don’t know they between the two of us, they think we’re both prospect research experts but between you and me, we know that you are. I’ll be there, tio, i’ll do color commentary or something. I don’t know we’re hearing me on, okay, but you can. I have a i have a couple things to contribute, but not as much as you, but you’ll find information about that on the foundation with center website it’s. March twenty first, two p m eastern. Thanks for being a guest, maria, thank you always a pleasure. Next week, juliet fund had more white space to your life she’s, a consultant and speaker, and she also is the daughter of candid cameras allen funt that’ll be fun. Also, scott koegler is back next week. He’s, our technology contributor and the editor of non-profit technology news. We’re all over the social web. You can’t make a click without smacking your head into tony martignetti non-profit radio, by the way, smacking your head in italian is sparkle a testa i learned that when i was in venice asking for directions to a bar once and someone said, sparkle a testa your head on the wall and then turn and make a left and there’s harry’s bar so it stayed with me, um, pinterest, slideshare even before last week, by the way, we were on pinterest in slideshare, itunes, facebook, youtube, twitter, linkedin, foursquare, wherever we’re connected, i thank you very much for being connected wherever it is that i see you. Thank you. Our creative producer is claire meyerhoff. Sam liebowitz is our line producer, and the social shows social media is by regina walton of organic social media, 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 at talking alternative dot com. I didn’t think you did a good ending. You’re listening to the talking alternative network. Get in. Take it good! 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 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 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 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 in tow. No more it’s time for action. Join me. Larry shot a neo-sage tuesday nights nine to eleven easter for 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 night nine to eleven new york time go to ivory tower radio dot com for details. That’s ivory tower radio, dot com every tower is a great place to visit for both entertainment and education listening. Tuesday nights, nine to eleven. It will make you smarter. Dahna

120: Your Database Policy Manual & Maria’s Top 10 – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Karen Hartt, philanthropic services specialist for Maine Community Foundation

Nicole San Miguel, database administrator for Enoch Pratt Free Library of Baltimore 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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Hello and welcome to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent, you know, i’m your aptly named host it’s december seventh, two thousand twelve december seventh sort of inauspicious day in our history. Oh, i want to welcome the november nine thousand november last month we had over nine thousand listeners per show per show. Many, many downloads that came to an average of, like ninety, three hundred listeners per show. So i wanna thank you very much. I want to welcome you very much. Yes, welcome. And i hope that you were all with me last week. I’d be in distress if i had learned that you missed the requesting brain. Professor russell james as technics texas tech university those neuro imaging research to see subjects brains light up when they elect to put a charitable gift in their will. This former planned e-giving fundraiser and director of the graduate certificate in charitable financial planning had research based advice for your cultivation and recognition of bequest, gift and donordigital baste dungeon. Scott koegler, the editor of non-profit technology news. And our tech contributor wants you to keep your donordigital base secure. So nothing. Can escape. We talked about inappropriate use, sql and inference all that last week this week your database policy manual, karen heart, philanthropic services specialist for a main community foundation, and nicole san miguel, database administrator for the e knock, pratt free library of baltimore city, walking through data entry standards, indexing search ability, naming conventions and other topics that belong in your database, policy and procedure manual. This was pre recorded at the bb khan twenty twelve conference, but their ideas apply much more broadly, not on ly to the blackbaud products and maria’s top ten maria semple, the prospect finder and our prospect research contributor, reveals the top ten sites she uses in her work. True to form for our doi and of dirt cheap. Most of these sites are free between the guests on tony’s take to my block this week. Are you listening to fund-raising fundamentals? Just a reminder that i do that for the chronicle of philanthropy as a monthly podcast and at this point, it’s time now for our first pre recorded ah first guests pre recorded at bebe con your database policy manual here’s that interview welcome to tony martignetti non-profit radio coverage. Of pecan twenty twelve, i guess now are karen heart she’s, the philanthropic services specialist being community foundation and the cold sand miguel database administrator at the naka pratt free library of baltimore city. They’re topic is reserves h policy siege emmanuel ladies, welcome. Thank you, karen. Why don’t you explain what you do as philanthropic services specialist xero unity foundation. Do you want the whole list? No, i just want neo-sage about thirty seconds. I am the database manager. I am the charitable gift annuity specialist. I write all those contracts and i also do the research for the razor’s edge. Okay. And nicole, as database administrator. What are you doing? I do everything. I process gifts. I generate letters, put information and pull it back out of the database. Okay. Everything in and out of david. Okay, let’s, just start with what they call. What you see, something charity is doing wrong around there. Procedures around razor’s edge. What? What? What? What? What is it? We’re trying to move on. They don’t have them. I think that’s probably the biggest thing, karen is not. Yep. Definitely not having procedures and data standards on how to put the data. In to get the data back out again. Okay, well, let’s, just keep it simple and start. Karen, why don’t you give us a first? A first good practice that belongs in your first year manual should be written, i presume, right? The first thing you need to do is understand how the data is in the system. And then you need to figure out how you want your data in the system because it can be the way razor’s edge trained you to do it. Or it could be how your finance people tell you they want it. But for us, the biggest thing was putting the data in in a standard format every single time. So my procedure manual starts with constituent entry, and it works off of the address standards that the united states post office puts out and that’s how we enter data based on the address standards. Do you both have multiple people entering data? Your office is? Yes. Karen is a much bigger office than mine. I’m in office of five people, and we all have to intern ada. And we have twenty five employees in six different sites. We have remote user’s on. We also have ah, secondary office down in the southern part of the state of maine, so everybody interest data not everybody has the capacity to do all the data entry, but everybody as the capacity to do constituent entering, okay and let’s have a little motivation. Step what’s the downfall. Karen what’s the problem if you don’t have standard data entry, your reports are messed up your mailing list so messed up and your executive directors on your back saying, why can’t i send out three thousand letters to three thousand people at the correct address at this time? If you don’t have standard data entry, you don’t have standard data export, you can’t get it out. Everything is all over the place all called the same thing, so you can’t do it. What should be a pretty simple query, i guess, in a lot of cases to get out everything that you should get out. Yes. Okay. So if you have three thousand records, you could have the data in multiple ways. And so if you’re doing a mailing and you have an address field that’s the post office p o box listed above the street address the post office is going to mail it to the street address. They’re not going to mail it to the p o box, but the post office the physical address doesn’t have a receptacle a mail box and so they returned the mail. And so that’s not how the post office reads addresses they read from the bottom up so your post office box, which received your mail, has to be the first address in the line going up and then the city and state yes, just above the city and state, and then your street address so that the post office khun deliver the mail where it needs to go and if you don’t know that address, standard feature and your data comes in from akash certification in the post office boxes listed first on the first address line that’s wrong and it will get returned to you. So you’ve wasted your first class mail all the time it took to process that nailing piece and the time it takes to fix the record in razor’s edge, right? So data standards are efficiencies. All right, so we need standards inputting data there has to be, i guess training you said. You have people in multiple sites, karen, be training around the policies. Yep, and i, my policies and procedures manual, is my training man. I used my training, my policies and procedures manual, to train all my new staff and to do my continuing updating trainings that i run by annually. Nicole is the is the manual changing it’s constantly. Jean well, i think you kind of have to look at it as a document that’s never actually complete, because blackbaud is constantly updating its products. People are constantly changing address or constantly being hit with different situations or events, and you just kind of have to be able to adapt its kind of like the constitution. Okay, it’s, a kapin all right, all right, the call what’s another important element of the policies, procedures. Back-up. I would take it index a table of contents index because of karen had, for instance, has a very large policies and procedures manual and how many pages can it’s one hundred fifty separate documents totaling almost three hundred fifty pages? I don’t know, five or six, i don’t know, i’ve been the d be a first for fifteen years, and i have a very established policies and procedures manual mine’s not nearly that long, but still even in just one hundred pages. Your users have to be ableto find what they need in those hundred pages. And if you have a policy and procedure manuals only five pages it’s not nearly long enough. All right, well, that’s, why i’m in your fight? Your dvds. Finally, when karen says d b a i want to keep her out of georgia. I learned right before the session. Diva, of course, is a database administrator doing business as okay buy-in index and table contents. Right. It’s gotta be searchable. Gotta be able to find it. I assume this is all elektronik form, especially three hundred fifty pages. So yeah. Ok. So it’s not it is not in a print for men like everybody, i get a lot of questions from blackbaud users to have access to my manual, and they want me to send it electronically, and i explained to them very assisting clea that it is one hundred fifty documents totaling three hundred fifty pages, and i would be happy to send you zip files of portions of the manual, but it is more than twenty five megabytes and size, and my email server does not allow me to send it, and i’m not going to upload it on google dogs, so i have a specific pieces that are categorized by my index for i would say, structure buy-in introduction, the constituent entry, and then it goes through for other blackbaud parts of the system, andi, i’ll send them the basic constituent entry procedures and along with my tips and tricks and so that’s a zip file, and i’ll send that to them. Or i have five six different procedure zip files uploaded on black buds website in their shared client document folder, and people could go access it that way. So you also have a document that, as we said a minute ago, is kind of constantly changing and constantly being updated. So a paper document isn’t necessarily the best format for your users. If you, if you make a change, you don’t have to reprint that beat one hundred pages of three hundred fifty pages. And i also like it to be somewhere that my users don’t have toe look through their desk, through their cabinets, through their drawers, through there. Finally, cabinet to find their copy of. I like them to be able to open up a file on their server very quickly and go right to it. It’s. Also a lot more searchable, electronically us, and where i have central f, i have six different. Sites that use my procedures manual, they have to be able to have access to it. And so they have an access electronically so they don’t have to print it off. Okay, let’s, move on. I’m just keeping general. And karen, why did you threw out another practice that belongs in your the procedures, um, campaigns funded appeals and how you how razor’s edge has campaigns, funds and appeals that’s the structure for sending out solicitations and what funds are associated with that solicitation, regardless of whether you’re using a named fund, we have seventeen hundred named funds at the main community foundation because that’s what we do and another orcas nation might only have three of four different funds which are, like, restricted, non restricted general or whatever. And so your campaign’s funds and appeals need to have the same naming process and the same structure so that you can find information and report on information in the same format in the same way. And you get the results you’re expecting so on dh should that naming b is that particular to the organization? Or can you share what? Some of the ideas? What your what your ideas are. Around around these naming convention well, how we think of campaigns, ones and appeals campaign is the umbrella that the appeal falls under, and then the fund is under the appeal so we can have an appeal that has three or four different funds that were raising money for and that naming structures always the year the appeal that’s, the appeal name and then thie campaign is a general name where you re use those year after year after year because we don’t do capital campaigns, we don’t raise funds for ourselves, we give money away, so we raise money to give away so an example of a campaign would be end of year. I can’t bend county fund a great capital campaign. The capital campaign is county funds. There are eleven different appeals underneath that because we have an appeal for each of the funds that’s associated with the campaign appeal, and then those appeals are done every year, so they appeal is renamed every year. The old appeal gets in activated, and the new appeal comes on and that’s, how we do our solicitations and our appeals 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 conscious people, better business people. Are you concerned about the future of your business for career? 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Interested simply email at info at talking alternative dot com bonem about you, nicole. Is something similar or different radcampaign funds our campaigns, funds and appeals are a little different because karen raises money for other organizations basically are not raises money for other organisations, but the money that she uses goes to other organizations are money stays in our organization. And we a za public library was twenty three different branches constantly have campaign appeal up campaign’s going on capitol campaigns. We also have an annual campaign, and then we also have campaigns that may be related, teo special projects. And but just like karen and i are different, every other organization is going to be different. Everybody does something very specific and can tailor razor’s edge to their specific needs. Okay? That’s the beauty and the curse of razor’s edge is the flexibility of the system. So, karen, it doesn’t have to be the hierarchy that you described. No thinking about campaigns. You know, there are lots of organizations that i help structure their systems, that they don’t even use a campaign. They use everything on the appeal level or everything just on the fund level. So it’s how your system needs to be set up. But what? You have to do is think about how that process is going to be best for you to get the data back out of the system and what works best to get the data out. And then you structure your system based on that, and then you write policies and procedures so that you have a constant naming structure and a constant format and flow of your data in and out. It sounds like you should be thinking about what you want to get out of razors edge before you’re just exactly, exactly almost work backwards. Yeah, you think about what you need and what report somebody might need toe it might. It actually dictates how the data goes in the system. On our standpoint, from i converted the database in nineteen, ninety nine took over, and so it’s my baby and i helped design how the data is in the system. But i met with all of my officers and said, what do you need for reports? And that dictated how we put the data in the system? And so i wrote my policies and procedures basically, teo, make sure that format doesn’t get lost and for those annual things that you don’t do all the time so i can refer back to them because my memory is like a sieve sometimes, and also so that if i was to leave the foundation, they aren’t hamstrung by not knowing what i did and why i did it. And so they could use that as a training tool or as a fallback to see how i record a campaign or how i record a pledge or how i record a gift and it’s also very important, knowing the reasons why things aaron there a certain way, i can’t tell you how often i pull up data in our older data in our database, and we do not know why it has been entered that way. What thie rationalization for this particular type of coding wass and or even just what certain abbreviations stand for? So i mean definitions of in your policy and procedures manual, and also, i mean, you don’t have to justify every single thing that you do, but perhaps a little bit of insight into why those decisions were made is useful, especially looking back and when staff changes, okay, if we’re going to change something in the database, we talk about it as a staff and what the implications of that change could be future and historic, and it also we’re tracking a lot of data that was in hard copy before is now in the database for a good example is success our advisors. So we have a specific way that we code our successor advisors who are advisors to an advised fund, the donor advisors not allowed it’s no longer available to us to the donor, right? And so that dictate we have that policy, that the information is recorded and raises edge it’s in a specific format. And so when we know that somebody’s passed away, we can go and to the razor’s edge database and say, oh, yeah, this is how we’re supposed to be doing it. So it’s it’s a really good way toe track for historic data as well as future data, because you might have somebody who’s in the position now, but in fifteen years they may not be there, and you might have somebody who’s passed away and it’s a huge request if there’s no documentation on how that request is supposed to be processed in the system. Then it’s, it may not be processed. How was intended to be a stalker? The call? What else should be in this table of contents that you said? Is it self important to them? Document? What else belongs here? Well, i think you just need to have some basic day today. Operating procedures? Um, such a such a gift processing what’s. You know what? What? What happens when a gift comes in? What reports need to be submitted to your business office? What are they saved as? How do you change parameters? What gift types belong in this report? What? Give types. Don’t who do you hard credit for something? Who do you soft? Cut it for something? How do you split gifts? Do you split gifts? Everybody does. Everybody does a lot of these things differently. And we have staff turnover all the time. And i could go from where i work to where karen works and not do anything right. And it would be different. We don’t record pledges unless there are material to our financial statements. So if it’s not a material pledge let’s say somebody is doing a fundraiser and they’re going to raise fifty thousand. Dollars and their pledges. And they want us to record pledges for that that’s not material. So it doesn’t go through to our finance department. We put it in as a placeholder on the razor’s edge. But then we also have a fundraiser where it’s four and a half million dollars. That is a material dollar amount. We do record those pledges. They they have a sign, documentation. They are what we call collectible pledges. And so nicole might have pledges that she runs all the time for her campaigns. And we don’t. We do one massive pledge. Maybe once every ten years, and the rest of the pledges aren’t booked because they’re not material to our bottom line. And we do pledges all the time. We have pledges that may last a year. We have pledges that may last ten years we have, you know, all kinds of pledges and it’s just the difference in the nature of the way are two organizations work where the difference in the nature of the way all of our organizations work. Not everyone non-profit works the same way. Of course. Going to start to wrap up. Karen, why don’t you share what? It is you love about being a d b a database administrator work. But i never do the same thing in the same day. Twice. I do a lot of different things every single day, even though it’s the same basic format i do gift entry. I do. And i do all the stock. So i do stock gift entry. I do charitable gift annuity entry. I work with chargeable maine to truss. I work with prospect management. I work with bringing a new funds. I opened my own funds. I do data services. Esso i never do the same thing every single day, any day. So i love the challenge of it. The puzzle of it. How to figure out getting the data in there. So it comes out the way my people need it. And i love the software. So it just makes my life so much easier doing what i do. I like that. Well, i don’t like that. I’ve spent a lot of time cleaning up a database, but i have spent a lot of time cleaning up a database. Product is gratifying and and it’s gratifying. And now everyone in my office can pull information. And is actually so excited about what they pull out it’s really amazing you, khun go from hardly being able t see any kind of of analytical data in your database to being able to pull this stuff out and just infinitely filed down your donors and they’re they’re giving histories, and they’re giving trends and what they respond to and what they don’t and in the end of the day save money and raise more money because your data is so much better. Nicole had a fabulous slide yesterday where she had it was a period of darkness where the data was a messed up and you couldn’t get anything. And then when the data was clean, it was like having a light bulb. Then you could actually find the filing, so it was a fabulous graphic, and it works really well, but there is great analogy that was karen heart and she’s, a philanthropic services specialist at the main community foundation and also with us was nicole san miguel, database administrator for the free library of baltimore city. Ladies. Welcome. I’m sorry. Thank you very much. Welcome. Thank you very much for being guests. Thank you. It was a lot of fun. Tony martignetti non-profit radio coverage of bb khan twenty twelve. If it sounds quiet, the background it is. We’re the last vestiges of become twenty twelve today it continues. And thank you very much for being with us. Sounds like it was very dark, like the lights were going off, but they weren’t. We still had lights. Just nobody. Nobody in the in the in the exhibit floor, thanks to karen heart and nicole san miguel and all the folks at blackbaud who hosted me at the bb cond conference was very nice there. I missed a, uh i missed a jargon jail opportunity. Did you catch it? Hard credit, soft credit. Ah, i should. I should have jumped all over that hard credit self credit. But i was i was intimidated. These these deba is database administrators. I mean, they know the stuff so detailed. It’s. Such a specialized field. I was intimidated. I was scared to ask, you know, estimate questions or b b too challenging. So jargon jail hard credit itself. Credit that’s, basically, like when somebody gets an assist. So there’s a there’s, a main person who gets credit and then maybe somebody gets an assist and that’s that’s the hard credit versus the soft credit, an example would be, ah, husband, wife. If the husband and wife are both donors, maybe separately, or they’re both in the database, because they both want to maybe get email separately. When you’re soliciting by email, you would hard credit, perhaps the wife. Maybe she’s got the better relationship with the organization, and then a soft credit might go to the husband that’s, an example of heart credits off credit. Right now, we take a break, and when we come back, it’s, tony’s, take two, and then maria simple is with me, and we’re going to talk about her top ten. Stay with me. You didn’t think that shooting getting ding, ding, ding, ding, you’re listening to the talking alternative network, waiting to get a drink. Nothing. Cubine 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 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. Yeah, you’re listening to the talking alternative network. Duitz durney hi, i’m bill mcginley, president, ceo of the association for healthcare philanthropy. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Welcome back time now for tony’s take two little bit early this week, but that’s okay, i have a little extra to say my block this week is are you listening to fund-raising fundamentals just wanted to remind you that i host that monthly podcast for the chronicle of philanthropy it’s a ten minute and that one has devoted exclusively to fund-raising topics once a month, and you’ll find it on the chronicle of philanthropy website. You’ll also find it on itunes and again, that is fund-raising fundamentals also, since we have so many listeners, i’d be grateful for your help. I’m asking for some help. Would you be good enough to rate and review this show in itunes? Ratings are one to five stars and review is you write a short review, a couple of sentences um, you could start that you would start that at non-profit radio dot net, which takes you to our itunes paige or you just search for the show in itunes, and when you get that i tunes page with the list of one hundred shows on it, click view in itunes, and then itunes will open up and you click ratings and reviews. And i’d be grateful if you’d give me a rating one to five and write some words about what you think about non-profit radio, we’ve got just a couple, um right now there are fifteen reviews, and i do remember that back when we had about six hundred listeners, i asked for help, and i think at that point there were like three or maybe five reviews, and it tripled or more than tripled up to fifteen, and i remain grateful for that back when there were six hundred listeners, but now we’re over nine thousand, and i’d like the itunes paige to reflect that. So i would be very grateful if you could help me out by giving a reading and a review on itunes. Thanks. Thanks very much. And that is tony’s. Take two for friday, december seventh, the fiftieth show of the year. Joining me now is maria simple. You know her she’s, the prospect finder she’s a trainer and speaker on prospect research. Her website is the prospect finder dot com and her book is panning for gold. Find your best dahna prospects now exclamation mark! You can follow maria on twitter at maria simple a si m pl e maria semple prospect finder. Welcome back. Hi there, tony. How are you today? I’m terrific. Ru that’s. Good. We got your top ten this this week. Top ten. These are sites compile. Pardon me. It’s. Tough for me, but don’t you? Don’t you consult these every day or every week. Well, i do. But it’s, hard to pick only ten. Okay. Well, white-collar ard well, that was the constraint that the host put on you on. De so i apologize for being such a stern task, master. You know, i was a little remiss. I gotta send live listener love. Spare me for pardon. Pardon me for just a moment. Live listener love forest hills, new york. My old home used to live one hundred street sixty, seventy five and new bern, north carolina live listener love also welcome. I think this is a new listener. Cordova, spain. I don’t think you’ve been with us before. Welcome, seoul, korea. Welcome to you. Also live listener. Love, teo, new york, north carolina, spain and korea. Thank you. Sorry, maria way have to. We have to send love out to the listeners. Absolutely. Okay, your number ten. I have the list. You have the list, so i’ll say the first one you’re number ten is search systems, search systems, right search systems, dot net and it’s a way for you to be able to access public records by state, for example. So i know we have listeners from all over, and you can go into each individual state and then look at the various types of public records they have available, whether they’re free whether there’s, sea bass and it’s just i think it’s just a great jumping off point for anybody to be ableto bookmark so that they can access it and then go right from there to the particular state they’re interested in. Ok, so so it’s that’s. Interesting. So it’s state based resources because you you talk a lot about those that you like chambers of commerce, newsletters and websites and things and local business publications. You like those? Yeah, i do. I do. But what’s interesting about this is it’s. More like government public records. So you’ll get access teo information on properties. Uh oh, i’m sorry, okaying all that type of thing. So anything that sort of a government entity would be overseeing. In terms of public records, you can access it state by state right through this site. Okay, cool. That was search systems dot net, right? Right. Okay, you’re number nine maria’s number nine boatinfoworld is called boat infoworld dot com, so i’m frequently asked by non-profits when they’re kind of putting on their proactive prospecting hat you know, how can i find wealthier people in my community and my state in my county? And although, you know an indicator of simply having wealth or simply having a yacht or a boat wouldn’t necessarily equate to your organization receiving funds from that person, it is definitely a resource that i do check when i’m profiling an individual, for example, i have a known name of an individual, and i’m trying to determine whether or not perhaps they own a yacht or a boat, but really a non-profit that serves perhaps the marine community, any of the thinking about some of the connecticut based organizations or new york based organizations that really serve either an environmental purpose or some sort of an education based purpose on the water? Well mirriam out there are the benefit from knowing about this because you would have outreach to a group of people who really have an affinity for for your type of cause, way down deep, that one is not free. The first, when i mentioned was free this one sea bass, but it’s really not that expensive? I just did a quick test before we came on the air and, for example, new york steak if you wanted to buy a ll the records of the recreational boat owners in that state. Now these numbers are our prior to superstorm sandy hitting us. Of course, there were a lot of boats were actually wiped out, but there were eighteen thousand six hundred ninety six boats in the entire state, and that list was only ninety nine dollars ninety eight cents to be able to purchase as an excel spreadsheet. Okay, now, of course, there are other bodies of water that touch the united states besides just the atlantic ocean. So this could apply in texas north carolina comfort example there about you know what one could think about paying for this type of a resource that you can get it down by county. A swell by city and state. So it’s, pretty interesting, because you actually get the name of the individual and a snail mail address. Okay. Oh, interesting on and you and you can’t break it down by county so you don’t buy the whole state, but they’re more local. Organise a chef. A county has just over fifty, six hundred recreational boats registered. And that list with sixty nine dollars. Ninety eight cents there. Really? For you? No less than one hundred dollars. You can get access to quite a large list of people if you were interested in some house beginning a mailing campaign to those individuals. Now, why do you search for boats and not planes? Why do search for planes and, well, i do just not didn’t make the top ten. Well, see, i mean, i was constrained, okay? You worry about myself because i know you provide this list when i’m doing my my life workshops and seminars. Sort of a top ten. Okay, but yeah, this is when i always happened to a swell. Okay? Yeah, of course, owning a boat could be indicative of wealth, but the person could be in boat. Hell, also all right. You know, they can’t afford their vote. Or it’s. In bad shape. Okay, but it’s ah, it’s. One factor of many as your profiling a prospect. Right? Right. It’s one that’s, right, exactly. It’s one factor that i’m looking for in terms of an indicator of wealth. Okay, good. You you introduced number eight. Okay, number eight, count the countdown. I like to look a sec filings, which are securities and exchange commission filings on a resource that i used for that you can access, by the way, sec data for free through their website, however, i really like this particular resource for the weight compiled the data and the accessibility and ease of use. So it’s called ten k wizard dot com. And it is he based i actually have the lowest level of service is just over four hundred dollars, a year. And i really like the resource because i can look for those corporate insiders. And we’ve touched upon that before me in the show. Yes. And how beautiful they could be in terms of trying to perhaps gain a gift. A stock from somebody is supposed to give cash. Say a little more about why you prefer ten k wizard over the s e c. Website. I like ten k wizard because i can search by an insider’s name. So i have a name of an individual. I’m doing a research project on that individual and i can put their name in. And then i can see all of the companies that they might be connected to either as an officer at that company or sitting on the board of directors of that company. Okay, and then i can go into the individual sec reports to determine exactly how much stock they own in that company and and on the website, you cannot search by individual name, i guess. Just a little bit more cumbersome. Yeah. Okay. Definitely a little more cumbersome. So i like the resource. I mean, for me and in the numbers, you know, names that i’m researching it, it’s worth it. But certainly the website dot go of you could find similar information. Well, exactly the same information, actually, but just search ability in the output of the data. I find it a little bit better on the way. Okay, well, that’s important to know. I mean, you’re the doi end of dirt cheap and free. So but if you’d prefer to pay for the same two options right now. But if you’d prefer to pay for ten k wizard dot com so that obviously there is value there. And by the way, listeners ten is spelled out. So it’s, tnk wizard dot com you’re number seven, his foundation search dot com yes, what’s that about foundation search dot com is number seven on my list, and you can do very targeted foundation research on this particular website on dit is a sea bass to resource you can get into annual subscriptions with this particular company. Ah, and what i’d like to also mention tony is that on some of these resource is where there’s a c i was able to actually get some discounted price pricing for your listeners. How did you how did you do that? Yeah, so i was able to do that? No, how how did you do that? Because you’re because they’re contributor thiss particular resource is used heavily obvious if you do a lot of grantwriting right, so you would look for foundations that would support your organization? They also have something attached to them called big online, which is corporate research um and basically i’ll go ahead mention the code very quickly and all posted on your page. Is there in swell, tony, but the code is m s m s one two seven, and they would be able to get a free month for every year that they sign up on. That code is going to be valid for for thirty days. They mention my name and that code. By january seventh, they’ll be able, teo, get a free month for every year they sign up for the service. We will post the list the top ten list on the facebook page on and also the linked in group, and then you’ll include the free now why did you get em s and not tm? Well, that was the code they signed me. Oh, yeah, sure. Right, right. I’m sure select the code unfortunate. See the kind of credibility that being a regular contributor to tony martignetti non-profit radio gets you, i’m sure that’s you mentioned it. And that’s how you were able to get the get the discount. I’m sure you don’t have to say that. That that i’m correct, because so i’m sure that i am so you know absolutely so i got, you know, let’s let’s. See what we can do for tony’s listeners. And so they said, all right, we’ll pick this code into effect for one month for you. Excellent. Okay. And that’s foundation search dot com foundation search dot com and you get a membership that varies from one year up. Tio five years of membership on dh. They have special pricing, you know, valid through the month of december. So, you know, definitely worth a call out to them. And i was told to ask for rusty ways. Get a little provincial nasco this’s getting a little provincial now it sounds like small town asked for rusty, rusty, rusty burrell is even after he retired from the people’s court. Where did we leave off? That we’re number seven. Right. Wait a minute. Wait. I’m moving on to number six on my list is ah, resource. I think i’ve mentioned on your show before called reference yusa. Okay. And you kind of alluded to it earlier when you were talking about the looking at resource is that cover businesses on dh? This resource is available free through through almost every library and certainly any library i’ve ever tried to research it through and it’s a database and it’s. Very useful. Because if you are looking for again, proactively to develop lists of potential business owners in your community who might be supportive of your cause, uh, you can search this list. Uh, can you set up the search criteria yourself? So if you’re looking for a list of oh, i don’t know. Medical device manufacturers in a specific county that have sales over five million dollars. You can actually generate exactly that type of list. Okay. This is reference. Yusa any i’m sorry. Any fee for this one? No. It’s. Well, it’s free through public libraries. So that’s, where you want to start at your public library link generally, uh, county library will have links to online databases. Uh, some of the library’s might require you to go on site. I actually access it off site through my county library. So using my barcode on my library card, i can access this particular resource. All right? And you and i have talked about the value of the local libraries in the past. That there are a lot of free resource is in local libraries either online or or if you have to go in person, but sometimes you’ve you made the point worth the trip, even if you have to go in person. Yeah, absolutely. You know, this type of the database would be very expensive if you had to pay for it yourself. So, you know, might be worth just rerouting your commuting trip a little bit and then spend a few hours at the library if you need to. Okay, now you’re number five. Ah, you wrote fcc and i only know federal election commission, but alright, that’s exactly what it is. Federal election committee. What is your interest in the centre election dot gov and its data on political contributions. And so you would be able to determine if people have made donations of over two hundred dollars, that becomes part of public records. And i think most people know that. However, every once in a while you come across somebody who’s surprised to hear that those donations are actually recorded in a public wife. Okay. And that one again. Oh, uh, this is particularly useful, of course, for a non-profit who have might have some, you know, issues. You know that, are you? Know, politically motivated or divisive so you might want to, you know, just have an understanding of where you are particular prospect, eyes contributing their money politically, right? You might you might yourself be ah, politically, act active or be involved in political advocacy, but also you would be interested in the level of giving if someone is giving it a very high level. To what, whatever campaign that’s indicative of some wealth or not way have to take a break. Sam, we have still a minute, right? So that would that would just the size not necessarily where they’re giving right. So i looked for both, um and actually one of researching somebody i look att both their e-giving and their spouses e-giving politically because, you know, very often their spouse might be giving equal, if not more money than the prospects that i’m actually researching. Okay, that that might then go back. Tio my discussion earlier about hard credit itself credit but that’s about crediting gift. Okay, we’re going to take a break. Maria, of course, will stay with us. We’ll continue with the top ten and we’ll do Numbers 1 through 4 when we return. You’re listening to the talking alternative network. 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. 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. We’re talking about maria symbols top ten list i got a sense of more live listener love just recently joining us polska, poland, toronto, canada, tokyo and shanghai and taipei in in asia. Welcome, welcome all foreign listeners live listener love. Um, we’re continuing our top ten. Yes, so, maria, i’m going to say, number four zillow, i love to look up friends, houses, i’m zillow, i love zillow. I love to look up friends, houses, i can’t help it. Why don’t you explain what zillow is spelled like a pillow, but with a z? Well, who knew you were such a nosy neighbor? But i can’t help it. Go ahead, tell everybody anyway, says illo, is a great tool that fuse by prospect researches, but it’s, really it was developed for the real estate industry to be able to track sales data as well as where evaluations are currently at. What i like about it is you can get information about where house price wass when the when the home was purchased, you get since general information you don’t know who owns the home, but gosh, you could find out so much other information you’ve got the photo of the home. Typically you have taxes that are paid on the property and generally goes back several years as well. So you could see, you know, the home valuation even over time as well as the taxes over time. So i really like that it’s definitely a stopping off point every time i’m doing prospect research. Okay. Now you would have to have the person’s address in order to use zillow, right? Yes, exactly. So you actually put in a home address, and it will give you all the pertinent data on that on that address. So, you know, real estate is a huge component of doing prospect research. You want to know about their primary residents and any secondary residences that they may own as well. Buy-in again, just her gaining a general level of wealth. Okay, i might have. I was once researching somebody. Tony and i came across data that i actually had to cross check elsewhere. Like i couldn’t believe the results on the two properties that this person owned. They were paying one hundred twenty five thousand dollars in property taxes. Yeah, well, okay, and i can vouch for zillow. It is very robust friends will stop giving me their their home addresses. But i convinced from personal experience a very, very interesting site. Zillow and it’s. Free and free. Yeah, yeah. Oh, yeah. Trust me, it’s free. Um okay, maria. Simple what’s, your number three. Number three on my list. We’ve talked about this resource a lot. It’s linked in on lincoln is a great social networking site, but it’s a great prospect research site as well, as far as i’m concerned, you know, people have profiles up there. It’s clearly marked public profiles. So i definitely like to use the data not only to check on, you know, people’s, employment history, their education and so forth. But also you can mind linked in by using the advanced search feature. Okay? And you can mind it for potential volunteers for potential donors. Um, and, you know, interestingly enough, i had done a, uh, workshop earlier this week, and i was looking for some statistical information that kind of talked about. Well, what are the income levels of people on lincoln? Generally, you know, on average compared to say, facebook and income levels are one hundred nine thousand dollars on average, uh, on lincoln versus twenty five thousand dollars on facebook really that’s very interesting, i thought it was a fascinating statistics, so you know, it really points to the reason why non-profits need to get better about howto leverage this tool, check out their new board connect feature, which will enable you tio have access to more advanced, more teachers on the search on the advanced search page. Then you would under a free account and they will give access to one person in the organization, free access to their talent. Find your tools, they’re calling it board connect. Yes, you, you and i have talked about board necked so listeners could go back. Listen to a previous podcast, andi don’t just remind people how you get to the advanced search, so to get to that particular tab, when you’re on the home page of lincoln up in the right hand corner, you’ll see a search box and to the right of that, you’ll see a link that you can click on called advanced search and that’s what you want to click through because it’s going to come up with again, going back to that earlier example, if you’re looking for men. You know, people making medical devices in a certain community, you can’t get it by income level, but certainly you can, you know, look for people in specific industries with certain titles, maybe having certain keywords in their profiles. So a great way, tio, come up with new list of people to connect to and potentially reach out to. We have to move on. Let’s, go to number two. Wealth engine number two wealth engine. So this is a sea based resource, it’s most people no wealth engine for their screening service, and so they’ll have their their dad based screened in order to be able teo elevator to the top, those prospects they would want to concentrate on again. Here. This is one of those resources that will give you a percentage off if you mentioned the prospect finder llc when you were trying to subscribe to them. Um, i’ll give you ten percent off. Oh, excellent prospect finder. Thanks. Pricing vary. So i really didn’t get a quote on pricing because they have, you know, screening is volume based. Their prospect generators service is volume based on dh. Then you know, they have the subscription fees to their to their actual databases. So again, i’ll put all the details on your page is how they can go about getting the percentage all excellent. Thank you. Prospect finder. Okay, burke, maria’s number one what is it? Number one is google and especially google alert. So a couple things you want to keep in mind with google? Um, certainly, you know, a couple of tips to make your google searching a little bit more effective when you’re researching somebody’s name if you’re researching tony martignetti, make sure you’ve got the name and quote so it’s not finding every web page that has the name tony and every web page that has martignetti so in quotes on let’s say you know everything about tony and his, his, his company and so forth, and you’re much more interested in knowing where tony is active in the nonprofit world. You want to make sure that you have google filter down the search results for you by putting in the word after you put in tony martignetti unquote space and the word site e colon dot org’s so it will return to you on ly the hits where tony’s name is associated with a dot or ge? I also do the same search for a dot edu okay, maria, we have to leave it there. Maria semple is the prospect finder. You can follow her on twitter at maria simple maria, thank you so much. Thank you, tony. Thanks for the top ten by now. Bye next week, amy sample ward she continues our siri’s on engagement in the social networks with get engaged three setting goals for your online engagement. Also, jane takagi and emily chan are legal contributors are going to talk about gift documentation rules? What is supposed to be in your acknowledgements to donors for their two thousand twelve gif ts we’re all over the social networks there’s a good conversation going on in linked in group on the areas that non-profits struggle with most very interesting. Most of the comments are about leadership, so add your comment. What do you think non-profits struggle with most that’s in the linked in group were on facebook? Of course, with that twenty five thousand dollar annual income, i’m i’m bringing the average down could follow me on twitter are hashtag is non-profit radio i’m also on foursquare, let’s, connect there and as i mentioned in tony’s take teo. I would be very grateful if you’d rate and review the show in itunes. Thank you very much for that. Wishing you good luck the way performers do around the world. We’re moving to poland. Poem ania nuke poem ania nuke. Break your legs. The polish want you to break both legs. Not good enough to just break break one leg. They want you, teo, break both legs. So that’s a double. Good luck, it’s. Like saying it twice and i send my thanks. Thanks very much to the polish consulate staff here in new york city for their help with that pronunciation. Thank you very much. And i wonder if that’s why poland joined us. So i’m wishing you for the week. Polonia nuke our creative producer. Hard to believe we have one. But we do. It’s clear. Meyerhoff and 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. Thanks. Also to janice taylor for all these excellent, um, entertainers. Good wishes research. Thank you very much, jenise. I hope you’ll be with me. Next friday, one to two p. M eastern for tony martignetti non-profit radio on talking alternative dot com. Andi, think it’ll do you? Good ending. You’re listening to the talking alternate network duitz waiting to get me anything. Take it good! 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 am 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 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 we look forward to serving you. 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 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 shock 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 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, i’m not sure you’re 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. Talking dot com.

117: As You Help The Next Generation Of Social Changers & Public Info On Private Companies – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Jonathan Lewis, founder of iOnPoverty

Maria Semple, The Prospect Finder 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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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent it’s your aptly named host i want to welcome new listeners we have a bunch of new listeners who i believe came over from my chronicle of philanthropy podcast it’s the number seems so big that i don’t want to say it because i’m not positive that i’m reading the stats correctly. It’s, it’s more than seven, and next week, when i get some technical advice, um interpreting the stats for me, the downloads that’s i’ll have a better read on how many new listeners have come over, but i mentioned the show on last month’s chronicle of philanthropy podcast, and last month in october, there was a huge, huge spike in aa in transfers, the data transfer of the this audio podcast file on i’ll have more on that next week, but welcome to all those new listeners and also a shout out to ah, professor gen shang she was a guest on my show on may eighteenth of this year, she’s, a philanthropic psychologist, and the segment was five words to better fund-raising and she’s profiled in today’s new york times e-giving section, by the way, today’s november ninth and it’s a profile on her on dh what it’s like to be what it is to be a philanthropic psychologist, so i discovered her the times picked her up on dh. Now she won’t take my calls she’s famous i hope you’re with me last week. Oh, how i hope you were with me last week. I’d be devastated if i learned that you had missed grow your grateful patient program. Bill mcginley, president and ceo of the association for healthcare philanthropy and nancy johnson, senior consultant that target analytics, sat with me at the bb con conference earlier this year to talk about health care, grateful patient fund-raising why these prospects are critical and very generous, the privacy concerns and how to start your relationship with grateful patients. Also, disaster relief charities want to help hurricane sandy victims in the rush to help you can’t ignore the rules around private benefit and needs assessment and documentation. Our monthly legal contributors jean takagi and emily chan from the non-profit and exempt organizations law group explained the rules this week as you help the next generation of social changers jonathan lewis he’s the founder of ion poverty produces career advice, video interviews with leaders in non-profit social change, his videos air free and short and valuable as you lied and mentor twentysomethings who want to make a difference in the world, we’re gonna listen to a couple of clips from mentoring for dummies and shut the hell up. Also public info on private companies maria simple, the prospect finder on our monthly prospect research contributor is back, and this time she has free and lo fi ways to get information on your prospects, privately held companies. The company’s may be small, and the relationships may be as important as the data between the guests on tony’s take to my block this week is researcher bias in the stelter planned giving report. I’m concerned about some misleading advice in this report around planned e-giving prospecting, and i’ll talk about it on tony’s take two if you’re on twitter while you’re listening, use hashtag non-profit radio to join the conversation right now we used to take a break ordinarily, that would be a break right now, but we’ve eliminated this break. We’ve heard your feedback, we’ve eliminated a commercial break and there is not. Going to be a break right now, i am going to go right to my first guest, we’re going to talk about his videos and how i think that they’re valuable, and he agrees i’m certain that could be helpful to you as your as your leading young people in social change. Jonathan lewis is a founder of ion poverty he’s also founder and board chair of micro credit enterprises, which is a social venture that leverages private capital to capital to make tiny business loans to deeply impoverished people in developing countries. He’s, a lecturer at the bluhm center for developing economies at uc berkeley and he blocks for the huffington post. I’m very glad that his work at ion poverty brings jonathan lewis to the show. Jonathan welcome, thank you it’s a pleasure to have you with us let’s, talk a little about obviously why i on poverty? Why? Why did you create this what’s the need of the need overwhelming? Uh, you sure where that they’re over a news and young people and and i didn’t say, beloved and there idealistic there’s smart, they’re intuitively global citizens, and they want to make a difference in the world. And they’re thinking, in terms of of career with meaning, how to be a donor zoho peer-to-peer jonathan, jonathan, i’m gonna i’m gonna stop you for a minute. The connection is pretty poor and you’re sort of cutting out. I’m going to ask you to call back the same number, same number, same ok, and i’ll talk a little about ion poverty not as eloquently as you will please call right back, okay, and i on poverty. The reason i invited jonathan lewis to be a guest is because the career videos that he produces are short and to the point, he’s interviewing people called that he calls pathfinders and these air like three minute videos, these air people that are leading social change and we’ll talk about who some of those are on dh. When i saw his videos, when i watch them on the ion poverty site, which is that i on i the letter i on poverty dot tv, i recognized that for for my listeners who are leading brand new employees or even maybe just junior level employees, these value these videos could be valuable to you. They impart some lessons that maybe it’s a little. Tough to say right to the person’s face and they might help you video wass jonathan, welcome back. How are you? Okay. You sound much better. You feel much better if i was a rejuvenating break? Why don’t you confront you called about taking a little hang up. Take a nap and you called back in fifteen minutes. I’m a big fan of naps. You’ll feel even more rejuvenated. Okay? Why don’t we say again? It was it was a little choppy. What’s the importance of of the iron poverty video work. Well, let’s start with the basics from the perspective of a non-profit leader or for-profit leader. But who who are social change agent? The employees of tomorrow are today’s millennial generation. They’re idealistic, they’re natural global citizens. They get issues, they want to make a change in the world. They’re wicked smart and they’re struggling with how did they get started? In the social change space and through all the wonderful university programs we have been, the conference is your size. We still reach the relatively small percentage of the million delusional generation and people in the united states of love. So the idea was let’s get a beginner let’s provide him with the video informational interviews that were last to give every day uh, with the concrete nitty gritty information that they’re asking us about how they get started. And so we’ve tried tried that we’ve produced one hundred videos, and we’re getting great response, and it feels like we’re removing the needle. You call your your guests pathfinders and i i mean it all i have on my show, his guests, i feel i feel so pedestrian just having guests. I’m sorry, you’re just a guest here. Jonathan, do you want to continue your not a pathfinder here? Because your i’m sorry you’re always what yours, but you would be a terrible i have. I have great guests, but i don’t have pet fund. I feel like i need like a cub scout badge or something with pathfinder’s. Why? Why were your why your guests called pathfinders called pathfinders way knowledge that it’s a little nudity in a way, but they are really setting the path they have had followed the path they took them, uh, some forty percent circuitous route, two conditions and jobs that are changing the world. They’re not celebrity, not opening price. Winner. They’re not people of great wealth. Their average vote to do, uh, beyond after work, to make the world a better place and their life stories, or the kind of role model that a lot of people, young people begin their own co-branding all, too, to figure out which way they want to go. And, uh, so what were they thinking? Sticking people with what’s called a realistic. And so we called pathfinders. Okay, fine for listeners, i know that the call is not a great quality. I know sam’s working on here in the studio were very well aware that’s not great quality, but we’re going, we’re going toe pursue i because i liken understand what johnson saying, it’s just i know it’s ah it’s, not great quality and also on twitter, read stockman. I see you on twitter there if anybody else is is listening and you’re on twitter, use the hash tag non-profit radio you could meet, read stockman read. I’m going to say it varies sometimes we get a few people tweeting, live tweeting and sometimes none but so read, stockman says. Is anybody there? I’m here read i’m listening to you and if you want to shoot us anything, read, we’re monitoring that hashtag here in the studio. So read stockman on twitter, you are not alone. What kind of feedback if you’ve been getting from young people? Jonathan about the videos, that boat for italy and also, uh in in america has been fantastic. We’ve already had over people wear hoping, of course, jonathan interruption again, try speaking a little bit louder. Please maybe even, you know, like a public seminar type speaking voice, not a phone voice got it alright, is that better? Yes, speak louder, it’s just you know tony is long, but it isn’t getting a feedback loop on the cult, so talking louder, strange, but i am going forward! I understand after is editorially we’re getting terrific feedback from young people. Their writing is really heartfelt emails that really bring a tear to your eye with the reasonable one young lady from austin, texas, rodeo and said i hadn’t had no idea than anyone else felt the way i did about social change and making the world a better place. I’m on a journey for justice, and so we’re getting terrific feedback on it in the day today, email, traffic. But beyond that, we’ve already had over fifty thousand dahna website viewers come to the website in just three months it’s growing dramatically, and we’re very excited about it. Excellent, because it gives you a middle aged guy and you’re talking to twentysomethings but it’s a crime in my dhoti. All right, well, yeah, better you say it than i do. But it’s it’s working it’s working it is. It turns out that the a little counterintuitive and maybe something that your listeners will be interested in the notion of a sixty year old, you know, bearded guy doing these interviews seems odd because you would think that having millennials do the interviews would make more sense. But as it turns out, because i followed this path myself, i’ve got an instinct and standing to ask some of the tougher, more gritty questions that that really millennials want to ask, but often sometimes a little hesitant to put out there, okay? And it seemed to work. All right, i tell you, i’m not tryingto cycle analyze it, but it worked and that’s consistent with why i invited you on the show because i think the video’s say some things to young people that their supervisors in charities might not be comfortable saying. Face-to-face jonathan, we gotta take a break, and when we return, of course you’ll stay with me and we’ll listen to a couple of clips. Great. Talking alternative radio twenty four hours a day. Joined the metaphysical center of new jersey and the association for hyre. Awareness for exciting events this fall live just minutes from new york city in compton plains, new jersey. Greg brayden will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve? Save the dates. Greg brayden, november ninth and tenth, visit metaphysical center of newjersey dot order or a h a n j dot net. 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 welcome back and i have live listener love, fresno, california, san francisco, california, dallas, texas, new bern, north carolina rest in virginia live listener loved all those place is all those listeners, and i have got to send out podcast listeners love cause i know fargo, north dakota is going to be listening. Bye podcast and i the reason i know that is that they invited one of my past guests, dr robert penna, to be a speaker to goto north dakota fargo specifically and speak to charities there, and he was he was a guest on august thirty first, two thousand eleven. You may remember he’s, the author of the non-profit outcomes toolbox. Um, and they contacted him because they heard him on one of these podcast. So podcast listeners love to fargo, north dakota. I love north korea’s got a couple air force bases and i used to be in the air force. My not and grand forks air force bases. Jonathan lewis, let’s let’s set up a clip. Well, i want to listen, teo. Mentoring for dummies with kaya wind would why don’t you tell listeners who she is? Kai winn would is a trainer of non-profit. Leader, he for rock would institute is based in the bay around there. Francisco, oakland, california. She has experience in the field. He’s better of the tough conversations that we all need to have some time. Alright, this video is called mentoring for dummies. We’re just gonna listen to that clip you enjoy mentoring it’s night meant her all the time. But but what’s lacking in that, will you mentor me is here’s what i will bring to the table, right? Ideally, i’m gonna learn from things and you’re going to learn some things. And it’s, not just a one sided. I provide you with something and then you go off. We provide each other with something and that’s part of the exchange. I love the astute questioning their jonathan very, very good what’s ah, what’s behind her advice. Well, which is really, uh, benchmarking is the fact that this generation, more than any other generation before time, wants to be considered and treated as co equals in the conversation, although they also have the same insecurities about realizing they don’t have all the answers. And so the new mentoring mentee relationship is much more transactional. It here i have things i can teach you, but tell me what you could bring to the table that you, khun teach me whatever that might be now obviously always going to be a slightly unequal, maybe sometimes enormously unequal trade relationship there, but it is a relationship and it’s, not a one off. I’m going to teach you from behind a podium, what you need to know, and then you go off and okay, and i could see where it could be fairly balanced. I mean, not in career advice, but the young people bring enormous knowledge of stuff that those of us in our forties, fifties and sixties don’t have. Absolutely and the core of the entire project, the aisle poverty tv project and what we’re thirsty from all of the people were interviewing is the core skillsets for both employer and employee is good listener ship the ability to be patient, listen to what the other person has to offer, bring it out in them and it’s the skill that young people need tto learn in their first job. Absolutely. Would you just say e can have? I don’t know it’s, just my stand up comedy let’s, listen to another. Clip john an er, who’s who’s john andr john andr is the chief executive officer of the east meets west foundation, which is probably the most distinguished elearning the liver of services throughout southeast asia, particularly in vietnam. Rum what types of services are they providing in vietnam? What types of services are they providing? Health care, clean water, education, dollar ships? Ah, whole array of services and he is a really okay here’s a segment from the video with john andr shut the hell up! If you’re early in your career, there’s a couple of really important things to do the first one is just to shut the hell up and don’t talk for about five years and worked really, really hard. Theo on li wei, you’re gonna be given maur difficult things to do is by solving the ones you already given, and if you’re somebody who’s always complaining or wants to be promoted above where they really are, you can’t learn enough to start to take on a greater pool of responsibilities. The second thing is to really pay attention to the personal values during that stage of your career, so these are self discipline, integrity, honesty. Empathy and there’s a whole range of things, but it takes disciplined, coherent effort to really reveal those things in yourself. The first thing i want to say is your theme music is not as cool as mine i actually agree with. We have ways i know it’s. You can’t it’s well, you can’t. I’m not even gonna tell you my name. Your well, you’ll come up hyre in search engines now, okay? So he’s, talking about honesty, integrity, the’s air these air crucial, and i’m not sure that non-profit leaders air having these kinds of conversations with their entry level and junior employees. I think that the core point here is not so much the particulars, but that we are very good because we’re in the nonprofit sector and we’ve been into the whole time we tend to think that because we’re doing good work, they were doing it in a good, impactful way, and those that line gets blurred a lot. And i think what dawn and sprint say is that for the early and b level social worker, they need to be taught both. What is the program? What is the project but it’s the mission what? Are the goals, but also the process of personal character skills that would carry them from one job to another. We know that people in our sector will be changing jobs a lot over many, many career paths, including maybe stopping out of social change work. Latto working more traditional jobs, where they can possibly make a little bit more money, support a family, take care of their personal financial needs. But throughout all those career step character. What are some of the things that you you’re learning from your pathfinders and from the feedback that you’re getting from young people that air some shortcomings in in leadership of new employer while entry level on dh junior employees? Well, i think two things one, one area that clearly needs to be dahna worked on is the recruitment process. Every other industrial sector has root routine, a recruitment, the pipelines go to university and there’s a job fair and you’ll see thanks and major consulting firms and health companies and all kinds of recruiters going to get the best and brightest of our graduating student. The social sector doesn’t have any equivalent like that, and typically the people the non-profits who show up university based job fairs are local organizations, which, almost by definition, more limited budgets and more fewer positions for students. So that’s a big structural problem, and then at the board the street level, we’re not communicating very well two young people that their skills development can occur in a lot of different platforms. And let me say that in simple english, one of the most poignant interviews we did was a woman talking about who is now the ceo of a major global pompel social change investment fund, and we’re talking to her about now she needs to be able to talk to people at the very deepest levels of poverty in developing countries around the world and also extremely wealthy, high net worth individuals here in the u s and what she finally said wass i learned to be a good listener by volunteering in high school and a hospital, hector, where i just had to sit and listen to people who are dying, we just wanted to sort of recount their life stories, and that empathetic listening skill has actually been the central lynchpin of her successful social change career. We don’t really talk very much about the more effective side of skills development. Jonathan what’s, the what’s that pathfinders name and what’s the name of that video, the finders name is steven she’s seo bamboo in-kind and actually for your listeners just to remind them all our videos are free and you can use them. You can download them you can embed them on your own website used for training program where they wish to do it. We appreciate it if you let us know, but there’s no obligation to do that, and you can either do that at our web site, where you could just go to our future channel. Okay? And your website of courses i the letter i on poverty dot tv um, this site also add mulesoft search engines so you can search for them by topic. Bonem and we always appreciate everyone’s feedback because we’re new, and we’re learning how to do this now. Jonathan, i got to tell you now, a search engine that’s pretty standard stuff. You don’t that’s like that’s like pointing out today that a car has fuel injection. Yeah, theo, corporations have gone the search engines air common, you know that people are gonna expect that your i had a guest a couple weeks go call me a troubled ight because i didn’t know that flash mob. I wasn’t sure the flash mob that everybody knew what a flash mob is, but he was he insisted, edited. So i got a truck. It was like one of the well, yeah, yeah, but it’s suggests that you know, you’re living in the wrong age and i’m not saying that you’re living in the wrong age. I’m just saying search engines or common that’s all it is. I don’t think that’s a leading. I don’t know. I guess i don’t think that’s a leading feature for your sight that you have a search engine. I think the leading features you have over one hundred of these videos right? Then you say that. Okay, cool. Um, let’s. See, we have just a few minutes left, and i want to talk a little on the it’s on the non ion poverty dot tv side. You and your son are big fans of hot dogs. And you list on your site a place that i know extraordinarily well. I’m going to know more about this place than you do. And i’ll tell you why in a minute ruts hut in clifton, new jersey so so mentioned just explain that we have a couple minutes, so don’t go on at length because i have other things i wanna talk to you about. But so you and you, you and your son love hot dogs. Your rating. Hot dog stands. What is it about ruts hut in clifton, new jersey that you love is one of our top five. In the country, they do a written something called a ripper, where they deep fat, fried the hot dog until the skin rips apart. They have their own secret special relish sauce and it’s right on the edge of a freeway. So you get the entire hot dog eating experience. Yes. Heart attack, great taste and a really bad you and it’s known it’s, known by truck drivers. Because it’s on the intersection of route three and i think it’s twenty one and what i know about it. Shoot only two minutes left. When when, when i was young, we used to go to the dentist in rutherford, new jersey. And when i had a good report from the dentist, which i always did, by the way, fifty years old have no cavities. Not a single today. No one can know. But when i got a good report, which i always did, my parents would take me to right side and i would get the deep, fat fried hot dog. Absolutely. And this blood. Your radio well lead to my afro sclerosis and high ldl. No high ldl concentrations. What actually lead to. But you think you could get american? Cardiology underwrite your i need more medical professionals listening. Actually, we have a one minute left. Tell me why you love this work. What is it about eye on poverty that just makes you wake up every morning? But out? What i care about most deeply is economic just and with three billion people living on two dollars, today around the world, we’re not getting his problems solved until we mobilize, and it gave a much larger dahna political and energised constituency. I don’t mean political and sense of political activity, but people who are engaged in a civic public square and i just have a very, very hopeful about this generation. I think they embody terrific used their naturally collaborative. They don’t think of the world in terms of traditional national boundaries, they’re they’re mostly color blind that they see people for who they are. They don’t put up with any inauthentic conversation, the real and the raw, and they’re full of energy and they want to make a difference, and i just find that very hopeful. And at my age in life, i know i’m not gonna live to see the end of non-profit i’m not going to see the dawn of an economic just in our time, but i believe that this generation will take us there. Jonathan louis, thank you so much for being a guest. My pleasure. Right now, we take a break when we come back. It’s, tony’s, take two, and then maria simple, the prospect. Find her public info on private companies. Stay with me, e-giving anything tooting, getting ding, ding, ding, ding. You’re listening to the talking alternative network, waiting to get a drink. E-giving cubine 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, 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! You’re listening to the talking alternative network. Durney i’m chuck longfield of blackbaud. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. More live listener love, ridgewood, new york, traverse city, michigan and abroad vaki, india. Beijing, china taipei, taiwan. Tokyo, japan. Fukuoka, japan. And nanjing, china all listening welcome live listener love after all those cities and countries. Tony stick to my block this week is researcher bias in the stelter planned e-giving report stelter is a company that does more helps charities do ah marketing and communications around planned e-giving and a lot of what they offer is website development for planned giving printed direct mail pieces, email campaigns and this new plan giving report that they have out suggests that there are there’s a broader pool of plan giving prospects than we’ve traditionally thought, and they’re encouraging the conclusions in this report encourage charities to reach out to people in their forties about planned e-giving typically and traditionally we’ve been doing plan giving research, starting our outreach starting around age fifty five and over. Um, and my concern is that there’s a bias because a bigger press, a bigger prospect pool around planned e-giving means more potential business for this delta company because plan giving outreach is what a lot of their businesses, their conclusions may be correct, i’m not i’m not saying that reaching out to forty somethings around plan giving is wrong. Their conclusions may be completely correct. My point is, and you’ll read this in the post that we can’t be sure that their conclusions are correct because there’s a bias in their study and that is on my block at tony martignetti dot com the posters called researcher bias in stealth airplane giving import and that is tony’s take two for friday, november ninth, the forty seventh show of the year you all know maria simple she’s, the prospect finder she’s, a trainer and speaker on prospect research. Her website is the prospect finder dot com and her book is panning for gold. Find your best donor prospects now exclamation mark! You can follow maria on twitter she’s at maria simple and i’m very pleased to welcome her back to the show. Maria hello. Welcome. Hi, tony. How are you today? I’m doing. Terrific. Welcome back. Thank you. Were talking about information that you can find on private companies. Why is private company information valuable to charities? Well, you know, i think so many boards and even, you know, non-profit executives themselves seemed to focus. On a lot of the larger corporations in their communities, in terms of outreach for support, and i think they’re they’re missing a tremendous opportunity with the business owners who are perhaps of the entrepreneurs in the community, very community minded, by the way, and have an opportunity to really reach out to those businesses that might be flying under the radar, so to speak. So finding the information on the the private companies does take a little bit more digging, but it’s not altogether impossible, so i thought we might just focus on that a little bit today. Okay? Eso these air, you’re you’re focused really is on smaller, privately held companies. We’re not talking about a billion dollars, like private equity equity funds or something that a privately held that’s correct. We’re talking about the small commit size businesses on dh, you know, everybody kind of defined that a little bit differently, really, when you’re talking about cos somebody might say, oh, well, small business might be something with, you know, under five hundred thousand dollars in sales in another person’s eyes small business might be no one to five million dollars the point here being that most of them are privately held, and, uh, when you were doing the research on the company’s, very often, that leads to us doing research similar to what we would do for a major gift prospect as an individual, because very often we’re getting two family owned companies, companies that have bin, you know, where the founder is, eyes currently still with the company, or perhaps it is passed to the next generation, and so we’re you know, we’re looking at them as as a company, but also as who are those individuals behind those companies? Okay, i’m going to w the doi n of dirt cheap resource is and free resource is because, you know, that’s? Absolutely, because you always come with low cost or free resource is for doing prospect research, which i love and perfect for our for our listeners. So let’s get started. What? What are some sites? Summary sources. Okay, well, one of the favorites that i like to use i actually access right through a database that i have accessible through my local library. So very often a great starting point is for you to check out what’s available through your local libraries very often. You might have to go to more of a county library altum um, but if you chief you go to the website of your libraries, you’ll see that they’ll have a certain amount of online databases some you need to go to the library to actually use, but some you can use off site. One of those databases is called reference yusa some people might know it is info usa, i do believe they’re the same company. Um and so this is available through libraries for free, for research, so i wouldn’t recommend as a small to midsize non-profit that you go directly to reference usa because it is available through so many libraries, and when you can do is if you know the name of a company, surely you can put in the name of the company or the name of the executive and do some research. We’ll give you some sales. Ah, number of employees, what line of work there in some executive names, but you can also come up with, and we’ve talked about this before proactive research, so coming up with perhaps lists of prospective companies that you might want to reach out to so let’s say it’s an example. You are a charity that serves somewhere in the health care maybe your health center, local health center. And you would like to find out who the other companies are in the community that also make medical devices are, or in pharmaceuticals things of that nature, anything related to the medical profession you can actually do with search by county, by state, by city, um and put in what is called an s i c code. Now don’t throw me into jail yet. Okay. First of all, it’s called jargon jail it’s not just jail, it’s not just this is not ordinary jail. This is joking. You’ll explain what an s i c code is happening. Industrial class. I knew that, by the way, but okay. So that’s a code of just what? What type business? Somebody’s somebody’s in writing there’s thousands of different codes. That’s, right? So you can actually search by code and find out and, you know, of course it’ll he’ll give you the code you put in the type of company you’re looking for. I’ll give you the code. So, you know reference librarians are ready to help you and doing this. Type of research. So really, they can be your best friends in trying to figure out how to use reference yusa and you can come up with a wonderful list of prospects and some, you know, very good basic information on the companies. Maria, what we’re going to find if we just go to reference, use a dotcom, you have to pay for it there if you go directly yourself, you know, i’ve never tried it, but i do think it is all i think it’s all right? Yeah. Okay. But of course is you said, you know, it’s free and libraries. All right, so i would i would just check out safe. Your library has that because, again, you can probably access it from your own death. Top simply by using the bar code on your library card latto log into your library. Interesting. You’ll find out at your library. Okay. Very interesting. Uh, what else you got? Well, another good source of information is really local news sources on dh, sometimes specifically sources that covered the business sector. So, for example, in new york, you’ve got crane’s, new york here in new jersey, we have a publication called nj biz what about fargo, north dakota? Yeah, i mean, you could. What you should do is find out what the business publication is that covers your state. Sometimes it would be a regional publication. I know there’s like a philadelphia business journal, that type of thing. So you would want to look again here. A reference by burning could be very useful to you. And just finding out what are the business publications or business newspapers for our state. And they’ll be able to point point, you’re right in the right direction. I want to make sure we take care of our fargo north dakota podcast listeners? Absolutely. Absolutely. So, you know, what you would want to look for is those stories that are very often even in a down economy. These types of publications will be covering those successful business owners, right? So they’re trying to, you know, seldman good news as well. So when a business owner is being interviewed by a newspaper executives covering the business industry, they will very often open up about the history of the company. Maybe give you some ideas about where the company is going sometimes. It’s hard to find sales. Information on a company and during an interview process they may say, well, you know, last year our company did ten million in sales were projected to do twelve million in sales this year things of that nature, yeah, so you can find out some good bits of information from them. And also these business publications for the state have, um, books of lists, for example, that they’ll put together. I know that as a subscriber to nj is i get on annual compiling called book of lists, so they do cover both private and public companies in these lists and it’s done by sector, so they’ll have, you know, the top accounting firms, top pharmaceuticals, etcetera, so those lists can be very useful because they will give you a ll that general benchmark information that you’re looking for on a business, sales employees, you know how well they’re doing and that sort of thing the’s air, excellent resource is that i don’t think people are thinking about for prospect research, and you and i have talked about going to a library in previous shows what i’m i’m just going, oh, i got to send live listen love to seoul. Korea maur ah, man, we’re really getting the asian, um continent is is really doing very well. Seoul, korea live listener love, welcome. I’m just gonna ask what? What else? What else you got? Doi n well, i think that the, uh, state at the state level itself, okay, now we’re not talking about newspapers, but the states themselves very often will have business filings, so you can add usually access that information through going to your particular state itself. What i’ll do is after the show, tony, all post on your lengthen and facebook page, a resource that will give you a compilation of the secretary of state databases where they can access for their particular state. So are being just a way for them to just jump off into the state that they’re interested in researching, but very often you’ll have the various business filing. So while it’s not going to give you most of the time, it’s not going to give you sales figures and so forth for the state, if you have somebody that you’re researching and you suspect they may have some sort of company, some sort of interests in private companies elsie’s, etcetera, you could just look up their name in your state registration directories and find out again, and those are all online, and most of the time, they’re also free. Sometimes you’ve to pay for full report, but you can get a lot of basic information for free. We’re gonna take our break now, and when we return, of course would be a simple. We’ll still be with me, and we’ll keep talking about public info on private companies. Stay with us. Yeah, you’re listening to the talking alternative network. Treyz 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 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. Oppcoll maria, i’m thinking that since these are local companies, that building personal relationships is going to be important, yes, very important. So when once you’ve you’ve been able to compile some lists of companies in your community, i think the best thing that you can do is actually have those circulated with key staff members involved in fund-raising especially, but also with your board and your board, particularly if you do have a board fund-raising or development committee in place, why not circulate the list because of what they might be able to do is make some introductions for you get you in the door? Maybe you’ve got gallons or our golf outings that you’re planning, so that would be an opportunity to reach out to some of these companies and seek sponsorship dollars that might be your way in the door to developing the relationship further, right? And we’ve had other other segments what one specifically i’m thinking of what about building that corporate relationship on about how it’s it’s start? It could start with sponsorships, but there’s all kinds of other possibilities volunteering, having having people from the company come and volunteer with the organization staffing for events, you know, a corporate relationship could be very diverse. Yeah, you’re absolutely right, tony. And, you know, again, here it goes back to who’s behind the company. How long have they been around? Is it a family run company? And so very often you’re going to find that they’re very community minded and it’s going to be much easier. Macon approach to these companies and develop relationships then though really large corporations in your communities that are going to require a much more sophisticated process in making your approach. Yeah, yeah, yeah. So generally the advice is don’t don’t forget the local guys. Oh, absolutely. I don’t know if you remember that book that was around that was written quite a number of years ago. Now it’s seems the millionaire next door. Yeah, sure. Right. And they talked about the people who are in those, you know, dull or or a normal type of businesses with stamp dealers, the coin dealers that the paving contractors, the plumbers, electricians and so forth and very often these are the people who are quietly building wealth in the community. They’re not flashy, right? That was the one thing they really covered. A lot in that book is that these people are are not living flashy lives. They might be living in a very modest home, but they’re building well and, you know, you do plan giving. I mean, you talk about, you know, that type of a person could be perfect in terms of a plan giving prospect there at the right age. Do you remember that book? But your reading comprehension is much better than mine? Oh, i think i talked about that book a lot. Get royalties from it is i mean, you know, it wasn’t written. The book was not really written for the nonprofit sector or fundraisers, but there’s certainly a lot to be cleaned. It was really written as a how to manual to becoming wealthy caesar. What wealthy people do so really goes into a lot of detail about profiling wealthy people. What other ideas do you have for finding out some some information before you start to talk to the these local? Well, well, you know, we can’t keep bringing this up in so many of your shows, but lengthen is a really good source. So again, here, if you are looking to connect with that person behind the company check out check out. They’re linked in profile. Very often the companies themselves will have a separate linked in business page that you would want to check out and see what’s going on. Um, another good resource that i recently came across is called glass door dot com. Okay, and so i was playing around with that one, and they give some basic information about the companies. But what kind of an interesting is they give reviews so it looks like maybe employees are very recent. Former employees give reviews about the company there’s sametz salary level information. So if you happen to know what particular title somebody holds within a company, you might be able to find information there. So they seem to cover quite a range of types of companies, a lot of public and private. But that might be an interesting resource for people to bookmark for themselves. Plus, you might find out some things about your prospects that maybe you’re not sure you want to know if if employees are putting, you know, putting their own comments about the company. Um, yeah, this is glass door, and you’d probably do it. In such a way where? I mean, they don’t give the name of the person they just kind of gives, you know, their former title x y z, you know, and then it’s the location of the company is glass door a pay site? Or is that free? It appears to be free from what i have, you know, all the things that i’ve been trying to do within her free. Okay, excellent glassdoor dot com we have just about two minutes left or so what? What you like, like there’s facebook possibilities do, right? Yeah, yeah, definitely more and more companies, especially small to midsize companies, are getting in on the social media revolution, if you will, by putting up facebook business pages. So certainly, but i would say that you should check out social media sites right before meeting with the company. So if you finally do get that appointment and get your foot in the door, check out what’s going on on social media that’s a really quick and easy way for them to make updates tow what’s going on, uh and there’s some great news that they want to share about their company, etcetera and it might just provide you with a fantastic talking point, something else? Maybe they share a great tip. Maybe you’re approaching an accounting firm and they provided some tips for year and tax planning. I don’t know, um, you know, you could just say, hey, i happen to notice on your facebook page that you have these great ten tips for pre-tax planning, i’m going to share it with my colleagues back at the office, you know, just the fact that you’ve demonstrated that you i looked into them, you’ve researched them enough, i think that’s going to flatter them or even just the latest vacation pictures. Yeah, well, i don’t know that companies are posting that. Oh, that’s true. We’re talking about the company’s facebook pages, okay? Yeah, because here we’re talking about the company that paid well, you could go to this. Could trust a friend. Somebody personal, right? What about the right now? We just have about thirty seconds left. But this interesting. What about looking at the persons in the person’s personal facebook page? Well, you can try and do that. It really all depends on how they have their private. They’re setting exactly be able to be very much at all. Okay, but yeah, i mean, this is, you know, this is an area of some controversy, if you will, within the prospect research community should we be looking at, you know, people facebook pages? Um but if they are set in such a way that they are public, if you will, they haven’t tightened up their privacy settings. You know, you get again if you can see the information again. If you see information, your gleaning is going to be valuable and cultivating and soliciting. So we’re not here to just gather random pieces of information. They have to be useful to fund-raising maria simple is the prospect. Find her you’ll find her at the prospect finder. Dot com and she’s, our monthly prospect research contributor maria, thanks so much. Thank you. Have a great day. My pleasure. Thank you. Next week, andrea nierenberg returns. She had so many good ideas on the october fifth show talking about new friends from events that i wanted her back. And she said yes. I was surprised, actually. But since you know she’s, not a pathfinder here’s, just a guest. But she said yes, and we’re going to talk next week about her thirty for things to know about people and i’m i’m wondering for some people one or two things made just be quite enough, it’s, but we’ll talk about the people who you want to know more more about. And also amy sample ward, our monthly social media contributor she’s, our social media scientist she’s going to be back she’s, the membership director of non-profit technology network and ten but her principal responsibility, of course, is to tony martignetti non-profit radio. We’re all over the social networks run linked in we’re in the facebook page, and then maria said she’ll post that list of st contacts on both and both those places you could follow me on twitter. You can use the hashtag non-profit radio you can listen to non-profit radio live or archive the archive you’ll find on itunes at non-profit radio dot net. I’m on foursquare. We can connect there wishing you good luck the way performers do around the world were still in sweden, where they lightly kick performers in the bud before they go onstage. No hands, please, and they say brita at ben britt at, then break a bone you could break any bone, maybe just a small one, maybe just like a risk bonem latto bone, those att least those toe bones they usually heal without without a cast. So hopefully it’s a small bone you’re breaking, and i’m wishing you for the week. Brit at ben new listeners again, welcome. I hope to have a bead on how many of people have joined us in the month of october. Our creative producer is claire meyerhoff. Sam liebowitz is our line producer, and this shows social media is by regina walton of organic social media, the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next week, either podcast or live at talking alternative dot com. Next friday, one to two p, m eastern. Dahna. You didn’t think to do good ending. You’re listening to the talking. Alternate network duitz getting anything. Take it cubine 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 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 we look forward to serving you. 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 broadcasting 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 for action. Join me. 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