085: Planned Gift Prospects By Phone, Tanya Says Farewell to PPP & Kony Complexities – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Mindy Aleman, executive director of the Center for Gift and Estate Planning at Kent State University

Tanya Howe Johnson, president and CEO of the Partnership for Philanthropic Planning

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

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

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Metoo hello and welcome to tony martignetti non-profit radio march thirty, two thousand twelve big non-profit ideas for the other ninety five percent i’m your aptly named host i sincerely hope you’re with me. Last week, it would hurt me deeply if you had missed to twitter chat hosts on twitter talk we had pamela grow of small non-profit chat and brendan kinney of fundchat both on twitter tell us how these one hundred forty character conversations i can help you non-profit and build your professional network and push it. Maria simple, our prospect research contributor and the prospect finder, explained how push technology much of it free khun support your fund-raising this week planned gift prospects by phone. Mindy allen of kent state university takes the role of professor to teach you how to identify planned e-giving prospects from your phone based fund-raising very unusual, but she’s been doing it for years with great success and that’s pre recorded at the national conference on philanthropic planning this year, tanya says farewell to p p pee that’s tanya how johnson she sat with me at that same conference last year, the partnership for philanthropic planning conference to say goodbye to that. Organization that she has lead for twenty years, she retires this next month. April and finally today, cockney complexities our legal contributors jean takagi and emily chan from the non-profit and exempt organizations law group look at legal issues around the viral kony twenty twelve video it’s gotten eighty six million views and we’re going to look at it from an angle that you have not yet seen. I hope you will stay with me right now. Oh, and i’ve forget about it. I’m all screwed up. I also have course tony’s take two this week on tony’s take to my blogged one fact about planned e-giving i’ll tell you what it is and why that fact should be reassuring to you use hashtag non-profit radio if you want to join the conversation through twitter, i’m very grateful that the show is supported by g grace corporate real estate services. Now is the time to say that we’re going to take a break, and when we return, i’ll have the pre recorded interview planned gift prospects by phone with mindy element from kent state university, so stay with me. You’re listening to the talking alternative network. 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. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Hey, are 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 to tony martignetti non-profit radio coverage of the national conference on philanthropic planning. We’re on the river walk in san antonio, texas, and my guest right now is mindy element. She is executive director of the center for gift and a state planning at kent state university in kent, ohio. She is a c f ar e and an a p r i’m going to ask her what those mean very shortly. Mindy, welcome to the show. Thank you, tony. Nice to be here. A pleasure to have you see fr ee i know is certified fund-raising executive. But what is the a p r after your name designation? I’m also accredited in public relations by the national public relations society. Okay, how do you feel? You used your public relations credential in your gift planning work all the time. Thanks. Oh, yeah, absolutely. How is that? Tell me you’re building a story. You’re building a case for your institution. You’re crafting the proper message. And you’re thinking about the audience and that’s all about public relations as well as planned. Nothing. All right. Excellent. Thank you. Mindy, your your topic is harnessed. Phone center. Power to increase plant. Gif ts now, i don’t think that most of our audience and the audience is small and mid sized non-profits think of their phone center as a place to prospect planned e-giving donors. So why are you recommending that? Well, tony it’s really a gold mine? Four future plan gifts and for requests that are undocumented there, unbeknownst to the organisation and for many reasons may not be known until after the donorsearch passes away. Okay, and we can uncover these gif ts through our phone work. Absolutely. Okay, most of the time and we use students in our phone center. But any well trained, personable rapport building phone center caller could do that. Okay, well, that’s kind of a mouthful now, so it sounds like, do you? Ah, you do you stay away from or recommend against? I guess the hired tell of a telephone tell us solicitors for for annual fund. I don’t recommend against it. I think it takes a little bit different training. The reason student callers or callers who are involved in the organization’s mission are very efficient and effective is because they bring a sense of doing it now to their phone conversations and particularly with universities, a student is best at developing a nice report with an alumnus who may have gotten a degree in business, and the student is majoring in business and khun se gi, do you have any advice for me? I’m having a tough time with the international business ethics class, okay, so they can develop that report that profession schnoll consultant solicitor is not going is not going to do it’s it’s a unique relationship between the student and the donor on the other end of the line that if your phone centers very successful getting gifts, it’s, because they’re developing report, that same report is very successful and into girl in terms of identifying those who might also put your institution in there will all right? And we’re going to get to those to those details. Let’s set the stage at kent state now as executive director of the center for gift in a state planning you probably don’t oversee the annual fund telemarketing function, right? You’re you’re working with another office in this, okay, you have a good working relationship, i guess. Absolutely. And this truly is a nice example of a collaborative effort. And buy-in between the plan giving area and the annual fund program, how did you discover the potential in the annual fund telemarketing work for your gift planning work? Well, we had been very successful at our annual fund. We were raising a lot of money and the annual fund was breaking all kinds of records. So we knew at the time that we had a very great program in place. During the same time, we had a screening, and the screening had uncovered about twenty seven thousand prospects who had a high proclivity for making a plan gift to our organisation. This was a screening by an outside company, one of the one of well screening cos yes, and i could mention the company if you don’t, if you like your blackbaud and they did a wonderful job for strip. And the dilemma that we found ourselves in was well, how the heck are we going to get to talk to twenty seven thousand? Likely plan giving prospects? How many people are in the center for gift in the state planning at the university? Well, there’s, only a couple of us plus our administrative support. However, we have another fifteen to twenty full time gift officers representing different constituencies. However, they are mostly major gift officers. So we had what we call in this area. Lack of legs. Okay, twenty seven thousand people. What? What did you decide to do? Well, we thought maybe we could piggyback onto the successes of our phone center who were talking to thousands of alumni every week. And maybe we could take the best of those callers, give them a specific pool comprised of the ones with the highest blackbaud ratings in the plan giving area and ask them to discuss whether the the donor ever had any intention or thought of remembering their in their alma mater in their estate plan. Your colleague who oversees the annual fund wasn’t concerned that this would buddy the message and that the annual fund solicitation might get lost in there for the annual fund income suffer well, no, because we we decided up front that this pg ask, as we called it pgs, peachy ass, actually, what? It was really mostly a plan giving conversation, segway. But that would only occur number one if they were in the plan. Good e-giving phone calling. Pool number one and number two, if the person called, had made a gift or a pledge so it didn’t interfere it all. It came afterwards, okay? And had made a gift or a pledge in that in that call. That’s? Correct. Okay. And what do you call this program, ken state? We call it, request a request. All right, but you’re not really soliciting a bequest. You’re you’re asking if there’s ah, an interest in it is that is that right? Yes. But, you know that’s where there it’ll starts and it’s a nice segue way. If somebody has been donating for years and they’re in the right demographics for plan giving it’s very natural and easy for the student caller to say, you know, mr jones, you’ve been so wonderful all these years. And i certainly appreciate your gift tonight to the school of music. Have you ever considered including us in your state plan? All right. And what was the initial response to that? How many years have you been doing this request? A bequest. This has been going on since two thousand five. So it’s in its about six and a half years, i guess. Right? I guess we’ll clearly the answer is, the initial reaction was not negative, and i guess positive. So you continued for the for several years after it’s been wonderful, tony, it really has not only have we identified hundreds of people who would consider a bequest, but we’ve also uncovered many people with with requests or other plan gives already in there a state plan and the most the fat, most fabulous part of all of this is that many of these donors we’re not on our radar screen. Well, they were in the twenty seven thousand because but they were not on your plan to give prospect radar screens that right, right? And they were yes, they they were unbeknownst to us in terms of whether they would really do something or not. So it really pushed the meter in terms of identifying really good plan giving prospects. And as we all know in the world, the plan giving many current gifts can come from plan giving donors as well. So is the language that the students are using. Is that is that what you gave us earlier? Would you consider or have you ever considered share, including okay, and and there are. Other options as well, let’s, say there was somebody that said, well, i can only make a small gift this year. Tony too. The department of physics. I wish i could do more, but i could only give you a small gift. The collar then was empowered and trained to say, well, i hear your passion in your voice. Maybe you could just put us in your will. And you would be surprised and pleased. I would think, to find out that many people said, you know what? I’m going to go ahead and do them that’s really something you’ve uncovered something really very, very interesting. Thank you. Yeah. Great. Now, your program description says that this is an award winning program requested request. What? What award or awards? Everyone. This particular program has been the recipient of four different case awards. Three golds in terms of best overall program. Best plan giving can cases the council for advancement in support of education. Yes, yes. And it also meant a lot because we we received an award for collaboration. And it truly was a nice effort between our phone center manager, the annual fund director, my my department in a range of other folks, including the major gift officers, because for many of them, they ended up receiving nice leads. If somebody was assigned and indicated they might consider putting tens in their will, then the particular advancement officer was encouraged to go to follow-up so we’ve raised millions of dollars duitz and gifts and pledges through this program over the years, clearly a collaboration between three different three different areas of fund-raising so how did you select the callers who were who would receive the enhanced training? Teo teo participate in request of a quest i depended on the phone center coordinators in the end, the managers to provide me with their very best callers, those that had a great track record in securing gifts, those that had a really passion and joy for the institution and those who were just great on the phone, particularly for older adults who may not want to talk at certain times during the day, or who have hearing issues and so on. So just in terms of the person’s volume on the phone, absolutely right, okay, volume being able to enunciate properly, our collars went through all kinds of training, including gerontology. Expert who came in and talked about issues that older adults face and things like sundown ing, which means that we wanted some of these calls to go out earlier than six p m okay, so training by jared atallah gist yes, what other training did the these specialized colors get? They had a range of basic plan giving options so that they understood the difference between a simple will bequest and let’s say of retained income gift. Okay, but nothing so technical that they were inhibited or overwhelmed or felt like they didn’t want any part of this, and they knew to be able to refer those to me and oftentimes i was there during the calling, listening in, okay? No, they’re helping out of being around that’s a part of call center training is listening surreptitiously. Yeah, um, so they were just opening the conversation. And isn’t that what we trained? A lot of major gift officers to do? I i spoke with someone earlier talking about breaking down the silos mean, so this is just an extension of what what i think is that conversation breaking down the seller’s between plan giving in major e-giving you’re just including students from the annual fund call center. The important thing about having conversations with people and getting to the core issues is being able to elicit trust for yourself from that person and whether it’s, a student caller or a major gift officer, the person on the other end of the phone could be made to feel so comfortable that they want to talk more and believe it or not, if we’re not asking for will’s, we’re not doing our job because every other charities out there doing the same, and in all these years of calling and in the thousands of people who have been called and followed up on, we have never gotten one case of somebody saying, how dare you ask me that? That is so inappropriate? And most people were thrilled to know you know what? What a great idea! I ought to include my alma mater in my will. Never not one complaint, not one complaint. Okay, well, you’ve screened the people who would be part of this, the in terms of the the prospects, and also highly trained, the caller’s it’s all done very sensitively and appropriately to the right, poole and never a single complaint. Excellent. Um, follow-up is critical to any solicitation or conversation of this type would what’s the follow-up this is really, i think, the key factor of this program you can’t do or launch some kind of program without proper follow-up because nothing is worse than a student coming back to your office ing wow, somebody just told us they’re they’re leading fifty thousand dollars in their will for us, and then we don’t call them for a year. I mean, that’s, that’s critical. So the follow-up has to be done with as much enthusiasm and passion, and what i decided to do was work with our data base folks and code these different calls. If somebody was just considering including us in their will, they were coded as a cb, considering a bequest. They got a letter from their student caller thanking them for considering and telling them it was nice to speak with them, and it was actually signed by that student. They also got a letter from me thanking them for considering and if they requested, information included information and so on. So there was there were a number of follow-up procedures and protocol that we were very, very religious on, he should say in terms of following of the the way to what the person wanted to receive all the way to giving them a call maybe six months to a year later, saying, you know, you know, mrs jones, you had one time thought about including us in your will would it be helpful to you of somebody from our office took you to coffee to discuss or would you like some more information? Okay, so that is a part of the follow-up six months or a year later. Yes. Yeah. What’s your preference for follow-up to someone who has said in one of these calls, you know, i’ve already included you in my will, which certainly has happened. Do you then request documentation or request that they fill out a simple form? Or is their word sufficient for you to include them in your recognition society? Well, after we send out the balloons and all the party favors to their house, yeah, we’ve really simplified it over the years. We do not request a copy of their documentation. However we do ask that they give us something in writing to specify their instructions, and it could be in using our simple form that we that we offer that helps them, or it could be in the form of an email or a note saying, dear can state, i’d i’d like my funds to go to the kent state university museum, for instance, so with that latto we, we include them as a member of our legacy society, and they get all kinds of acknowledgment there after it’s also the beginning of another conversation where we can say, you know, depending on how much is it comes to fruition at you could create a permanent endowment, and we can we can help you with that as well. And what what are you thinking there in terms of permanent damage? What type of gift are you tryingto encourage them to? This is simply where, if there’s sufficient funds through there, a st gift right now, endowments on the ken campus or twenty five thousand? Ok, so in other words, if they’re going to leave us at a minimum of twenty five thousand, we would like them to know that they have an opportunity to have a permanent impact at the institution with there area of interest could go. On teo in perpetuity, the program is requested. Request it’s at kent state university, and i’ve been talking to mindy ah lemon, who is the executive director of the center for gift and estate planning at the university, talking about harnessing your phone center power to increase plant gifts. Many element, thank you very much for being a guest. Thank you, tony. Been a real pleasure. You’re listening to tony martignetti non-profit radio coverage of the national conference on philanthropic planning in san antonio, texas two thousand eleven. The attendant think dick tooting getting stinking thing. You’re listening to the talking, alternate network, get anything. E-giving you could 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. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic reading. Learn how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Lively conversation. Top trends. Sound advice, that’s, tony martignetti non-profit radio. And i’m samantha cohen from the american civil liberties union. Welcome back now i have my interview from that same conference last year, last october with tanya how johnson and hears that. Welcome to tony martignetti non-profit radio coverage of the national conference on philanthropic planning, hosted by the partnership for philanthropic planning. We’re in san antonio, texas, and i’m very pleased to have with me the president and ceo of the partnership for philanthropic planning. Tanya. How johnson she’s going to be retiring in april of next year, two thousand twelve, after twenty years as president and ceo tanya welcome. Thank you. And thanks for having me, it’s. A pleasure to be here. A pleasure to be a sponsor and partner with the with the conference and with the partnership. No, this must be a pretty emotional time for you. It’s. The last conference. What would you say that of your presidency? Not certainly not of the of the organization of your presidency and chief executive officer ship. What are you feeling, it’s? A very bittersweet time. I have to admit, i’ve had twenty great years. I love this organization. I love all of the people that i’ve worked with, its bin a wonderful opportunity for me to give. Back to philanthropy and give back in some way to those people who have been important to me all my life from charitable organizations, so i’m very sad to leave. I’m excited about having one more career before i really retire, and i’m looking forward to exploring what those options are and hopefully staying in touch with everyone here. Of course, what do you have in mind for that next career? Well, what i’m telling everybody is that i’m going to write a tell all book that’ll scare them nobody’s gonna keep in touch with you then, but it’s too late. You already know it all all these years, i keep saying, i’m going to remember this, so no, actually, i haven’t made a definite decision yet. I’m exploring a number of options, okay? And leaving the window open and i hope by january i’ll have an announcement to make, okay? Okay, we’ll look forward to that, and i’m sure that will be on the website because people do want to get in touch with yes, absolutely so this is probably going to be on the partnerships website. Do you want to say a farewell something that is fitting for? Your imminent retirement well, i don’t know if i could say anything that was really fitting for my retirement, but i will be making some remarks later this afternoon here at the conference and will be video taping those, and so hopefully we’ll have a chance to get those out to members. It would be nice to be able to say a personal goodbye to everyone and and that’s, not really possible, but i hope through the magic of technology that we can do that, so i thank you for this opportunity as well. It’s been a pleasure on dh, thank you and congratulations. Thank you, tony martignetti non-profit radio coverage of the national conference on philanthropic planning. Right now, we take a break when we return. Tony’s, take two, one fact about planned e-giving and then after that, i’ll be joined by our legal contributors, jean takagi and emily chan, with kony complexities. Stay with me. You’re listening to the talking alternative network. Are you feeling overwhelmed and the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, it’s, time for tony’s, take two at roughly thirty two minutes into the hour. My block this week is one fact about planned e-giving that fact is it’s a relationship business? People often get bogged down and i think even discouraged ged from starting a plan giving program because they think about technical concerns and needs for expertise, or sometimes people who already have programs get bogged down in administrative work. If you’re starting a program, you don’t need technical fancy advanced gift offerings to have a very solid and very respectable planned giving program, and that is, should be reassuring too small and midsize charities it’s just not necessary. You start with requests, which is a gift in someone’s will those air very simple for you to promote and for your prospects to understand, and you don’t need to go any further in a lot of cases. That’s, a very respectable program for small and midsize shop, just marketing and promoting charitable bequests and on my block this week in that post called one fact about planned e-giving there are links on how to get started because i did a series of articles for guide star they’re links to those articles explaining how you start a program just around charitable bequests. So the one fact about planned giving is that it’s a relationship business you don’t need fancy technical administrative stuff and it’s easy to get started just with requests, that is all at tony martignetti dot com and that’s tony’s take two for friday, march thirtieth, the thirteenth show of two thousand twelve now i have with me jean takagi and emily chan are you guys out there? Way are hi tony money. Hello, how are you joining me from san francisco and the non-profit and exempt organizations law group is jean takagi he’s, the principal of neo, and he edits the popular blogger at non-profit law block dot com on twitter he is at gi tak g ta ke emily chan is an attorney at the non-profit exempt organizations law group and principal contributor to the non-profit law blawg, and she is at emily chan on twitter. And emily chan just recently wanted a big, prestigious national fancy award. Won’t you tell us? Emily thanks, honey. M it is an award from the business law section non-profit organizations committee with the american bar association for us outstanding young lawyer i’m really honored and thankful to gene for making the nomination. All right. And that’s not just a san francisco or california award right attracted the national. Alright, congratulations. Thank you, jean takagi. If you don’t win an award within the next month, next time you supposed to be on the show, you’re you’re out! I think i’m already reporting family, so all right, so but that includes bowling trophies. If you can come home and come in with a bowling trophy between now and the next show, you’re still you’ll still be on. We’re going to talk about kony complexities, let’s see jean, why don’t you remind us what the cockney video is? Because there may be people who haven’t heard of it yet although eighty six million have, we may have listeners who are not among those eighty six million what’s the what’s, this cockney video and what is invisible children kony two thousand twelve, with a short thirty minutes video created by invisible children, was released earlier this month on as you said, tony, eighty six million views on you two, not including all of the views on coney or invisible children’s own. Website and other websites that have picked up the video. So it’s, a huge movement to promote invisible children’s mission to stop ugandan warm and war criminal, uh, who’s, draconian the kony two thousand twelve. It refers to joseph kony who’s brutal guerrilla warfare tactics with the lord’s resistance army or l r a in regions of central africa, particularly northern uganda. Uh includes the strategy of kidnapping children and using them soldiers for his efforts often, uh, using them to kill their own parents. So it’s, just a really, uh, atrocious were criminal out there that invisible children has targeted the video because it was so popular has caused sort of all about what caused a lot of conversation on both sides people in favor of and opposed teo the work of invisible children. And i think a good amount of envy that that that video got so widely distributed. Gene, there are some legal issues that that you and emily see what? Why don’t you get us started with this is thought about this us charity and its international work? Sure, i think that’s a good place to start first, there is the question about whether an american charity can get involved in international programming on having activities overseas. Well, there’s nothing in federal law that would prohibit a u s organisation five, twenty three public charity from engaging in international operations. But of course the organization would have to comply with the laws of that foreign jurisdiction. And in this case, invisible children has an affiliated organization. Invisible children ngo that was formed in central africa on is kind of a partner in their programming over there. So invisible children, public charity, the us public charity engages in grantmaking to the ugandan ngo that’s related on de emily that that foreign grantmaking that’s that could be a concern. Yes, absolutely similar to the same kind of concerns that we have domestically about the use of five to one say, three assets. This concerns certainly becomes more complicated and maybe more severe when we’re talking about money going abroad. Um and so the level of control and oversight on the due diligence that an organization is doing to make sure that money is used properly, something that any organization with foreign grantmaking should be aware of and take care of, okay, and and what are those? What are? The concerns i mean, what are the tests that we’re looking at for whether the grantmaking is is appropriate abroad? Well, they’re quite a handful of tests, so to start on a basic level, any of the five o one c three rules still applied to foreign operations, so concerns about inappropriate benefit to insiders to private individuals for being used for purposes outside of the exempt purpose of the organization, which again must still be consistent with our domestic five twenty three regulations, but also so so so so the so the irs is arm extends beyond just us borders. If you’re a u s five twenty three, your international work is governed by the same constraints as you’re us grantmaking yeah, parts of it work, and i will have, you know, two bodies essentially or more than it may be reporting to you because it is a us non-profit so it does have to comply with u s laws but speaks touch now, it’s getting involved in a foreign country now, you also have to look at the foreign country and figure out what rules would apply as well. So another concern with this grantmaking assad for individual teo donate teo a public charity while that money can be used abroad, it cannot be earmarked to go abroad. I can’t not be earmarked to go to a specific individual, and this is consistent with the same kind of rules you see domestically were again, it can’t be earmarked. Go to specific individuals to get that charitable deduction on. And it goes back to that level of control and discretion that domestic non-profit should have to make sure that it’s actually using the money and further and it’s exempt purposes, and following through with that money to make sure that it’s being used properly by the recipients do we know how much money, um, invisible children was devoting. Teo er non us grantmaking. Yeah, i believe gene has the statistic on hand. Sure. It’s it’s about two point three million dollars in their two thousand ten form nine. Ninety that was reported going towards there. Foreign ngo. Okay, i wanted teo just sort of ad tio empoli comments about not earmarking donations to foreign individuals, but that would also include foreign ngos. If you as a donor, earmark your donation to us charity and say it must go to a specific foreign ngo you will not get a deductible contribution, and the charity will not really be operating consistent with it. Uh, legal requirements toe exercise oversight over that if they’re just merely acting as a conduit. So those things for donors and cherries to be careful of. So in other words, gene, invisible children can’t say up front that it’s going to make grants to i don’t know, you know, some you ugandan grassroots organization, they can’t do that. They say that the donations that they receive are specifically going there. They say that one of the recipients is that ngo okay, okay, um was there i’m sorry i interrupted you. Was there another point you wanted to make about this international grantmaking sure, i just wanted to make sure that everyone was aware that they’re anti terrorism laws that also may apply on us what policy? So you’ve got to be careful of making sure that you’re not acting against us public policy in your porn grantmaking okay, now, that’s just in the grantmaking so that wouldn’t apply to the video that they had done, right, that it wouldn’t matter whether that position against joseph kony was against us policy, right? It actually could matter-ness just okay. All right, how’s that well, if you’re using a charitable funds for which organ donors got deductions for and for which you are not paying taxes can’t use those funds to promote, for example, racial discrimination because that’s against us public policy and that’s true, whether you do it domestically or abroad. Ok. All right, so so, eh? So if the u s had a policy of supporting joseph kony just hypothetically, then they then then invisible children would have trouble with the video that they just produced. Is that right? If they used if they use charitable funds for it that’s that’s, right. Okay. Okay. Just a hypothetical. I don’t know. It’s a law school, hypothetical man, i know you guys were rolling your eyes in san francisco, but i’m amusing myself. So actually something else. Do i wantedto arika with grantmaking that gene and i were discussing recently about the relationship that’s happening here with invisible children of domestic non-profit and grantmaking teo ngo. So, emily, you and jean sit around the office and talk about these things. Do let’s expect that’s? Incredible that’s. I love that. Okay. Well, i mean, that’s what that’s, what lawyers working for non-profits ought to be doing is just yeah, it’s good to hear good years, not just with me. You guys share share information offline. Outstanding. Okay? Whenever a story like this comes out, we do think there’s always lessons to be learned and takeaways, especially when it gets so much attention on. So one interesting fact that jean notice what grantmaking is to an ngo by the same name, invisible children abroad. So this is the organization that was set up essentially in another country. And we’re just thinking from the perspective of an organization that if there is let’s, say hi overlap between the individuals running the domestic non-profit and then the recipient ngo abroad, that maybe the level of discretion that you used on the due diligence on the information you put out let’s, say with your annual reports or your filings, or even on your website, you may want to pursue a higher level of that two again show that there is a step in between the two and it’s not just becoming a conduit, essentially, or collapsing into the same group of people and you discovered this we have just about a minute before break you discovered this or jean discovered it on the nine, ninety. Yeah, essentially that that’s. Right. So, on the nine, ninety, they report they’re grantmaking teo, invisible children, the ngo, but we don’t know very much about invisible children, the ngos. So wait three million went that way. How did they spend their money? And you know what type of due diligence is there that’s not really available to us or the irs, unless they decide to audit the organization. But you are saying that that invisible children has an office in uganda and not invisible children, the us public charity. They formed a ugandan ngo, central african ngo teo teo, okay, and it’s also called invisible children correct. I understand, okay, we’re gonna take a break. When we come back. We’ll keep talking about kony complexities, so stay with me in this crack legal award winning team. Talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. 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 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. Told you. Welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio gene. Before the break, we were talking about the international of the ugandan ngo invisible children and the us invisible children. It sounds like your advice is is just really that there has to be separation between the two, similar to a charity that is in the us and maybe its foundation fund-raising arm. Also here in the u s is there a parallel there? Well, most most charities have their fund-raising arms within the legal entity of the charity itself. There are some organizations that separate out there fund-raising units like an endowment is a separate corporation for risk management purposes and asset protection. So the separation that you’re talking about for those reasons, is similar to what a u s charity and a foreign related nto would need to do with. Well, yeah. Okay. This is this is really some crack forensic work that you guys did finding this in the nine. Ninety. Very interesting. And then, of course, nine nineties all publicly available. Right? That emily, is there another topic you want to? You want to talk about with respect? To the invisible children that we also in looking at the nine, ninety found some interesting information about the progression or, i guess, evolution of the organization’s mission. And again, this is all coming from this publicly available annual information return on, we see that this is all from guidestar, which gives you about the three most current years. In two thousand eight, we see a pretty broad description of the organization’s mission in part three of the nine, ninety, which focuses on program i’m activities, which basically says it’s media based awareness and advocacy provoc grams in the us, we see that in two thousand nine that it now becomes more specific, stating that it’s about raising awareness and education in the us about atrocities, exploitation and abuse is invisible children throughout the world here, now we see a focus on invisible children, and then in the most recent filing available from two thousand ten, we actually see it become even more specific where it says that invisible children uses film, creativity and social action toe and the use of children, soldiers and joseph tony’s rebel war and restore l r et affected communities in central africa to peace and prosperity. So again, even more focused, yeah, so what’s the impact of these changes over three years, there’s quite there could be many impact from this. The first is that one question someone would have is whether this is consistent with their governing documents, because, again, this is an information return. So even if the mission has one thing, you really have to look to your articles of incorporation and those documents to see what actually what purpose you’re supposed to be furthering. So with those documents, the articles of incorporation and the mission statement within them have to have been updated and become more specific from year to year, the way the nine, ninety reports that did they absolutely should, for a couple of reasons, one is, you know, the articles of incorporation are not really accessible to the public. I mean, you’d have to request them. You’d have to be a certain person in the organization, possibly get that information. So for one, communication with donors is very important. Um, and you’re funders into the public, and you would want that to mirror your governing documents in any kind of public information. You have another issue more. Legal issue has to do with the use of your charitable assets that you received so there’s a concept called charitable trust doctrine, which essentially says that the assets you received azzan organization are locked into the mission that you have at the time that you get those so if, for example, in two thousand eight, it has very actually no let’s focus on the two thousand ten right, the most specific two thousand ten, the most specific year, right? And then let’s say in the next year they’re going toe they’re going change it again just in their own internal understanding of how they want their mission to be on, and they’re going to focus on the new region unless they’ve amended their governing documents, even if internally they believe now they’re focusing on a new area under their state shirt will trust doctor, and they were not probably cannot use those assets that are being received. After internally, they decided to make a change to this new focus. What saying another country it’s still going to be locked into this joseph kony rubble war, right? Because because that money was raised in two thousand ten, which was their charitable purpose at that at the time it was raised, right? Interesting god. And so this is just important for organizations to know we seen this, you know, in other cases where an organization has decided internally, it evolved it’s starting to change its focus, but it hasn’t changed its governing documents. And so all the assets that’s receiving are locked into that mission that is still stated in their governing documents. So this is very important for organizations tio check their governing documents also because they’re there for a reason that really helps guide the organization. And why don’t you just remind us, emily, what are those governing documents? Articles of incorporation general will be the most important and then there’s also your by-laws which could be more specific than your articles that this all would play into germany. What your mission, wass i’m and then also just looking at your information return. So the nine, ninety things that you put on your website that can go to misrepresentation with donors on other issues like that, if it’s not consistent and people are donating under a belief of where it’s going, that is actually something that the organization can do yes. Okay. All right. This was a really interesting forensic work. Really? Are you guys going tobe log about this? Yeah, i think so. You know, i’ve been thinking about this week’s show and having this discussion. I think a lot of interesting topics have come out from it that we absolutely would want teo make available to everyone. Okay, well, if you block it, then let us know, and we’ll put the link, of course, on the show’s facebook page. All right, wey have to leave it there. Emily chan and jian takagi, prince attorney and principal respectively, of neo. The non-profit and exempt organizations law group in san francisco. Thanks both for your time. Always a pleasure. Next week, campaign feasibility studies. If we can have fun with this topic, then there’s no stopping twenty martignetti non-profit radio eugenia cologne, a consultant in that area of campaign feasibility studies. Makes sense of what their value is and what the best practices are. And if you know something that rhymes with feasibility, please put that on the facebook page. I want to thank you. Mindy holloman, tanya how johnson and the folks at the partnership for philanthropic planning. For all their work and helping me to be a media sponsor for their conference last year and get those interviews to you that we played today and special thanks to gloria cur mean, at the partnership for those of you who are listening to the podcast, i’m speaking to both of you. Now i would love for you each of you, each of both of you to have to give a rating to the show, because right now on the itunes paige there’s so few ratings that that itunes won’t give a rating. So and actually, there are more than two of you that listen, i would beseech you to please go to itunes, are page in itunes and just click one through five stars. One means you hate it. Five means it’s great and we would love. I would be very grateful to have enough reviews that itunes feels comfortable giving us a of one through five star reading, and you can go directly to our itunes paige in itunes. Or you can go through non-profit radio dot net. The show is sponsored by g grace and company. Are you worried about the rising cost of rent for your organization, do you need a plan for real estate that you’re non-profit owns? George grace has been advising non-profits on their real estate decisions for over twenty five years. He offers listeners a complimentary thirty minute consultation. They are at g grace dot com or eight eight eight seven four seven two two three, seven. I hope you’ll be with us for the next live show on talking alternative, which is betsy cohen’s power of intuition. You don’t have to listen through the weekend, although you certainly can, because we’re streaming all time, but the next live show is monday at eleven betsey’s show. Power of intuition. Our creative producer was claire meyerhoff. Janice taylor is our line producer. The show’s social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next friday one to two p m eastern at talking alternative broadcasting always found at talking alternative dot com dahna hyre i didn’t think that dude in there getting ding, ding, ding, ding. You’re listening to the talking alternate network. E-giving nothing. You could. Looking to meet mr and mrs wright but still haven’t found the one. I want to make your current relationship as filling as possible, then tuning on thursdays at one pm for love in the afternoon with morning alison as a professional matchmaker. I’ve seen it all with distinguished authors, industry coolers and experts on everything from wine to fashion. Join us as we discuss dating, relationships and more on talking alternative dot com. Hi, i’m julie, hi, i’m julia, what are you wearing? Welcome to j and j’s. Secrets of style and beauty. 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082: Marc Ecko, Craig Newmark & Naomi Levine – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Marc Ecko, CEO of Ecko Enterprises

Craig Newmark, founder of Craigslist & CraigConnects

Naomi Levine, executive director of the Heyman Center for Philanthropy & Fundraising at New York University

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

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Hello and welcome to the show it’s tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host it’s friday, march ninth, twenty twelve i certainly hope very much that you were with me last week because what you would have heard was b f d board financial dilemma. What do you do for board members who can’t read your balance sheet? The authors of the board members easier than you think guide to non-profit finances answer that andy robinson and nancy wasserman explained why understanding finances is critical so boardmember is, preserve your good work and protect themselves. We helped your board achieve financial literacy this week. I’ve got three conversations all pre recorded with marc ecko, craig newmark and naomi levine first thoughts on branding and other business lessons applicable to charities from marc ecko, founder of the very consistent brand echo enterprises, then craig mark the found of craigslist and craigconnects has ideas about simple communications and knowing when to stop talking. I interviewed mark and craig at the next-gen charity conference last year, and we closed with naomi levine, executive director of the heimans center for philanthropy and fund-raising at new york university last may, at a reception for my show, she and i talked about professionalizing fund-raising and enhancing its stature. The role of trustees, government oversight, motivation for small charities and the future of the charity community. In between. Those segments, at roughly thirty two minutes into the our tony’s, take two. Something different this week of a vintage standup comedy clip from july two thousand eleven. Of me, this show is supported by g grace corporate real estate services. And i’m very grateful for their support. Right now, we take the break. And when we return conversation with marc ecko, stay with me. You’re listening to the talking alternative network. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom, too. One, two, nine, six, four, three, five zero two. We make people happy. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back. Right now, i have a conversation prerecorded with marc ecko. Hope you enjoy this. Welcome to tony martignetti non-profit radio coverage of the next-gen charity conference were at the tribeca performing arts center in downtown new york city. With me now is marc ecko, founder of eco enterprises. Specifically, we’re gonna talk about some of his board leadership on ah, with ticket, a children’s home, sweat, equity, education and every loop he’s sort of a founder of each of those and is on the board. We’ll talk a little about that. And also his presentation today on how we make people feel at next-gen marc ecko, welcome. Thank you. Why don’t you tell us what the work it ah, tick of a children’s home is it’s ukraine? Yeah. Tick. The children’s home is in odessa, ukraine. It was kind of my first entree experience in tow. Philanthropy. I kind of say it’s like we did probably the first hostile takeover of an orphanage in ninety seven. There were no casualties. Not that i know of. And certainly not the orphans of the kids. But maybe some of the prior funders o k could be for the good. Yeah. It was in the end, it netted out really well. But that was my first kind of deep touch experience. Where got toe apply my marketing sensibility. Ah, kind of operational sensibility to things on a not-for-profits sector. Um, and i got the kind of i r r if you will, the return on investment emotionally of being able to see what the dollars were doing on the ground and the touch and feel with, like the kids that that provoked me tow want to come home and you have something that was ah, you know that i could have more of ah, instant feedback loop on ah, as getting to odessa the frequency of that it was quite hard. And i still i obviously go, you know quite frequently, but the operators really on the ground, they’re the ones that are on the day today. So i, ah, started investigate the education sector, um managed to become a boardmember of ah, big picture learning, which is an alternative high school program. Alternate high schools all around the country. Great operators of, i think, one of the best reimagined high school program in the country. And i won that i don’t think it’s enough credit for it. Ah, but that provoked me to launch sweat, equity, education and sweat equity. Education is ah, and its core design. Ah, curriculum development programme where i was taking the access that i had in in the consumer product industry and kind of making it open source to the eu space. So how do you teach kids to the open hyre versus teaching them to the test? What did that look like like, for instance, could ah, ah, young kid in high school, high school age really was our core focus of cohort. Um what? What is that? They need to know to be a footwear designer in our industry. And what are the information management tools? And how would you measure success? And, you know, not stuff that you would abstractly touch, but, you know, practically touch. So it was kind of, you know, one part reimagining vocational education and another part just kind of increasing the relevance meter on considering products on dh tying that to jobs directly to job. They’re designer, et cetera. Yeah. For where watches fission products, you know, as a consumer product guy, um, that was always the coolest parts of my learning. And then my continued learning in life is that when you idea it’s something you have that you germany an idea, the idea comes back, you know, typically in the way of package or a box. And because that idea’s a sample and the samples all wrong and problem solving to get it right, where were you wrong? And where was the, you know, on the manufacturing side? Wrong. And how do you manage that information loop? And how do you home that? What kind of efficiencies can you get it learned from that so kind of, like, really demystifying my industry? Ah, inside of a curriculum product. So let’s, talk about some of your your board service because you want to tie your work to the to the audience and maybe their relationship with board members. Um what? What do you see? The shortcomings that you have become aware of in the in the way that the the executive director’s or, you know, administrators of the of the non-profits you’re on in the way they relate to our use, their board members. What advice do you have around that? Well, i think today you know, i think the next generation of charity is is ah, is to not think of yourself like a charity. You know, my great experience around sweat equity education was moving from who was, you know, an organization that was run by an executive director kind of classic form e d um, slightly academic. Ah, really good person. Ah, really, really, really good person. But the orientation was an operational. The orientation was muchmore kind of entrenched in the kind of the kind of seeing the world this flat from an operational point let’s talk about let’s talk about having developing this operational perspective. Just have a few minutes that that partly that part laid into me reset, restructuring the organization so that we had a c o o and we’ve reconfigured the organization to get someone out of business to kind of come in. And ah ah, operationalize and bill deficiencies in the organization was a big that’s, a big learning experience for me and one that i think has been ah, very fruit phone is informed. Ah, you know, other boards that i sit on in the non-profits check on dh. How have donors reacted to that at the organising some donors it’s interesting, you know, i’m someone i’m completely self made, so i take every dollar that i spend very seriously. Ah, i don’t have build gates money, but i certainly i think, for the percentage of my net worth and how much i’ve given up from work-life pay over the last decade has been it’s ah it’s been significant, so i take my spends very seriously, and i think there’s some donors to the orientation might be on the foundation side where they’re not necessarily personally stroking the check i mean personally, but rather from a foundation. So they’re an executive at a foundation or from high net worth individuals who, you know, it’s it’s kind of like a loss leader for them. So some folks have ah, don’t like that kind of business orientation, they get threatened by it. They kind of are nostalgic for a certain structure and modeling, which was that that model is coming out of date exactly. And so those are not donors that are relevant to my efforts. Yeah. Ah, and i try to get with like minded folks folks that want to try to ah, build efficiencies and ah! And build ah, you know, i don’t want to say the b word because it sounds maybe a little bit ah, and pathetic a latto being in the philanthropic space, but building the business of charity. Yeah, okay, now. And it takes a certain kind of rigor that we could extrapolated from operating business is to make them run more efficiently if they’re going to be small, medium size. We have just about a minute or so left before i know, i know you have to go and but while you were on stage, you made a point of talking about how how we make people feel. Yeah, and i was thinking of does i was listening to you. I was listening, i was think about donors how we make donors feel about they’re they’re giving, but can you share what, some what you shared on stage? Yeah, you know, i just i i’m a big believer that’s not what you make in life. It’s, it’s. You know, tell you make people feel i think, when when you die that’s what people? Remember, you know, it’s the that’s, the magic and building kind of real authentic connections between peoples i think putting an emphasis on the touch in the field and the and the and the kind of emotional stickiness because that’s what drives and motivates people to kind of want to show up the next day and the next day, you know, ah, brand is really nothing but ah, a fancy way of kind of saying, ah, you know, i’m going to build the the easiest solution to get people to understand my values if they are those folks are my consumers or people that work for me or people that don’t know me, like, within an instance, you know, it’s kind of a little bit like in this maybe a little bit, maybe egomaniacal, but a little bit like believing that you are building a religion and ah, you know, when you think about what steve jobs or walt disney did in terms of the religion of their brands, it’s very easy to become indoctrinated so like a fair manager, and if they operate in the name of apple on the ground, you don’t need jobs in the room to kind of channel that energy and that’s what great brands do good, they kind of informal culture oh! And they inform culture of leadership, clarity of message concensus. Ah, and ah, you know that that in order to build those often in the non-profits back sector, the ones that do get over that hump, they manage to do that are the ones typically have a much larger scale. It’s very hard to do that without kind of the powder to take it, you know, to scale. So, for instance, let’s say a united way is a very effective, you know, um, you know, uh, organization terms of building its brand saved the children. Okay? Ah, well known, but even a smaller organization, i could still have this kind of effective leadership. And, uh oh, there’s, no doubt sharing of culture. And now you there’s no doubt, there’s no doubt, i think it’s but, you know, it’s kind of just pierced its appear like it’s a numbers game, right? Like, the more it’s, hard to scale, a brand that no one knows, like, you know, kleenex, right? But you don’t know, like, you know me nick’s, right? Like, if i said, oh, i used me next you’d be like what? You don’t mean so there’s ah, you know ah. What? I think it could be said for that and i think an an an anecdote for folks in the non-profit space. They need to go around and find other like minded organizations and, you know, should i see this all the time you just came from aa? You know, big summit and ah, get out the vote groups like all around the country and from the rock, the vote, folks toa much smaller kind of local regionalized groups that are more maybe focus around a demographic or a region of the country. But you know anything that they could share and create a kind of an umbrella around to kind of create that scale. Right? I often say to two non-profits to check their charities at the door, check their brand rather at the door. And one of the great ways for them to grow is to find like minded organizations that are willing to kind of operate under the same name. Ah ah ah, if you find, you know it’s kind of odd to me that, you know, i just came from a two day summit where i met someone on the west coast that’s trying to do is get out the vote, play with a digital platform and then someone on the east coast trying to do it to get out the vote play with a digital platform it’s kind of like, aren’t you? Isn’t there some burr dunaj run done and sees here? So even if you like used, we could probably take make-a-wish you guys operate on the same basic digital, like the digital tools, and you guys could re label like white, label them or or be powered by your brand? But how do you build those efficiencies when you’re operating in-kind of small silos and very fragmented co-branded helps give cover and, you know, often the you know, there’s, there is strength in numbers and strength in that kind of alignment of missions, so ah, i feel like that’s. What? Ah ah lot of its one of the achilles heels of the of the non for-profit sector marketa, whose founder echo enterprises. He has just a short time. So we have to wrap. This is tony martignetti non-profit radio coverage of the next-gen charity conference. Coming to you from tribeca performing arts center, lower manhattan. Mark. Thank you very much. My pleasure. Thank you, thanks for saving. Thanks. They didn’t think the tubing getting demanding things. You’re listening to the talking, alternate network, waiting to get me to thinking. Cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam lebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic readings. Learn how to tune into your intuition, to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. No. Welcome back to big non-profit ideas for the other ninety five percent right now, i have my interview with craig newmark, the founder of craigslist and craigconnects from also neck from nextgencharity conference last year hears that. Welcome to tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven at the tribeca performing arts center in downtown manhattan, and joining me now is craig newmark. Craig is the founder of craigslist and craigconnects greg, thank you for taking time today. Hey, i’m glad to be here. It’s a pleasure to have you craigconnects is ah fairly new venture but you and i talked about it on the show maybe six months or so ago. How has it been evolving? It’s been working out pretty well on a personal basis. It’s help me focus what i want to do in the sense of what causes i should be supporting what group size should be supporting in support of those causes, that kind of thing. It’s helping me better understand how tow really do an exceptional job of supporting some specific non-profits also finding ways for non-profits tto help themselves with the eventual aim of getting very large numbers. Of people connected to social media. All right. And so what have you been learning from the personal perspective in terms of how you should be or how craigconnects should be supporting non-profits well, there’s a bunch of small lessons, okay, one of the one of the most difficult is haven’t finding ways quiet ways to get people in the same space non-profits in the same space to actually talk with and work with each other collapse been a tough one. I’ve also ah realized in a deep way how difficult it is often for small, effective non-profits to be really bad getting the word out about themselves, since often they don’t know how to deliver a good, tight elevator pitch and that’s a bit of a computer industry cliche. Nevertheless, they need to be able to talk about themselves and real quick and tight. So how is craigconnects helping with the collaboration and also helping non-profits deliver their own message? Well, in those specific examples, it’s mostly me speaking directly across people in different groups in terms of what they’re doing, i’ve devoted most of that energy to groups which support military families and veterans um, but very recently and i really mean, last couple days i’ve been starting to devote that now intensely two groups who believe in the future of journalism and that one way to restore trust to news media is to start checking the facts again. S o u mean investigative journalism investigative journalist plays a role, but the idea is that often a politician, for example, will make a statement to a reporter. The reporter will know that he’s being lied to and the reporter should have within relatively easy reach. Someone is check the facts, and it can then challenge the politician is needed um, and in terms of ah non-profits supporting themselves are really helping themselves to convey their own message. Doesn’t that still have to be an elevator pitch, but conveying, ah, cohesive mathos message? What is your advice there? Where you see shortcomings? Well, basically, the idea is that a speaker on behalf of a non-profit or pretty much any organization just has to clearly identify what they’re doing and just try to get it out there in about forty five seconds and then keep repeating until they can do that if they don’t know how to, they need to. Ask someone for help in terms of that craigslist foundation, in fact, does teach that and it’s a boot camp, but that’s only available maybe once or more year. The idea is it’s a matter of applied common sense if you’re doing something and if you’re good at it, you just have to be able to boil it down and to articulate the gist of it really fast. And then no one to stop talking. Yeah, okay, that i was gonna ask you something else. But now that you just said, you know, when to stop talking overselling can be a problem. Yes, it’s quite possible that i’ve just spoken with some folks who had a difficulty knowing when to stop difficulty. No england tio? No, when they were over selling something. Okay. And so how do we, uh, do you have any advice about knowing when to stop or should we be practicing this in front of others? How do we stop? People? I’d say practice in front of people who will be slightly unkind. You okay? Because you need friends who are good enough friends to let you know what you may not want to hear. Yeah, don’t. We learn a lot when we’re challenged when, when we’re told, you know, that’s not quite right sometimes the only way you learn is from people who like you enough, teo tell you, when you’ve gone a little too far, that applies, not lucas speaking, but in my case, my sense of humor. Okay, i won’t ask you to try it out, but but no, but it’s it’s absolutely true, we do learn when we’re when we’re challenged on dh challenge in a good way. Yeah, no so craigconnects is focused mostly on aid for military families you mentioned there. There are other categories of not sure all right craigconnects is working more than one, any one particular area with military families and veterans, but there’s also areas like water and sanitation, micro finance, peace in the mideast. One big area just beginning to be explored is ah helping out those groups which measure the effectiveness of non-profits because there’s a lot of non-profits who do a lot of good but there’s also a substantial number of non-profits hoo ah, tell a good story, but never really get anything done. No outcomes. Another area is this whole idea of restoring trust to the news to news media by restoring fact checking i mean, i’m not in that business and i’m not going to tell him how to do their job, but i want news i can trust again. One area unannounced on the site is voter protection. There are people actively seeking to disenfranchise various groups, young old latinos and other minorities. We’re in america and the effort to to disenfranchise people needs to be stopped. You mentioned the sights or the organizations that evaluate charities or rate charities that’s the guide star helping groups like guidestar, charity navigator is that is that the population that’s exactly right? Guidestar in charity navigator have been around a long time. They’re good at looking at financial effectiveness. They’re moving towards measures of accountability, transparency and then eventually measuring just how good a charity is that serving his client population. I’ve had ken burger on the show ceo charity navigator, and we’ve talked about jerry navigator two point oh, and then what’s coming in three point of the outcomes assessment that’s the deal now for the here and now there’s something called great non-profits stud organ that’s user reviews for non-profits kind of like what yelp does that’s a hero now, and i really do encourage people to look at it and then to write in their own little reviews of non-profits they know something about for charity’s listening if they would like tio if they feel they fall within the missions that craigconnects is working with, how do they go about getting getting the your attention? Well, if you go to craigconnects that or ge there’s a connect link and that’s how to submit something, we need a little bit of a break because we’ve been successful enough to get to be overwhelmed with requests, okay? And let me just ah, closing moment ask you generally what? What what are you planning to share this afternoon with the with the next-gen audience? Basically common sense stuff? They’ve asked me to talk about things i’ve learned doing craigslist in craigconnects that maid apply to people in general, like the craigslist business model ultimately is doing well by doing good in meant that when making it a new company, i decided to step away from a very large amounts of money, not altruistic. Itjust means following through his stuff i already believed in and another founding principle. I think craig was just simplicity, just a little about that. Well, yeah, insights, orn presentation or anything, people don’t really need the fancy stuff, they need something which is simple and fast, all right. Craig newmark is the founder of craigslist and craigconnects craig you very much for being a guest. Thanks, mom. My pleasure, then mar. Pleasure having you. This is tony martignetti non-profit radio coverage of the next-gen two thousand eleven conference at tribeca performing arts center in new york city. I want to thank craig, mark very much for sitting for an interview and also market go. Right now, we take a break when we returned tony’s, take to a clip from my standup vintage clip from my stand up stay with me. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com dafs welcome back, it’s. Time for tony’s, take two. I’ve been doing stand up comedy since july two thousand eleven. Here is a vintage clip from july two thousand eleven. I did this set at gotham comedy club in new york city. Here it is, durney. When i was in seventh green, i had a terrific krauz lisa magic and i chose the moment to ask her to go steady. To be our seventh grade dance. I can still smell that high gloss varnish on the gymnasium floor. I was there in my powder blue leisure suit. The contrast ing thread on the lapel. I saved my last dance released. Lisa saved her last dance for albert moran. The pain of watching that spectacle when they parted buy-in walked up to lisa. I got close to her mind, hands were sweating, my chest pounding. I got so close, i put my hands on her shoulders in the middle of the dance floor, and i asked, monisha would you go steady? With all her seventh grade charm and sweetness, she said, you are standing on my dress. Years later, albert and lisa, man. Then, sadly, they separated and divorced. Dahna attorney. And i handled that divorce. Handup lisa has been paying the press waiting that is tony’s take two for friday, march ninth, two thousand twelve, the tenth show of two thousand twelve. There is more of that exact that clip mohr that set, i should say on my blogged at tony martignetti dot com right now i have my interview with naomi levin she’s, the executive director of the heimans center for philanthropy and fund-raising at new york university from last may at a reception that i hosted for my show here is that interview. Naomi levine is the executive director of the george h heimans junior center for philanthropy and fund-raising at new york university. For twenty two years, she was in use, senior vice president for external affairs and helped raise over two and a half billion dollars for the university. She is a graduate of columbia law school. She was previously the national executive director of the american jewish congress. Now she is special advisor to the president of venue, and she chairs the board of the edgar bronfman center for jewish student life and the tab center for israel studies. Please join me in welcoming mrs naomi levine. Mrs levine, what do you see as the non-profit role for our society? Let me put this in a kind of perspective that i always used. I don’t think that most people in our society recognized the importance of the non-profit world in our civil society, if you close your eyes for one minute and look at the skyline of new york city, do you hear me? Yeah, you will see that if you took away lincoln center, the hospitals and why you, fordham, columbia and all of the other universities, medical centers, cultural centers, theatres, dance a group, you will see that this would be a very different society, and most people really don’t think about that when they think of the way we all run. They think a government, they think of the corporate sector, and they don’t think of the non-profits but why is that? That that means non-profits are not fulfilling their work in spreading their the message of their good works? I mean, do you think the blame falls on the non-profits for people not being aware, i think i would suspect so let me lead into that as we progress in our conversation because the truth is, i’m not really sure i know that most people don’t realize it and what they don’t realise moore is not one of those organizations could exist without fund-raising they require financial support, and yet do you know a shingle mother who will say to their child, you know, dear, when you grow up, i want you to be a fundraiser. Nobody says that my own mother, my own mother in the last years of her life, when she was living at a place called cat a house in the bronx, i would come to visit her and she’d say to me now remember, when we go down for lunk, if someone asks you what you do for a living, tell them you’re a lawyer, not a fundraiser. She was embarrassed at her law review daughter was raising money. People think of it as selling cookies for the girl scouts, and you ask me why it is that i must tell you i’m not sure, but one thing i am sure if you let me adjustment, just put that on the table is that unless fund-raising is viewed as a profession, a legitimate profession that has talked within? The university not with in all kinds of organizations that provide courses, but within the university, it never will be given the kind of status that it deserves. Dentistry at one point was nothing. You went to an apprentice, yet you learnt how to pull a tooth. That was the end. Lawyers like john adams of your read his book. You know, he was an apprentice in a law office. But once causes were given within universities and got to stamp a university academic approval, they became professions. And the reason i created the heimans center is that i really want to see people take cautious, learn and make this area a profession that even my mother would be proud of you so that’s, hard to go. Let me tell you and you make a very good point that i don’t know any fundraisers who it’s. For whom? It’s. The first career. You know, in my office we had a big staff and we had people who were from every discipline around. They were from journalism, from archaeology, from everything in the world. Nobody studied. And yet if you think about it, i know that i learned an enormous amount. During those twenty five years and every time i prepare for a class, i learned more, i confess to you, i never spent time with my staff talking about ethics. What did we talk about? We talked about what you go, how much money where’s the money, etcetera. Yet when i started to prepare the course on ethics and red doug white’s book on charities on trial and a few other things, i said, you know, that’s, a very important area, and i should learn about it because if you don’t know the law and you don’t know the ethical component and you don’t know board governance and fiduciary relationship, you’re going to get in trouble. That’s perfect and doug white was a guest on my show, talking about his book about ethics, but so now we’re talking about the fundraiser and fund raisers, and you’ve just made a great transition. How about the role of the trustees? What? What are they trustees heir not really fully aware of their roles, don’t you think with respect to the organization, trustees are also fund-raising is if you sit on a board because it’s a nice, prestigious thing to do and it looks good in your obituary in the times it is a wrong reason to be on a board boards have responsibility. They have the responsibility to keep their organization financially secure. That means boardmember sze have to be fundraisers also, you know, larry tisch usedto have he was the chairman of gnu during the time that i was vice president and he had a very simple and crash way. I assume of running his board. He used to say to me, look, we’re not harvey, we’re not princeton. When i put someone on the board, they not only have to be dedicated, decent people committed toe hyre read, but they have tai run my board by the three g’s that people have to give money, they’re not a big amount, but give something to show their commitment to. They have to help get money, and if they can’t do that, they should get off the board because boards have responsibilities. And when you talk about a boardmember they have to be, they have to understand their responsibilities, fiduciary, legal, come to meeting, to read and order to report. Read a budget report there are a whole list of things if this was a class that i could list for you that boards have to do so. The relationship between the fundraiser and a boardmember is really a very close one. What was number three? You said he had three, three, three requirements, money get money there, you get off the moca or get off the board. That was number three, not in a harsh way. I’m not suggesting you tell your boards that i’m telling you you have to try to persuade them to give and then had people onto your board that will shut an example. I never suggested it toe fund-raising they come in and get rid of their boardmember you’ll be in trouble. On the other hand, you have tohave board training on the sarbanes. Actually, the corporation board have been instructed to do that to a close are instructed to give board training, training aboard and what their responsibilities are. Doug and i and and ruth ellen reuben is here. We go around to different boards were invited to talk to them about their obligations under the law federal law state law i venture to say if i went around this room today and most of your fundraisers air sit on board, you would not know a ll the laws that are involved in fund-raising state and federal. I learned that on lee when i started to teach i did not know that when i was raising money. Don’t you think that the trend also is that this is only gonna get worse at the booth state and federal level? That oversight from those levels of government is going to just increase among among non-profits i don’t like the fact that you used the word worse in my book, i would say that’s better, more, more. I know you advocate for even greater oversight. I know you do far more oversight and far more regulation. It is an area that everybody thinks so. We don’t have to regulate the non-cash offiicial very good people. The red crossed of good things university how dare we suggest that they be regulated more. Let me tell you that there is a cz much mismanagement, excessive salaries, all kinds of conflict of interest area occur in the nonprofit world that a car in a profit within the nonprofit sector fights your advocacy of deeper oversight. The non-profit schecter buy-in it’s. Not eager tohave. More regulation. I will confess to you on my staff and friends know this for seven years i have gone up to albany fighting for one lousy bill. One bill that would say that if you’re hired as a professional fundraiser, you should take one course in the a clutch of your entire career in law, ethics and board governance. I think you should do that. And every year it gets through the senate and assembly up in albany and then the non-profits come up and they argue against it in their mind. It’s a slippery slope. You’re going to start regulating your going to stock with more rules. We don’t want that. And the governors who don’t want to start up with such good organizations as the heart association of the red cross, they vito and it drives me insane. Ken berger is going to be a guest on my show in in july. I think. It’s the july first show, the executive director of charity navigator what do you see is the role of charity navigator and similar rankings ratings of charities. Well, i think that anything that helps a donor get on understanding of an organisation is a good thing i’m not in a position to discuss the details of those organization, but i know if their organizations around that help it donor-centric stay and more about the organization in my book that’s fine, more disclosure, more honesty, more open dealings, more accountability, all those words and now on the table when i started in fund-raising i’m a very old person, i’m eighty eight years, so i have lived through different parts and different segments off fund-raising the fund-raising world, and in the beginning, you never heard such words. I never heard such words, but now you hear it more amore schnoll organizations like that play a role onda, of course, it’s controversial because the role that they play helps define what people decide to look at. And of course, donors now are more interested in looking at outcomes, and that becomes very difficult latto measure donors are also interested in, um, percentage of budget that goes to program versus administration, but for some charities, it could be very legitimate toe have a very high percentage going to administration because they’re doing things in, but if they’re going abroad and doing things on the ground in, you know, in other continents, i have always been very conservative. I believe that when a person gives money, not more than thirty five percent maximum should go for overhead and a russian gulf of the program. Now there may be exceptions, and you may be right, but by and large, i think that people should feel comfortable in knowing that the book of their money goes to the project that they want to support. Now there are exceptions, and i think that when you sit down with the donor, like we used to have to sit down with someone who gave us two million dollars for a chair, we had to explain that some of that would go for the over head of that school. You’ll have to be able to explain it, but we never never spent more than thirty five cents of thirty five percent that was maximum mr tisch required even less on, you’ll have to be very open and honest about that talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. 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 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. 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. The audience for the show is small and midsize non-profits the tagline is big non-profit ideas for the other ninety five percent, what would you like to leave small and midsize charities? With what message for small shops, elections? You’re not different because how you raise money for a big organization and how you raise your trish more fundamentally are not different when we teach courses in our heimans center we, my approach is at the principles of generic, and they involve developing relationships if you know your fund-raising you know that last year, out of the three hundred three billion dollars, it was raised about eighty three percent when you include request come from individuals and individuals will give to small groups, and i’ll give to big groups, so the rules on how you raise that money, the art of the ass is the same. In a little group, you use the same technique to get twenty five dollars, as you will use to get a million dollars, it is developing a relationship, knowing howto ask knowing how to devise your mission statement, knowing the process and the rules and fund-raising knowing what you’re bored should do and that should be and knowing the ethical issues, whether you’re dealing with a little group or a big road, which harder with a little good bye don’t knock it you also perhaps will you social medium or with a little girl? I’m not sure i’m no expert on social media we brought on to our staff of the heimans center last year, marcia vanik she’s, an expert, and she has tried to persuade me that things like facebook and twitter and all that stuff have some value. I am totally illiterate there, but i respect the fact that the coming generations will use it more, particularly the small organizations, and i tell the small organizations, don’t ignore your financial status. Be sure if you can’t afford an audit, at least have very strict rules and how your money is handled. Doug white’s book has a whole list of cases in which organizations big and small got into terrible trouble because they weren’t careful and how they handle their finances. And that is true in little groups as well as big rooms, and that doug white book is charity on trial and that but that goes back to the trustees relationship and trustees obligations even for us, even for a small shop there’s a board and maybe a board of only three or four people, but they have the obligation to be aware of the things that you’re talking about under the law. Whether you’re a big organization are a little charities bureau, which is the hand of the attorney general in the state of new york will look atyou and look atyou carefully and don’t make mistake. I’m not here selling doug’s book i couldn’t give any i’m not interested in that. The only reason i pointed out is that it has in it the cases that are very important for you to understand, and you have to know all the people that got in trouble. Let me give you one example, the american red cross during the nine eleven tragedy, they got in a lot of money, and they used a whole bunch of it for the purpose that nine eleven required that a little bit of money he left over the director of the red cross, one of the most terrific people in the field used that money for the blood drive. She didn’t put it in her pocket. She was fired. Why was she fired? Because the law says if i take money from you for a and i use it for b you’re wrong. I have to use that money for a unless i write to you and i say to you, do you mind if i use it, etcetera? So they’re a little things like that that if you were a fundraiser in this room or a boardmember you have to be very sensitive to whether you’re a little gay root for a big room. We have just a minute or two left. What is it that concerns you most about the charitable sector over the next couple of years? One to two years? Where? What do you think about most what keeps you up at night? Well, i think that competition is very it’s going even increase and the government are cutting back drastically. And so on the shoulders of the non-profits we have to provide for the help that the poor need the abused women or the st joseph’s, full kitchens and all the social services that keep our society going. There’s a book that somebody called claire got eonni road that has wonderful. Chapters on how capitalism could not exist in this country on regulated capitalism without the help of the non-profits we provide the helpful the people that fall between the cracks in our society, and i worry that with the government cutting back and the competition the way it is it’s going to be hard and hard and harder also europe which never was here before, is now facing the situation where their governments are cutting back. They never had a non-profit sector, they relied entirely on government support. Every university in europe is supported by the government. Oxford cambridge is so bone, everyone now oxygen has an office in new york, cambridge has an office in new york and everyone overseas we have more people in our class is now trying tto learn fund-raising from europe, asia, china, every place that’s going to give you a great deal of competition, and so i don’t spend nights worrying about it, but i am certainly concerned about it, and i would hope you find may end that i’m too old to see the end of it, but i would like to see fund-raising fundraisers given the recognition that they deserve and huge. Haven’t you in this room have that obligation to be proud of what you’re doing to make certain that when you work in any agency, people know that without you, that agency is going to close that? This is a dignified profession, and you have to carry that flag. Naomi levine is the executive director of the george heimans center junior junior center for philanthropy and fund-raising at new york university. Thank you very much, mrs loving. Do we have time for where i think you have time for maybe just one or two is your question? Go ahead. Carol weaver, please just shout it out. I’ll repeat it. Go ahead. What do you think about in-kind fundrasing coming together to create a voting we are. Your economy, i i’m told of if we bound together issues way could be a voice in already for your force, which of course, i’m very hyre and for other things, like maybe creating a bank for non-profits you know, i think it’s the variance say, when you make a finger together, you make a fist way have concerned with go ross the industry could we not consider, and i can’t think of a better well, but there are s o the question is generally about how the non-profit sector could organize to be a more cohesive voting bloc now, but their organization like independent sector, you know, so there’s that what else would you like to sell? Well, i can say is most of those organizations are run by their executives, as most organizations are in the average member plays a very minimal role in your right. If the average member played a bigger role and then insistent, i’m sure you think then you would have more effective involvement in albany and other places, but you have the organizations around there’s, a million of them it’s just said in my book there, not doing anything, uh, along the lines. And i think that should be done, yeah, does independent sector is that one of the groups that opposes broader on government oversight, so nobody should fortuny chelation hearts of then that would be, yes, doug white does, even though you panned his book, doug white support, sir, we’re gonna have dug it up for rebuttal after this. Is there another? Is there one more question? If we have time before mrs levin leaves? All right, please join me in thanking her again. Naomi living. And my thanks to naomi levin and her team at the new york university heimans center next week, it’s feared more than death, not the dentist public speaking lori krauz public speaking and presentation skills coach will help you through the fear of your next appearance in front of an audience then scott koegler, our tech contributor, will introduce us to pinterest pinterest dot com the skyrocketing social media property what’s in it for your non-profit keep up with what’s coming up sign up for are in sad or email alerts on the facebook page, like the page you can listen live our archive for i carve listening, go to non-profit radio dot net and that’s where you’ll find our itunes paige, if you are an itunes listener, if you’re if you’re getting this podcasts and subscribing, could i plead with you to goto non-profit radio dot net and leave a review there on the itunes? Paige? I know you don’t have to go backto. Listen, i know you get the podcast automatically, but if you could, i’d be grateful for a review at non-profit radio dot net the following is a public service announcement because i have a soft spot in my heart for belmar, new jersey do you need dental care? Visit the offices of hannah pole dental care in belmar on friday, march twenty third to receive free dental services. Everyone is welcome, regardless of where you’re from, care will be offered on a first come, first served basis. For information, call seven three two six eight one two two two, five that is organized by dentistry from the heart. The show is sponsored by g grace and company. Are you worried about the rising cost of rent for your organization? Do you need a plan for real estate? You’re non-profit owns g grayson company will give you and your board a full analysis. George grace has been advising non-profits on their real estate decisions for over twenty five years. He offers listeners a complimentary thirty minute consultation. G grace dot com or eight eight eight seven four seven two two three, seven our creative producer is claire meyerhoff. Sam liebowitz is today’s 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 hope you’ll be with me. Next friday, one to two p. M eastern. Here at talking alternative dot com. I didn’t think that shooting. Good ending to do. You’re listening to the talking alternate network, itching to get to thinking. Duitz duitz you could. Looking to meet mr and mrs wright but still haven’t found the one. Want to make your current relationship as filling as possible, then tuning on thursdays at one pm for love in the afternoon with morning alison as a professional matchmaker. I’ve seen it all with distinguished authors, industry coolers and experts on everything from wine to fashion. 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076: Looking At Giving, 2011 & 2012 and Breaking The Mold In Traditional Endowment Design – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Rob Mitchell, CEO of Atlas of Giving

Kathryn Miree, president of Kathryn W. Miree & Associates and Turney Berry, attorney at Wyatt Tarrant & Combs

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

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Durney hello and welcome to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio your aptly named host it’s january twenty seventh twenty twelve i hope you were with me last week because what you would have heard and if you weren’t, this is what you missed revel in real estate. Chase magnuson of george washington university and alan thomas from the american college had small and midsize non-profits in mind, as they described howto identify prospects for real estate gif ts also how to cultivate, solicit and negotiate thes gif ts what is the due diligence that’s required to keep your charity safe from a crummy real estate gift? Also board oversight basics jean takagi are regular legal contributor and principal of the non-profit and exempt organizations law firm in san francisco to find oversight and explained how it should be executed to protect your charity and your board members, and that it was the first part of a conversation that will continue in february. This week, looking at giving twenty eleven and twenty twelve with me will be robbed. Mitchell, ceo of atlas, of giving to talk about two thousand eleven’s giving by sector source and maybe even state, and we’ll also look ahead to predictions for this year, then breaking the mold in traditional endowment design from the national conference on philanthropic planning last year, catherine miree, consultant and attorney attorney berry look at alternatives to endowment design that are rooted in lawsuits, latto changes and difficulties implementing donor for pus is that have arisen with the way down. Mints are traditionally set up between the segments, as always, tony’s take to my block this week. You don’t need the fancy stuff for your plant e-giving the most sophisticated gifts are not necessary to have a very successful and appropriate plan giving program for your charity. I thought this was going to be last week’s blawg, but i messed up with some of the pre recordings, so look for that this week and i’ll say more about it on tony’s take two between the guests. We’re live tweeting this show as we do every week use hashtag non-profit radio to join the conversation with us on twitter this show is supported by g grace corporate real estate services i’m very grateful for their support right now we take a break, then i’ll be joined by rob mitchell of atlas of giving. And we’re going to talk about looking at giving last year and this. So stay with me. Dafs you’re listening to the talking alternative network. Schnoll 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. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call us ed to one, two, nine, six four three five zero two for a free consultation. That’s lawrence h bloom, too. One, two, nine, six, four, three, five zero two. We make people happy. Hyre 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 tony martignetti non-profit radio i’m joined now by rob mitchell, ceo of atlas of giving, which you’ll find it atlas of giving dot com. Rob has twenty nine years working in and around non-profits as a fundraiser and executive and also a consultant, he is, as i said, ceo of atlas, of giving atlas e-giving measures analyzes and forecasts us charitable, giving monthly by sector source and state. I’m very pleased that his work brings him to the show. Robert, you’re welcome. Thanks. Tony is good to be with you. It’s. A pleasure to have you, um, tell us about the atlas of giving methodology to do these look backs and also predictions of charitable giving. I’ll be happy to the atlas of giving started. Actually, when i was a practitioner, i was chief development officer of the american cancer. So society i was named in that position in june of two thousand won our fiscal year started at the society in september one and then september eleventh the world changed for all of us. Our ceo called me that day and asked me what this meant for giving at the american cancer society acid john i couldn’t possibly know, but they can’t be good, and i’m just not sure how bad it’s going to be or how long it’s going to last. A year later, we felt very pleased that we had finished a bubble of flat, and when describing our success to our board, one of the board members said, well, how do you know you did so well? And we had information from a handful of other charitable organizations nationwide charity organizations, i mentioned those in a the boardmember said, well, that’s, just anecdotal information, isn’t there a benchmark that you can compare our results too? Well, the truth is that a benchmark existed, but it was only annual and it only came out six. It only comes out six months after the calendar year ends. You’re referring to giving yusa yes, i am. So that conversation bothered me, and then this boardmember followed up with me later and said, you know, it strikes me that charitable giving is tied to certain factors in the economy, and if you can figure out what those factors are, you might be able to measure charitable giving on a more timely basis so way initially, while i was still at the society. I had my research team there look into this and other things took priority. Bottom line is we didn’t we didn’t have the time or the energy to pursue it very long moved on to other things. I left this when i left the society in two thousand nine. This was one of the things that was troubling me that i really wanted to get a direct answer to i stayed with you thie idea stayed with you for eight years. It did it did. And so, um, my, uh, we started a company called philanthropy max, and one of the first things that my business partner and i decided to do was to pursue this. So we hired a team of twenty five phd level researchers and analyst and we gave them some variables to look at. They added to the list, the list they looked at was over seventy different economic and demographic variables and and forty two years of published annual e-giving data um, so that’s what they had to work with, they came back a few weeks later, and they said, well, this is remarkable. We have identified what factors are involved what? What economic and demographic factors are involved with us charitable giving. And we’ve developed an algorithm and we check our algorithm against forty two years of published data. We have a correlation rate of ninety nine and a half percent. And the good thing, tony, was that those out of those seventy variables that we started with it boiled down to just a handful and those air variables that are reported monthly or quarterly. So we had a way finally to measure charitable giving as it occurs in the united states. But that was aggregate giving, and that was we started giving away the atlas of e-giving in two thousand ten, and it was just the the national number, the aggregate national number. But we did it on a monthly basis. And by the way, we were also able to create a forecast based on those variables and the formula that we developed. But we wanted to go further. We wanted to have information monthly on sectors so arts, education, religion so forth, their eight different sectors and sources, individuals, foundations, corporations and the quest. And then we also really wanted to add to it states so we sent the research team that assignment, and they came back a few weeks later, and we were able to crack the code all with, uh, what we call up, um, correlation percentages well above ninety percent for everything and most cases well above ninety five percent. So a sense. So essentially, what we have is the ability to measure charitable giving as it occurs in the u s by sector source and stayed on a monthly basis and then forecast to up up to a year in advance. All right, we’re going to take a break, and when we come back, we want to talk about some of these variables that are in there, and i don’t know if we can get you to reveal the number fromthe seventy, but we’ll see how far we can go. And then, of course, we do want to talk about what e-giving look like last year and what it’s ah forecast to look like this year. So rob mitchell will join me after the break. He’ll stay with me, and i hope you do too. They couldn’t do anything to get independent thing. You’re listening to the talking alternate network waiting to get in you could 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. Altum hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. If you have big ideas but an average budget, tune into tony martignetti non-profit radio for ideas you can use. I do. I’m dr robert panna, author of the non-profit outcomes toolbox. Duitz welcome back. We are looking at giving two thousand eleven in two thousand twelve with rob mitchell, the ceo of atlas, of giving rob, what are some of the factors that were identified from these this big group of seventy before i get into specifics? One thing i will tell you, tony, is that the economic and demographic factors that affect one part of giving aren’t not the same ones that affect other parts of e-giving ok, things like gifts from individuals, uh, have a have a different set of factors than then gifts from corporations. The formula for the education sector is very different from the formula for the art sector. So the sum of the eiken without giving away any secrets. Sausage, everybody. I think everybody for years has understood that there is a relation. There has been a relationship between gross domestic product in the us and charitable giving their other factors that that are involved in different things, and they involve everything from stock prices, toe home prices to earnings to consumer confidence. There there there are a lot of different there are many different factors, but interestingly free sector for each source for each state. The number of factors affecting those various things are actually a pretty small. They’re different from sector to sector source to sort the source, the source and state to state. But each one of those the formula, the factors involved in each of those individual formulas is a pretty small number. And so now are your algorithms, um, patented is that is that appropriate to patent something like this way thought so and way. Obviously, when we crack the code, we rushed right down to a patent lawyer. And the long and the short of it was, he said, your coca cola and we said, what does that exactly mean? And he said, well, if you if you publish, if you if you patent something, it has to be published and even in the application process there’s some things which are revealed. And he said that would give it away. So coca cola, believe it or not, has never patented their formula for coca cola over the years. So, uh, on legal advice, we were advised that in this case, for this particular type type of formula, it would not be wise for us to patent it. And you had an honest attorney who said you don’t need my help, pretty much ok, i love that alright, so that’s let’s dive into some of these numbers overall? What? What are the conclusions from two thousand eleven? And then we’ll look, you know, we look at some specifics, but generally, well, i think the biggest story for two thousand eleven is that we experienced a real resurgence in giving in two thousand eleven, and the resurgence wass far outpaced the growth in the economy. This is one of those years where the folks who have tried to make strong correlations between gdpr charitable giving are going to be a little off quit because e-giving grew and two thousand eleven, two, three hundred forty’s over three hundred forty six billion dollars that’s a seven and a half percent increase over the two thousand ten number. Now, when you consider the fact that and the final numbers, they’re not in on gdpr for for two thousand eleven, but when they do come in, they’re going to be some where it’ll be probably in a range of between one and a half and one point eight percent growth in gdp, so you can see the charitable giving really did well, and there were some there was some important reasons for that. Okay, well, um let’s hold off on some of the reasons, i think because i want to get into some more of the conclusions and but before we do that, even what i think is kind of exciting is we don’t have to wait six months from the end of the year for for the giving us a report to come out. No, the in fact, the report is posted on our alice e-giving website right now. So, um, we have we have we offer three products. The first one is called out with standard and it is available for free with a subscription. And then we have atlas, professional and that’s everything monthly by sector sources state. Then we have we have something called atlas custom. Our technology enables us to build custom benchmarking and predictive models for individual non-profits to identify what particular economic and demographic factors effect they’re giving. But because your methodology is so much different than e-giving yusa, which is based on surveys, we have something much quicker than then. June, i guess, is when that typically comes. Out yes and way think are we think our technology has other advantages as well? There are other than giving us say, there are other indexes and surveys and blackbaud has won, yeah, and most of those air based on, um, a group of customers that sort of fit a profile, and they’re not necessarily representative of all sectors for of very small charities or very large charities. Um, the survey kind of methodology is important, and i don’t i don’t want to diminish the fact that surveys air important, but there are things related to my background which i know happen in the survey process, which can be troubling over time. And when i was at the american cancer society, just as an example, as a matter of board policy, we we did not disclose our e-giving information on a contemporary basis. Of course, we filed the nine nineties and those sorts of things did annual reports, but in terms for competitive reasons are bored felt like it was it was important for us not to participate in those kinds of survey let’s. Look let’s, look at the prediction for two thousand twelve you’re predicting ah, just under four. Percent growth yes, the current forecast is two thousand twelve will finish the year with with about three hundred and sixty billion dollars in total e-giving and that would be a three point nine percent increase over two thousand eleven. But like any forecast, and we update our forecasts each month, right? So as these as the as the factors or the are reported each month, because you’re basing them on government supply data, then you you change your your forecast for each month. Well, and there are other things that happened as well, okay, look like thousand won is a great example. Two thousand one was was a very good giving year for most organizations until september eleven things changed dramatically after that. So you’re able to factor in world events like that, i guess world events, whether yeah, and whether they’re man made or natural disasters, tax policy changes, changes in government, all kinds of things, um, those things are all taken to account, so in terms of the forecast we updated each month, and so if we get it just as an example, if we get a severe weather event of some of some kind, that the severe natural disaster. Say an earthquake in someplace. Hey, that’s going to be good? It could be overall, actually good for the charitable giving economy, depending on what kind of event it is. Because people there’s an outpouring, obviously. And things like the indonesian tsunami and the haitian earthquake. Sure, there was a huge outpouring. But the thing to remember is that the charitable giving economy is complex, and so, um and and it’s somewhat defined so that disaster relief organizations benefit uh, a great deal during times of the those kinds of disasters. But that money has to come from somewhere. And usually it comes from other places and there’s some additive. But it usually comes from other organisms. Other non disaster organizations. Let’s, look at some of the sectors for two thousand eleven. So the arts sector how how did that fair last year? The the, uh, art sector, if you bear with me for just a moment. Sure got eight, eight sectors here to look over. The art sector was up for the year. Six point eight percent and the forecast for next year is for it to finish up five point two percent, which is better. Than the than the forecast for the aggregate national e-giving and but then their results this year weren’t quite as good as the aggregate national number. Yes. Okay. And what about you have ah, sector called society benefit? What is that? The society benefit is his organization’s, um, usually passed through organizations like united way? Uh, those those kinds of organizations would be included in society benefit jewish federations, those sorts of things. Okay, just a reminder for our listeners. I’m with rob mitchell, ceo of atlas, of giving. We’re talking about looking at giving two thousand eleven and two thousand twelve. How did those society benefit organizations do? In last year, they were almost at the national average, up seven point three percent and they’re projected to be almost at the national average next year. Five point zero percent okay, so pretty steady, but then religion i see has been, uh, losing market share. Religion has been losing market share and that’s been a trend that is that has continued for a number of years. Religion did not finish as strong as the nation did in two thousand eleven. Oppcoll let me get to that number really quickly, so recision was up, but not as much as the overall that’s correct, it was up six point five percent, but here’s the interesting thing for the forecast. For next year, it’s only forecast to grow less than half half of the national growth rate for giving so it’s projected to be up one point six percent and thousand twelve what’s the current market share current market shortages um, thirty five percent and how many years has it been since that’s? What you said several, but do we know when that when the decline in market share began? I don’t have that at my fingertips, like certainly get you that information? Because i don’t have that at my fingertips, do we? Don’t you know that there was a declining market share this year? Okay? And it dropped one percent from thirty six percent down to thirty five percent this past year. All right. And what do you expect for next year? Are you able to forecast that market share? Yes, we are able to forecast the market share. And so now i was i was misstated. Religion went religion was at thirty seven percent in two thousand ten. It was a thirty six percent in two thousand eleven, and it looks like if things go according to the forecast that it could be as low as thirty five percent next year. Okay, do we know where that where those dollars air going and again, it’s not a zero sum game, but do you have a sense of that, or not? Really? Well, you know, we we look at lots of different news and information about a lot of different things, and one of the things that’s no secret is that mainline churches in the u s have been losing membership, and it continues to be a problem for them, so that certainly is a contributing factor. The one thing that has not helped religion this past year and this is true of a lot of organizations that rely on lots of small gifts from lots of small donors, is that unemployment as a factor, has been particularly significant because when people fear being unemployed or they are unemployed, they discontinue their giving and often don’t resume their giving until they’ve had a chance to catch up after being re employed of course, like ours and furniture and clothes and taking vacations. That have been put off paying off debt, etcetera? Yes, so that that lags actually from the so the giving of a lag from a change from a decrease in the unemployment rate. Yes. Okay. Okay. Let’s, look a little at some of the sources, and i know you’re able tto look at individual foundation corporate m bequest. What happened to individual giving last year? Individual e-giving i was actually really, really good this past year. Individual e-giving was up. Um a little hang on one second. Let me get to that information. Individual giving was up seven point eight percent, slightly better than the national average. And the individual e-giving forecast for next year is pretty close to what we forecast for the aggregate it’s three point seven percent. Okay. And what was the just the overall dollar amount of individual giving for last year? Two hundred sixty point one. Eight billion. And that represents what percentage of total giving? Seventy five percent has that seventy five percent been pretty steady. It has been very study. It is. Okay. Um, let’s, look at some others. So foundation giving what? What happened that last year? And what’s forecast foundation giving. Wasn’t quite as good as the national seven point five percent. It was up six point, two percent in two thousand eleven, but next year it’s forecast to be currently forecast to be better the national giving it’s it is forecast to go up six point three percent. So steady growth in foundation e-giving from two thousand eleven to two thousand twelve way have just a couple of minutes left. Rob this number’s a really interesting is only so much time we can spend on them. What about the bequest numbers? Tony? I had a feeling you were gonna ask me, i’ll as planned giving is in my heart, of course, save the best for last bequest giving was exactly up as the same amount as the national e-giving average, it was up seven point five percent. It isn’t, uh it isn’t keeping pace. In two thousand twelve, according to our forecast, it’s going to be up three point, zero percent, and, of course, these air realized request. This is not expected, of course, and what percentage of total giving is a bequest? Revenue bequest revenue is, uh seven percent. Okay. And that’s been steady. Is that right? Okay. Last thing i’m gonna ask you is just something maybe a little fun because that we just have, like thirty seconds or so left. Since you can do this by state what’s the one of the most and least generous states in the country. Well, the most generous states in two thousand eleven for pennsylvania, illinois and florida according to their growth rates, pennsylvania had experienced upward are experienced growth of eleven point eight percent. Illinois eleven point four percent florida ten point five percent ok, and how about the other end? Um, there are a whole group of states which were there. Isn’t there isn’t a clear leader at the bottom, if you will. Okay, all right, so we weigh don’t have time to really to go through the list. We don’t want to embarrass anybody, any state randomly, so we’ll just leave it at that and we do have to leave it there for a mitchell is ceo of atlas of giving, you’ll find it atlas of giving dot com we were spending time talking about looking at giving two thousand eleven and two thousand twelve rob thank you very much for being a guest. Tony it’s. Been great to be with you. Thank you, real pleasure in very interesting numbers. Thank you. Right now, we’re going to take a break, and when we return, it’ll be tony’s take to stay with me. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, it’s, time for tony’s take two at roughly thirty two minutes into the hour my block this week, which i thought was going to be my block last week, but it’s, not the block last week. It’s the block this week, so look for it this week. You don’t need the fancy stuff for your plan e-giving for small and midsize charities really having just a bequest marketing program and stopping there can be a very respectable planned e-giving program. First of all, bequests are where any program starts or irrespective of what your mission is or how big you are. You’re always going to start with requests because they’re the most popular planned gift expect about seventy five percent of your plan gifts to be bequests, and they’re easy for people to understand. Everybody knows what a will is, everybody needs a will. I may not have it, but everybody needs one and they know what one is so it’s an easy type of giving toe understand through a state plans and, um, for a lot of charities, that’s the place to end because you don’t need to spend money on expertise tohave people including you in their will so you could be going into real estate or the sophisticated trust or even charitable gift annuities, but you don’t have to don’t let a fear of the more sophisticated gift and the expertise required for some of them keep you away from inaugurating a plan giving program, start with requests and stopped there and it’s a very respectable and solid plan giving program, and that is tony’s take two for friday, january twenty seventh, the fourth show of two thousand twelve. Now i have breaking the mold in traditional endowment design to pre recorded at the national conference on philanthropic planning last year and here’s that interview welcome to tony martignetti non-profit radio coverage of the national conference on philanthropic planning. We are on the river walk in san antonio, texas. My guests right now are catherine miree attorney berry catherine is principal of katherine w miree and associates in birmingham, alabama, and attorney berry is a partner in law firm of wyatt, tarrant and combs in louisville, kentucky. Catherine durney welcome, thanks so much pleasure to have you. Your seminar topic is breaking the mold options in traditional endowment design. Catherine wanted to start with you. What the, uh what do we need to break the mold? What’s wrong with traditional design? Tony, i think if you look at the issues and lawsuits right now, where donors are suing charities, what it really reveals is that perpetual is a long time and it’s not entirely practical, to be very prescriptive in creating a long term funds to really look at the issues and talk about some of the solutions to the problems we see out there right now. Okay, durney, let’s, turn to the attorney. What are just some of the legal issues that we’re seeing in these lawsuits that katherine’s talking about right? Well, you you need to look at it from three different points of view. From the donor’s point of view. A planner and a charity are promising that they will do to certain things. And the donor believes him on the donor’s family believes them. And so the question is, can we really design an endowment that will work the way the donor wants over a very long period of time? Then you got issues from the charity’s pointed to it. Does it? Does a charity really want in particular endowment, particularly? If it’s if it’s very, very specific, it may be one thing if what you’re doing is saying we want teo, i had to pay for historical research. But if we say this is for research into the causes of world war i in one hundred years, that may not be something that the university say needs money for and the last, the last aspect that will be talking about is awareness of the effects on society. Is it good for us to have enormous accumulations and endowments? On the other hand, let’s suppose that we cut back on those for any of a variety of reasons. Is that good for society? They’re just complicated issues. And we like tio start people thinking about you and catherine a cz we’re getting into the topic. Let’s, let’s, define endowment. What were we talking about when we’re in these funds? What we mean that’s a great question to may endowment is any poo of fund set aside for the long term use of a charity or for charitable purposes? And so, in that respect, it could be what we all consider a traditional endowment at a university or hospital or any charity. Where the donor makes a gift to the charity and says, don’t spend the principal use only their earnings, or it could be a vehicle like a private foundation, which we see among a lot of the wealthy and a private foundation is perpetual and purpose, and it is, in truth, a pool of funds you’re required by law to distribute five percent of you’re investable assets that you but that’s an endowment, a supporting or could be an endowment, a donor advised funds could be an endowment, a charitable lied trust could be an endowment substitute. So these air all funds where the principle is invested in the earnings are used for charitable purposes, okay? But as attorney pointed out, the donor’s may have specific things that they want to fund, so if we’re going to be donor-centric shouldn’t we just allow them to do what they really want to do with their money and their gift? I love talking about donor-centric what that maims it doesn’t mean letting the donor run amok with a charitable purpose that would take a charity off mission, for example, attorney has a great example of that that makes me smile. Go ahead. Not my favorite one is let’s suppose that i wanted to go to my my church on tao, the singing of amazing grace. You can’t use the money to seeing how great thou art, but you can use it to sing amazing grace and some of the pastor says we’re going to do with that gift. We can have special robes for the singing of amazing grace. We could have a special rise or for the choir to sit to stand on, but all i’m really doing is disrupting the operation of the church and charity should be very sensitive to that, and i don’t, and somebody should come to me and say, well, it’s, wonderful that you like amazing grace and we can call the fund the amazing grace find, but but we just can’t administer a fun like that on a reasonable donors is going to go ahead and change that if you get some thoughtful back and forth and emphasizes his, catherine said the importance donor-centric donors want to help the mission of the endowment charity they’re they’re they’re working with, so you need to meld those, too. And catherine, if you’re attorney said, if the donor is reasonable and really wants to help the charity. Aren’t they going to be receptive to the explanation that that kind of purpose for an endowment just doesn’t suit us? Two of the things to the trends that i see that i think bear on this issue are one term endowments and to creating flexibility within the endowment and a method for or mechanism for change, i’ll give you a good example. I had a donor walk in and wanted to create a million dollar endowment for a program called success by six and the conversation i had with that does age six, i assume not six o’clock in the afternoon, right? Right, trying to do it in a day, six years success by six is an early childhood intervention education intervention program that catches kids when they’re three or four and prepares him tto learn and it’s a critical time in their lives and a lot of poor families. I don’t have that kind of support for children, and my question to the donor was, what are you really trying to accomplish? And when they said, i love these programs that go in and prepare young children, my response was let’s say that let’s don’t name a program that might not be here in a few years. Let’s talk about outcomes, let’s talk about what you want to do, so donors air prescriptive because they haven’t really thought of any other options, and i think our job is planners is to back him up a little bit and talk more about outcomes and purposes in terms, so we have options. We have the reflect, the limited term endowment and what was the other that you mentioned flexibility put in a plan b, a plan c in the event that the first purpose is no longer impactful? Effective makes okay now attorney in your work are you seeing donors who are receptive to these breaking the mold of what we’ve been doing for decades? Sure, let let let’s take, for example, and arts group the louisville orchestra if you have a donor who wants to benefit the louisville orchestra and wants to create a very long term endowment, it’s pretty easy to persuade the donor that a fund should be for the benefit or castro music in louisville, kentucky, an example of which is the level orchestra and that’s what? Should be funded first, but if one hundred years from now there’s some other something, then the larger purpose is funding live classical music and louisville today, we can’t really conceive of that it any other way than an orchestra that may be true in one hundred years, but but who knows? Education is another really good, and you have the issue of bankruptcy. Our orchestra and birmingham went bankrupt and took down with it a number of funds that donor said contributed so in attorneys example, what do you do? Have you protected the funds in one of our jobs? Is planners if we’re representing the donor, is to protect those funds for the use that they intended. So what do you do in that situation? And i hear that a lot from potential donors. What happens if the college or the orchestra doesn’t exist any longer? How do we protect the donor? Well, they’re they’re number of ways you could do that, one of which is you can put the assets the endowment in a separate organization in a philanthropic fund, a private foundation, a community foundation, a supporting or where it is not the charity’s directly, so that’s one way to do it another way is to have a gift over it’s a little extreme. What does that mean? Gift over way have jargon jail here on tony martignetti not probably don’t my antenna are always up when i’m with an attorney, right? Right? No way. What did you say left over as long as as long as that particular organization is doing x, then the endowment will be theirs. But if not, it will go over to a second organization. So the second organization has an incentive to police what the first organization is doing so let’s say let’s say that what i do is i create endowment for ah, for a hospital that’s supposed to be used to support it’s it’s women’s programs and for whatever reason, the hospital stopped doing that it goes in and becomes a long term care facility. If i have a gift over to another hospital, the other hospital is going to raise the red flag and say, oh, first hospital isn’t doing this anymore where’s our money? Well, that’s, a very that’s, a very good way to do it, and you’re finding non-profits are willing to accept that oversight. By another local non-profit i mean, but but because again they don’t they don’t think they’re ever going to get out of that business, and so it helps them do whatever it is they want to do. The harder ones, quite honestly, are something like a library where you have donors who really want to fund collections, and you have to have the very difficult conversation, particularly with elderly people, that collections may not be books, and they really don’t know when they say not books, they think, oh, it’s, going to be some endless room of computers and dvds and and a bunch of kids playing and this is not what we want to do, and you have to say, well, it’s, not entirely true, if, if in in, you know, the year one hundred somebody had endowed the creation of a pirate’s manuscript, you you would have wanted them to fund gutenberg, and they all kinda well, yeah, that’s, that’s, true, but but those air harder organizations, catherine let’s, take a step back and think about some smaller organizations that that really just wanted. Maybe they’re at the stage where they say we need to have an endowment. We want to start an endowment. What should they be thinking of our around the issues that you attorney are concerned about? I think the first place to start is the role of endowment, both internally. I always looking to cases for endowment. One is thie internal case. Why do we need an endowment, how we’re going to use it. So everybody over the board is saying, we need one, you want to, you want to question, why, okay? And why do you need one? And what is its role going? Tobe a and i don’t think people talk about that enough. And then that second case is washing donors. Invest in the endowment, talking alternative radio, twenty four hours a day. Hi, i’m carol ward from the body mind wellness program listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a m eastern standard time on talking alternative dot com professionals serving community oppcoll 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 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. Told you. Durney what attorney, in terms of structuring endowment, from a legal perspective, what does the charity beginning that process need to be thinking of? Well, you you need to decide, is it going to be an internal endowment or an external in down there? You’re going to keep it on your books or are you going to create an organization or creative fund at a community ways you mentioned earlier, communiqu, conditional donorsearch vie, having donors use their own donor advised funds that said, ok, so what do you want in house or do you or do you not? And then what sort of what sort of restrictions are you going to impose? What sort of gifts are you going to solicit? One of the things that that i fine at least, is that often time, endowments and plan giving generally very unfortunately serves a work avoidance function, it is we’ve got somebody on staff or the board says, oh, we’ve got a lot of older donors we need to raise endowment dollars from them, but nobody really wants to go ask anybody for endowment money, so they say we’ll order some brochures and we’ll mail the brochures out and we’ll have a plan and we’ll have a committee, and at the end of the day, they’re shocked to discover that nobody gives any money and so they then divert the person to doing special events, and three or four years later, somebody on the board says, we need to get serious about endowment, and we start the process all over again, you know? Oh, and and and you see it when you look at resumes, most of the resumes among the smaller charities in certainly in our area there the plan giving officers have us much special event experience as they do playing e-giving experience the ones where you have success are the people who are committed, and they say, it’s future, we’re going after the future all of fund-raising at the end of the day, it’s just telling your story. And if you have people in the organization who aren’t comfortable telling the story, i e fund-raising that’s a problem kapin you’re shaking your head, as tony was saying, future anything you want to say they’re no, i agree, i agree with him. Absolutely. I generally look at annual operating annual fund-raising supporting operations plan giving and deferred giving supporting endowment because it’s a one time gift, it perpetuates the donor’s ongoing gift. We know that those gifts come from the most committed donors, so i don’t disagree with you. You know, i thought maybe you were shaking your head in chagrin over over organizations that might be doing what i do. I see it all the time. So how should we structure internally in terms of fund-raising to avoid the the problems that attorney is describing when we’re starting an endowment, campaign or program? You know, i think an endowment campaign on its own is the hardest thing any charity will ever do. I look at it as part of the bigger picture, part of the bigger case. Two donors that they need to invest now and in the future, i see. I really think having people the son to play e-giving and having the disciplined allocate those gifts to endowment as quasi endowment, which is bored. Allocated as opposed to donor ellicott. Ok, let’s, talk a little about that quasi endowment. That was okay, too. Real types of endemic one is true endowment. That is where the donor places to restrictions on those funds that you cannot spend the principal. You may only use the earnings. The other is quasi endowment, and quasi is bored. Allocated endowment. That means the gift comes in without the restrictions. But the board itself places an endowment because it has the discipline to do that. And that is the easiest way. Oh, so that’s that’s an unrestricted gift that might just be a thousand dollar annual gift. It’s and the board makes a difficult decision. Yes, to not spend it right and put it into its true endowment. Right. And, you know the other argument i usually give, charity says if you budget a state gifts, you are basically budgeting death and that it’s a little tricky in terms of the unrestricted gifts being allocated to endowment by the board. Is there ah, policy or a guideline that you like to see a certain percentage of unrestricted gifts being devoted to endowment? I look at it. Mohr is all the testamentary gifts. The things that are triggered by the death of the donor. If the charity will put one hundred percent of those an endowment, it will basically in tao in many cases, the donor’s annual gift i wanted to. See have all that discipline and then if they need, if you have policies it’s, goingto be howto we withdraw some of those funds, but how do we use them that’s so hard to do, though in especially in the midst of a recess? Shin still, but attorney, i see you nodding. You agree it is, but you could never make any progress. It seems to me if you’re if you are always having to find new donors, you want to be able to tell the story two new people every year, but you want to continue to capture the story of our capture, the people you’ve already told story too. So if you’ve got a donor who gives you a thousand dollars a year, if you could get ten thousand dollars as a request or is a longer term gift of some sort, then this is good because they’ve basically funded their gift and now i can go after the next person aunt, i can actually expand and grow and develop in a way that it’s very difficult to do if you every year are starting from scratch. Of course, catherine, as our consultant, we know that the cost of acquiring a new donor is considerably greater than e-giving follow-up gift from an existing it isthe and i look at it it’s maximizing the donor’s role with the charity. If they are giving to you every year, you need to make that ask that they give in perpetuity and many of them will you’re not going to find people walking around on the streets that there going to make it down my gifts that haven’t that don’t have any other connection to your charity know you’re looking for that commitment in terms of and doesn’t that commitment. Evenflo teo two donors who were giving it small levels, right? Let’s, talk a little about that. Catherine. I see direct mail organizations whose average gifts eyes on an annual basis is very low. They don’t have those hi n major gifts, and yet there is committed and they might leave an average of st gift of thirty or forty thousand. It may not be as large as the major gift donors, but it’s significant, no charity would turn that what? So look to your small giving your donors were making small gifts, but doing it consistently maybe that zach decade arm or decades? Sometimes we see in longstanding organism right best the number one indicator, and what i have learned is that many of those donors make their only major gift at death because they can’t afford to do it doing like we have to leave it there been with katherine miree principle of katherine w miree and associates in birmingham, alabama, and turny bury a partner in a law firm, wyatt, tarrant and combs in louisville, kentucky. Catherine, attorney welcome. Thank you very much for being here. Thanks. Enjoyed the topic was breaking the mold options in traditional endowment designing your listening to tony martignetti non-profit radio coverage of the national conference on films about the planning two thousand eleven. That was my interview with katherine miree internee berry from the national conference on philanthropic planning on breaking the mold in traditional endowment design. I want to thank everybody this week, my thanks to rob mitchell for being a guest on dh catherine miree and turny berry for taking time. Teo, sit with me at the national conference on philanthropic planning and also thanks to the organizers of that conference. It was a pleasure to be a media sponsor there. Next week, tapping entrepreneurs for your cause with jerry stengel principle of stengel solutions were going to talk about the value that entrepreneurs khun give you and how to approach them. 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072: LinkedIn Lovers & Your Board Can Fundraise – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Geri Stengel, principal of Ventureneer; Marc Halpert, principal of Your Best Interest; and Maria Semple, The Prospect Finder

Dennis Miller, principal of Dennis C. Miller Associates

Read and watch more on Tony’s blog: http://mpgadv.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 am your aptly named host it’s friday, december twenty third, two thousand eleven i sincerely hope you were with me last week because if not, you screwed up, you would have missed facebook fundamentals with john hayden principle of inbound zombie and co author of facebook marketing for dummies he covered getting your non-profit on facebook had a start had a facebook fund-raising attract fans and integrate with your other channels, you would have also missed your fresh faced website are regular tech contributor and the editor of non-profit technology news, scott koegler shared his thoughts on your freshened up website when different handup are you on message? Trude emission, do you have your call to action this week? It’s linked in lover’s jerry stengel principle of venture near mark halpert principle of your best interest and maria simple, the prospect finder and our regular prospect research contributor show their love tto linked in for research, branding, donors and volunteermatch judgment, recruiting board members and more that was recorded at national philanthropy day, hosted by a f p of westchester county, where we were a media sponsor, and also today your board can fundraise dennis miller principle of dennis c miller associates a lot of principles on today they’re three principles, so you’re gonna get your knuckles smacked if you’re not paying attention. Dennis c miller a dennis miller principle of dennis similar associates is going to help you motivate your board for fund-raising with training, proper expectations, meaningful experiences, leadership and mohr and that was also recorded at national flandez b day between the guests on tony’s take two my block this week is say thank you before you have to make your gratitude sincere, not out of embarrassment. Talk more about that on tony’s take two. We’re live tweeting the show. Use the hashtag non-profit radio to join the conversation on twitter. This show is supported by g grace corporate real estate services, and we are grateful for their support. Right now we take a break and when we return linked in lovers, so stay with me. Dafs you’re listening to the talking alternative network. Dahna are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police crawl. Offset. Two, one, two, nine, six, four, three, five, zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com dahna welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio i have for you now a pre recorded interview linked in lovers from national philanthropy day just about two months ago. Three people expert in lincoln sharing their love on lincoln on here is that interview welcome to tony martignetti non-profit radio coverage of national philanthropy day. We’re at the edith macy conference centre in briarcliff manor, new york, hosted by the association of fund-raising professionals westchester chapter was just a county chapter, and joining me now is mark halpert, managing partner of your best interest. Jerry strangle, president of venture near and maria simple, principal of the prospect finder and you’ll know maria because she’s, a regular contributor to the show there are seven our topic today at national flandez every day is linked in jerry single why is linked in why does it deserve a ah seminar old by itself? Why not general social media? So i’m going to first tell you what lincoln is not, and that’s not a stodgy place to put your resume. What it is is a research database of one hundred and thirty five million affluent influential people that you khun b, you know, approaching for donations. So you’re so you’re saying we can use lincoln as ah, a research tool? Absolutely. Absolutely so it’s it’s. Very simple to search. You’ve gotta form. You’re filling out geography, industry title passion. What klaus is people are interested in and you draw up a list of people that you’re connected. Tio okay, mark. Mark albert, are there other uses for for non-profits and linked another than the prospect research was ability wise? Yeah, sure. What you want to do in lincoln is you want to fill out the profile completely and thoughtfully with the right terms. The right words know what sections of lincoln’s profile are searchable. So you can get found when people are actually searching for you? Yes. And they want to go one step farther than that. And you want to make your entire organization your tire non-profit people in the non-profit and the non-profit itself look as good as you can. Everybody, uniformly. Okay, so we’re we’re scrutinizing all our employees linked in profiles. Is that what you mean for your co-branding it’s? Part of branding. You have to have the right brand, everybody. Has to tell the right story if you have the executive director who doesn’t tell the story, but the people underneath him or her who do tell the story of a disconnect, and we see that a lot with non-profits we’re trying to work with non-profits to understand this is a total package for the entire organisation, but its fundamentals are the people themselves everybody’s gotta look really good, maria simple. Well, we’re talking about prospect research, and we’ll go into more detail on that co-branding what’s another reason that non-profits should be involved in lincoln? Well, you know, you can make an awful lot of great connections in terms of looking for additional donors, allied professionals, board members for the organization so it’s really a treasure trove, rove of trying to connect with some people who are out there right in your own communities, if you are community based organization and you can do searches filtered right down to a specific zip code. For example, if you’re looking for people with a specific expertise or an interest in the type of programming and services that you provide, what can we do around allied professionals? First let’s tell people who want to keep you out of jargon jail, but i mean, if you’re if you’re in drug in jail, you’re not going to come back and be on the show again, so keep you out of there. What do you mean when you say allied professionals first? Well, allied professionals might be, for example, if you are unorganised ation like the civil liberties union, for example, you might be looking to connect with mohr attorneys right in the in your community who could be potentially great volunteers and board members for your organization. So this would enable you to identify some of those professionals in your communities who can help benefit your organization, not only perhaps, with their time, but with their money as well on dh, how do we find them? Well, there is an advanced search page on linked in and s o it is right next toothy search the general search box, you click on advanced search and you’ll come up with a whole new page to do the searching. Now this is free, by the way. We’re not talking about a fee based portion of lincoln. The advanced searches are free and the data results are really quite amazing, mark, you talkto about branding and and uniformity let’s say a little more about that cause i think it’s an aspect of social media that that non-profits aren’t paying that much attention to their thing about their message going out, but they’re not thinking about what they look like as they’re conveying messages. Well, one thing about lincoln it’s really unique, and i think it’s separates it from facebook, where a lot of non-profits are really doing a lot of work that lincoln is the audience. A lincoln is a professional man and woman who look at lincoln all day long in their business day. They might not look att facebook till they get home if they even do that in the evening so people can look at lincoln and commit to each other, work with each other, communicate with each other i have non-profits that exclusively used lengthen as their communication with their constituents. For example, a school in stanford, connecticut, they realise that all the parents in their school are professional so they don’t mess with facebook. They go directly to lengthen to have their parent teacher organization communications go out so it can really depends on who you’re trying to attract and how to convey the information. It’s branding, it’s specific, targeted communication skills and it’s, just a tremendous tool. It gets better and better every day. I think there’s new attributes toe linked in like two or three times a week, where they’re taking something they’ve had for about three or four years, and they’re just tweaking it a little more. This week. They tweaked events last week. They tweet some parts of your profile that you probably never even knew. You had to fill out our could fill out it’s there’s places to go in tow, lengthen that are not completely obvious. That’s, what the three of us do. We’re going to show in our seminar today where to find all this good stuff e-giving ending, ending e-giving. You’re listening to the talking alternate network e-giving. You could 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. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Lively clamber station top trends, sound advice, that’s. Tony martignetti, yeah, that’s. Tony martignetti non-profit radio. And i’m travis frazier from united way of new york city, and i’m michelle walls from the us fund for unicef. Dahna and i’m tony martignetti one of those commercials you heard was betsy cohen, psychic, medium that’s, he’s going to be a guest on the show on friday, february tenth, and what is a psychic medium going to do with respect to non-profits? You will have to stay tuned. If you really want to know in advance, then you can always sign up for our email alerts weekly email alerts on the facebook page. But, yes, we’re gonna have a psychic medium. Betsy will be a guest. You’re listening to my interview with jerry stengel, mark halpert and maria simple, linked in lovers from national philanthropy day at the a f p, westchester county. Yeah, if the westchester county and here’s the rest of that interview jimmy jerry what’s some of that job so excited by the good stuff on lengthen, i’m going, jerry strangle jimmy, jimmy she’s a gem, but that’s not her name. So we’ll share some of these hidden treasures in lengthen. So actually, i want to take a step back and talk a little bit about some research that engineer conducted over the summer and it’s going to be coming out within the next few weeks. Lengthen is the most underutilized and underappreciated big social media among non-profits and yet it has the greatest potential. So if you were to look at small businesses versus non-profits use of link in among socially active non-profits it’s about fifty percent using length in versace for small businesses, that’s about seventy percent. And among power users people that really, really use all social media extremely well, it’s eighty percent if you look a thie effectiveness rating non-profits have a very effective rating of eleven percent versus power users, which are thirty nine percent so a dramatic increase and the reason is that non-profits don’t get what lincoln really is and that that is a research database, so maybe seven percent of non-profits or using it it’s, a research database vs power users, which it’s about forty four percent and very few about not very few, but about a quarter of non-profits using length in to get an introduction vs power users, which i think is about fifty three percent, this is this is all very interesting cause we’re using we’re talking about using linkedin for branding for prospect research, but also for research beyond prospect research, this advanced search that maria was talking about him and the effectiveness reading that you’re talking about jerry. Now, how is this effectiveness rating determined? What does that mean? Really? So it was self reporting, it was a four point scale of of of the number one would be very effective and number four would be not at all effective. So, you know, whoever was answering the survey got to rate themselves and say i am very effective at linked in or i’m not very effective at lengthen, and if you look at other social media, facebook and twitter had much, much higher ratings and it’s that again non-profits aren’t getting powerful uses of linked in which you can use it to find board members. You can use it to find staff, you can use it to find strategic alliances. It’s not just about finding donors, maria simple, most underutilized yet most promising social media property. I would agree i would agree wholeheartedly with that, you know, i when i’m talking to a nonprofit organization about their presence in the social media landscape, for example, we don’t discount to the other avenues of social media. But then once we get into a discussion about what, what lincoln khun do, not only for you professionally but for your organization in terms of your organizations, growth, etcetera and brand matter-ness you know, in addition to having the individual profile pages of an individual, i think it’s important to note that there are the business pages, the company pages and non-profits can have a free, as they call it company page on linked in again, there you are being exposed in a professional environment toe other business professionals. And why not? Why not have a presence in that space as well as mark indicated about the search ability? You want to make sure that you have certain keywords there for search engine optimization, etcetera. So this is an opportunity for you to take advantage of another free tool to have not only your professional profile there but your organization’s business profile. Your organizational profile work. Where do we find this business page, or how does an organization find the place to create it’s business page? But i don’t think this is widely known no it’s, really not widely known, and in fact, it’s just been expanded considerably in the past couple of weeks. I just finished a five piece log piece on how non-profits can really blow out there. Not other company profile page, uh, it’s it’s, several layers deep it’s not just filling out forms it’s about thinking and using the peace of the web that is lincoln’s company profile page in an intelligent way, and telling the story of the non-profit what is the non-profit do? What of the products for the services of the non-profit offers and then under those products and services layers, talk about in detail. What does it do? How is it of any use? Why is it a compelling place for somebody wanted no more about it or give money to it? And then you can even recommend certain products or certain services of the non-profit right on the linked unpaid, so it builds. I built a lot of attention, it’s searchable. It builds a lot more credence to what the non-profit does than it normally doesn’t. Often these not these non-profits are suffering with really poor websites, and this makes the website less important, and it puts more eyes on lincoln. Where do we go to find this house non-profit leaders going to linked in islington dot com? But here she is in their own personal profile. Where do they go from there? Are you able to talk them through to find the place where they start to create their own business page? Sure, when you go into your when you land on linked in your in your home page at the top right of the home page, there’s a search box and there’s a downward pointing arrow that’s right now probably says people as you’re looking at your website because that’s at your lincoln site that’s really where, where it defaults to click where it says comes down to it, says companies on the dropdown, click companies, and then you can type in a search for any company that has a linkedin page. If it comes up with no linkedin page, which many non-profits test to see who has done this for us have have we haven’t done it, then you can add a company profile page. Think about how you add the pictures of graphics, the logo, the language, how you’re conveying your non-profit do you need help? Do you need money? Are you looking for something and ask? Don’t be afraid to tell business professionals we’re really folks, this is where the money is right now in this type of economy, ask for the help you need. Mark alpert is managing partner of your best interest jerry stengel is president of venture near maria simple is principal of the prospect finder and a regular contributor to the show, and we’re talking about linked in at the national philanthropy day hosted by the, uh, association of fund-raising professionals, westchester county chapter jerry volunteers hyre hyre can we use advanced search to help find people who are likely or even just possible volunteers for our organization? So i’m so glad you asked that question because linkedin just pretty pleased with myself. Now that since you said it all, i’ll reveal my own pleasure with it, so lengthen just added a new feature for volunteer experience and causes, so i really want to urge every volunteer every non-profit fresh inal to fill out that those fields within their profile, because that’s, the way that a non-profit is going to be able to find you, and you can be found for a non-profit that maybe you’re not aware of, but it is in your sweets, but in the claws of the passion that you really care about, so you’re encouraging an organization to encourage their they’re volunteers to fill out their volunteer section knew volunteers section and their own personal profiles that right? Correct. So i really want to encourage a non-profit to encourage every management person, all staffers, all volunteers, including and most especially board members, to fill out and blow out their profile on more specifically to fill out that volunteer experience and cause section markers were encouraging volunteers, everyone in this in the all the constituents to do this, as jerry just said, how can we ensure that there’s going to be consistency across all these different profiles in the way they describe their work or they’re volunteering with our non-profit how can we ensure consistency? Well, someone on the non-profit staff needs to have ownership of the company profile page and tell the folks who work in the non-profit or that our volunteers or a board members, the message that the organizations the whole wants to convey, each person can put that into their own words, but let’s be consistent in the eventual message that’s being put out there. The wonderful thing about lincoln is throughout the profile that you individually have you khun say in so many ways, how really special you are how people need to know more about you, there’s nothing wrong with saying that today’s social economy. So tell people how you stand out from the crowd and if you’re really pay proud of the non-profits you work for or work in, tell them how you and your non-profit stand out in the crowd, it’s simple. You just have to think it through, write you would stop short, then of of scrip eating on, giving specific language, you wouldn’t go that far. You really wouldn’t want to go there know that that becomes too stilted. I think the one thing about social media is it’s a very natural to very from the gut type of thing of expression, and this is a way that you need to tell the same message, but you need to say it in your own words. I really encouraged my clients to really express who they really are as opposed to tow a line. Maria, do you have more advice around what you’re encouraging volunteers and employees and other other constituents that are close to the organization to say in their own linked in profile? Now, i do. You know, i concur, though, with both mark and jerry, that this is an opportunity for the non-profit again to get their name out there, because if let’s say you have between your board and your core base of volunteers, let’s say you’ve got one hundred people right that’s, one hundred ambassadors for your organization that if they on their own individual profiles, indicate that they are a volunteer with x y z organization. Then again, it’s another place on the web where your organization name is mentioned. So, you know again, it’s is just getting out there getting that exposure, so it’s an opportunity for you to have yet another free venue to have to get your name out there. What else, maria? That that i haven’t asked about linked in that you’re going to be bringing the three of you going to be bringing out in your seminar later, pretty much covered it. Mark and jerry, have we left anything out? So there’s one point that i want to make and that’s our non-profits complain the most about the amount of time that social media takes and how are users? Interestingly, spend the most time twenty five hours a week on social media do not complain at all about the time because they’re getting the value out of it. And the last point that i want to make is when i got into social media, the easiest one for me to do was length in, and it was the least time intensive, so i think you’ll get the most out of length in as a non-profit what’s been your experience, geri what? What kind of payoff have you seen from? From link from the time you do spend on lincoln, i get a lot of traffic directly to venture near. Which provides webinars and free education. Okay, mark, about your what’s been your your return? I guess on lengthen. Well, i i have another business in aside from being a linked in coach and i get business, i book business actually into that business from people who find me a lincoln or refer me through lincoln. I just booked up good size piece of business out of san francisco this past week from it. One thing i want to add to a jury saying, yeah, you can think it’s time consuming, but an investment in you there’s no better person to invest in in your personal brand than to use linked in and keep commenting on things that you said that you read in information you want to convey, give more than you receive. Pay it forward talk about items that are of interest to your articles. You’ve read in a headline update, and people will remember goods stuff that you share with them, and then you’re in their eyes again and again, and people come to me and say, oh, i just saw your update. I forgot i needed to talk to you, then i think i’m back on the radar again, it’s. Wonderful, your personal page and your business. And the organization is not sitting well, maria, anything? What has been your return on the time you spend on lengthen? You know, i think for me, lincoln has really kind of served as my my repository for managing contacts. You know, we talk about all these fancy give contact management systems and so forth, but in terms of me as a business owner, if i meet somebody at at a networking event or at a conference like today and if we exchanged business cards, if that person does not have a presence on linked in, unless that person is going to make an extremely extraordinary effort to stay in touch with me, it will probably drop off, however, were on linked in. Then i’m occasionally seeing their updates, their post there seeing mine. And we’re staying front and center with each other in this world that is just so incredibly harried and fast. So again, it’s it’s an opportunity. I think mark touched upon sharing of information. It’s a wonderful way for you two if you can. As a non-profit executive, this is what i tell non-profit executives. If you can at least once a week once a week, have something intelligent to say on your update box, you may have an article to share that you’ve read elsewhere. You don’t have to make it up yourself if you’re speaking somewhere. If your organization has an event, you’re sponsoring something, this is an opportunity for you to get the word out, so that update box is phenomenal and we’ll help you can’t keep your network in the loop with what’s going on, the topic is the underutilized yet most promising of the social media properties, as jerry stengel said, linked in and the speakers are mark alpert, managing partner of your best interests. Jerry stengel is president of venture near and maria simple is principal of the prospect finder. Mark jerry maria, thanks very much for joining me. Thanks so much. Thank you. Thank you. Been a pleasure. This is tony martignetti non-profit radio coverage of national philanthropy day at thie edith macy conference centre in briar cliff manor, new york, hosted by the association of fund-raising professionals westchester county chapter my thanks to those three linking lovers that linked in triumvirate we take a break now when we come back, it’s, tony’s, take two, and then my interview with dennis miller. Your board can fundraise, so please stay with me. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com dahna welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio reminder that we are live tweeting the show use hashtag non-profit radio it’s time now for tony’s, take two at roughly thirty two minutes into the hour. My block this week is say thank you before you have to. I had a couple of businesses right and call me to thank me for being a customer of theirs, but they really weren’t showing genuine gratitude because my credit card had been canceled because the number got compromised. So these were a couple of businesses that i had automatic payment set up on, and i had for gotten about those on dh, you know, so they couldn’t get the money. So then all of a sudden they needed, you know, one of the number, and along with that request for my new number came how grateful they were to have my business. But i think at that point, it would’ve been embarrassing for them not to have said that because i had been a customer for three years with one of them and between five and six years with the other, so and that had never heard any expression of gratitude from either of them before that. So that got me thinking, you know, why? Wait until you have to say something to somebody like we need your way got to get back in your pocket to say thank you. Why not show gratitude at other times when it’s not embarrassing to not show the gratitude? And i think that has implications for fundraisers and that’s what my block post is about. So say thank you to people, whether their donors or colleagues or loved ones, whatever before you really have to say thank you, because then it’s really genuine that is tony’s take two for friday, december twenty third, and you’ll find the more on that subject on my block at m p g a devi dot com i have an interview now also from the association of fund-raising professionals westchester chapter national flats every day, and this is with dennis miller. Your board can fundraise here’s that interview welcome to tony martignetti non-profit radio coverage of national philantech thirty day where the edith edith macy conference centre in briar cliff manner, new york, were hosted by the association of fund-raising professionals westchester county chapter my guest now is dennis miller he’s, the president of dennis c miller associates. He works with leaders of non profit organizations who want a more motivated and cohesive board, and his seminar topic is how to engage and motivate your board to participate in fund-raising dennis miller, welcome, welcome, tony, thanks to be here, what’s the challenge that you see among non-profits in getting their board to do fund-raising it’s a combination of these probably the basic premise behind why boards are we’re looking to get engaged is because they don’t have the confidence we don’t do a very goodjob when we’re recruiting board members to explain up front of what we want, what we expect of them. Ah, and then the second thing is we have unrealistic expectations off our boards, we think just because we now have recruited the president, the bank, well, the vice president, business development to join our board that they know about fund-raising and they don’t, so this is both an art and a science, and i have to be taught it the other thing which i talk about, let me just stop you for sex so they might be very sophisticated in their practice in their business, very successful, but that doesn’t mean that they know charitable fund-raising it doesn’t translate, you might be the best attorney mass marking person. It doesn’t translate the fund-raising and what i help my clients with tony and what i write about in my book is sort of the ten cup theory to the investment theory and the ten cups there goes something like this, and when i was a little boy, my mom took me to radio city music hall during the holiday season, and you had to kind of go through the port authority from new jersey. It was always a guy selling pencils and a ten cup when a leg looked like that one leg on some cardboard box, and most people perceived fund-raising as begging, um, and and the biggest fear they have is a sense of rejection. So most people are terrified of fund-raising because they see it as begging and rejection. And so how how we start to look before we get to breaking that breaking that down, let’s, start about talk about something that you you mentioned earlier, setting expectations for boardmember zoho where did when do? We start to set the expectations we need to start that, tony, when we begin to identify and recruit boardmember is not after when we are looking for board members. We need to be looking for up front, you know? They have the capability of being aboard leader don’t look for the board chair when the board chair steps down. Look for the time, recruitment is the same thing with philantech buy-in friendraising let him know the expectation, let him know the kind of dollar range you’re hoping for them to make a contribution for. Let him know what you’re kind of activities with special events or how to help him open up doors and cultivate, let you know, up front what is expected. We often fail to do that. We have a sort of the warm heart theory we’d rather get you want to board any price, even if we think, you know, we don’t want to make a fun of is it might scare you off the board that’s a big mistake, because fund-raising is a critical function of boards. It’s a huge mistake, and so we get into this situation where you know he went the development. Office becomes extremely unhappy because the board isn’t helping out. The board feels very frustrated with development office because he or she is not raising enough money comes out of a vicious cycle and it goes into these russian and round around again. Yeah. Do you like to see these expectations in writing? Oh, absolutely. I i believe it. This should be actually individual boardmember responsibilities that you actually sign when you come on the board, you should sign up for anything. Everyone time you have a new term, i think should be heavily discusses, part of border orientation at a board meeting, and you kind of build a culture of not just responsibility, but you build a culture of accountability and we a sector itself, generally speaking sort of failed to do that. All right? So let’s, go back to what we were. We were on the subject of begging, though. So how do we get people to recognise board members that this is is not begging. This is giving to ah, critical mission that you’re supposed that you’re in love with. What did i do? Tony is i asked a very simple question at a border treated at a board meeting. Tell me what your top achievements are. It is amazing to me how many organizations struggle to tell you what their achievements are. You know that. So you start with the process of getting people understand that why do people really give money? And they really give money now besides they give to people, though, because they’ve been asked to give to someone they trust respect. The two biggest changes have taken place in philanthropy over the past decade or so is people now give the success not the stress and they give the opportunity is not needs. So the key to success is to begin you organization and understanding. What are yu achievements? How do you measure success? What is the value? You’ve righted a community. How do you make a difference in lives of others? Are outcomes is another way of sound. How do you measure your outcomes? And what are they? And how do you measure them? Because it’s all now about investing in your success not about giving to you distress. And when you were in that mindset of the ten cup theory, the board is not going to be engaged. Your development dahna gay so what? I teach people in both my my speaking by lectures in my books and my consultation is is how to make that transition and part of it is is a process, but it’s, how do you find a meaningful experience for the board? How do you just move the board level of participation up from just being produced shares your teaching to being a partner in a leader? How do you keep newly re examine your mission and purpose? How do you constantly strive for success when board members feel responsible for your success? They’re more likely to be engaged, okay, let’s, break some of those down the meaningful experience. How do we now? We’ve recruited a boardmember we have hopefully set the expectations correctly about about around fund-raising and that’s what you and i are talking about motivating your board for fund-raising how do we make fund-raising meaningful for the new boardmember geever when i tell people talk to people and by the way, i mean, i did this. I’m a former ceo moflow boy chair, so i i’m i’m not just a consultant. I’ve done this for myself, so if we know we know. Your bona fide okay would have had you on a few repression in your credentials. My point to your listeners that yeah, i think it’s the job of the board chair and the job of the ceo to identify the talents, unique talents, each unique boardmember has tried to find some way of bringing out that talent, given some responsibility, find a way to engage them so they feel a partnership with you, not just handing out, you know, job, job, roles, responsibilities and put him in a little box that don’t cost my box. The key to success is moving a boardmember from the founding fiduciary strategic board, the one of leadership i think when you have a leadership board and their work with you and they’re sharing ideas and sharing experiences in asking questions, what exactly can become more engaged? How are we going to get to what they’re what they’re individual personalities and expertise is around fund-raising how do we get out of the ceo and the board chair? Assess what each person is going to be good at? Well, day is start again. It starts with your expectation of fun. Okay, you have to find out. Some people is it just a conversation? You just engage people? I think it’s a combination of process. It’s it’s what i tell people time you don’t put a ten year old up a bit but played a yankee stadium expect made a home run, we have to help people build their confidence is we’ve got to find small ways of building success, the more steps foot success. It helps build their self confidence, and i find it’s all about confidence building and and we need to do and what better job as ceos as board leaders and helping develop the compass and others? It’s not the people don’t want to do it so other people don’t want to help you raise money. They’re afraid too, and they’re not sure how to do it. But so it’s about the only self confidence they do want to help you because they love the mission. They want others to love it and they want to see it thriving. Absolutely so it’s it’s about how do we how do we help other people build conquered now? Everything that i’m sorry i cut you off. But that yeah, that the idea that i think. Is important is that every a person doesn’t have to be asking for a gift. I mean, aren’t there a lot of things around? Fund-raising and everybody doesn’t have to be sitting face to face and asking for a donation. I agree with that, but i mean, that’s scares to people the jitters when you ask himto you’re gonna be asking others for gift here, i actually don’t even sometimes i want my board to be asking, but when i want my board to do for me eyes too, i want to advocate for my mission. I want him to tell their friends and neighbors how proud they are to be part of the organization. I want them to help open up doors and helped cultivate relationships. That is the most important thing that i want i want what development officer seo wants us have the board helped cultivate relationships, and you do that, and you’ll do that when you really begin to feel passion about that mission and that’s the key that’s, the key to success it i’ll be the ceo, and i’ll ask him for the gift or someone else that knows him much, but may have been a gift. I want the board to help open doors and cultivate relationships. I also want them to help identify potential, give potential. I want him to write a little personal note on the annual appeal. Hey, tony, hope we can count on you for support again. Dennis. Uh, that’s, but i want my board people okay, we start off with this fear we you know, we immediately say we’ve gotto asking us. Forget for gas that’ll come in time. We certainly may want you to ask people for sponsorships for events which was all provoc comes their bottom line, but i’m not a big proponent of actually have the board do the asking until they are ready for it until they’re mature is boardmember until we’ve built up their confidence. So we let’s, let’s, let’s break some of these down opening doors. How how can a boardmember be helpful in making introduction open indoors, hosting events or just bringing people to the agency or what? Tony there a number way, certainly bringing a friend or a colleague to a special event and let him get a chance to see the organization meet some of the people your organization, so that’s very helpful. Number two is that when you were out a meeting? Um, uh, one of your board meeting. So when you’re at one of your membership meetings or in your country club over cocteau, tell people about how much he enjoyed being on this organization what’s going on, and then one of things that is great to be able to do is if you can host like, a cultivation event at your home, maybe for ten couples, you know, five couples, some wine and cheese. Ah, tell him about the organization. Tell me want to take on a come on? The tour introduced him to the president. It’s a it’s, a it’s, a relationship building its cultivation building. That is the ideal thing. If you ask most development office that’s what you got there, boy, we’re going to break those down into we’re gonna get into some more detail. I just want to remind people that dennis miller is the president of dennis c miller associates. He works with leaders of non profit organizations who want a more motivated and cohesive board on dh. Dennis and i are talking about motivating your board around fund-raising you mentioned assessing gift potential of aa prospect how would a boardmember help with that? Well, one the boardmember may have some sense of their home values, their wealth. They may know if they’re making political contributions, they may have an idea how they’re doing economically. Not so they can share that now. There’s, you know, beyond the scope of my discussion with you, tony, today and, you know, a lot of people like maria semple, others who’s sort of evaluate, you know, give potential for people in all the different software that are out there but a boardmember if they know someone probably has a fairly good idea of what they think that potential maybe, okay, maria simple, of course dennis mentioned is our regular prospect research contributor, and we’re also going to be talking to her later today on the subject of linked in which she’s covered on my show as a contributor. But she’s on a panel today talking about linked in what about thanking donors? You mentioned that board members could be useful in that respect, how lett’s flush that out. One of the best ways that i think to get bored, engaging fund-raising is a thank dahna what? I call a stewardship night, stuart. Tonight is where every boardmember may get five, maybe ten names and it’s scripted, and so if you made a gift when it’s one hundred dollars for a thousand dollars each, boardmember is it provided a a script of calling the donor and say, listen, hi, dennis miller, i’m on the board of whatever i want to thank you for the for the gift of one hundred dollars you gave this year because your gift we were able to do the following thing, do somewhere children, pediatrics or whatever, and what it does is connect you with the person. Therefore there people like to be acknowledged for the gifts and the more likely that you mouse and thank them, the more likely they are to attribute you in the future. It sounds like the sole purpose of that call is to say thank you. Thank you. And would you make another gift? Not a tournament, if you gotta. You gotta thank him. S oh, that’s. A big way. Yeah. You’re gonna mention another well, the the the other way is obviously is you know what, with little personal notes and little letters thanking him. Um and obviously, you know, that kind of a process, but you want to when you personally don’t, but if you don’t know, have the board divide up some names of donors and make that call that you absolutely do not want to thank him for the gift and ask him for a gift that defeats the whole purpose of okay, what about for ah, institutional fund-raising so when if the non-profits going after foundation or corporate support, how khun board members be useful there? Well, one of the ways that a boardmember, um, useful, that is first we’ll take a look at who’s on the board or who’s on the executive team of that corporation or foundation that you’re splicing from, it really helps if you can maybe identify someone to say, listen, i don’t know the person, but i know the firm they worked for, and i know someone who works for that firm, so maybe we could make an introduction that’s one way number two, the border be very helpful if they can review that foundation of that corporation, their website, along with the development officer, look at the criteria of why they’re e-giving too often people. Just send in grant applications without understanding the criteria. What they’re looking for. A good automatically, you know, neglected or rejected. So that’s, kind of where i think the boy remember all complain. Talking alternative radio, twenty four hours a day. Metoo hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. 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 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. 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 talking all calm. Hi, i’m kate piela, executive director of dance, new amsterdam. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Oh! And on tony martignetti non-profit radio your listening to my interview with dennis miller, your board can fundraise here’s the end segment of that interview. Okay, so it’s a flesh out the details of that you would actually be sharing with the board a list of organizations and people who are affiliated with that organization to see who knows who. Absolutely. Tony, what i would do is maybe identify the top ten corporations of foundation were trying to put into our package of solicitations for show who’s on the executive team, show who’s on your respective boards and ask people, did they know anybody? Or do you think they know somebody can get to somebody? It’s really helped? Well, two pride of submitting an application if you can build a relationship. What i have done in the past is obviously, is if i know the person on the corporation or the foundation ask if we could have a cup of coffee with my client, set up a little meeting, and then usually they will say, you know, we’re not focusing this year on that, but we’re focused on this so they can help. Much weaker, you know, picked from falls. A bit better. Is it appropriate to ask a boardmember tau host events or in their home, perhaps? Or is that going? Is that going beyond? No, i think that’s a responsibility. I don’t think it’s realistic that you’re gonna have everybody you ever border fifteen people, you know, they have two or three people a year. Maybe host a little event at their home. It doesn’t have to be. Some may know major gallop. A host of friends at their home barbecue. You know cocktails, hors d’oeuvres i that’s a great way. It’s. Everybody know everybody bring five or ten people. I mean that’s. Ah, i chaired the board of ah of st joseph regional high school in mont phil for a number of years. Shared their camp st joe’s. I grew up in altum pan. My friends went to st james so my son graduate. Oh five. And you know i have people come over my house was pretty cool because at the time, mayor rudy giuliani son went there. We had a cultivation at my house. We had one at major lee anne’s house in the city. And you know it brings people involved, engage and breaks. Breaks the walls and a little bit people were probably impressed with his home, but he doesn’t own that the taxpayers own it. So actually it’s gracie mansion, so don’t you know, let’s, let’s keep it he’s no longer the resident there ever was, and he never was the owner. He was in private residence at the time. You got a crazy man, okay? Hyre and that’s another way of helping to build confidence, i think cause you’re finding something that boardmember can easily do host a half a dozen or a dozen people in their home said i think, you know, i’m kind of go over this again, the biggest thing that we fail to do as ceos, developing directors of board members, we what i’m actually think because you’re depressed, thank you should be confident doing this and they’re not, you know, it doesn’t translate, so we have to help build that competent those organizations that spent some time and energy and investment and trying to build their confidence, the ones that have the boats, powerful success, long term success, increasing donors and increasing dollars in just a minute and a half that we have left are so don’t us, what about the recalcitrant boardmember now they’re on, they’re already on the board, and they’re just not willing to help with fund-raising in any of these respects, whether it’s hosting an event or asking people, they’re just not willing. Well, the biggest thing that i do with my clients is i look at the find out, particularly i do a lot of board governing board performance assessments, do you have a re appointment process and what you want to be able to do is listen, not everybody is going to be able to host a party. I do expect for my clients that every boardmember make a personal gift annually to the organization, not so much, you know, forgetting something returned like a golf batting or gala to make a gift subject to you means now again, if you go back to beginning conversation, we had tony if there’s expectations of the boardmember are clear up front and over a period of time, you have not lived up to your expectations than i would expect that person not to be reappointed aboard. Also talkto if you go to my web site www d c miller associates dot com i have a number of articles, one is about how and when the fire boardmember now, you know, i don’t take this lightly, but there’s a lot of different ways of how you can deal with these type of board members that have some type of disruptive behavior and don’t contribute. You mentioned you’ve written books, i’ll want to give you the opportunity to plug one of your books on dh then we have to go into the outro. My new book is called a non-profit board therapist. Ah, guy to unlocking your organization’s true potential it’s available online at barnes and noble amazon and what their house dot com thank you, tony. My pleasure. Dennis miller again is president of dennis c miller associates works with leaders of non profit organizations who wanted more motivated and cohesive board. Denis, thank you very much for being against tony. Thanks for having me well appreciated. My pleasure. You’re listening to our coverage of national philanthropy day hosted by the association of fund-raising professionals, westchester county chapter my thanks to dennis miller and also jerry strangled mark halpert, maria simple for being guests that day and to the people the organizers of national philanthropy day, the association of fund-raising professionals, westchester county chapter next week there isn’t a show hope you enjoy your holidays, whatever holiday it is you celebrate, i hope you’re enjoying this weekend and new year’s next weekend and spending time with family and friends that’s really what? I think the holidays are best at his bring us together so enjoy that time in the new year on january sixth, i’m going to have three interviews from the next-gen charity conference author and stand up comic wally collins on motivation and living a regret list life. Charles best, the ceo of donors, choose dot or ge on connecting donors to the causes that they support. And abby falik, ceo of global citizen year on innovation and leadership, to create social change and also maria simple, the prospect finder, a regular prospect research contributor, will be with me. Keep up with what’s coming up, learn aboutthe show by signing up for our insider email alerts on our facebook page, become a fan of the show, click that like button, you can listen live our archive, you’ve completed the listening live, but if their shows you’ve missed and you want to catch an archive, you go to itunes, subscribe and listen any time on the device of your choice and your you’ll find us on itunes at non-profit radio dot net on twitter. You can follow me and use the show’s hashtag unabashedly it is non-profit radio follow us on twitter the show is sponsored by g grace corporate real estate services. They call themselves corporate real estate, but they do an incredible amount of work with non-profits if you’re worried about rising cost of rent, for instance, for your organization or you need to capitalize on real estate that you’re non-profit owns g grayson company provides you, and you’re bored with analysis so that real estate decisions are made with transparency and thoroughness. George grace has been advising non-profits on their real estate decisions for over twenty five years, you’ll find them at g grace dot com or eight eight eight seven four seven two two three, seven the creative producer of tony martignetti non-profit radio is claire meyerhoff, our line producer and the owner ofthe talking alternative broadcasting his sam liebowitz, a remote producer, is john federico of the new rules on our social media is by regina walton. Of organic social media. I hope you will be with me in two weeks. On friday, january sixth, for tony martignetti non-profit radio always one p m eastern at talking alternative dot com. You didn’t think to bring good ending things. You’re listening to the talking, alternate network, get anything. Good. Looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie gal ilsen as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. Hi, i’m julie, hi, i’m julia, what are you wearing? Welcome to j and j’s. Secrets of style and beauty. We know there’s, beauty and style, and all you do, whether it’s a job interview, first date or wedding, we also know that not everyone understands what works best for him or her. We’re here to help. 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071: Facebook Fundamentals & Your Fresh-Faced Website – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

John Haydon, principal of Inbound Zombie and co-author of “Facebook Marketing for Dummies”

Scott Koegler, editor of Nonprofit Technology News

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

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Hello and welcome to tony martignetti non-profit radio i’m your aptly named host it’s friday, december sixteenth, two thousand eleven we’re here as always, talking about big non-profit ideas for the other ninety five percent. I sincerely hope you were with me last week because if you weren’t, then you missed fund-raising through your life cycle, what does fund-raising look like in the stages of a non-profits life? And how do you avoid the stagnation and decline phases? Jeff sobel principle of jeffrey sobel consulting shared his insights, and that interview was recorded at westchester a f p s national philanthropy day. You would also have missed marrying major and planned gif ts are these two compatible? What do their courtship and marriage look like? Charlie gordy, director of planned giving for harvard law school and margaret hohman principle of home and consulting, revealed how to make this a match made in heaven that was recorded at the national conference on philanthropic planning. More important than last week, you’re with me this week, you’re listening live and this week it’s facebook fundamentals john hayden principle of inbound zombie and co author of facebook marketing for dummies is well known as having simple ideas for getting the most from social media, we’re going to talk about getting your non-profit on facebook how to get started had a facebook fund-raising attracting fans, even though they may not be called that anymore technically, and integrating with your other channels also your fresh faced website are regular tech contributor and the editor of non-profit technology news, scott keggers with me and he’s going to share his thoughts on your freshened up website. When do you need to freshen up? Are you on message? True to mission? Do you have a call to action between the guests on tony’s? Take two, it is my block this week, my next-gen charity interviews part two i interviewed a stand up comic i get my face red and connecting donors to causes these air three of the twelve interviews that i did it next-gen charity conference last month and i’ll talk a little bit about those on tony’s take two, we’re live tweeting the show use hashtag non-profit radio to join the conversation on twitter. This show is supported by g grace corporate real estate services were grateful for gee graces support we take a break when we returned. My guests will be john hayden. And we’ll be talking about facebook fundamentals. So stay with me. You’re listening to the talking alternative network. 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 way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio. Joining me now is john hayden. John, how you doing? Hey, tony, how you i’m doing great, thank you. Jon is calling from cambridge, massachusetts, he’s, the principal of inbound zombie consultants in online strategy and social strategy for small and midsize non-profits that’s the audience here in the u s and canada. He’s, also co author of facebook marketing for dummies and he’s, well known for having simple ideas for getting the most from social media. John hayden, welcome to the show. Thank you for having me appreciate, oh, it’s a pleasure. Um, facebook, why should non-profits pay attention to and be on facebook? Why facebook? Well, the simple answer is that everybody’s on facebook? Okay, um, and regardless of where, you know it’s, not really about the platform it’s about where people are and as you may know and maybe some of our your listeners may know, you know, facebook has about eight hundred million active users, okay? So these are people that actually log in to facebook thirty minutes, three hours a day, they’re checking in on their iphone or ipad on browsers and support and connecting with their friends John 30 minutes 2:3 hours so even at the short end, they’re on average, people are spending a long time on this one place. Yes, exactly. Um, you know, i kind of look at it like the morning coffee routine. You know, maybe thirty years ago, people used to open up a newspaper how people open up facebook and they see they get their news. What what are my friends sharing what’s new in the world today? What’s, you know, whose birthday is it today? You know, things like that, i mean, it’s really a central part of the culture today and so non-profits, you know, just like when the television came out and certain non-profit said, while we need to start doing something for tv in the same way, they kind of need to look at where people are using social media, which is, you know, really facebook at this point. Oh, so you sort of use those anonymously, yeah, so non-profit you know, sometimes i get this question the cheese, social media so many platforms, where should i what should i do it? I said, look, if you’re not doing so. Idiot. All first of all, you know, get your website straight. You know, make sure you get that first, but don’t think about this huge social media thing just think about facebook because that’s really where you should start that’s where your constituents are gonna be guaranteed your volunteers are going to be their donor’s going to be there, not all of them granted, but you know, the majority of them on dh. You know, the fact is that eighty nine percent non-profits air now using facebook, so if you are a non-profit thinking about facebook, you kind of have to look at what your peers are doing. Well, yeah, ok on dh i pulled listeners before the show and thank you very much for for retweeting the the the short link to the pole many times appreciate that on day one of the questions was, does your non-profit have a facebook page so our audience is a little behind the national average? About seventy seven percent said yes on dh. The remainder said no, i better listen to the show so that other twenty three percent or so we’re going to try to convert them we just have about two minutes before the break, so i want to just tease a little bit. How do we just how do we just get started? Get started getting started and then we’ll be out. You and i will be able to spend a lot more time on that after the break. The best place to start is to have a plan, you know, do some research on facebook i actually website called the non-profit facebook guy dot com non-profit facebook id a lot of articles on there, but, you know, come up with a plan and really try and develop a strategy as to where facebook would fit within you’re overall marketing communications fund-raising plan and then you really want to start with a facebook page, okay? And we’ll get to the different types of pages because i know there could be some confusion around that after the break, just in a minute or so. What are the pieces of that strategy or plan? What topic areas should be in there. Okay, so the topic area would be, what are your goals? You know, specific goals? What do you want to be achieving with facebook and it again? It does help to understand what facebook is good at, what facebook is not good at, understand the kind of its role within your overall communication plan, and then the other thing is, you know, what’s going to be your content strategy, what is really unique about your organization, what gets people talking, you know, when you meet people, your supporters volunteers when you meet them and it event and you’re in coffee and bagels together, what is it that gets them really excited? And what do they like? What they like to talk about what they like to share with friends, build a content strategy around that so that you’re pushing out consistent content on facebook, which is really kind of the central central point on facebook? It’s not kind of a static web page it’s really not bad it’s more kind of a living, breathing dialogue that you’re having with your constituents is really the best way to be using a facebook page. John, we’re going to take a break and we’ll get into more detail after this break with john hayden, author co author of facebook marketing for dummies and i hope you will stay with us. I didn’t even think that shooting, getting, thinking things. You’re listening to the talking, alternative network, things, getting anything. Cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative that calm mondays at eleven a. M call in for a free psychic reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. 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. Buy-in welcome back. We’re talking about facebook fundamentals with john hayden and john. Before we get into more detail about getting started and the different types of facebook pages, i am dying to know why your company’s called inbound zombie. What is that? Okay, so inbound zombie. Quite honestly, i just literally came up with the name, um, and i’ve always been a fan of zombies. Just, you know, zombie movies, and what not, i find it a fascinating read books about zombies on that, and i just felt like, you know, zombie culture will probably be around for a long time. So if i come for the business name, that is current, always be current. You know, and then only after then, you know, maybe like a year later, it started having meaning to me like water, zombies, this idea that you know what i do for a non-profit is kind of create a situation where people come to them like they actually get to a point where they don’t their constituents in their volunteers let’s imagine that they’re like positive zombies that are really smart, they can’t help but come towards the organization they can’t help but be attracted to the organization three using okay, okay, as long as they’re positive zombies, not the ones that are, you know, that have the wrapping dangling off them and their bloody and their eyes were just sockets, you know, as long, it’s, not that kind. No, we’re cool, all right, positive zombies on di did see on twitter that at wild woman fundez mazarene treyz who’s been a guest on the show, she looks so it looks like she spends more like five hours on facebook, so i hope our clients are not suffering mazarene hope your client working, getting done and other important things in your life are being done and maybe just sleeping less. Than the rest of us. Okay, john, what are the different types of pages? There could be some confusion around that the type of page that a charity should set up on facebook. Okay, no that’s a great question. So, you know, common mistake that i see is that, you know, someone will say, oh, you know, i just started i started a facebook page for my non-profit and, you know, how do i get more friends? And so what happens is that sometimes an organization will actually create a facebook profile, which is for the personal use on they’ll be using that for their organization, which is basically a violation of the facebook terms and conditions a and b it’s, not the most effective type of tool to be using. So what i just mentioned, the facebook profile is really what those eight hundred million people eight hundred million facebook users, they’re all using a facebook profile, you know, you share photos with your friends, you check in to facebook places you make a status update, you connect with high school friends, that type of thing, so that’s that’s really meant for a person now, a facebook page or business page sometimes called a fan page, and some people might know it is a fan page that’s really wearing organization wants to be starting, and the best way to do this is to go to facebook dot com metoo polka dot com forward slash pages forward slash create that, not php. Yes, and then you want to pick either a local business or place or a company, organization or institution. These are two different types of facebook pages. There are six types in total, but these two really apply to non-profits a local paper place of business might be a museum that’s a that’s, a non-profit the company organization institution might be say, a foundation that is in a corporate park were really nobody visits then, so you wouldn’t want to advertise that the address and location of the business that much. But, you know, you still want to have a facebook page, so these two different types of pages, okay? And it sounds like for our audience, probably the first of those two is more appropriate. Yeah, local place of business. Um, or you either one. Okay, so what can they do on this? Well, so how do they create the fan page. What should be included in it? Okay, so when you create the fan page, i actually have some videos that you go to non-profit facebook dot com. I actually have a few video tutorials about that. But what they want to do is they want to upload a mean image. John, i’m sorry. Say that you are l one more time that people can go to for the video. Oh, sure. It’s non-profit facebook guy dot com. And then they could just kind of search for it like a little search box. Was that guy guy or guide by, like like you? Why guy? Like a man. Okay, non-profit facebook guy dot com. Okay. Thank you. Thank you. And then, you know, when you create the page, you upload a maine and the video kind of walk you through this whole thing, but you want to create. The most important thing is probably creating a welcome tab. Custom welcome. Tab. And the reason why this is important, tony, is because eventually an organization will want to promote the page, you know, through email or however they’re going to have people show up and, like page exactly. Do something on the page. They want to be able to convert the fans, okay? So when someone shows up, they were going to make a decision in less than two seconds, whether they should like that page or not. And, you know, it’s been a few studies on this, but organisations that have a welcome cab, which is basically like, and it could be an image and it’s, just kind of like a good first impression. The example that i always use his dog bless you if you go into facebook in the search dog less you, they have a great example of a welcome tab it’s, just a picture of a dog and it says, god bless you and that’s it. And then, you know, the implication is like the page, and they have well over two hundred thousand likes exactly. Yeah, and so, you know, a strategy like this is important. Welcome tab, like it’s important, because, you know, when you have people come to your page, you want to be able to convert them into a fan once they arrived it again, you have less than two seconds. So with welcome tabs will actually convert fans at a twenty five percent higher rate than the wall or the info tap because other to places that you could send new visitors okay? And that example again is dog bless you on facebook. All right, so the welcome tab is important. You’ll convert more people than rather than them coming to the wall. And we’re seeing a bunch of posts as as the first thing they land on. Is that right? Is that basically it? Exactly. Okay, okay, what else can we do? The what other features are are the tabs are there on our on our fan page? Okay, so they have, you know, they have the wall. The wall is really where all the action is going to be, and i’ll get to that in a little bit. But, you know, you have the wall. The info tab. You should fill out the basic information. Don’t go crazy about about the information tap. You really want to just include, like a link to your website so that people can click on that. Read more about your organization, but you don’t want to. You don’t need to provide every single piece of information you tend. You need to know about your organization. People simply don’t read and into a cab that much anyhow. Okay, they’re really going to be interested in what’s happening on your wall. And if they do want more than you’re giving him the link to the website or the blogged t get that additional stuff. Exactly. Exactly. Yeah. So now, as i mentioned before, you know, facebook facebook page isn’t like a static web page. Okay, what’s what’s really important? About a facebook page is actually the content that you’re that you’re consistently putting on the page. That’s really? What the point is so i often tell people, you know, don’t go crazy with trying to get you page perfect. Just get it out there and start building up a community start attracting people start having people like the paid and so forth. So when you first, you know, create a page, you literally have no one there’s no pans at all. Okay, in the same way that that welcome tab will convert a fan. Remember i mentioned, you know, the welcome tabal convert fans. Yes. The other thing you need to do is you need to kind of acquire a certain number of fans. Because when you first started page, you have xero fans, okay? And tony, i know you live in new york city, right? That’s? Correct. Okay, so, you know, it’s, a new restaurant opens up down the street and you go to that restaurant and nobody’s there that tables are empty. You probably going to be a little hesitant about going into that restaurant? Okay. Okay. So in the same way with a facebook page, you want to, you know, paige admin can actually use a function called invite friends where they can invite their personal facebook friend paige, and you can have a few different administrators on the page, and you could have saved five people who might be an admin of the page and making each asked their own personal friend network first. And where do you find where do you find this, john? Well, it’s, actually on the right hand side of a facebook page once you created okay, once you create facebook page, lincoln invite friends, okay? Okay, by the way, i do have ah restaurant in my neighborhood. It’s a chinese place. It was empty, i went in and i blew it. The food was awful. It was awful. It was a buffet. I wouldn’t touch three quarters of what was there, and then the other twenty five percent tasted bad. So wow, you’re right, c on that’s ah happened recently so you’re your zombie prognostication powers are are are strong today. I’m with john hayden and he’s, a principal inbound zombie and co author of facebook marketing for dummies can we customize tabs john? Or is it only what facebook? Makes available oh, no, you can definitely, you know, and tabs on to face facebook page, you know the welcome tab i mentioned earlier you can create, you know, like an email upton type of tab you can create petitions, you can create a lot of different types of functionality and kind of add those on to your to your facebook page and you can use, you know, if you know html and css, some listeners are very technical they’ll know how to do this, they can figure this out, but for those who aren’t really that tech savvy, which is pretty much ninety nine percent of the time prophet, you know, they might want to investigate some third party applications like there’s, a company called short stack and if you just even if you just sort search for them on facebook, just search for short stack. They have a great application to create these custom tabs, another one that i like his fan page engine fan page engine that’s a great one andan there’s, you know, there’s a bunch of other ones, but those are the ones that i that i consistently use and recommend. Okay, we’re going to move teo using facebook for fund-raising and there’s. An important distinction that you make what? Why don’t you explain what that is? Okay, so fund-raising there’s. A difference between fund-raising the relationship and fund-raising the transaction. Yeah, okay, so the transaction is actually collecting money. Exactly. Collecting the money and facebook is not so good at that. Is that? Is that right? Facebook is not the best way to collect money. Okay, but but it’s a great way to build a relationship weight exactly right. Excellent way to build relationships and nurture those relationships and file a lot of people after they donate. There was some research done by blackbaud i think about a month and a half ago that found that thirty percent of people that donate online, they actually donate through email. Okay, okay, six percent is about six percent of facebook and twitter. Okay, so if you’re a non-profit, you might say, chief, then i shouldn’t even waste my time with facebook, but the fact is, is that a lot of people, when they donate, they don’t just hear about a non-profit for the thirty first time and start donating, they need to kind of get to know the organization that relationship matures, and then eventually they might join an email list on the facebook page and then through that female relationship, then they donate. Okay, so facebook is awesome for acquiring and attracting new donors and developing the relationship with those new fans or connections into ah, donor-centric or a volunteer or whatever that relationship is going to eventually mature into. I pulled listeners again before the show, and one of the other questions was, if you have a facebook page, do you feel it adequately supports your fund-raising? And about sixty two percent i said no, and the other forty or thirty eight percent so said not sure, and nobody said yes, that they feel it adequately supports their fund-raising but there was a comment that i think is right on point with what you’re saying, and that comment was our page supports community and promoting the cause, but does not bring in dollars. Is that? Is that appropriate goal or ah, for fun for facebook? Yeah, i mean, it really is about the relationship it’s about it’s a i think i think organizations again, i think there’s kind of an over focus on like the money, the money, the money, you know? But you have to think about it for your perspective, tony, when you find out about a really cool non-profit you’re not going to donate right off the bat, you probably goingto join their email list and maybe go to a new event and then eventually you’ll donate once and then maybe you sign on as a lifer eventually, no, so facebook is the best tool for creating an enhancing relationships with constituents online because what you could do is you, khun report outcomes on your facebook page, we just we just opened up a new school in this in tanzania and it’s doing really well here’s, some pictures of our students and here’s here’s what they’re learning here’s the picture of the teacher, i mean, you could, you know, photos do really well on facebook, and the more that organization could kind of share photos on their facebook page about what they’re doing, like literally what is the impact that they’re having on the world that motivates people to donate? We have just about a minute and a half left, and we’re sort of getting to this topic so let’s deal with it directly. How do we attract people to our facebook page? Okay, great that’s an excellent question. So a few different things. I usually encourage organizations to leverage the existing their existing assets, so they may have a facebook page would say, you know, three, facebook fans, but they have an email list with three thousand subscribers, they can use that email list to kind of promote their page and then get fans that way. You really have to think about, you know, how you’re writing the email and what and the reasons why people should actually like the page. You want to create a unique situation on the facebook page that gives people a reason to actually like it and stay connected. The example that i’ve used before the m might share behind the scenes footage for kind of putting together an exhibit, so you really can’t get that anywhere else, right? Stuff you can only see if you go to the facebook page exactly. So people need a reason people are reasonable, facebook users are people and most people are reasonable. They want a reason to do something. The other thing that i usually encourage people to do is to try the facebook sponsored stories, which leverages what i would call friends networks on facebook. So if you have five hundred, fans on facebook page by taking out a facebook spot story, you could actually promote that page to the friends of those five hundred people. Okay, the average facebook user has about one hundred thirty friends, so, i mean, just do the math. You can really create a lot of exposure for the page and then collect a lot of fans that way. John, we have to leave it there. Thank you very much for being a guest. Great. Thank you, tony. My pleasure, john hayden. Principle of inbound zombie and co author of facebook marketing for dummies, where you obviously find a lot more ideas. We’ve only had twenty five minutes or so to explore jonah real pleasure. Thank you again, thanks. After the break, it’s, tony’s, take two and then scott koegler with your fresh faced website, so stay with me. You’re listening to the talking alternative network. Kayman are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com if dahna welcome back to big non-profit ideas for the other ninety five percent it’s roughly thirty two minutes into the hour, which means it’s time for tony’s take two this week. My block post is my next-gen charity interviews part two dahna the show was a media sponsor for this outstanding, really invigorating conference just last month here in new york city, and i got to interview twelve of the speakers at the conference, and i’ve been releasing them three per week, and this is Numbers 4:5 6 so this week there are hi def videos of my interviews with wally collins he’s the author of you never know book of encouragements and he’s a stand up comic and he wants you to live a regret lous life sharon abbott and i talked about positive communication techniques and she actually read my face to determine my communication preferences she looked at the space between my eyebrows and she looked at my upper lip and made some conclusions and i think she was pretty accurate actually on dh then charles best talked about how to connect donors with causes that they are supporting charles best is the ceo of donors choose dot or ge and that’s a sight where classroom teachers post their needs and donors from around the world support those needs, and charles explained how the site connects people from around the world with causes that they may most likely we’ll never physically see, but they’re supporting from a distance. That’s all on my blogged this week at m p g a d v dot com, you’ll find links tau video interviews of each of those three and that is tony’s take two for friday, december sixteenth. Scott koegler are you there? I am here. Tony, how are you? I knew you were because our technology and our producer is outstanding. Scott is our regular tech contributor. He’s with me every month. He’s, the editor of non-profit technology news, which you’ll find at n p tech news. Dot com and we’re talking this week about your fresh faced website. Welcome back, scott. Thank you, tony. Good to be here, it’s. Good to have you. When? When is the right time to freshen up the charity website? You know that’s a great topic, it’s one that i think people would prefer not to address. Because if you look around you see most websites and it’s not just limited to non-profits, but pretty much lots of websites him to not change over time. And that’s that’s a problem. So the answer to your question is, um, probably every day. I probably, you know, okay. All right, well, that’s, because so many sights now are blog’s, right? And that’s exactly the case. Um, people people will come to a website in order to find information. And if they’ve already found the information that’s there, uh, why should they come back? Yeah, so so that’s. Why so many sites are blobs on that’s? Why having a continuous stream of content updates? Um, you know, stuff, no new things to read is important and that’s exactly what john hayden said in the first half of the show about the facebook page. It has to be current relevant, interesting talk about the things that your constituents find exciting so it’s the same with the website it is a lot of a lot of webs are actually the containers for the contents that get published facebook and email newsletters and all those other things on that, you know, that keeps the contents still available for people to see. It also, uh, feeds the search engines. I think we also, since these are charitable works and organizations, we want to make sure that the website is aligned with their mission. Right? Good point and, uh, visions do change over time, especially those who have specific projects that come and go. So they may have won initiative that they’re focusing on for a month or a year, or whatever the period of time is. And hopefully they they succeed in fulfilling that particular initiative and kind of move on. So right, you need to update that. So there’s all these reasons, tio, come back, how do we get people to go? No, if maybe just, you know, for a first time, or if they haven’t been around for awhile. How do we how do we get the word out about the site with a classic way? Of course, email newsletters some kind of announcement that says something has changed, or here’s an update on where we noticed you haven’t been here in a while if you have a pretty good social media presence, whether that’s, facebook, twitter, google, plus or whatever you’re you’re social network media is it’s good with good thing to post updates out there, but i would always coordinate that with the content on the site and some kind of an email presents, okay? And you have some suggestions around getting people teo to sign up for for those email lists using your site exactly. And again, you know, when we say sight, i guess i’m also talking about social media whenever you have an opportunity in social media or on the website or, well, not an e mail, because that presupposes there already subscribe, but certainly use a sign up but on the website little box that allows folks to enter their email address and request to sign up for announcements for email newsletters for whatever it is that you may want to submit to them and you could do the same thing on facebook pages. I haven’t really dove it does that’s, right? We’re dove dived. You haven’t been into it much. Yeah, i haven’t looked much at the at the twitter, where they called the organization pages now organization pages, okay, but with facebook and google it’s entirely possible to put links on those pages that will lead people that are interacting, interacting with the organization there, back to your website to sign up for newsletter updates. Okay, are these the splashes that you see, like you go to some sites and ah, window opens automatically, which you can either fill out or clothes if you want to go right to the site, but is that we’re talking about it’s? Ah, sort that splash page, splash, window opens and sign up there? Well, that’s, one way to do it. Some people get pretty annoyed at that kind of thing, so i’m i’m not particularly advocate of of those things in your face, but depends on your constituency and the people you were looking for. Some people and some or some sets of folks bill, mind that are actually react positively to it. So i would say it’s a situational kind of thing. Okay, on def. It’s not that. How do you do it? So that’s? Prominent. I would put the sign up box on every page so that even a folks are reading a particular article. They’ve moved to another page. That somewhere on there, prominent on the generally on the left, the right hand side of the content. There’s a box. So sign up for our newsletter. Well, whatever your messages that you want them to do and it’s just, you know, eventually it’s something that they get used to seeing. No. And, you know, getting used to saying it is a good thing in the bad thing both because see it too often you kind of it disappears now. So is there enough is their technology that would would know when someone comes to a page? If if they’re part of the email list? I guess not. Right? Um, it was pretty complex. I would just as soon. Put it there, chances are you already have some content, some some items along the left hand or right sides of your content, then maybe advertising or updates, whatever on your website. So having an extra box? Well, that’s a newsletter sign up really? All that truce? Um, okay, and to coordinate a bit with my first guest, john hayden. What about incorporating into the website embedding into the web site the one, those facebook windows where it has the number of likes and somebody khun like right from there? What were your thoughts around that? Absolutely. And there are so many social networks now used to be that you just put your twitter stream along the side. You can also put your facebook update, scream your ghoul composting stream, but certainly you want to include the social media connection items that would be the plus one for google, the like for facebook and the share for twitter. So you should be on every page, every particle of content and how do you actually do? That depends on the platform to using i you know, whether it’s truthful or wordpress or juma or whatever it may be, there are tools. That are available almost for free that you can add to the sight that will just automatically put those in. If you’re if you’re not the programmer that takes care of the site, you’ve asked the people that are in charge, but for them it’s a pretty simple thing. Okay, all right, so it’s very doable, alright, and so these things, they’re all should be connected, and that could be a reason toe freshen up the site like the charity might have now. Ah, google plus organization page or may have become more active on twitter than they were when they first created the website, and they haven’t made these connections between the other properties and their own site. Exactly, and updates don’t have to be huge, another on in fact, they may not need to be or shouldn’t be huge just adding those social media connectors. Maybe one thing to do in one week and adding the sign up page for the newsletter maybe done another week so that they don’t they don’t become huge tasks. They don’t overwhelm people to come back to the safe and something completely different from what they were before, right? And not only that, but within the organization, if it’s, if it’s deemed to be some huge website revision that can be off putting and just, you know, it, it goes, gets pushed away because nobody wants to deal with the vast changes that are necessary, right? Exactly. I think that’s one of the reasons i mean, i hear that a lot, you know, it’s it’s always a monumental task when someone some organization is revising their website and people talk about it like it’s a gala for fifteen hundred people that they have coming in, you know, in three days, and they feel like they’re behind on it. It’s exactly. These things could be overwhelming if your website static just lend itself to being it to display changing content, then it may be time to change the platform. There’s a lot of old html web sites out there that are not really content management systems. They’re not based on wordpress, for instance, and so maybe a time to make that plunge and that that is as you just said, that could be a significant undertaking, but we don’t want that site anymore. That just looks like reads like a brochure, you know? Like a two thousand three website, exactly, the chances are you’re not seeing it. Yep, yep, should we have scott called back in? We’re going to take a break, is breaking up a little bit, should he call back in? Dahna okay, well, no, you don’t need to call back in scott’s, not that bad. Speak up, woman. We returned from the brake, just speak a little bit louder, and scott will be with us, and i hope you will be, too. Talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a m eastern standard time on talking alternative dot com professionals serving community dahna hyre this is tony martignetti aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcast are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership, customer service sales or maybe better? Writing are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, 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. Hyre lively conversation. Top trends, sound advice, that’s. Tony martignetti, yeah, that’s. Tony martignetti non-profit radio. And i’m travis frazier from united way of new york city, and i’m michelle walls from the us fund for unicef. No. Dahna and on the aptly named host of tony martignetti non-profit radio and scott koegler is the editor of non-profit technology news, and we’re talking about your fresh faced website when different in that up. Um, this is what we’re talking about. Email, how frequently is it? Ok, tio email are our list that this is surprising that of answers to that actually, johnny, you know, to do that nuclear monthly was kind of the norm and, of course, some of the something that is really coming by your budget because they’re all kinds of factors that come into play with costs of sending email newsletters. But that’s, not the question that you asked. Uh, frequency is really dependent on how frequently your topic you’re subject to your content changes and how frequently your leadership wants to hear from you way we’ve got a results of a survey that was done bye male chimp, which is a huge email provider. Yeah used that they found that email frequency as frequently as once per day. There’s not not unheard of. Now you have to understand that those kind of emails are typically the announcement. E mails like daily deal kinds of emails. So maybe a non-profit, uh, typical non-profit wouldn’t have that kind of frequency of updates, but it’s a matter of how much does the reader wants to know and help frequently? Do they want to know it? Ok, yeah, that’s interesting daily deal, of course, you know what, you’re getting there, and then obviously, they have content that changes every day, but then i think of the news sites i mean, i get daily emails from new york times and the chronicle of philanthropy, so yeah, it really does depend on what people are are expecting, i guess, right, exactly there’s also defense on allowing them to change what they get based on their desires. So someone may have signed up for daily and decided that they really don’t want to do what they want us weekly if you don’t provide an option than to change the weekly and their only option is to completely opt out, then that’s not a good thing. So you want to be able to let them choose what they want. Okay, um, how about a a call to action on your on your site? Yeah. Good point. Tony it in any site or any? Email or any news, weather or any actually any social media update. You want to have some kind of called action and whether that’s a sign up for our newsletter or get involved with thirty or, you know, talk to your friends about us, it doesn’t hurt, teo. Add something to that, i guess not every single instance of communication needs to have one, but certainly the website. If you’re looking at the front page of the website, there needs to be something on there that least requests people to take action or reminds them that they were not here. Just presenting information to you really, really want you to do something because as a nonprofit organization it’s our mission to do something, so remind them what that is, and so part of what you could be calling them to act on his become a volunteer. Sure, whatever the your current mission is, become a volunteer um, you know, become a what, whatever it is mentor um, i mean donations, obviously one of the main things that you don’t want to push too frequently, but sure do something i think is really the calm. What about staffing if this website is going to be freshened up, you know, every day or, you know, if it is going to become the block, which is the ideal, how are we going to get the these contributions on such a frequent basis that say on issue that almost every organization that updates there newsletters their websites or their social media on a frequent basis, faces and more and more, we’re seeing people, you know, go to professional sources for that let’s face it people that are running a non-profit if they’re paid staff, they have a job to do. It probably is not writing is not keeping up with social media, so finding sources for that kind of contribution become something that needs to go on, usually outside the organization, and it will be nice if those things were all free. But somewhere along the line, those things need to be paid for whether it’s in staff time where they made, you know, be not working on other tasks that they are actually being paid to do, or if it’s paying professional writers or professional people who do media updates to do that somewhere along the line, you know, somewhere along the line the money has to be spent in order to do that. We have just about a minute and a half left, and so i just want to touch on the new twitter organization pages, which you mentioned briefly up the top of the show top of the segment, but so in just a minute, we have left or so what? What what’s what’s new over a twitter i wish i could tell you more. I do know that they have organization pages, i have to assume that they’re very similar to latto facebook and email, i do know that they have one feature that i haven’t seen in other social media organization pages, and that is the ability to glue or pin a particular topic to the page. Most of the other ones you can see the page and you have the normal school of the updates that are going on, right, twitter apparently it’s it’s possible to take one piece of content and and stick it to the page with stays there, the rest of the flow of content goes on below that, but then you can change that so that becomes more or less a web page i guess okay, well, why don’t we have you back in january? To talk more about twitter organization pages has that sounds good? Give me a chance to actually find out what i’m talking about he’s got koegler is the humble but very well informed editor of non-profit technology news and of course, a regular tech contributor, and we’ll have you back in january to talk about twitter organization pages. Thank you very much, scott. Thanks, tony. I want to thank scott and also john hayden on dh. John tweeted something related to his yeah, what we were talking about on the show earlier on a post that he’s recommending at beth cantor dot or ge slash thanks hyphen em like mike and end like november and demonstrates the role that social media plays in fund-raising and that link from john hayden again is beth cantor dot or ge forward slash thanks hyphen and like mike and like november next week to pre recorded interviews that i have not yet chosen, so i don’t know what’s going to be next week, except they’re going to pre recorded interviews and they’re going to be from one of the three conferences that show media sponsored in october and november, so if you want to know what those interviews are going to be and you want to keep up with what’s coming up all the time, then sign up for our insider email alerts just like scott there was talking about you could do that on the facebook page. Sign up there, or you could go to my blogged m p g a d v dot com and the contact page of the there’s a link there toe, sign up and get the email alerts. If you like the show, i’d be grateful to have your like on facebook. Also, you can listen live our archive you’ve been listening live if you want to go to the archive, itunes non-profit radio dot net non-profit radio dot net will take you to our itunes paige can subscribe there and then listen anytime on your tablet or your phone or your desktop the device of your choice on twitter you can follow me and use the has the show’s hashtag use it unashamedly it is non-profit radio. Our sponsor is g grace corporate real estate services george grace has over twenty five years helping non-profits developed cohesive, confident strategies around rental and owned properties. G grace dot com two one two four, eight, six forty one hundred. The creative producer of tony martignetti non-profit radio is claire meyerhoff. Our line producer is janice taylor today, and our social media is by regina walton of organic social media. This is tony martignetti non-profit radio. I hope you’ll be with me next week. Friday, one p, m eastern. We’re always at talking alternative broadcasting, which is on talking alternative dot com. You don’t think that shooting getting dink, dink, dink. You’re listening to the talking alternative network. Get in. Dahna cubine xero looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. Hi, i’m julie, hi, i’m julia, what are you wearing? Welcome to j and j’s. Secrets of style and beauty. We know there’s, beauty and style, and all you do, whether it’s a job interview, first date or wedding, we also know that not everyone understands what works best for him or her. We’re here to help. Think of us as your personal beauty style and grooming guru’s, as industry experts will give you the best information for men and women on howto look phenomenal. Tune in tuesdays at eight pm tto. Learn how to look your best. 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 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 very 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. 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. Com.

070: Fundraising Throughout Your Lifecycle & Marrying Major and Planned Gifts – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Jeff Sobel, principal of Jeffrey Sobel Consulting

Charlie Gordy, director of planned giving for Harvard Law School & Margaret Holman, principal of Holman Consulting

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

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Welcome to tony martignetti non-profit radio for friday, december ninth, two thousand eleven we’re always talking about big non-profit ideas for the other ninety five percent. I’m your aptly named host. I hope you were with me last week for so me. For pg social media for planned giving kristen schultz, senior vice president for crescendo, shared her research on the best use of social media properties to support your plan, giving program videos, testimonials, blogging, technical information and more. And emily chan, half of our regular legal team from the non-profit and exempt organizations law firm in san francisco, talked about political campaign activity and election earing what can your non-profit do? And how does the irs decide if you’ve crossed the line? What can your employees say under the first amendment this week? We’re fund-raising throughout your life cycle. What does fund-raising look like in these stages of a non-profits life brainchild, startup, adolescence, maturity, stagnation and declined? How do you avoid the last two jeff sobel principle of jeffrey sobel consulting shares his insights. This was recorded at westchester, a f p s national philanthropy day and then marrying major and planned gif ts are these two? Compatible. What does their courtship and marriage look like? Charlie gordy, director of planned giving for harvard law school, and margaret hohman principle of home and consulting, reveal how to make this a match made in heaven. This interview i pre recorded at the national conference on philanthropic planning at tony’s take to roughly thirty two minutes after the hour. My block this week is the next-gen charity interviews from craig newmark, the founder of craigslist and craigconnects to neil strauss, who went undercover in a secret society of pickup artists. There are takeaways for your non-profit from all these interviews, and i’ll talk about a few of them on tony’s. Take to live, tweeting the show this week. Use hashtag non-profit radio to join the conversation on twitter. Right now, we take a break, and then right after the break, we’ll start the pre recorded interview fund-raising throughout your life cycle. So stay with me. Dafs you’re listening to the talking alternative network. Durney 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. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. Oppcoll 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 to tony martignetti non-profit radio coverage of national philanthropy day with the edith may conference centre in briar cliff manner, new york, hosted by the association of fund-raising professionals, westchester county chapter. Joining me now is jeff sobel. He is founder of jeffrey sobel consulting and his unconference topic is non-profit life cycles and culture development strategies for each stage. Jeff sobel, welcome. Thank you. Happy to be here. It’s. A pleasure. What is? What are the development life cycles? Oh, sure. Well, there’s non-profit life’s like, well, just like sort of for-profit business non-profits also have ah, very natural life cycle to them. I have to say, over the last couple of years, those have sped up because of technology. So we’re seeing a compression exactly time compression. So really, the first life cycle is the start of phase or the not to start it, but the brainchild phase or the creation on dh for many people, it’s something that never comes out because it’s something they think about, they think there’s a great issue that they can tackle, but they never verbalize it, and he never sort of formalize it. But for the few people who do yeah, and there’s more, more people who were doing it, they put that out there on because of technology and the ability to get people together and formalized people. And also the back office stuff can be done much quicker. So that’s why? Quicker and cheaper? Exactly. The expenses is almost never minimal. The amount of stuff did you khun doing? Cloud and social media? You’re going, you’re going your office running in a week. Exactly. It’s it’s, it’s amazing. So what happened? You know, you don’t even need an office. You’re doing it out of your bedroom. Exactly. Okay? And the other the beauty of it is is that you can learn quickly whether it’s going to take a hold or you can say okay, we can move on from that idea. Okay, the brainchild let’s move on and then we’ll come back. So after you get through the idea and you verbalize it, everybody you get to the start up phase where you say, okay, now i’ve got a sort of developed by-laws i’ve actually got a file for a five twenty three i’ve got to get the board members together usually boardmember zehr close friends at this time people, you know what friends and family have been recruited exactly? You bring everybody on and in the close network what’s inside your tent on, and then you start figuring out, okay, programmatically how well, you know, the idea that the social impact that we want to bring or the particular idea that we’re developing what’s the program we’ll look like. So this also can happen a lot faster. Now you have to sort of do your research to figure out. Are there other groups doing what you’re doing in that space? We’ll talk about that, you know, we’re talking about some of the trend analysis and doing your own research, but let’s, move on to the next phase short fired-up once you once you get past the startup, you’ve gotto sort of get into what we call the adolescents and growth rays, so you basically become a teenager, you sort of. Now you’ve got beyond just your friends and family on the board, you’re not usually your first funder and multiple funders at this time. Most organizations, fifty percent or seventy percent is coming from either one or two major funders, which again, family and friends exactly where a big foundation who loves the idea wants to be in that space wants to develop a model. Usually these things are still in the model face, so i’m going to develop something they say is going to work here. Westchester, if it takes off, will branch out to new york and new jersey embarrasses identity after after adolescence and growth. So then you become what we call a maturity middle age. You’re already sure there’s a thoughtless growth phase is something that then you become a mature agency. You’ve got your legs. All right, you’re actually operating. You usually got an office of used nowadays? Not necessarily, but you have a space that people can sort of connect to. People know about to program fund-raising looks very different fund-raising you start have staff, you organize more like structurally, actually. But you actually have an organizational chart that you can live by and actually is reality. The founders usually probably still involved in the early part of this, but usually that person’s phasing out or somehow still connected, but bringing on more of ah non-profit professional to be the executive director someone who’s had a career in non-profit um and then you grow in your boards are you know you have professionals on your board. Okay? People have different skillsets let’s. Go so let’s, go back to the early the brainchild way. Have ah, this business. You mind if i just mentioned one real quick thing? No, i don’t mind. Okay, go ahead. Uh, the next phase and what isn’t face-to-face? Oh, i thought it was true. And act like you actually four faces. One phase we never like to talk about. But then the last phase is what we call stagnation. Sure, agencies fall backwards and they go into what we call stagnation phase for whatever reasons could be a funding reason. It could be because their programs are not needed anymore, and they have to sort of reinvent themselves. Probably the most famous example of this is the march of dimes. They were started and they solved the issue of but the disease that they were trying to work on. And then they reinvented themselves specifically around early childhood and birth defects in various things like that. So, you know, agencies at that point, the last piece is, unfortunately, agencies can decline and shut down if they go. Down to the piece, this is when we don’t like to talk about it when we don’t like to talk to happen, but it does happen and there’s a way to do it appropriately. Okay, so let’s, just see what we have time for now, because i i do get a lot of enquiries about from people who are i have an idea, they’re passionate, they want to do something burning that isn’t a ce far as they know isn’t being done or isn’t being done well there, so we’re back in the brainchild phase. What’s your advice there around development strategies. Well, i think there’s a couple different things. One to do your homework and research to see who else is in that space. If there’s nobody else in that space, obviously, then i think you can move forward. If not, you want to go talk to those other organizations. You might be able to collaborate and they save yourself enormous. Exactly their enormous administrative and fund-raising i know everybody. There’s, there’s, sort of an eagle at play and everybody wants that sort of be the founder and head of a new five o once i can do it. Better exactly, and if you don’t have the personal wealth to fundchat in a very difficult thing to do and the first i find the first thing that can sort of temper that enthusiasm is the irs thie application exactly non-profit exempt status after you’ve been through the right, the state inc exactly, the irs will help you put the brakes on right with their twelve to eighteen month process. Probably the best thing that you could do early on is have a strategy session, bring in experts on people that you know, that you trust that will be as honest as they can with you. People are our objective outsiders as well, sort of a focus group ten to twelve people bring the idea to them, get their feedback. What did they see? Do they talk about other organizations who are doing the same thing? Are they you know, they see this as something that’s funda ble people will like isn’t needed, you know, obviously, just because you think it’s needed doesn’t always messes and everybody else is going to see thie importance behind it. So doing an early focus group, you know, not keeping the ideas if you’re proud of the idea, or you think the idea really has can resonate, then vocalize it as soon as possible, share what as many people as possible, see what i guess they hastily used the phrase, but see what sticks to the wall and get that out as soon as possible, because then you’ll learn you’ll. If it’s going to take off those early conversations in those early strategy sessions, those of the people are going to help you formalize it. Not everybody, but some are going to hell. Wow, i love what he’s doing or she’s doing. I’m going to lend my support. We couldn’t do anything to get independent thing. You’re listening to the talking alternative network, waiting to get you thinking. Cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. No. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative that calm mondays at eleven a. M call in for a free second reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics politically expressed. I am montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. In this brainchild phase, we do need to put ego aside exactly it’s it’s a hard thing to dio it’s only human nature, but i think the way, the way i always preface things that people says, i personally think this would be a great idea. I’ve thought about it. This is my thinking’s, but i need everybody else to tell me what what is reality and have you if you’re good about listening to reality from others, it’ll save you an enormous amount of time because everything else that we’re going to talk about you could avoid if you don’t start a nonprofit but end up collaborating with with one that already exists that doing something related or close, right, i given example just real quickly, we just got contact we could contacted about this all the time, and i would say ninety percent of the time we get contacted, that person should be talking to another non-profit and they could bring that energy to that non-profit already created, and it could be a program developed within that and often running in. Lots of people are being helped and of that night, so go ahead, just everyone, some other is something new on dh? It has merit to wanting to develop a new organization. We’re working someone contest the other day who is a volunteer firefighter who happened to be very successful in business on wanting to develop something very specific for firefighters prevent heart attacks. It’s a highest rate of lye fire fighters die. Okay, so there’s a whole new program. He’s developing he’s. You know, within his first six months of the developing the idea he’s doing that, you know, we’re trying to counsel him through the right steps to see if this will resonate. Will it work and various things like that? So more times than not, though i would get back to your initial point is, if you put your eagle to the side and really get down to the facts, you could really decide whether it’s something you should be working with someone else or setting up that new non-profit in your experience, that ninety percent that ought to be talking to another non-profit how many of them actually do go talk to another non-profit about collaborating? I would say about half of those. Alright, okay, but it’s not that bad. And i would say unfortunately, most of them continue forward no matter what, i try to talk him off, go do what they’re supposed to do, and then they stop doing what they’re supposed to do, and you go off on their own anyway. Well, i think there’s something convinced them, you know, if someone lets give example, if it’s an entertainer or let’s say, it’s, somebody who’s been very successful as a hedge fund manager on investment world or some other business, right? They always feel like, hey, what we did in the business world, we could bring that expertise in the nonprofit world, and that was something that i could definitely say it was somewhat true, let’s say fifteen, twenty years ago, but the way non-profits operate now, you know, it’s very hard for someone who says, hey, just because i ran a successful coat company or some others hyre business doesn’t mean i can run a successful non-profit and have, you know, huge impact and changed on my own there’s just so much around compliance and regulation, you’re you’re starting a corporation. This is a non profit corporation, but it isn’t. It is incorporated, it has to adhere to a lot of those corporate rules as well as go find money. Well, the money parts really hard, you know, there’s so many non-profits in the space of trying to raise money. So you’re just, you know, you think your idea will cut through all that cloud and all that clutter of everybody else, but it won’t there’s ego and impossible. All right, let’s, move on. If we haven’t persuaded people that the brainchild faces really where they should stop and maybe ah, latto ally themselves with another non-profit if we haven’t persuaded them of that let’s, move on to the start up phase when your and your i know the focus of your talk is really around fund-raising in development strategy. So at this start up phase, what does fund-raising look like? Well, it’s a combination of things once again, it’s still going to be very close and that we’re friends, you’re going to develop a board, you’re gonna have to base it on by-laws and legal regulations and things like that. So those people are going to be you’re going to have to convince them in an early age, to want to be fund-raising on your behalf, you could be an early age of the organization really don’t don’t go recruiting five year old no that’s not fair, because they’ll come on five year olds will come, my love, you’re not gonna be like i know my eight year old, but they’re not going to reach adolescence by the time you do your organization does, they’re going to be exactly they’re gonna hold you back don’t don’t recruit the five year old no, i think the other pieces that you’re going to depending on the program and depending on the idea, what you’re also going to need to do is you have to harness technology. So between the social media, the youtube twitter than facebook’s of the world, you have to bring in an enormous amount of people who are going to learn about what you’re trying to do, connect to it early on, not that everybody’s going to move forward with it, but whatever whoever connect. So i guess you need to use the term, but you’re able to take it viral, then have some mechanism in the back to say ok, up to people who learn about it, who are the people that i need to go? Talk to the top fifty who are the top twenty five? You can’t be worried about that. One thousand people know about his thousand when early face of a startup, you have to find major donors early on, you have to find people who were going to buy into the concept take a chance they’re basically becoming investors in your idea of a philanthropic investor, and they’re going to take that that’s what’s going to be successful later on, you can build all the other traditional fund-raising ideas, but in the early start up phase, if you don’t do early on and get to capacity. Like i said, it goes back to also some people get started because they can fund it themselves. You know, michael bloomberg decides he wants to do something he can, he can throw his own a couple million teo. But aside, people can’t aside from from from being able to self fund, then this is really a marketplace test of your ideas and your marketing too, right? Right. And and that’s that’s going, you’ll never get to the mature phase of an organization if you can’t get major donors. All right, well, we’re gonna get people to adolescence before, before we get to mature. But how do they do something that you just mentioned? Identify the top twenty five or fifty out of the thousand people that are now, like, you know, like the facebook page and and r and r on the email list, how do you find those? The the top, right? Well, they basically had to use the tools that are provided for you from from a technology standpoint. So there’s a lot of research information out there that you confined on particular subject, whatever subject matter you are doing, even though if your programs unique there’s still people out there who have funded something in that arena. And so you have to find those people and find a way to connect and had those conversations with those foundations, corporations and major fund and potential individual donors. So most that information’s public knowledge now and you can create your own without spending a lot of money for fancy researcher you confined, you can create your own top twenty five prospectors. You can also listen to tony martignetti non-profit radio because we do have a regular prospect, research contributor maria semple, who comes on once a month, maria’s fancy socks you know what i do in the prospect finder? She comes on once a month. I’m with jeff sobel he’s, a founder of jeffrey sobel consulting, and we’re talking about the life cycles of a non-profit and different development strategies within each cycle, let’s go from start upto adolescence and growth. What does fund-raising look like now? Well, if this phase what you’re going to have a big change in your board, this is where you move away from your traditional friends and family board you’re actually recruiting people who have given to you connected to the agency professionals from other arenas, people you probably never met until you teo developed a non-profit so those trustees and you had to bring them on with the right expectations, too many matured agencies have they don’t have e-giving get policy, they don’t have a fund-raising component for their boards, and they try to integrate it afterwards. That’s the biggest mistake you can make what you have to do is in that early phase, when you move from start upto adolescents, you’ve gotta integrate the expectations of fund-raising for those who are connected, the board and volunteers because the only way you’re going to be successful in the fund-raising aspect is that i have a bigger network than yourself another people you know, the next. This is sort of a phase where you start moving into a traditional event, whatever that is e-giving example, agency we’re working with his only their foundation only has been around since two thousand five. This year, they did their first five k walk run on people connected to the walk run like you prior to the walk, when they had about a hundred people on their database after the walk run, they have over ten thousand people, not a smaller donors, the twenty five fifty dollars who donate to someone who walking and running into cause put down that now they have a database, that’s, actual prospects, people that take in mind and then move forward with. So you have to do something that’s going to increase that database, you’re going, you’ve got to really you can’t you can’t fund-raising without a database, but interesting, though you don’t, you know you didn’t start with event fund-raising back in the in the start up phase, you weren’t saying, have a gala. We’ll do a walk run, thie, but i do think a lot of people think of events is the only way to do fund-raising but so i think i’m just emphasizing all the message that you’ve said before this before you got to the events from the event was not the first way to raise money, right? Well, the biggest reason why lots of groups start that way is because most people connected to these ideas don’t have a non-profit background and most likely definitely don’t have a fund-raising background, a professional fund-raising background. So the only thing that they know is the traditional galas, golf outing, dinners and those types of things they don’t know the sophistication around major gifts and the moves management and the ways that are going to attract foundations and corporations, so they go to what they know that’s why i said that in the early stages, you’ve got to bring on some expertise, that’s going to help you sort of sort of figure out the best mode and bringing that money and get to the traditional type of stuff you need resource is it’s it’s it’s unless, like again, unless you have two dollars. To pay the caterers and the event and all the other stuff a front you can’t just do an event, events have a lot to cost to them and you don’t want to run a one something that’s not going to get you any profit, and they’re also incredibly labour intensive, very labor intensive, very labor, and i think a lot of people don’t realize what goes into making sure that the bunting matches the flowers. Well, the worst part about is they don’t realize that the real work for fund-raising happens after events, you know, it’s who attended, what did they get out of that event and who in that room has the potential to do something much beyond right? The price of the two hundred dollars ticket? You’re follow-up your follow-up on dh that’s directly now gets to what you said earlier when we were in the start up phase. You’ve got to find the people who come to the organization of those thousand or so that you found online who were the top ones that you need to follow up with same thing after you’re after your event. Who were the top attendees thatyou need to follow-up exactly in a strategic ways and maybe more personal ways than you’re following up with the other many hundreds who came, hopefully right, let’s move to maturity. Sure fund-raising here, what is our fund-raising model look like? Well, the fund-raising at this point, you should have ah, probably have a head of development, a director of development, smaller staff, some depending on the size agency. Much bigger staff, it’s going to be much more sophisticated. So your your development operations actually starts now breaking into two operations, you have your annual fund where you have to raise a certain amount of money to to need to keep the agency moving its programs, the staff paying everything that supplements all the other revenues of the agency. The other piece is creating the strategic longer term campaigns, whether it’s an endowment fund building a reserve if you own a building what’s, you know, the capitol pieces far building a new building or fixing things, you know, all sorts of reasons why you need to be in a major gifts mode, and you had to be able to manage those operations at the same time. You can’t just be in one and and do the other i’m insured agency amateur fund-raising development department can do both on last minute at least is also don’t forget about the plan giving component, which is very important by that by despite you should have the ability to really start taking your donor’s through their life cycle of e-giving on and that’s really important piece. Yeah, and if you’re not familiar with plans e-giving it’s it’s essentially encouraging people to remember the organization in their state plan, somehow that could be life insurance or simple bequest in their will. It’s like, sometimes it’s going back to the original founders and going back to the original people helped start the agency and saying, hayden, you know, we need you to leave a legacy you made something that now is around thirty five, forty years, whatever the years are, but it wants to be around for the next hundred years in order to do that, we need a sound investment. We need the sound endowment that’s going to secure an anchor, the agency what’s, the what’s, the key thing in the mature stage that you think non-profits don’t do a cz well as they ought to, they had to. Say one thing that you wish mature agencies organizations would do that they don’t, what would that be? Well, from fund-raising standpoint, i think the plan giving component is a huge one that i think too many agencies, i hate to use the word ignore, but put on the back burner or don’t put enough effort toward, but more important is thinking more strategic long term. So i think a lot of agencies plot along and do really well on the campaign and then when the moment arises or the question arises about hey, we need a campaign to do x, y and z above and beyond for whatever needs those are it’s it’s, they haven’t been doing enough to cultivate their donors, so that face takes a lot longer. So if i had the hole in the roof and we need to fix it and it’s going to cost us the two million dollars for the capital campaign, we needed to do it, you know, in a year from now, but we haven’t matured our donor’s ready to do it and it’s going to take more like two and three years so never think that the annual campaigns the only thing that’s going on the too many mature agencies think about the here and now, but, you know, i always think about your donors about what they’re doing for you anally, but also cultivating them to think about, okay, when we are ready to have a major initiative and they could be helpful to that major initiative, are we will we be ready to ask them? That’s the next stage is stagnation. That sounds like something we should avoid. Exactly, hoping i don’t mature that’s not part of my life cycle, right? So how do we avoid stagnation? Well, that is everything that you just described is a combination of that it’s also being able to evaluate taking a hard look once again it’s strategic planning process. But i’ma call organizational eagerness. Okay, so as we talked about in the start of face having egos, organizations, whoever tour sometimes have their own ego to themselves because i feel like the importance of whatever they’re doing or what they have been doing for many, many years still remains. So you have to be evaluating your programs. You have to be evaluating what you’re doing and that impact on the community. Can you be doing something new, evaluating the market to what if, what if the need’s right, that should be in the community all the time assessing whether your work is still relevant? Exactly. I mean, if you’re running let’s, say, youth program at a particular school and you know, when you first started about that, you had a waiting list and kids were climbing to get in there and in the last two years, you know, you go on visited in the half, the room’s half empty something’s not resonating there, so you can’t rest on your laurels and your funders will quickly get to that piece they’ll start seeing your outcomes. Obviously anybody who’s ever written the grant know is that at some point you have to write a report, and at some point, if you’re going to renew, you’ve gotta prove those outcomes, and when the numbers are not there, they’re not there, and so that will quickly. So you you can’t sort of live in that mode. You’ve gotta kind of always say, hey, we’ve got to be evaluating ourselves. What can we challenge ourselves with? It doesn’t necessarily meeting creating something off mission, because that’s what a lot of agencies, right is staying on mission, but creating something that will continue, you know, reinvigorating, reengage, you know, there’s various things, and the other thing is, obviously your volunteers, you got to be consistent with your board. Ah, there’s, nobody out there does that i’ve ever met who could be on a board for more than eight, nine, ten years and still be assed valuables they were from the beginning boardmember can leave, can moved often agency and still connect to the agency and still be important. But there’s a huge value, bringing someone new to fill that seat, new energy and many organizations, you know, they hold onto boardmember fearful to ask them to step down. We have just thirty seconds left. Jeff decline is the last stage what one piece of advice for avoiding declined? Well, usually that’s a hard thing if your agency the biggest thing that you can do to avoid declining a za non-profit is probably when you get to the stagnation phase, realize it quickly and devise a plan quickly usually it’s a deficit that you’re dealing with and never be afraid to cut a part of your program or your agency, because it could be the detriment of your entire agency, don’t hold onto something to to know in the long run we’ll put you out of business, even though you just hold on it because of legacy or just something you’ve always done. You have to be willing to cut your losses. Jeff sobel is founder of jeffrey sobel consulting and his conference topic at national philanthropy day is non-profit life cycles and culture, the development strategies for each stage. And i think this is jeff very interesting conversation, very relevant for people who are thinking about a non-profit there at that brainchild phase, they really should know what what lies ahead. Oh, yes. Is that there’s a lot? Thank you very much for being a guest. My pleasure. This is tony martignetti na non-profit radio coverage of national philanthropy day, hosted by the association of fund-raising professionals, westchester county chapter that was my pre recorded interview fund-raising throughout your life cycle. I recorded that with jeffrey sobel at westchester county chapter of the association for fund-raising professionals national philanthropy day in november two thousand eleven. Just last month. Right now we take a break and after the break it’s, tony’s, take two and then marrying major and planned gif ts. So stay with me. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com lively conversation top trends, sound advice, that’s, tony martignetti non-profit radio and i’m ken berger from charity navigator. Welcome back to the show, it’s time now for tony’s take to my block this week is my next-gen charity video interviews last month at the next-gen charity conference, i interviewed about eight of the luminaries who they had a cz part of their program. It was a pretty exciting conference close to a thousand people were their very jazzed up audience heard from a lot of very interesting people, and i got to interview a bunch of them. We were media sponsors for that conference. One of them is craig newmark he’s, the founder of craigslist, and now more recently, craigconnects craig and i talked about consistent messaging and knowing when to stop talking peter thumb and i talked about perseverance in the face of disappointment. Peter is the founder of ethos water aria finger, chief operating officer of do something dot org’s, which is a site devoted to getting young people involved in volunteering with non-profits joined me to share ideas about how to motivate teenagers to support your work market echo of eco enterprises, the well known clothing lines talked about his board service. Um, i talked with charles best he’s the founder of donors choose dot or ge and he and i talked about connecting donors to the causes they support. You may know donors choose that’s the site where teachers post their needs in the classroom, and then individual donors devote money to those to those needs. Neil strauss uncovered lessons for non-profits from his undercover work in a secret society of pickup artists. He infiltrated this society when he was on assignment for rolling stone magazine. You can learn what eric sapp kristen learned from taking two hundred of our nation’s thought leaders and entertainers out for a cup of coffee. He traveled the country in a volkswagen microbus and cold called about two hundred of our nation’s leaders and entertainers on dh people you know, from the arts and politics and invite him out for a cup of coffee, including jimmy carter, don rickles, henry winkler, let’s well, in the interview, i brought out some lessons that he learned from talking to all those people, and disney made a film about his his journey, and the movie is the journey so links to these and a lot of other next-gen videos are on my block mpg a dv dot com, and that is tony’s take two for friday, december ninth. Now we have a pre recorded interview marrying major and planned gif ts you’ll learn about how these two could be compatible from charlie gordy, director of planned giving in harvard law school, and margaret hohman principle of home in consulting see whether this could be a match made in heaven between major and planned gif ts and here’s that interview this is tony martignetti non-profit radio coverage of the national conference on philanthropic planning. We are in the heart of san antonio, texas, on the river walk i guess now are margaret hohman and charlie gordy. Margaret is principal holman consulting in new york city and charlie gordy is director of planned e-giving at harvard law school. Margaret charlie welcome! Thank you. Thankyou, tony. Good to be here. It’s. A pleasure to have both of you your your session topic is job fusion or confusion marrying major and plant gifts. Charlie, let me start with you. What what’s the possible confusion. Well, as a lot of organisations respond to what’s going on in the economy, the pressure for outright current e-giving has led to a de emphasis on plan giving deferred e-giving and individual playing, giving officers or having to respond to that looking at being merged into a major gifts rolls, and that is causing some confusion for them, i think, personally and also institutionally in what the best approach is to overall fund-raising into their donors, okay, but is it not a good idea to be breaking down silos between major e-giving and plan giving? I think breaking down the silos is absolutely critical and the structure internally you should be very flat. Margaret pointed out in our first session that what she sees and obviously let her speak for herself, for what she sees in the future is a very flat structure. The silos should be broken down, and major gift and plan giving officers should work very, very closely together with donors, but they are different techniques of fund-raising they’re different processes you think differently when you’re focusing on on plan giving versus major e-giving, um, and all playing gifts are major gifts essentially just depends on how you get there, okay? We’re going to talk a little about what the different thoughts might be and margaret, we will get to what the future looks like, but before we get there. I just, you know, sort of leading into the topic too. Your your session description suggests that changes in the economy changes in the tax law are impacting this issue. Indeed, the more complex, constant and confusing change is that there are with tax laws right now from the charitable deduction that proposed change in the estate law. State tax law it coming it going? How do i plan for a bequest? Should i die this year? Should i die next year? Those are all things that are confusing not only to gift officers but also to donors and that is really driving a lot of the expertise surrounding both major gift work and planned gift work. Thie economy obviously has an effect to when the economy stumbles, major gifts go down. Plan gifts are not as affected by the economy because they are future gifts. They’re more long term on many organizations. If they have a plan gift program that has been working that will be the bridge between the bad economy and staying alive is because i’m getting bequests. I might not be getting major gifts now. Are you seeing in your consulting practice some regret among charities that don’t have a plan giving probono yes, wishing, wishing they started ten even five years ago maybe yes, and many organizations who said, hey, listen, our plan give program is just going a million miles an hour, we’re getting millions of dollars, so we don’t have to do anything now on then all and then it starts this gradual decline for about five years, and somebody in the finance office says, oh, my gosh, how come our be question come is going down it’s because we haven’t been doing anything well, let’s put some money into doing anything now they’ve got another five year wait, so you got a ten year trough s o that the name of the game is consistent, it needs to be this consistent effort indeed, from oh planned gift and go ahead, charlie. Yeah, tow follow-up on what margaret said, i worked with an organization a few years ago on a consulting basis, and the cfo there said, look, i could shut the plan giving program down tomorrow, and i wouldn’t see it, i wouldn’t see any impact for five years, and i’ve got a budget problem right now that i’ve got it solved. So, isn’t that a a good solution? And i had to tell him that no, in fact, it’s absolutely the wrong thing to do because you are going to hurt the long term financial health of your organization for a short term gain and, uh, our listeners, i want to point out charlie has a terrific bowtie on, and for those who are on the videos were doing videos is not a clip on i want to make it very clear, it’s clearly not a clip on much, much classier guy than then those clip on men. So what? What are some practical solutions, margaret, for breaking down the silos and bringing the two together? Well, one of the practical solutions is to train cross train land, gift officers and major gift officers in each other’s areas of expertise, so that in essence, you become a generalist. And i find now that my clients, when they do have an opening for a major gift officer, are looking for somebody who can talk plan gifts. We want two for the price of one. When i started in the fund-raising world nineteen seventy six, there weren’t planned gift officers. There weren’t specialties because of the way the economy went and democratic demographics of donors it caused institutions to create silos. Teo, answer that need the demographics are changing the old that big group of older folks who are prime plan gift prospects are dying off now. There aren’t very many of them left, and we’re entering this age of the boomers and the silence who can both make a major gift and a plan gift. And now we need to have people who can talk both things, but we also have to educate our boards, but more often than not, we really have to address the problem that charlie ran into and talk to our finance people and explain how this really works. Let’s, start with the first of the things that you mentioned, the cross training how how deep should the major gift officer’s training be implant e-giving are we talking about just the ability to open a discussion or that they could go further? Maybe even maybe even they can meet with donors? Advisors? I mean, how deep should that training b of the former plan gift officer now? Now cross training? Well, it is really is going to do for sort of the former major gift officer. Krauz right, it’s going to really depend on the individual and the institution? I like to make my major gift officers what i call dangerous going like for them to know when they’ve gotten to the point where they don’t have the answer and and can say confidently, i don’t have the answer that let me get back to you on and that way you accomplished two things when the donor gets the right information, but you have another contact with the donor, thus getting the relationship continuing our good relationship on. So i like to get them as dangerous as possible. They need to understand the basic concepts and know when to say i need, you know, i need to call charlie, okay, so now, charlie yeah, yeah follow-up on that i work with major gift officers att the law school that are are really exceptional a cz you’d expect, and they still aren’t very comfortable talking about plan giving on on a regular basis. I have one that asks me a couple of times a year again to explain the difference between a gift annuity and trust. And that’s fine, and i’m happy to do that and that’s a great role for me. What i like to do is educate them to know what to listen for. You know, i have a house that i’m no longer using very much. I’d love to give, but and then to follow on what margaret said when the donor says that, but i like them to say to no be comfortable saying, well, you know what? If we were able to show you a way that you could still make your gift and take care of those other financial concerns that you have, they don’t need to know how the gift annuity payments are taxed or how the charitable deduction is calculated, but that their their methods that the organization can present that will allow the donor to still make their gift and take care of those other financial concerns that have so that suggests that there there does still need to be an expert in planned e-giving at at the organization, we can’t all just be flat, absolute cross trained? Absolutely. I believe that one hundred percent. Yeah, well, the the other thing, too is well, i also believe that there should be a plan give expert on everybody staff not every organization can afford to do that is going to get there. So using expertise either if you’ve got somebody on the board whose attacks planning attorney or trusting a state’s attorney and you can use that and get some advice or there are a lot of consultants out there who would be more than happy to work with an organization on on an hourly basis or whatever other way you khun by the expertise you need, what you can’t buy is the donor relationship. Yeah, if you have the luxury of the budget toe, have somebody on staff that’s great, but as margaret points out in his, you point out, tony, if you don’t have that it’s available and you can find it and it’s it’s almost like the same link between the major gift officer and the in house plan giving person with more expertise and then thean house plan giving person in the outside consultant everybody knows how far they can take it and when to bring in somebody else to actually make the gift happen. Let’s, go into some of the little detail, charlie. About what you suggested earlier, what to listen for lets you know so that listeners can actually get some of the benefit of the of the training. What are some things that gift officers should be listening for? That would suggest a good plan to give prospect well, first in in, in doing the planning to visit someone looking at their history, their donation history, consistent gifts over a long period of time, maybe it’s one hundred dollars, maybe it’s, fifty dollars, over five, ten years, maybe it’s a thousand. So they have that that that philanthropic connection with the institution, when you’re meeting with them of and your goal, perhaps, is an outright major gift. And they say, well, i’m just i’m not very liquid right now, so they have assets, but they’re tied up, maybe in stocks or in real estate, and if they’re in stocks and real estate, those of the assets they have it’s, a perfect candidate for a plan, gift talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. 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 concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stopped by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Talking. Durney okay, margaret, any any further advice on? Well, oftentimes i hear people say, i don’t think i can afford this right now, and i want to take care of my family so that that again gives us that opportunity to talk about some more unconventional ways, shall we say, to make those kinds of gifts? When i work with organizations toe to go out and talk to donors, i tell them often, teo, tell the donor to take care of themselves first their family’s second and us third. And there are ways that we can help you take care of yourself, your family and then us that don’t involve writing a check. Okay, what’s one of those ways. Let’s. Go into a little detail. Well, obviously, their life income gifts that can provide for your wife, your spouse, your elderly sister, whatever. You can still make a gift. That person is getting income gets it out of your state plan. There are a myriad of different ways that you can do this. I think baby boomers are going to be looking at life income gifts as good alternatives for retirement planning and that’s going to be the new frontier four. Major and plant gift officers and charlie. Those the most common life income gifts that we see, i guess, would be the charitable gift annuity and charitable remainder. Trust that that’s right gift annuity is much more common, usually for a smaller dollar amount less flexible in the planning process than a charitable remainder trust which can i usually take care of a need to have a growing income stream versus a fixed one. And the terms of the trust document can generally be varied. Mohr then a gift annuity, which is just a simple contract. Okay? And you also have a lot of state regulation around charitable gift annuities. We want listeners to know that it’s not it’s, not a lot of states. Most states it’s not something you can just start issuing tomorrow. No, there. There are a lot of things involved. I also sit on the board of the american council on gift annuities. And there are a lot of things involved when you decide to get into a gift annuity program. State regulations for sure need to be complied with, but also the liability, the contractual liability that you’re exposing your organization to has to be. Matched against the benefits of the program, you have tohave ah, the ability to assemble a pool of gift annuities fifteen, twenty, twenty five gift annuities so you’re diversifying the risk over the portfolio of annuities, you have to have an investment strategy that’s going to be appropriate to deliver that annual income. So there, it’s very simple to set up in terms of the contract and the gift, but much more complicated to maintain and run appropriately, since you’re on the board of the american council on gift annuities wanna give a little pitch just to give the web web? You know the girl for you? Www dot a hyphen, web dot or ge great organization has been around since the twenties recommending gift annuity rates, recommending not prescribing but recommending gift annuity rates that are really in the best interests of the donor and the organization over the long term. Thank you for that, and i want you to know that i didn’t know the girl in case i didn’t say i was happy to have you say, but i don’t want you to think, oh god, what if i don’t know what you’re on the board so i figured you’d be saying i told you there was a safe question. I hope that means i got it right. His hyphen web dot. Org’s that’s, right. Um, let’s see, margaret way talked a little about the future of this job fusion versus confusion. What? What were your points in the workshop? Well, the basic point is, is that while we continue to be donor-centric in all of our activities way we have to begin to understand that we’ve made these silos to define for ourselves as fund-raising professionals where we are in the hierarchy of our organizations, donors don’t care, they just want to deal with the right person at the organization and for some donors, learning that i’m going to be talking to the director of major gifts, paints a bull’s eye on my forehead, and that makes me uncomfortable. But if i was talking with margaret from the development office, who was going to help me make a gift externally, we have to be flatlined. We all have to look like we’re equal. We all have to be able to help our donors do what they want to do. So i see the future is that? That titles will pretty much be the same. Go away internally, we’ll have our organised beloved organization charts, but to our donors it will just be a flat line and that’s it extends beyond major and planned giving, though to visit, and you will giving corporate and foundation sponsorship and support work. I was at a event for a client recently, and everybody proudly was wearing their name tag with their job title on the front and the director of major gifts was walking down the floor, heading to see a specific donors and she could see the job title and she turned her back to talk to somebody else. You just bull’s eye, i know i’m going to be asked for a big gift, so i think this just continues to be donors and we have to pay a tent. We have to listen to what they’re saying, but we’ve been saying this for i don’t know at least a decade, but now i’ve been in play e-giving for fourteen years, not as long as either of you and i’ve been hearing donor-centric donor-centric put the donor’s needs first, but in terms of job hierarchies and descriptions, it hasn’t. Happened yet? Ah lot of that has to do with it coming from down from the top and how executive directors like to organize and how they manage on, and it takes a sophisticated executive director to understand how important it is the public perception of a donor to working with somebody, they really associate the person, not the title with the organisers. And i remember advice from someone i know you both know hyre robert sharps sr who used to preach that his preferred job title for everybody would be assistant to the president. Yes, because what don’t right, johnny, what donors wouldn’t want to talk to the assistant to the president? No, no, i think that’s right, and the the name tags that i like the most for me personally just say alumni affairs and development. They don’t say director of plan giving because i think margaret’s right? You get a very different reaction or when i send emails and i’m thinking about this as i’m saying it, i may change my email tag, take out the director of playing e-giving and just put in alumni affairs and development because people see that and the point about it. Being flat internally and donor-centric we’ve been hearing the donor center, as he said for about a decade, the flat internally i think it’s been less and less quick to come because organizations haven’t had to respond internally. Now, we’ve had the two budget crises over the last decade two thousand to two thousand eight organisations saying, you know hey, what are we doing in terms of how were structured and the danger is that playing giving gets lost in that shuffle in the in the flat, the flattening and it all becomes major gift focus with a loss on the play e-giving focus i think if it’s done right, you could do it both very successfully have a flat organization, somebody internally that has the plan giving expertise. I can work successfully without being siloed to enhance major gift officers success and still preserve the plan giving expertise and function and that’s the fusion in urine yourself in your workshop titled the job fusion i think that’s right. I want to bring these things together. Any closing thoughts, margaret? Well, we just want to say thanks again for having me us today and we, i hope, all of our listeners get one or two good nuggets of ideas that’s the idea. Margaret hohman is principal of woman consulting in new york city. Charlie gordy is director of playing giving at the harvard law school. I want to thank you both for joining us. Thank you. Thanks, tony. Pleasure to have you. This is tony martignetti non-profit radio coverage of the national conference on philanthropic planning two thousand eleven. That was my pre recorded interview marrying major and planned gif ts from the national conference on philanthropic planning earlier this year. I want to thank jeff sobel and charlie gordy and margaret hohman and the organizers of a f p westchester’s national national philanthropy day that’s, where i talked to jeff sobel and the folks at the partnership for philanthropic planning, they were the hosts of the conference where i interviewed charlie gordy and margaret hohman next week. Social media inbound zombie is his consulting company, social media marketing for non-profits is his blogged john hayden will be my guest and also scott koegler, a regular contributor and the editor of non-profit technology news will share the latest on tech for your office. Keep up with what’s coming up on the show. Sign up for our insider email alerts on our facebook page. You know where to find facebook and then it’s just the name of this show. If you like the show like the page, please become fan. You can listen live or archive. Itunes is where you listen archive and you could get to our itunes paige at non-profit radio dot net. You can subscribe there and listen on your computer smartphone tablet the device of your choice. You can follow me on twitter. You can follow the show on twitter using hashtag non-profit radio. The creative producer of tony martignetti non-profit radio is claire meyerhoff, our line producer and the owner of talking alternative broadcasting is sam liebowitz. Our social media is by regina walton of organic social media. I hope you’ll be with me next friday one to two p m eastern here at talking alternative dot com always found at talking alternative broadcasting. This is tony martignetti for tony martignetti non-profit radio. I didn’t think that shooting. Good ending. You’re listening to the talking alternate network. You e-giving thinking. Good. Duitz looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. 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067: Work-Life Balance & Volunteer Visibility – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Rachel Emma Silverman, reporter at The Wall Street Journal and contributor to their blog “The Juggle”

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

Joe Ferraro, board member of the Association of Fundraising Professionals, Westchester county chapter

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

066: A Conversation With Andrea Kihlstedt – Tony Martignetti Nonprofit Radio

Tony’s guest this week:

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

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

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Dahna welcome to tony martignetti non-profit radio i’m your aptly named host. We’re always talking here about big non-profit ideas for the other ninety five percent. I sincerely hope you were with me last week for nine weeks and a wake up for essentials for your year end fund-raising that was mary allison principle of oneaccord, and she helped you out in the final stretch toward year end. We talked about segmenting and messaging, social media and other online strategies, direct mail and getting volunteers to pitch in everything that she suggested from last week could be executed quickly to get you the help you need before december thirty first and also was your mobile website, our tech contributor scott koegler, the editor of non-profit technology news. Of course, you know that broke down. Whether you need a mobile site, how to develop one and what to include to make yours spiffy and up to date this week. It’s assess your asking style. My guest is andrea kill, stead and she’s going to reveal what it means to be a rain maker or a go getter, which are two of the four asking styles profiled at asking matters dot com, which she co founded how do you prepare for a solicitation based on your asking style? How should different styles be paired together for an ask? What do you how do you support your volunteers and what do they need based on their asking styles? And we’ll also talk about one of her books how to raise one million dollars or more in ten bite-sized steps at roughly thirty two minutes after the hour on tony’s take two. I’m going to talk about the next-gen charity two thousand eleven conference my block post this week says that it will provoke your greatness. Talk about that that’s conferences on november seventeenth and eighteenth and also the results of my challenge from last week. Let’s help kelly for pete’s sake, that was a blogger post challenge. We’re live tweeting this week and we have a guest live tweeter in a dare oklahoma! Thank you very much for stepping in to lead the way on twitter, ian welcome use hashtag non-profit radio to join that conversation on twitter right now we have a couple of messages and after those, i’ll be joined by andrea kill stead we’re going to talk about assessing your asking. Style. And i hope you will stay with me. You’re listening to the talking alternative network. Dahna are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? 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Interested simply email at info at talking alternative dot com all right, welcome back to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent with me now is andrea kill stead she’s, a consultant, writer and trainer in fund-raising she’s, the co founder of asking matters dot com and has written two books on fund-raising capital campaigns strategies that work was published by jones and bartlett and is now in its third edition. Her more recent book is how to raise one million dollars or more in ten bite-sized steps published by emerson and church. I’m very pleased that andres work brings it to the show and dry welcome. Thank you, tony it’s a pleasure to be here on go have you we’re talking about asking for gift? Why does someone’s asking style even matter? There is many styles as there are individuals, and when we get into the mode of saying there’s, one way to ask for a gift, we ing for sure increased people’s anxiety and we know that anxiety doesn’t help us help us function in the best way we might. So we came up with a system at asking matters, dividing people into four simple quadrants and encouraging them to ask in the in the style that fits the best, the best asks they’re the ones that authentic that are authentic. And if you ask in an authentic way, you’re likely to connection most effectively to your donor asking style system is set up to help people do that. Is there a psychological basis to the four different types of stuff that the four different styles? Well, i’m certainly not the first person to be talking about stiles myers briggs is the one most people know there’s the disc system of styles. There are a variety of other style systems. I think i’m the first person to take a the notion of styles and apply it to asking there are different between the four quadrants there to two different sets of measures wanted to explain those intuitive etcetera yes, the asking style system is set up on two simple access. If you draw a actually see there’s the technical term actually that’s right, draw a vertical axis on a piece of paper and i invite all of you to do this and at the top. You put down extra virgin at the bottom. You put down introvert. Most of us have some. Notion of which of those we are, so mark yourself as an extroverted and introvert. Then in the middle of that line, draw a horizontal axis line of aboutthe same length and on the right hand side, put down intuitive on on the left hand side, put down analytical that most of us have some sense of which of those we are. If you’re intuitive, you tend to come up with an idea and then see if the world backs you up. You tend to have a gut level about your ideas and big thoughts. If your analytical, you tend to look at the world that the details, and you see what ideas those details amount to collectively. So if you mark yourself on the on the vertical axis and on the horizontal axis, and then you dry drop box around the whole thing, it’ll give you four boxes and lo and behold, for stiles. Okay? And what are the four styles? So in the upper left hand quadrant, where you’re an extrovert and analytic your rainmaker to the right of that where your extra vert and intuitive you’re a go getter underneath go getters? You’re a kindred spirit and to the left of kindred spirit, those are people who are analytical and introvert, those air mission controllers. All right, now i took the asking matters survey, which takes its like, takes like two or three minutes, all right, thirty questions, true false questions, verse and very short on dh. I admit that i spent too long, i think, on some of them. I tried to follow the advice on the site, which says, give your first answer, where there were a couple that i that hung me up. So i’m i found out that i am equally kindred spirit and mission controller, but i was, i was aspiring to go get her. I wanted to be a go getter, so is there. Can you can you have two and aspire to a third? You are, i think everyone should aspire to go get her, okay. So what is the what is the meaning of? I guess i’ll be a little selfish and start with myself. What’s the meaning of ah, a kindred spirit. A solicitor. What does that mean for me? Yes. You know, the kindred spirits among us are the people who think of themselves least as solicitors, but tend to be very good at it because they hang back just a minute before they respond. Which gives the donor and opportunity to talk. And most of us know in the solicitation business, our primary errors that we talked too much. So the people who are who are introverts ten believe a little more air time, very effective and very successful. Way to solicit gift. So my mother was wrong. I don’t talk too much. You know, your mother may have talked too much to her, but i do. Woodstock. Listen, i hope she’s listening. I bet you’re not even listening. You’re not even listening to me saying that i listen, you believe the irony in that? Um okay. Well, that’s cool on dh there’s. Something good there’s. Good news for everybody, right? All four quadrants? Yes. Have have things that are our styles. That people can bring and are valuable to soliciting right that’s, right? I bring up the kindred spirit in particular. Because when we see people who hold back a little more a little more reticent, we tend to think that there they may not be the the sales people among us. But i think both kindred spirits and mission controllers can be fantastic solicitors at least as good as rainmakers and go getters. Okay, she’s bucking for the road. She’s bucking for more air time. But you have the whole hour you’re on. You’re not going anywhere. Okay, so then just a little, but we have a minute or so before break what’s. Ah, mission controller, which is my other one? Yes, a mission controller. I happen to be married to a mission controller, so i know that style particularly well, but it’s, not me. A full disclosure. And jay and i are not married. I know. That’s. True that’s. True. Eso mission controllers are the people who are so responsible. They do all of their homework. They like details. They were read the budget. They’ll want to know all of the numerical information about outcomes. The one on how much it costs, they will gather every piece of information before they go in, solicit a gift, they’ll make a careful plan, they might even write some out, and they will execute it the same way every time so you can count on them. If they say they’re going to do something, they’re likely to do it when they say they’re going to do it the way they say they say they’re going to do it. Fantastic people they have on your team. This is such an ego rush. I’m dying here, okay? We’re live tweeting in a dare in oklahoma city, you better not have tweeted that andre and i are not married. That is not a critical part of the show. You should not be tweeting stuff like that. So you’re doing it wrong if you treated that, i don’t know if you did. We are monitoring here, but i just haven’t taken a look yet on before we take a break. I want to share just some survey results from the from the pre show survey that was on my block. Question one do you consider personality type when assigning relationship managers to a prospect? So not? The ask yet. But just in assigning for relationship management, two thirds said yes, they do, and one third do not. We have some messages. When we come back, andrea kill states. They was with me, and i hope you all do, too, because you didn’t think that shooting getting, thinking, you’re listening to the talking alternate network, duitz get me thinking. It’s. Are you stuck in your business or career, trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, a conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping hunters. People be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic readings. Learn how to tune into your intuition, to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed and the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Lively conversation. Top trends. Sound advice, that’s, tony martignetti non-profit radio. And i’m samantha cohen from the american civil liberties union. Metoo welcome back, we’re live tweeting the show, and if you want to join the conversation on twitter, use hashtag non-profit radio if you have a question that you want to submit for andrea, please please ask on twitter. You can also call where eight seven seven four aito for one two oh again eight, seven, seven, four aito for one two oh, either way, if you have a question for andrea, kill stead, we’re talking about assess your assessing your asking style and andrey, we’ve been through the two that i am the equal kindred spirit in mission controller what’s a rainmaker? Yes, a rainmaker. The people that we think of really is the quintessential sales sales people, these people tend to be competitive goal oriented. They’re the ones who are likely to take the highest, highest value prospects because they want to be sure to get to the goal they will respond to and be happy to hit, to work with and have challenged grants so that they can motivate a donor for the goal. So the people who perhaps are not the ones who were most keen on stories? No, but because they’re both extroverts and analytic, they’ll be very sensitive to the donor, the style of the person they’re talking to, while at the same time having their arms around all of the facts and the details of the case. The sound is valuable to a solicitation as the equal kindred spirit in mission control that i have any other bets. I’m sure that i’m sure the rainmakers are fine, but i don’t think they’re as good as thie combination, kindred spirit and mission controller on how about the one? I said? I aspired to the go getter? I wanted to be a go getter and i failed testing that respect? Yes, it’s not even a test of service. Really it’s an assessment assessment we came we spent a lot of time coming up with that word it’s an assessment it’s nothing more than that. It’s actually fun. It is fun and interesting and easy to take and nothing particularly deeper. Heavy but but worth worth doing, i think or so and so we hear from mother and i’ll just remind people that you’ll find that assessment at asking matters dot com that’s, right? So what does this guy know? What is the go getter? Well, i’m a go getter, we go getters are very good at big ideas. We have a lot of energy, we tend to pull people towards us with our energy and we can take big ideas and make them fairly simple. We like big ideas. We have much less tolerance for detail, and we’re not as good at closing a gift. For example, as a rainmaker would be aura’s a mission controller would be we like the possibilities, right? We like to say one of the possibilities rather than you know, how can we draw this to a close? And how can we get to the goal? So for us, helpful sometimes to pair us up with someone who’s a good closer? Excellent. We’re going talk about pairings to that, like a fine wine and a fine meal. We compare our asking styles. All right, so between the two of us, you and i have three, three covered. So if there’s anyone who knows that there are rainmaker or thinks that there are rainmaker based on what andrea the guy, the guidelines that andrew gave us earlier, why don’t you tweet and tell us that you think you’re a rainmaker and what? That what that brings the table when you are asking so let’s, talk about asking, then we have no one now if we know our style, preparing for the ask so how would different different styles prepare in different ways? Yes, so go getters, they’re going to want to prepare with simple bullet points, they’re not going to read over every annual report for the last five years. They’re not going to look at every detail of the budget they’re going to have simple goose bump inducing asking, ah points about the case and about what it is this organisation does and accomplishes probably from a big picture perspective now would they want to prepare those bullet points on their own? Or is that something that and we’re going to talk more detail later about the charity supporting its solicitors? But in terms of this, this type of person, would they want to prepare those those bullet points on their own or haven’t done for them? They’re always helped if someone can can sit with them and say, here are the bullet points i think about, but a go getter is going to be happy to talk about them, so if you’re if someone is a go getter and you can actually have a five minute conversation saying, what do you find exciting and moving about this organization? Get them to articulate it out loud that will work very well for a go getter. How about the other styles in terms of preparing for that for that important solicitation? Yes, if you’re working with a mission controller, i encourage you to send them a full package of information. Well, in advance of the time you want them to go out and ask for gifts, they will take the time to read it and take the time to master the material. They’re not going to want to go out from one minute to the next you want don’t want to ask him to mark today to go out tomorrow, you’re going to want to give them enough time to really prepare thoroughly it’s in their nature, to want to do that kindred spirits i would spend asked him to spend some time with you on sight, seeing the people you serve. These were people whose hearts are touched by watching the work in the field on they’ll learn from from watching. That’s, right? And they all convey that is exactly right. They too, are not particularly interested in huge amounts of information or detail. They’re interested in the stories that make their hearts warm and the last one we don’t talk about rainmaker. The rainmaker is the rainmakers combine these things they’re good at being charismatic in the same way go getters are, but they’re going to want to master the materials in the same way mission controllers do so give them time, give them information, make sure it’s all organized and systematized so they don’t get frustrated. One of the other survey questions i asked before the show was do you consider personality type when deciding who should ask for a gift? And almost ninety two percent said yes, they definitely do, and then the remainder no, so yes, and let me just say something that i think i think we underestimate the capacity of people who are not the obvious askar sze that’s, one of the neat things about this asking style assessment and and being able to look at each style from what they can do and what we work for them rather than saying some people can do this and some people can’t think that’s a mistake, we we underuse people that way, and we might also base that conclusion on what people say themselves. Oh, i can’t i can’t ask now, that’s different than i don’t want to ask. Yes, absolutely, absolutely. And i mean my own belief is that pretty much anybody can ask and ten can do a good job if you work with them in a way that will support them. So the value of the site is send them and buy them. I guess we’re talking about professional solicitors, right? Professional fund-raising as well as, of course, here’s boardmember staff members, development committee members, anyone who’s thinking about getting involved or being part of your development shop can and should take the assessment. In fact, you can a very interesting conversations with people comparing and contrasting asking styles, and that then gets them talking about asking, you know, it’s, an effective conversation have and fun and fun becomes going around a board room, board table or it doesn’t have to be only the board that’s that’s helping other majors, major donors may be soliciting as well. You know, i found that that there are a number of boardmember boards that have had all the board members take the aston style assessment, and then they have analyzed the board according to asking style, how many do we have? Mission controllers? How many do we have kindred spirits and then had a lively conversation to say, well, what does this do to shape our board and how it functions? Turns out to be pretty rich material and the other party to the solicitation that we haven’t talked about yet is the donor the donor prospect themselves? How would we ah, how would we assess should we figure it out on their on our own? Should we send them to the to the assessment? What do you what’s your life there? Yes, well, it’s always handy if you do know a donor style, of course, and the field we’ve talked some about trying to adapt our style to fit a donor style. I believe that mostly when we’re anxious which most of us are one we solicit, gifts were not very good at being adaptable and mostly we don’t know the donorsearch style, so i think we’re better off starting from a style in which were most comfortable and understanding very simple. This very simple style quadrant system helps us become a little more attuned to how the donor’s responding. So for example, if i’m a go getter and i’m giving big ideas and i see the donorsearch art to ask questions about details, it might dawn on me that he’s a different style than i am, and i might want to provide him with a different kind of information. Do you like to see people take time to try to figure out which style the donor is in advance, or is that really hard to figure out about about someone else? And, you know, there certainly are some donors that we know quite well, and then we could do some kind of an assessment to relating to that if we don’t know a donor well, it’s a pig in a poke, so we might as well go in with our style and have some try to have tried to have some awareness that there are people are donors who who respond differently. Andrea kill state is with me and she’s, the co founder of asking matters dot com we’re talking about assessing your asking style, how about supporting volunteers of the different types? So if someone is the the one that’s not represented between the two of us eyes a rainmaker, how would you? How would the charity support the rain making the rainmaker volunteer before solicitation? Yes, it’s a wonderful question i charity would support a rainmaker by me being sure they had all of the information to review beforehand and well in advance before hand that they know very clearly what the goal is and not only the goal, but even a stretch goal, the rainmakers, they’re going to want to be competitive and they’re going to want to go get to the goal exceeded and even blast through it. So you want to give them something that helps them understand what happens if we go over the goal? Where will that money go? How will we use it? You might want to encourage them to consider making their own gift into a challenge for the people that they’re talking to. Oh, interesting, okay, they’re going to respond to that and rainmakers also like to work in a team. Sometimes an organization in their annual fund, for example, can create teams and have a rainmaker lead a team of two or three solicitors have a little mini competition going between teams. Rainmakers are going to rise to that. Excellent. They love that challenge, you know. Okay, how about your style? The go getter? How would a charity help prepare that person? Yes, i talked to a go getter in advance. Find out what lights that go, get her up and help them talk about it and articulated to other people. If they start practicing their own words, they’ll be set to go. I would not give those people six or eight or even five prospects at a time because they’re not as good organizing, organizing their information as others are, give them one or two, they’ll do it when the mood strikes them and then give them a couple more. So pierre so dull prospects out a little more careful, like the year go getters. One of the survey questions i ask before the show is who is responsible for supporting your volunteer solicitors, which is what we’re talking about now supporting the different asking styles and sort of a mixed bag of about fifty percent said no one person has the responsibility? Actually, that was, um so there’s about sixty percent. Um, and then about twenty five percent said that the only fundraiser in the shop is responsible for that. And another group about the same because people could pick more than one select one choice said i’d better listen to the show because we don’t use volunteers solicitors that was about twenty five percent. You could have a whole show on that. We have, we have witnesses that they should be listened t should listen to the last show. So when we months ago, we talked about firing up your board fund-raising with gail perry who you? Yes, and that goes back some time. But wait, we have covered that so so that the volunteers let me just say that, that that of course, they asked the styles applies equally to two staff, as it does to volunteers on, and i think it’s, i’ve i’ve seen development offices that have had very good and lively, effective conversations, having staff members take the asthma style assessment and talking about how they would then support one another or what kinds of information they needed to be effective solicitors. So this while i think it’s a great thing to use with volunteers. I encourage hill development chops to use it is yeah, yeah, the professionals, of course, yes. Do you have a story that in your own experience as where you really felt that knowing that you’re a go getter helped you in doesn’t have to necessarily be a solicitation, but helped you in some situation? Yes, in a number of ways, as a go getter, i always like to get someone who will support me and the things that i don’t do so well, so i know that i love thinking outside the box. I know that i that i don’t like to be like to tie things down, so if i can have someone come with me and actually tie down and ask, sort of kick me under the table and i’m still blue skying about all the exciting things weaken d’oh, it’s very helpful then, then i just can’t take that. Q. I think i can quiet down a little and have someone else take and bring the gift home very, very effective for me. I ran for many years a concert siri’s and raised all of the money for it actually tickets were free and because it was easier for me to raise money than it was to sell tickets, and when i found was that i couldn’t, i could get people excited about this concert siri’s very easily was harder for me to actually tied down a dollar amount, so i did get some other people to help me with that who were of cover and restart time and complimentary stoploss exactly we’re gonna have some time to talk about those pairings. Those fine pairing let’s see, before we take a break, i’d like to see what the kindred spirit and the mission controller would would. How charity would support those those two styles for for a solicitation, yes, so kindred spirit, you know, one of the ways to support a volunteer or a staff member is to pair them with is to give them prospects that are going to work best for them. Kindred spirits tend to be a little on the shy side. You’re talking about me now because i’m talking about you. They’re fantastically heartfelt people, but it’s a little harder for them to have people say no to them. Oh, that’s definitely rejections the rejections a little tougher than it is for me for example, someone says no to me, i’m just off on the next big idea can’t stand for any spirits. Having someone say no is hard, so my advice about kindred spirits is give them prospects who were going to say yes, actually quite simple to do that right? Don’t send them to the people who are going to say no, why put them in that position? You don’t have to send people out everyone out on our art gall send to go getter, send a rainmaker out on a heart out on a hard call don’t send the kindred spirit, and if they know they’re going to be going to talk to someone who is likely to say yes, it’s going to make them much happier to do it. So you get a whole group of people who were going to be willing this illicit gifts for you because who doesn’t like success? I just even had the most recent experience of that. Five minutes before the show, i went to the bakery that’s a few doors away, and i asked for whether there was still banana bread and she said no, you felt that i took it personal, they were out of them. They were out of the banana bread. I mean, that’s that’s in a president affront to me. Right? So find out what they have before. You can look in the case first, and then i’ll ask that just to get a yes so shallow just to get the yes, i’ll ask now, theo oh, shallow no, i’ve never been secret about that. I’m definitely shallow, shallow. I just made the little shine. Okay, i met shallow have always been shelling do not tweet that tony is shallow. You dare i’ll shut! I’ll shut you off in oklahoma city if you tweet that, put that ok before, but i was just in a minute before break and we didn’t talk about preparing the mission controller. The mission for soliciting. Yes, information, information information well in advance. Let me know exactly what you’re going to want from them and tell them exactly what they need to master. If they’re going to do a good job, then you can send them to almost anybody. But you might want to think to pair them with someone who’s a little more. Sparky. Right, much as i love mission controllers, and as i said, i’m married to one. They can be a little boring, so you have to be careful, right that you provide a little bit of spark, either by helping them find the language that will add a little sparkle, or by pairing them with someone else who will. I may be the aptly named host of this show, but i’m also shy and boring and on by self admission, shallow. So you’re listening to a shallow charlie boring. No don’t know thiss around. No, no, no it’s, not terrible at all. It’s fun, but what the pairing is important. It sze, great introspection. We’re going to take a break, a few messages, and when we return, it’s, time for tony’s, take too shallow onboarding on dh. Then, of course, andreas stays with me for the rest of the hour, and i hope you do, too. You’re listening to the talking alternative network. Kayman are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back, it’s time now for tony’s, take two at roughly thirty two minutes after the hour. My block post this week is next-gen charity will provoke your greatness. I would love to see you come to the next-gen charity conference, which is on november seventeenth and eighteenth here in new york city two weeks ago, i had the conference co founder jonah helper on this show that was the october twenty first show they are bringing in speakers the likes of craig newmark, the founder of craigslist, sharing his insights for for non-profits my show is a media sponsor, that means i’ll be backstage interviewing speakers as they as they come off stage for later replay on the show. But if you want to go to the conference and see all the speakers because i won’t be able to interview them all, you can save three hundred dollars off the six hundred fifty dollars registration fee using discount code tony radio you can see out on my block at m p g a d v dot com or you can go to next-gen charity dot com and use that discount code tony radio to save three hundred dollars, and i want to send a shout and the thanks. Last week’s block post was let’s help kelly for pete’s sake. A solo fundraiser named kelly asked a question in a linked in group and it was a very good question. Very simple question, but none of the forty five thousand members of that group had an answer. And it would be indiscreet of me to say the name of the group maja link. So it was a very common question. She asked the small. She came from a small shop and she asked, basically, how should i spend my time? And none of the forty five thousand people in motion link had an answer for her, so i blogged about it and about a dozen people little more than a dozen people stepped up and i want to thank you very much for doing that. The post is called let’s help kelly for pete’s sake. You can see the dozen people who commented and there’s also a very heartfelt and thoughtful thanks from kelly thanking everybody for their suggestions. And i thank you also for stepping up and helping kelly and the tens of thousands of small shop fundraisers just like her, that is tony’s. Take two for friday, november fourth. And we’re continuing, of course, to talk about assessing your asking style with andrea kill stead, the cofounder of asking matters. Dot com andrea. Okay, so now i was joking a little about, you know, being boring and shy. And then i added shallow, but but these are not just in case anybody doesn’t get my sense of humor. These air not negative lessons that were supposed to be taking from from what are asking style is is that right, andrea? I’m giving you a chance. Andrea. Thank you. Recover. Yes, i recover. I was i was saying to tony during during the break that i that i really think that the power of the asking stiles is that it puts in a very positive way how each of these four styles can be effective and are effective. So so i think, it’s important that we understand that that mission controllers are fantastic because there’s so responsible they really gather the information. They have it for people. They share it with donors there. They fantastic, for example, for foundation or corporate donors that want all of the detailed information. And material right? You can’t get better solicitors than that kindred spirits because they’re so heartfelt because they really care about what they’re asking for, and if they do it authentically take you know you don’t get better solicitors than that either each of these styles has something powerful to offer, and i just want to make sure that that your humor doesn’t let doesn’t make people think that any of the styles has something wrong with him. The whole purpose of this is to say, we have a much broader group of people who can effectively solicit gif ts and if we engage them in doing that, if we get out the door more, if we get out and ask more, we will yes raise more money. That’s where the rubber meets the road is our our ability or inability to get out and asked people fit for gift face-to-face and the asking style system is just a system to help us do more of that. You know, i feel very strongly my co founder and asking matters, brian saber and i both feel very strongly that that’s the limiter for most of us and most organizations and s in raising money that we don’t get ourselves out the door and asking if you’ve done any capital campaign work ever, you know that that’s why capital campaigns raise much more money because they get people out the door to ask, so look at the askanase thou assessment from that perspective, it’s a motivator to help people understand the way the toe ask that will suit them best, and to help staff members look at people in that light and get them to get out their support them properly. And it’s fun and it’s fun. It’s just a couple minutes i said, i did it myself. Of course it is fun. How about in pairings? We’ve mentioned that we’ve we’ve touched on this, but we haven’t actually talked about pairing solicitors based on their asking. Stiles what? What are the combinations that work well or don’t work well, yes, yes. So if you look at the little box that you might have drawn at your desk earlier, as i was describing the two axes, the pairing works best diagonally. So if you combine a go getter and mission controller, for example, then you have all four quadrants covered all four. All for access points covered. If you pair a rainmaker and a kindred spirit, you have all four access points covered. Now i should say that that that it is my belief that the people people work together most easily in in quadrants that air next to one another. They tend to get married for took in quadrants that air diagonally across from one another. And and i think actually it tends to sometimes you can even pair a pair a donor and someone who is who is diagonally opposed to them, because one will sparked the other. So, for example, a go getter will light may light up a mission controller as long as you have someone to bring the additional material. And the other padron works that way as well. You have a whole revenue stream here. Matchmaking, matchmaking t this should be turned into a metric. We have a show on kruckel turn of about matchmaking we should be so you said you married people tend to marry diagonally. Agonal? Yes, yes, but but but they tend to work most easily when they’re when they’re in the jason and adjacent quadrants. My belief is that the more you talk about the different styles and the more you come to appreciate and understand the styles of your co workers or yours spouse or your partner, the easier it is for us to get together and appreciate the qualities of the contrary. Styles raise more money. Find your life partner that’s what i’m asking that’s, right? Yes, i have a whole another career ahead of me. And you said that people work work well together when they’re paired next to sit next to you. Is that risk? That’s? Right? That’s, right. Working meeting in the office? Yes. People who are intuitive, for example, tend to find it easier to deal with one another. Then they do with someone who’s always act, asking them for the facts, the facts, the facts just the fax, ma’am, right? Those of us who are intuitive tend to get frustrated with that. Those people who are fact space tend to get frustrated with those of us who are good at generating ideas. So if we can again raise that up, raise that conflict up, sort of begin to understand that both are important and that we both bring something valuable to the table. We’ll be able to get along a little more better a little more better. We’ll be able get along a little better. So does this then have implications for the prospect assignment process in deciding not not was goingto prepare first of station but who’s going to be the primary relationship manager for a proper yes, yes, i think it actually does. I think once you get to know a prospect fairly well, it makes some sense to assign someone of us of a similar style to make sure that that prospect gets the information they need in the way in which they take it in most easily. So i think i think yes, as we get to know our prospects, we should have something that indicates in their file what we think they’re style is in fact, i’ve often thought that some of the donor software, if i get if i get sophisticated enough about this business would be nice is some of the donor software programs provided an opportunity to put asking styles and donor styles in that in that material? We don’t have it yet, but it would be a good thing to do. Is it possible, teo? Figure out for someone like me who has to style that came out equally whether one is dominant over the other or no. Yes, i’m glad you raised that when someone takes the asking style assessment online, some people get back a primary and a secondary style some people get back. Equivalence is what happens behind the scenes for that assessment is that we get four numerical scores and the results are based on the numerical scores, so sometimes people come out equal in two scores, as you have mostly we come out with a primary score in a secondary score, and in fact, all of us have a little of each of those styles in us, right? Very few of us or one or the other, though occasionally some of us are are stronger, you know, and have more flip, more fluid ity than than others do. I think on thee asking matters website, you can actually see there were see the write ups of all four styles and somebody could even come to the website and just play with putting different answers in and see what? See what comes up. You could try to be a rain maker. If you want to be a go getter, tony, you can actually plug in all the answers that you think would lead you there and you’ll probably get a go getter. Go get her profile back. Okay? And i answered honestly, the first that’s, right? And i encourage people to do that. But people could also play with it a little something with that, um, and let’s talk about making the case for giving or, you know, yes. Whether i mean, charities typically have a case statement or something, but but in terms of how different style person is goingto make the case to that prospect, how does that very yes. You see, i found that very interesting, really. In organizations, we tend to want to make a case or have an elevator pitch. My belief is that when out of different styles, we think about it differently, we do it differently. We communicate differently. So i think it works wonderfully, actually, to have everybody in a group take, they ask, is that assessment? And then do is cem exercise is getting people to say, well, how would you make how what would your elevator speech sound like? Right in? A room have the mission controllers come up with their elevator speech? Have the rainmakers come up with their elevator speech? They’re going to do it quite differently, right? Mission controller is going to start with details and with outcomes the go getters going to start with, you know, if we do, if we work on this problem, we will change the world in that way, right? Where mission control is not going to think that way. They’re going to think from a detail up to a big picture the people who are into it, if we’re going to think from a big picture down to the detail. So i think these air one it’s wonderful opportunities for exercises to help people come up with thie elevator speech, the case for your organization that comes out of someone most naturally, most comfortably, that sets them up for going and talking to a donor in a way that’s going to feel right to them that leads me to think about then, finally, on this subject, the pairing of solicitors should they repaired in good work teams so that they’re in the quadrants that are next to each other? Is that yes. I would probably pair solicitors diagonally, and in doing that, my one, my one worry always about having two or more people. So is it a gift is that we tend to work on what we’re going to say, so we tend to take all of the air time. If you have two people soliciting a gift, i encourage you to send two people by all means pear diagonally if you can, across the asking styles. But be sure that you leave enough opportunity for questions to get the donor talking, rather than just having the solicitor phil all the time. We have some messages to share with you, and then after that break, andre will stay with me, and we’re gonna have a chance to talk about her most recent book, which is how to raise one million dollars or more in ten bite-sized steps. And i hope you’ll stay with us talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. 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 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 classics 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 all calm. Lively conversation. Top trends, sound advice, that’s. Tony martignetti, yeah, that’s. Tony martignetti non-profit radio. And i’m travis frazier from united way of new york city, and i’m michelle walls from the us fund for unicef. Durney welcome back, andrea, kill stead and i are talking about assessing your asking style, and i want to make it clear that in order to do that, to assess your asking style, you go to asking matters dot com and it’s it’s all free and available to everyone as a resource to figure out what style you are. We’ll have a chance now to talk about andrea’s second book um, how to raise one million dollars or more in ten bite-sized steps now, this is a smaller version, a condensed version of your first book, right? Yes, or at least it’s, a story’s based version, if you if you will. I was a capital campaign consultant for a great many years and wrote a fairly good sized book on capital campaign fund-raising this is a a ten chapter little chapter book that tells stories about campaigns that that makes clear some of the primary lessons that we need to know if we’re going to raise major gift money. And is your message in using stories that charity that charities should be telling stories themselves in their fund-raising, you know, charity certainly should be telling stories themselves, but if they wanted to have a book like this to give to their board, for example, they’re doing some major fund-raising and want every boardmember teo teo, learn a little more about how to raise money through major gif ts this would be the kind of kind of book you could. You could do that with it’s, a quick read it’s, about forty five fifty minute reed it’s engaging because it tells tales, interesting stories about real people who raised really money and, you know, had various interesting things happen to them through campaigns, but do you like to see charities using their own story? I did, and they’re fund-raising absolutely, yes. I like to see people using stories all over the place we all know there much more interesting than mohr, dry factual information, graphs and charts. A good story has delicate mission controllers like grass and charts, i have to say, but but they like stories, too. Early on in the book you you recommend you actually say it’s pretty important to approach different people in different ways regarding the exact same funding opportunities. How do we do that? Yes, i think that’s a chapter on goose bumps if i the idea really is that we wanted twice in one show, you said the word goose princessa combination ation. I’ve never i’ve been doing this for a year and a half. I don’t think we’ve ever used with everest twice in one show it now it’s overdone. Now, it’s, i won’t mention it again, but but i have to say, if you do have a visceral response, something moves you, then you’re more much more likely to respond to it generously. Now how we’re going to figure out how somebody is going to respond. How sorry, how different people are going to respond to the exact same funding. Yes, there’s a very simple answer to that, and that has asked them. You know what? We’ll find nothing like asking people what in their life overlaps with what you’re doing. Why might they be interested in in the cause of your organization? Does something in their history to something in their current interest, this does something connect with him and you’ll find many, many people have different ways of thinking about her looking at things. So, for example, the story that i use in the in the book is a story of a science center. Yeah, the lancaster, pennsylvania, and the person who founded the center had had some personal experience with dyslexia, and he’d like to hands on on learning because that’s, the way he learned best when he talked to the person who was in the foundation who was controlled sameh germany in the foundation, that person couldn’t care less about dyslexia. That person was interested in bringing tourists to lancaster, pennsylvania. He had a serious interest in doing that. So when when when the founder, jim, started talking about tourism and about how many people would come in the door and what would happen to the downtown if they had an organization like that and down down all of a sudden he found a different kind of response. So of course we need to understand the breadth of responses that we can get for our projects, not just the ones that happened to appeal to. Us. Sometimes we forget how broadly something can can have. Tentacles can have reach your your advice is different than ah, a variation of yeah, of other advice that guests have given, which is you’re saying toe ask the person what? What in your life overlaps with our work. And what i’ve heard in the past is asking, what about our work moves you those are different. Yes, they are different, i think exploring the overlap between the person’s life outside the charity that sir and the charities that’s, right? See, i think my belief is that we spend much too much time talking about our charity and much too little time exploring what turns on a donor, whether it’s, a foundation donor and individual. So i think we need to shift the balance of that right. Instead of spending seventy percent of the time talking telling about us, i think we need to spend at least sixty percent of the time asking about them and there’s that listening and there’s. That listening listener, yes. And listening is tremendously powerful. I recently was talking to someone who solicits gif ts for hot for a hospital. She said, you know, i have a problem with doctors? I have thirty minutes to go in solicited doctor and i spend thirty minutes talking to the doctor and i don’t have really have time to get to get to my pitch. My advice to her was don’t make your pitch spend spend the first fifteen minutes asking the doctor what he’s interested in, and you know what? He’ll end up giving you sixty minutes instead of thirty minutes because you’re interested in him. So let’s begin with a serious interest, a curiosity about our donors, then we can turn translate that into where, where the intersections are in interests between them and our organization, and that is actually very consistent with advice that other guests have given listening, giving, giving time for the donor to speak and for us to be actively listening to right what they’re saying, i think curiosity really is what is what makes us all good at this business? Okay, excellent, which actually leads to something that i saw lana twitter fundchat last month you and i were both on ah a twitter twitter chat called fundchat and you can follow it using hashtag fundchat and someone posted that in preparing for on and ask if they want to put on their game face and you suggested no. Rather why don’t you wear that? You prefer that you prefer to be vulnerable and be curious about the prospect? Yes, well, i find i find that that if someone is genuinely curious about me, i am much more available to them. And i imagine you would find the same thing that if someone really wants to know who you are, what interests you, how we might connect, they’re likely then they start moving towards you as opposed to giving them a wall. What i think of is a wall of words if i tell them about me and make them find the intersection, they’re much less likely to really to really listen and be willing to be vulnerable. That’s, right? And for anyone who’s interested invulnerability? Check out brain a browns ted talk b r e n e brown. She has a fantastic she’s, a researcher on vulnerability. Fantastic ted talk, andrea kill state is a consultant, writer and trainer and fund-raising the cofounder of asking matters dot com, where you can take the assessment and figure out what you’re asking. Style is, and she has written two books on fund-raising andrea, thank you very much for being a guest. Thank you, tony it’s a pleasure to be with you today. Thank you, it’s my pleasure as well. Next week, rachel emma silverman, reporter for the wall street journal and she writes for the journal’s, blogged the juggle, how can you balance work and life in today’s environment? I’m going to talk about that with rachel emma silverman next week with the two of those things work and personal life competing for your time. Also, maria semple are regular prospect research contributor she going to talk about a new linked in feature next week? The volunteer section it has research potential and gives you greater exposure on the on that popular site, and they also have joe ferraro. Next week, the association of fund-raising professionals, westchester county chapter in new york he’s going to talk about their national philanthropy day coming up, keep up with what’s coming up! Sign up for our insider email alerts on the facebook page when i get my banana bread, i’m gonna post that to the facebook page. You’re gonna want to know about that how? Can you live without knowing that especially leading into the weekend? Did you like today’s show, please click the like button, become a fan of the show. Of course you find us at facebook dot com and then the name of this show you listen live or archive you’ve been listening live archive! Find us on art on itunes and you’ll find our itunes paige. If you go to non-profit radio dot net on twitter, you can follow me. The show’s hashtag is non-profit radio used that often our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media, but today’s live tweeting was by ian, a dare in thank you very much for filling in doing that, i’m tony martignetti this is tony martignetti non-profit radio. We’re always talking about big non-profit ideas for the other ninety five percent. I’ll be doing that next friday from one to two eastern right here, a talking alternative dot com and i hope you will be with me. What? Find anything zaptitude ing good ending things. You’re listening to the talking alternate network e-giving. Looking to meet mr or mrs right, but still haven’t found the one i want to make your current relationship as filling as possible. Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com oppcoll. 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. Are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow. No more it’s time. Join me. Larry shot a neo-sage tuesday nights nine to eleven easter for isaac tower radio booth tower will discuss what’s important to you society politics, business fam 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. 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065: Nine Weeks & A Wake Up: 4 Essentials For Year-End Fundraising & Your Mobile Website – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Mary Allison, principal at OneAccord Partners

Scott Koegler, editor of Nonprofit Technology News

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

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Welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent i’m your aptly named host last week, and i hope you were with me. It was so you want to be a consultant. Hank goldstein, author of so you want to be a consultant and a partner at the orem group, offered insight into the ups and downs the ins and outs of consulting to non-profits when should you start thinking about consulting? What personality type does it take? And how much should you charge? Also, last week next-gen charity two thousand eleven conference co founder jonah helper was with me to talk about this year’s conference on november seventeenth and eighteenth in new york city on a reminder that my show is a media sponsor of next-gen charity will be there doing interviews of speakers in mid november this week. Nine weeks and a wake up four essentials for year end fund-raising mary allison, principal with oneaccord helps you out in the final stretch toward year end, she and i will talk about segmenting and messaging, social media and other online strategies, direct mail and getting volunteers to pitch in all her ideas could be executed quickly to get you the help you need before december thirty first and our regular tech contributor, scott koegler, will be with me. The editor of non-profit technology news. He and i are going to talk about your mobile website. Do you need one? Should you have one? How do you develop one? And what should you include to make yours spiffy and sophisticated between the guests? Tony’s take to my block post this week. Let’s help kelly for pete’s sake. I’m using my blogged this week to answer a common question. Asked by small shop fundraisers, we’re live tweeting the show this week. Use hashtag non-profit radio to join the conversation with us on twitter. Right now, we take a break, and after the break, i’ll be joined by mary allison nine weeks and wake up four essentials for year end fund-raising so stay with me. You’re listening to the talking alternative network. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police crawl are said to want to nine, six four three five zero two for a free consultation. That’s lawrence h bloom two one two, nine, six, four, three five zero two. We make people happy. Hey, are 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 the show. I’m joined now by mary allison. Mary is a partner with oneaccord she has over twenty five years of senior executive leadership and organizational development experience in the non profit and corporate sectors she’s with us from washington state, and i’m very pleased that her expertise on year end fund-raising brings her to the show. Mary allison, welcome pleasure to have you thank you for joining us from washington state. You bad? Glad to be here. So mary want to think about things that people can do in the next nine weeks and a day before december thirty first, but even though there is a short time left, they still shouldn’t be putting out the same message to everybody. Is that right? Natural that’s, right? Absolutely. You need to tailor a plan of engagement for each of your segments that you’re that you’re talking with and what what are those different segments? How should you look at your constituents? Well, it’s important to know that one size does not fit all. So when you’re talking about your segments, you’re looking really to engage the prospects for the first time givers, those given events, those that are major donors and so on. Each each non-profit has its own database, and they need to be really looking intentionally with who’s in there and how to reach those people at this year in time, because we know that the dear friend letters just don’t do well, that’s, exactly right there, really? Five key to success in the urine strategy. Each of your segment seemed to taylor. You’re looking your materials. Taylor. Your message, taylor. The invitation to give and absolutely taylor the follow-up. You know you need to be thinking about how your donor as well as need be thinking about tailoring the timing, be conscious of the calendar and be intentional with your activity as it relates to that calendar. All right, let’s, look at the different segments in this first we’re going to looking at four essentials, you’re just naming five things that go along with the segmenting and the messaging to those segments, but so just not to confuse people were going to be talking about four essentials. Excuse me overall for your end fund-raising the prospects you mentioned first prospects what? Uh, let’s see? Well, let’s, identify that for people. What do you mean by prospects? First? Those air people that have some interests or alignment with your mission is often that you’ve perhaps purchase a list from a list provider and that you know that they have some affinity to the work that you want to do, and you want to invite them to get to know you better and those for those folks. You want to have a really well prepared case of why baizman teo engage with your organization? Why it makes sense in their life. So it’s really a get to know you and in a welcoming inn and would you approach them with this message? Bye u s mail or e mail? Or or how? Yeah, that’s a great question, tony, in this day and age there’s so many ways to connect every constituency are as using all of the ways of social media and snail mail in different ways, and you’ve really got to be aware of how people want to engage. And right now, many of your long time of donors are givers have been really been using male in the lodge launch fashion, but the female is also really becoming very, very important for our younger givers, and we need to be able teo, meet them where they are and invite them in. But so what are we going to do with this? This pool of prospects as we go down the spectrum from prospects and first time givers and event givers, etcetera, but for the prospects, how do we know how they want to be engaged? They’re just prospects. Well, that’s, your list providers could help you with that knowing where these folks are wanting to be met and there’s also, you know, multiple studies out there right now, you’ve really got to be hitting your creating your public awareness on the motor on many, many levels right now, you’ve really got to the had the capacity to show up where where your donors are are also been engaging, and that means being on the email means being in social media, having a facebook page utilizing your length in it is a lot of work, but it really has to happen because that’s, where we’re all using multiple channels to do our research tto learn about organizations in to determine if we want to engage, all right, and we know that your print and your online should be consistent. We’re going to talk about that shortly when we after we talked about the different segments of constituents, but you mentioned that for approaching prospects need to have your case. Does that mean you have to have ah, four color printed piece that lines that outlines? Why someone who’s a prospect should become a donor? Well, you absolutely have to have meaning. You need to be able to relate to tell. Tell your story in a way, and depending on the organization again, you need to tailor that message as it makes. Sense to who your organization is now, their organizations out there that are very large not-for-profits that absolutely conduce very big and showy pieces, but there are so many other small not-for-profits doing great work where a big showpiece does not make sense to their mission or to their budget still need to do an intentional piece that speaks from the heart, and that really showcases the investment. The return on the investment that donor will make to the mission of that organization and that could be a single letter was just a wonderful picture of either the population that you’re serving or whatever your mission is, but it needs to be warm and inviting and appropriate, and we always want to keep in mind that the audience for for this show is small and midsize non-profit so i appreciate the advice for what small shops khun do and how just a heartfelt message can be very, very meaningful does this doesn’t have to be a four color, you know, blow out brochure, absolutely, and infirmity not-for-profits their donors would be questioning why, where they would have such a showy piece if they are really working from a mission based. Very small financial base. They’re going. They’re going to want to see that. That there, that the enough for-profit are using those dollars appropriately, making sense in trimming costs, wherever they can marry. We’re going to take a break, and when, when we returned, you and i will keep talking about these different prospect pools, our constituent pools, i should say, different constituent pools and the messages to each one, and then we’ll carry on, talk about other ideas for nine weeks and wake up four essentials for year end. Fund-raising i know mary will stay with me, and i hope you will, too e-giving intending to do getting ding, ding, ding, ding, you’re listening to the talking alternate network, you e-giving xero you could 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 huntress people be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. 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. Dahna welcome back, it’s nine weeks and wake up until december thirty first. So my guest, mary allison and i are talking about four essentials for your year end fund-raising mary let’s, talk a little more about some of these different constituent cools. You mentioned the first time donors, people who have given just once what what should your year end message be to that group? Well, you know, tony, to any of these groups, there needs to be a strong message of appreciation, so you need to make sure that through any correspondence that you have that you recognize that these donors have some interest in your organization, you appreciate that interest for all those that have already given your first time givers, your event givers, your major donors make sure you have an important message embedded in the in the appeal that lets them know how much you appreciate what they’ve done for you in the past and what’s your goal for those first time donors that the one time donors, well, you’re really looking for them to either step up the amount that they’ve given in the past or to really consider becoming a more annual giver, perhaps. You could set up a re occurring opportunity where they make a commitment to provide twenty five dollars a month every month of the year their opportunities like that, what you’re looking for, those donors to really have ah, an ongoing relationship with you that shows up ideally monthly and at least at least more than once a year and let’s say now for these one time donors that you do have an email address because hopefully you’ve you’ve acquired that when when they made their first gift, so should you approach them by email and also by u s mail, you know, for those that have the capacity to ask their donors how they would like to be met. That’s the best way to go ask them what how they would most like to hear from you that and if you don’t have that opportunity or they don’t engage in that way, you need to really be aware of what your mailing both snail mail, if you will and email and then track and see how the how the a donor responds to you, they’ll give you their own tips by their having a check show up in the mail by getting online and perhaps uh, uh, putting making a donation online or perhaps even calling in and and offering up a credit card number there. But you really need to look at those hands that they’re giving you and then come back in the make a conscious decision on how you want to proceed with engagement. How about the people who already our monthly donors, what should your message be to them that they’re already giving very regularly? Yes. And in this day and age, what, you really want to do it again? Offer them the case for support. Let them know how, how meaningful their donut donations have been and how that helped the mission and the work that’s being done and asked him if they can perhaps make it a little bit more this year. Are this time around? If they gave twenty five dollars a month last year, maybe they could step up to fifty dollars, this year. But you need to ask them and let them know again how meaningful those donations are to the important work of the mission. All right. And i suppose the people who are your occasional donors, i guess. You want to make them or try to get them to be regular donors. That’s. Exactly. Right. Hopefully that you could move them to that monthly donor group. And then the last one, major donors, people who are already giving. You know, however, your organization defines major for small and midsize shops that maybe five hundred dollars a year over a thousand dollars a year. If people are already giving at that level, what should your year end message be? Well, again, you need thio show your appreciation for them. Let them know that their investment when your organization has been some great great work. And again, you just you did you have to ask it’s taken to step it up a little bit more and so that you could do even more important work and what’s important there, though, tony, is that you need to have that relationship with that major donor all year. So you really need to be able teo offer them the relationship if you will recapture it for them. Let them know how you how you’ve appreciated them throughout the year and ask them if they can continue and prepped. Step it up a little. Bit more this year for the important work. So if people feel that they have not had a good relationship through the year with their major donors, then that sounds like something too set a cz a priority for two thousand twelve and get a really great point. Tony, yes, our are not for-profit organizations really have tio show the love, if you will, all through the years for all their donors, okay, very consistent message. I mean, you know, i asked you about a number of different constituents, and you were consistent throughout thanking them for what they’ve done and asking them to go really just to the next step, like, as you identified so let’s talk, then about using social media properties and an online way said earlier that your your online messaging really needs to be consistent with your your print messaging. Can you say? Well, more about that? Well, you not-for-profits wherever it shows up, it needs to show up with consistency. So you need to really bundle if you will, all of your outreach levers that you’re pulling so that wherever you are when your brand, when your logo when you’re representation, shows up, it’s consistent for anybody who is tapping into it wherever they’re tapping in, and we’ve had a number of guests on the show talk about branding and messaging on dh howto howto determine what your ideal message should be and then make that consistent, but but your advice obviously is across all media. It needs to be consistent. Absolutely. Now, the way that that’s going to the way that you engage might be a little bit different. Certainly social media allows you more opportunity to encourage a kind of back and forth given take almost dialogue, and i think that not-for-profits really need to be taking advantage of that. I have something on your site where your potential donors those that are interested in you, can learn more. Perhaps it’s a survey, perhaps it’s an opinion piece, perhaps it’s a block, but find a way, tio invite more engagement so that you’re pushing and pulling rather than just pushing information. You also want to show people, perhaps by your blogged, or are other social media properties that you’re you’re relevant to what’s what’s happening in the community or in the larger news that’s exactly right there’s so many things that are going on in our world right now and there’s a lot of ways to be really well relevant in to tap into showing your relevant see to your donor base, and you need to take advantage of that wherever you can and in the same time and taking advantage that you also cannot be disingenuous, you need to be opportunistic, showing your relevancy, but not in a way that doesn’t feel appropriate or that could even cloudgood message that you’re trying to get across that that’s probably a pretty fine line because you do want to take advantage of news that is current in the community on the community might be the nation, but a sze yu said, you know, you don’t want to appear inappropriate and trying to exploit news for your own advantage. That’s, exactly right and there’s multiple examples of that in in the world right now. And do you have a moment? I could give you a quick example. Ifyou’re going? Yeah, well, not too long ago. A young a young girl, rachel, back with a nine year old girl up here in my area in bellevue, washington. Unfortunately died in a horrific car accident on i ninety we’ll just prior to her death, she had set up a fund so that for her ninth birthday, uh she asked her friends to donate to a to a charity that she had created. That was teo, uh, create clean water opportunities in africa. We’ll soon after her death. And while her family was still in mourning, uh came to light that there had been this fundez set up, and people began to contribute in her name. And her parents then had the opportunity, if you will, to take this time of morning, and really make it an opportunity of celebration of their daughter’s life too speak to their daughter, and off off also provide an opportunity for people than to donate to this charity. And within six weeks the charity had grown toe one point two. Six million and was providing yeah, water outlets have fifty thousand people in africa. That’s, that’s an incredible and sad coincidence that she had started a charity on died in the car accident. Exactly. And yet there was a very heartwarming heart felt genuine desire from everybody who heard of her story to give. And now there’s been a positive outcome. For that, my guest is mary allison she’s, a partner with oneaccord, which you’ll find at oneaccord partners dot com and we’re talking about nine weeks and a wake up for essentials for year end fund-raising let’s talk about unifying, though you have some really good advice about unifying or tying together print and email. So for instance, we had talked earlier about you said message people where they want to be hurt when where they want to hear from you. But what if it’s a thanks you we want to do that and as many places as possible if it’s a thank you note, tony, great point abs, absolutely. And there are so many ways to do that many not-for-profits will use their year and to again make a personal thank you along those lines and there’s a great way that we can talk about in a minute about how you can use your board and volunteers also do a greatjob in thanking those those people but throughout the course of the year, you know, again is we’re talking about this is what, uh, nine weeks from the day the account down, but again, a lot of these strategies. That you and i are talking about are really things to take to heart for the entire year, so showing those thanks is not just a year end, but it’s around the year and to your point, you know, we also want to thank our folks not only in the letter but also in the email and it’s really a great idea follow-up immediately with an email to someone who’s made a donation so that you’re getting multiple ways to hit them right away with that. Thanks. And in fact, i just made a donation. Tio my college, my university is an alumni, and i was actually immediately hit with a twitter from them thanking me for my donation, and i thought that was such a unique and energetic way to do it. It really it really was a fun thank you for me to get right away. And, of course, i was also followed up with a major letter from the university as well. You can also just mentioned ah website or social media presence in your printed letters, always absolutely there that needs to become a disciplined great call tony and you mentioned online surveying or pulling what? What types of questions might we be asking in these surveys? You know, it’s all kinds of data, if you’d like, you know that you could be collecting at this time. Some of them have to do with your overall scope of bishan for it. If you are a mission that is helping with the homeless, you might wantto have a survey online for your donors to ask them what’s their opinion of the work. What you’re doing in that arena, how are they? How would they rate you? Um, how would they how would they like, tio? Um, you do more do more work, different kinds of working. You can ask them and start to compile that dad and let it influence are perhaps shape the work that you’ll dio. You can also provide links on your site to somebody else’s surveys so that you’re continuing to offer your donor’s new ways to get deeper information about the type of work that your mission is inspired by, or aligned with. Let’s move to direct mail. The printed piece mail. This also needs to be personalized, right? Oh, absolutely. Absolutely. And again, really kind of goes back to what we talked about has a lot to do with the donor segmentation, so you need to get have the the right message at the right time from the right person asking for the right thing. And i guess e-giving got kind of a call that the four right? Okay, on, when we’re using volunteers, there are ways you have strategies you have personalizing the actual letter itself. Why don’t you share some of those? Absolutely, for instance, how i often encouraged not-for-profits that i work with to, uh, let the board members get involved with riding some of those letters, and it could be very, very simple, but very, very meaningful and impactful. So on the, uh, on the return address of an envelope itself, there’s often a little space right above the address where your boardmember can actually print their name so you can segment your list out to those friends of the board members. Give each of the board members of stack and ask them to write to hand, write their name in above your organization’s return address so that when somebody received in the mail, not only do they see their not-for-profits address and name, but they also merely see their own personal relationship with that boardmember associate id there. I love that such a simple idea, and you have an idea for also just on the letter itself. Absolutely it’s so easy just to grab a little pile of sticky notes. Really nice if you’ve got the not for profit logo on them as well. And ask your board members to just write a quick note. A quick note of thanks for your contribution hope you’ll consider giving again. Um, and often times, you know you can. You can add to that a really personal audience. Let’s have coffee soon from mary allison at jubilee women’s center. And just stick that little sticky right on top of the letter self-funding as they open it, they see it. They get that quick note from you and it just makes it more meaningful. Something else that i used to see when i was in the air force was that senior officers would cross out the formal greeting where it said, dear, you know, captain or colonel whatever last name and they write the person’s first name. So they scratch it out on the letter and write the person’s first. Name right above it and that’s not to be corrected is to stay that way. So the person sees the the recipient sees the personalization very good. I love it. And this is stuff we could do at a board meeting, right when everybody’s together at the board? Absolutely it takes fifteen minutes, there’s often during that part part of the board meeting where you’re going through the usual agenda items that there’s not too much going on that you could be doing. You could be multitasking absolutely. And in just the minute and a half or so that we have left let’s talk about using the board or other volunteers what’s your advice there, how can these people really be effective in the last nine weeks? In a day? You know, it’s important that the boardmember is your key. Stakeholders and volunteers know what you’re up to make sure that they’re getting information from your organization about the initiatives that you’re working on, invite them to help you also provide them with some uplifting stories of success, of the of return on invest so they can share them, and they’re going out to their holiday parties they’re meeting with so many different people, they have little nuggets that they can drop into conversations about the good work that your organization is doing. It’s also a great idea to create on your internet site or in your appeal letter, a little paragraph about why i volunteer and let one of your stakeholders your boardmember give you a paragraph about why they dio and it’s just so inspirational. And then at the end of the year end, they could be used very effectively to say thank you. Oh, absolutely that khun metoo be done again by a hand written note or even a phone call it’s such a great practice for the board members to kind of do it. What we would call a phone, tree and let’s provide our board members with ten to twelve names of donors that we had a significant impact and let them give them a call and just say thanks identified himself is a boardmember they’re genuine thankfulness and it’s just like a thirty second call, but has such meaning. Mary allison is a partner with oneaccord, which you’ll find at oneaccord partners dot com we’ve been talking about nine weeks and wake up four. Essentials for your year end fund-raising mary allison, thank you very much for being a guest, tony. Thank you, it’s. Been a real pleasure. We take a break after the break. Tony’s, take two, and then scott koegler, our tech contributor, is going to share ideas about your mobile website, so stay with us. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you 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. 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 dafs metoo dahna welcome back, it’s. Time for tony’s take to my block this week is let’s help kelly for pete’s sake a solo fundraiser named kelly ass. The question in a linked in group that has over forty five thousand members and nobody had an answer shouldn’t get a single comment. But her question is so common and so basic for small shop fundraisers that i wanted to step in. Her question for the solo fundraisers is how should i spend my time? The woman has to deal with grantwriting and prospect research and acquiring new donors, cultivation of existing prospects and donors stewardship you know the saying thank you to donors. Corporate sponsorship work. How should she spend her time? Andi, i was disappointed that none none of the people in that mogul link group had an answer or suggestions for her. So i blogged about it this week, and i hope you will go to my blogged and give your advice to kelly and the probably tens of thousands of similarly situated solo fundraisers in small and midsize non-profits how do you recommend that they spend their money? My blog’s that m p g a d v dot com i hope you’ll go there and and share your advice that is tony’s take two for friday, october twenty eighth with me now is scott koegler we all know he’s, our regular tech contributor we all know. He’s, the editor of non-profit technology news today he’s going to break down whether you need a mobile site, how to develop one, what to include in yours if you if you do, go ahead. Scott koegler welcome back, tony. Good luck. Are you in greenville, south carolina this month? I am actually so you’re are you with us by mobile in your in your rv? Yes, i’m using skype on the computer, but i have pretty much a full set up here. Ok? That’s cool. I love how you i want youto i want you to bring that rv into new york city sometime. That would be an adventure in itself. Mobile websites. Why do why do we first of all, why do we need a special website? Why can’t people just look att our regular website on their mobile device? The short answer is that the screen size is different back-up the longer answer is that typically there’s no keyboard? So you need to accommodate the differences in the way people interact with websites. That is different from what they do when they’re at their laptop or desktop. So just a small version of our website is not going to look so good. There are some utilities and most of the website development systems that will automatically reform at your website to fit in the smaller screens they detect the browser and the type of device, and they’ll somehow we format, but most of the time they end up just squeezing it, which really doesn’t help much now. Okay, if you don’t have that sort of utility, teo, create it and process it automatically for small size. How how do you develop a mobile website? Hyre the developers are let sites have their own special tools that allow them to make more intelligent decisions about how they reform that change the size. A lot of websites, of course, include banner ads, large graphics header and those kind of things are really those were pretty useless on a smaller device, so they get rid of those they concentrate more on content, some, some concentrate more on interactivity, social media interconnection and those kind of things. Okay, we’re going. We’re going to talk about some of those things that that should be on your mobile website, so it sounds like the place to start would be with the person who developed your you’re latto ordinary. Or day to day website. But it sounds like there’s, also a special expertise that might be needed. Teo downsize it for mobile purposes, i would say definitely. On the other hand, that kind of expertise is is becoming a necessity for anybody who’s developing website. So that’s, they probably not going to have a real hard time finding someone to do that. And you mentioned the first people that developed your original website. At this point, they already have the expertise to be able to reconfigure or develop secondary website. Okay, and my guess is it’s not going to be as expensive as like, say something else, that you and i talked about a few shows ago, which was developing an app, a mobile app. You’re not going to be spending that kind of money on your mobile website. It depends really okay, because mobile app so we were talking about, you know, tens of thousands of dollars? I don’t think so. The case for something you look at a lot of the what people call act. Some of them really are just, uh, depends on the purpose and the depth to which you want to develop this, but applications or apse can be either just dedicated websites are provided by a link on your phone or your tablet. Uh, or they can actually be downloaded applications that link to the back and took it all right. So a nap could be less expensive than i just described. And ah, mobile website could be more expensive depending on how sophisticated you want to get. Okay, so let’s, talk about some of the things that you’re really essential for your mobile website. You want to have a platform for giving our imagine write what you want to do is to start at look at what are the most critical thing? Is that you, if i get people to use on your website and, uh, you know, articles are great, but on a mobile website they may be less important. You will make him available by link and typically texts. And those kind of things will automatically reformat much less italy of a difficulty poor, heavy, too kind of redesign them. But, yes, you said be ableto give donations. I mean, that should be pretty much, you know, an easy thing to do. It should be prominent in the application. It should be, you know, donate here kind of button pretty much the same kind of button you would use on your standard website but linking to eh a formatted page that that was pretty much nothing but allowed a person too donate in the amount that they want and so you want to make that is easy to find as possible. It sounds like just like just like on the primary website. Exactly what have those prominent get too pretty much oneclick kind of a thing. One of the tricks is, too, if you already know who these who your donors are, and if they’re members of your website community, i have an automatic sinan so that they don’t have to go back to and identify themselves again. That makes it way more difficult. You want to be ableto automatically. Recognize who they are, provide them the options for making a donation and the options for a payment again, if you know who they are and heather contribution information the way that they like to give you khun going to that make use of what you really got. Uh, it’s not makes things like paypal, easy to get to or or even credit card donation forms, right? All simple as possible so we don’t lose people who want to give right. And they said they don’t have the keyboard of the bill specifically do have keyboards, obviously on phone and tablets with there, you know the rules really not quite as easy to use, so you want to minimize any of the typing? Ok? Eso minimize typing in favor of buttons to select instead to think buttons to select and automatically updated information again, you have there if you know who they are by virtue of the fact that they are members of your community, for maybe the facebook sign and kind of a function where you don’t you don’t have to type anything. You just have to identify themselves one way or another. Okay, good advice for for minimizing. The typing on a on a small keyboard what else do you like to see in a mobile website? Scott, in the mobile environment show, social interaction is really a big thing most people are using, you know, facebook or twitter, linkedin, uh, google plus to an increase in and out, and so they’re already using those facility. So if you have your website there, you want to be ableto allow them toe quickly and easily share the information again. A donation function should be something that they should be able to click on it and say, sure this with my facebook account and allow me to write in a quick update that says, i just don’t need to do this. So i think you should donate to this cause because of whatever again, make it simple allow them to share it on whatever social media their preferences i would say limited, for instance, don’t just limited to twitter, facebook and the other ones that are important for your constituent community, and these connections are very easy to make maybe not by the average person but by a developer. Certainly the social media platforms are all designed to be shared. Widely right, you’re developers know that without you thinking that something that they would add to certainly your main website, and easily enough to any mobile website. Okay, just in a minute or so we have left before a break. What about events non-profits hold events? What advice do you have around putting those in the mobile website? Well, just like the donation, i would say provide the information about the event in a concise manner provide the dates times, whatever any contributions or expenses that are necessary in order to attend and then allow them to sign up for and say, yes, i’m coming. Facebook has a great, um function for that the the invitation, and so it’s easy enoughto leverage off of that, or just to provide your own there’s plenty of services available for your website as well that, uh, allow you to set up on the event and invite people and then accept their participation. We’re going to take a break, and when we return, scott can go to the editor of non-profit technology news will keep telling us about advice for your mobile website, so stay with us. 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 in two, one, eight one eight three the conscious consultant helping huntress people be better business people. 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 do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing effort. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile market. Their motto is, we do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Told you. Lively conversation. Top trends. Sound advice, that’s, tony martignetti non-profit radio. And i’m samantha cohen from the american civil liberties union. Welcome back, scott koegler and i were talking about your mobile website, scott, just to wrap up what we were just talking about before the break events there’s that spiffy little, you know, little mapping applications that i see on lots of websites. Bilich certainly those air are good for events, you know, people don’t know where the location is and be ableto click here and guide me there, get directions. Those bills are great, helpful applications, you know, i just read that tom tom, the maker of gps systems typically for cars, is going out of the hardware business because nobody argue anymore, they got it on their phones in their tablets. Oh, interesting. So the two players in that really are tom, tom and and garment is the big one, right? Right, right and no indication that they’re going out of the hardware business. I didn’t hear any announcement from garment, but i was kind of surprised. Tom tom, they make cem really great physical equipment, and i used both. I used the tom tom and i also used my my cell phone, my smartphone and i still use the tom tom quite a bit, just because it hangs on my yeah, okay, but those those dashboard devices always have the advantage of talking that speaking the directions does your phone do that? It does? Yes, it does. I just used google maps actually on my cell phone and it talks and allows me teo to guide i i don’t talk to it. I don’t even know if it has that some of the town tommy and have the ability to say actually talked the address we’ll get either. Okay. Interesting. So back to the mobile websites i would i would think you’d want to have a way for people to reach you if they want to know if they want to have further interaction further find out, get more information, sure and again, this is something of a typical on a website where you would typically, you know, quicker button that would email or bring up a chat box. I’m on a mobile device course difficult you’re talking about a cellphone or smart phone, so it makes a lot more sense. Maybe just click and talk, so include the phone number there with a click button alittle magically dials phone number and get you directly to to the non-profit that they’re trying to talk to excellent, okay? And and finally, you had some advice about content, news, content. Well, i really believe that content really is important in almost every aspect of communicating and the next newsletter presentation and those kind of things and if you’re doing that anyhow on your website, which i would have to believe that most non-profits air doing there, providing information about who they are, what they do and what they would like to do. So being that mobile devices are things that are used pretty much intermittently, not like a desktop where you sit back and you actually sit there for a while, you want to be able to provide people easy ways to read your content, so either by way of a knee mail update to the cell phone or maybe an rs s feed or there are a whole lot of other feed mechanisms that will bring your content to the cell phone. It is critical because those air, those off moments where, you know, maybe they have time to read two, three, four hundred words with the text as they’re waiting for whatever it is a bus in a cab somewhere, whatever they happen to be doing, and i don’t have something else occupying your time, scott let’s remind people what are ss feed? What does that mean? Uh, really simple syndication, which means almost as much as our ss, right, but it’s, where most people will know it is google reader, google reader i accept those kinds of feeds and present them in a format easy to read me to track what they’re interested in, and we’ve talked in the past about having video on your site. Can you do that on your mobile site? Also, pretty much any smartphone or tablet will accept the video. One exception, of course, is the big exception the iphone, the ios environment with iphone and ipad that don’t have don’t accept flash video, which still is predominant on pretty much frustrating issue for those people, those millions and millions of people using the apple devices. So but you do want to be able to be viewed by users of that kind of device, so they’re always to do it. Your web developer can help you get around them, and when we’ve talked about video, we always make the point that it doesn’t have to be high end video. I mean, it could just be something that somebody pulled out a phone and and put them put in front of themselves when it’s when it’s riel heartfelt and genuine about the charity. Absolutely, but i would add to that the most critical part of the video is actually the audio it’s amazing that people sit through just terrible quality video feed, but they’ll immediately turn it off if they can’t hear. So be sure that you you sound is adequate, that you’ve got the the recording device close enough to the person doing the talking that the sound comes through and then it should be okay. All right. And, scott, just a minute we have left. You mentioned google plus earlier. What are you seeing now that it’s been out on dh public? How are you seeing it used? Are you seeing it used widely? I mean, really, actually people using it. Not just signing up. What are you seeing? Uh, the current number is around forty million users, which is pretty phenomenal, actually short period of time, they’ve been out. They just recently actually yesterday announced that they’re integrating the the blogged the one facility, i think it’s blonde dot com brother dot com, which is google property, so they’re going to be linking google plus with blogger, which makes a whole lot of sense because if you’re now the block near post will be shown in google, plus so little by little google’s, integrating all their properties and other facilities with google plus and it’s really getting traction. One of the comments that i saw just recently was that it’s not so much about your family, it’s more about your other relationships, your business relationships and your professional relationship. So i think google plus is carving out a niche that is not so much directly competitive with facebook, not that they don’t want a lot of that business, but i think they’re going in a little bit different direction, and they’re being successful at it. Scott koegler is the editor of non-profit technology news, which you’ll find at n p tech news. Dot com he’s, our regular tech contributor. We talked to him once a month. Scott a real pleasure. Thanks very much for joining us. Thanks, durney. Take your good to have you want. Thanks, scott. And also mary allison from washington st mary, thank you very much for joining us next week. Assess your asking style author andrea kill stead will be with me for the hour to share her insights into the four asking styles and what each different style needs to be successful. Are you a mission controller or kindred spirit? Find out next week with my guest, andrea kill stead you can keep up with that’s coming up week after week. Sign up for our insider email alerts on the facebook page. If you liked the show, click like on the facebook page become a fan, you can listen live our archive, you’ve been live toe listen archive go to our itunes page all the episodes, all the shows are archived there you’ll find that at non-profit radio dot net download subscribe and then you can listen on the device of your choice, whether that’s a smartphone or a tablet or desktop or laptop, follow me on twitter just use my name and this shows hashtag when you want to follow the show feed use hashtag non-profit radio our creative producer is claire meyerhoff, the line producer for tony martignetti non-profit radio is sam. Liebowitz. On our social media is by regina walton of organic social media. I hope you will be with me next friday one to two p. M eastern on talking alternative broadcasting, which is found at talking alternative dot com. I think the shooting. Good ending. You’re listening to the talking alternative network. 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056: The Goods on Google+ & Breaking Down Barriers – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Scott Koegler, editor of Nonprofit Technology News
Megan Galbraith, managing director at Changing Our World

Read and watch more on Tony’s blog: http://mpgadv.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, and i hope you were with me last week when we first explained earned income that was with our legal contributors jean takagi and emily chan, they broke down what earned income is why it can be good. Why it can be bad why you need to understand it to protect your non-profit and keep it out of trouble and the second segment last week was leading the leaders motivate your board to fundraise that was pre recorded at the fund-raising day conference here in new york city in june, and we had a consultant, andy robinson and carry kruckel vice president for development and communications at w n e t t v, and they revealed how to move your board to be the best fundraisers they can be this week. Scott koegler, the editor of non-profit technology news in our regular tech contributor is back with us. We’re going to talk about the goods on google, plus he’s going to share his insights into whether google plus is different? If so, how, then what we’ve already got in the social media space to help you answer the question, should we jump in when organization pages become available? We’re going to do a live google plus hangout, which i’ll talk about very shortly, so i hope you have added scott and me to your google plus circles. Second segment breaking down the barriers megan galbraith, managing director at changing our world, has strategies to get public relations, communications and fund-raising working together, playing nicely together for greater efficiency between the shows. Sorry between the segments, of course it’s tony’s take two this week from my blogged are you asking for more when they’ve given enough scooter pies in a folksy restaurant? Let me to remind fundraisers that we need to be sensitive about asking for the next gift, and i’ll talk more about that. We’re live tweeting today. Use the hashtag non-profit radio to join the conversation on twitter and as i mentioned, we’re doing a google plus live hang out in the first segment, so go to today’s show post on my blogged at mpg a dvd dot com and you’ll see links their toe add scott koegler and me to your circles, and then you’ll see the feed, and you’ll get the information on how to join us. So it’s. After this, break the goods on google. Plus, stay with me. You’re listening to the talking alternative network. No. Durney are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. Sick. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police crawl. Offset. Two, one, two, nine, six, four, three, five, zero two for a free consultation. That’s lawrence h bloom, too. One, two, nine, six, four, three, five zero two. We make people happy. Treyz 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 no. Welcome back to big non-profit ideas for the other ninety five percent, which is what we’re always thinking about on tony martignetti non-profit radio with me now is scott koegler he’s, the editor of non-profit technology news, which you’ll find at n p tech news. Dot com he’s, our regular tech contributor scott, how are you this afternoon? I’m doing great, tony, how are you? Terrific. Thank you, it’s. Good to have you back with us. We’re talking. We’re talking about the goods on google plus. And we’re doing a live google plus hangout, which we’ll get to shortly. Um, let’s see, google plus is a new player in this social media space. What’s what are you finding? That’s interesting there on dh. How popular is it? Well, it’s it’s been around for about two months now. Andi came out of the gate with a real quick start. I believe the last numbers i heard what you’re actually probably a couple weeks old now is that google plus garnered about twenty five million users just in the first month or so of use my lost track of what they’re up to now. But i’m sure that it’s significantly more than that dahna that, of course, pales when compared to facebook’s, depending on the numbers that you believe seven hundred fifty million or so. But, you know, for a month or two months worth of activity, it’s certainly a good showing. Yeah, no kidding. Right? Twenty to thirty million in just a few months. Well, of course they have, ah, powerhouse of advertising and people using it are people using google for other purposes. And in fact, you have to be ah, part of google, right? You have to have a google account in order to use this, right? Well, that’s not so unusual. Although people have made a big deal of it, whenever you create an account when we try to use any kind of social media you have to create on account of some kind, whether it’s, twitter, facebook, whatever you have a you know, some kind of pages says who are you? How to get in touch, that kind of thing? One of the things that is differentiating google plus from mostly from the other two twitter and facebook is that google doesn’t want youto lie. They want you to actually use your riel information. Your real name. They had a, uh, disclaimer about using aliases. In fact, they kicked off a bunch of people, prominent people that you would recognize. When they signed up with aliases rather than their true names that’s been controversial, but personally, i think it’s a great thing. Why do you prefer that? Well, there’s a couple things one is that you really become more like email and that’s kind of the basis for google. Plus, is that your google email address? Your gmail address in this case is, is your actual we now? I mean, it’s what? You used to get information back and forth so people actually know you by that by that moniker. So at the very out start, it does away with some kind of, you know, spanning or advertising and those kind of things which are pretty easy to do on on the other social media platforms where you could just create an account with whatever bogus name you want and start sending out trash to everyone. Uh, and so far i have to say, my my google plus stream is fairly clean, not much trash in there. Okay. And how active for you, how many people do you have in? Well before we haven’t even talked about what circles are but how many people you connected with what’s to be generic at this point? Yeah, i’ve got, er i think just under three hundred or so and i have to say, although i’m a proponent. Hi, i monitor and i read what’s on google. Plus, i have not been a big contributor and, in fact, that’s that’s, another kind of a measure that i saw some numbers on the other day. There was a a statistic that while google plus has whatever twenty five to thirty million users, approximately eighty five percent of those air inactive, which yeah, first blush is pretty stunning. Andi, i’m one of those eighty five percent i read a bit, i i do some hangouts, i post a few comments, but i am not anything like some of these people that you see on there that are superstars of google plus yeah, okay, and that’s actually consistent with our audience, too, because i pulled in advance of the show and asked, are you using google? Plus and fifty percent of the people said i’m interested but haven’t started. About forty one percent said i’m using it a little and only about eight percent said i’m very into it, adding lots of people into my circles. Are getting connected with lots of people that’s only eight percent. So really very consistent with what you’re saying more broadly. Back-up okay, let’s, talk a little about some of the features we have just about we have a couple minutes before break, so we have a few minutes. Some of the features in google plus circles weave mentioned it a couple times. What? What how did these circles work? What is that? Just kind of compare that to what’s out there already in terms of again twitter and facebook with facebook and twitter. When you get when you add people to your account, you start to get this stream of information and it’s basically everybody, it doesn’t really matter who but how closely associate id you are with those people or what that association is. In other words, your mother is, you know, in the same list as somebody who just found you and added you to their friendship. Yes, so there’s no way to really differentiate google jumped on that as probably one of their first major, um, additions, and they have these things called circles, which kind of makes sense they’re circles of association or friendship circles. For instance, so out of this list of people that you have, you can you can put people into different circles, and one person can be in multiple circles so princessa my brother is in my family circle and he’s also in my photography circle, and you can classify people and scott, do you get to define what the circles are? Are those air predefined by google, plus there’s a couple that come with the application just to get started, but you can make them whatever you want, as many as you want and whatever names you like, and then you can add people to them or move them on one of the nice things is that when i had you, for instance, to my circle, you got a notification that scott keiko added you to a circle, but you have no idea which one i put you in my ignore this stuff f ignore and minimus i’m in the ignore enemy circle. I had this guy, but he wants, but i want him to think that we’re connected right thing that’s the name of circling all right, we’re going to take a break right now when we come back. We’ll try to get the our hangout active where live tweeting used the hashtag non-profit radio on twitter. Stay with us e-giving dick, dick, dick tooting getting ding, ding, ding, ding. You’re listening to the talking, alternate network things get. Get in. Cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam lebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s, create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie gal ilsen as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Lively conversation. Top trends. Sound advice, that’s, tony martignetti non-profit radio. And i’m samantha cohen from the american civil liberties union. Zoho. Welcome back to the show with scott koegler we’re talking about the goods on google plus and scott, we were just talking about the circle, so that that’s an important point, i think that people know that you’ve added them, but they don’t know which circles you’re in, people that think that’s important for people to understand, right? Yeah, go ahead. So one of the things that facebook has been you know, targeted about is their lack of privacy and being able to direct your your comments to specific people. And so the circles is google’s answer to how to get around that. So you know that in facebook you post a comment and it goes out to your entire world with with google plus, when you approach the comments, you actually have the ability to select which circles you want to send that, too, and it could be all of them, or it could just be one or a few. So you have some segmentation there that you can actually see your communications. Now facebook does have something called lists, but those they seem to be a very minor part of of facebook, i don’t think many people use them they they’re not highly highly used and they’re also not easy to get to it’s. Not something that’s in your face circles are right there and presented every time you make a pose. Yeah, and circles it seems like google plus is built around circles, whereas lists sort of seemed to be like an afterthought or like an add on, i guess at facebook. Okay, so we have circles way also have hangouts. What are hangouts? What? Google’s dahna really nice job of integrating google plus with mobile platform and the there are a couple of differentiations here when you go onto the web and you bring up google plus the button you see, there is hang out, which is the video kind of a video chat and it will support up to ten people. Can video feeds in the same browser window. So right now, if if anybody joins up, we can actually have up to ten people screaming their video into the same hangout. Yes. So now, eh? So we’ve gotta hang out now. Regrettably, i can’t join your hangout because it interferes with our live streaming of the show way. So we saw you on the hangout page waiting for others to join, but we can’t join you for that reason. Yeah, interferes with technology, so and the earl for people to join the hangout is very long. I was hoping it would be something a little more recognisable, but what people should do, i guess, is add you to their google plus circles, and then they’ll then they’ll get your feet and they’ll know how to join the hangout. Is that correct? Yes, that’s what you want? You see, if you can work for me for my profile and then you’ll see the worst of my post in the last one i got up there, my hangout announcement. Okay, on the way to join scott toe, add scott to your circles is to go to my blogged m p g a d v dot com, and the post for today’s show is on the top of the block, and in that post there’s a link to to scott’s profile and that’s how you joined you, add him to your circles so if you do that during the show, you’ll be able to do what scott just said and you’ll be able to join our hangout. Which right now i think it’s just scott it’s just me at the moment. Okay, good. Lonely over there. Okay, but what’s cool about hangouts is you see small pictures of everybody in the hangout, right? But then they get bigger as people talk, right? As you know, it’s, the change of focus. So as he has one person talks, that the picture gets bigger, they become more visible. So it’s a nice implementation and couldn’t. Is this something that non-profits could use for a meeting, right? Sure anybody could use it. In fact, if you have a non-profit that you have a group of your your workers, your helpers, you, khun set up circles with just those people in it, and you can create a hangout and just invite that circle. So everything kind of works together. Oh, you can restrict who joins it. Okay, so you can even you could have a circle for trustees, which might be, you know, too far from the office to come to meetings all the time. Right? Right. Absolutely. Looks like we do have let’s. See, regina, just trying to hang out. So we have somebody in the in here with us. Okay, that’s, our social media manager, regina walton, is okay. Uh, and let’s, see, now, so the two of you can talk, right? We can talk now, it’s going to get real noisy because i, her, whatever she says, comes over the microphone over my speaker. Hey, there you go. Okay, well, maybe when i’ve got my microphone muted, so i’m only going out on one microphone. Okay, good thinking, regina, hello. Can she hear right? Well, she should be listening to the show. First of all, i imagine you can. I don’t know what kind of way. Okay, could be delays. Okay, tony, you’ve got a huddles on dh that’s on the mobile devices. What google’s done is they’ve got an application first came out and no surprise with with the android applications because that’s their platform and so android is a google platform. Is that right? Uh, the google android platform? Yes. Ok. And so when you install that and you can now installed on the apple itunes i ios devices as well. But what you get is a kind of different list of functions you get, uh, something called huddle, which is not a video chat. It’s a text chat, which is i’m not sure it’s the right answer. I mean, for most most phones that that support that kind of application also have cameras so you would think they would be able to join hangouts is well, but anyhow, they dont have that. But that’s, the difference between that and the other thing in the mobile platform is that it’s it also includes check ins. So, you know it’s kind of taken a page out of four square, right? So if i am, if i have my my phone with me and i say check in, it looks at my gps and find out where i am. Looks for a local business that’s close by because it’s business oriented and offers me the ability to check in at that business. Okay, so checking like, like similar so it’s integrated, like four square, right? Exactly like foursquare. So they have in addition to the other, um, uh, the other applications twitter and facebook, they also have four square kind of in their sights for taking function from okay, so i just got a text from regina onda. Hurricane irene apparently is interfering with her a little bit. She is listening to the show. Should be a heretic if she’s not, but she is listening. And esso and she’s still in your hangout. Scott okay, okay. Cubine let’s, try. We’ll try not communicating with her through that through the through the hang out. We’ll just leave her. Is the silent as the silent hangout member there are very laughing. Okay, there’s just got to get that robust laugh here laughing. What else is we’ve got? So do you think that google plus is more robust on the phone man than facebook is on mobile? It’s different? You know, it highlights the different functions from facebook. I, uh i like the way it’s integrated on the phone and i like what? What happens there? I’m not sure that it’s better or worse, to tell you the truth, but i’m a fan of what google plus is doing, but we should probably talk about, you know, what’s what’s coming up for google plus in terms of organisations in there kind of things, okay, yeah, organisations can’t be active in google plus right now, right? Right, right now, every member of google plus is a is a person and so for instance, i think we talked about this one of the shows before i have my and i have a google aps account, which is koegler dot net and that’s, obviously not a gmail dot com address, and so i cannot have a google plus account for k grow dot net because those were not available yet. Back-up but i really believe that that that whole thing about setting up organizations, businesses, private domains on the google maps is where the future of google classes i think they’re getting their feet in the water there, figuring out how individual people want too and are using the system and eventually they’ll open it up to businesses because, you know, you think about it googles and advertising this sets that’s what they do. So right now there is no advertising on google plus, which is kind of surprising, but you know that it’s there it’s kind of working beneath the circus so soon as they open up the functionality toe add businesses, an ad organisations and private domains, i think that’s when we’ll begin to see more than business integration or of the advertising functionality and, um, on and that’s really where they’ll start to kind of overtake what facebook does with its advertising. I’m with scott koegler he’s, our regular contributor and the editor of non-profit technology news. We’re talking about the goods on google plus, we have a live hang out on google plus going on right now, and you can join that if you’re on twitter, follow the hashtag non-profit radio and in that hashtag in a couple of my one of my recent posts, you’ll see that that there’s a link to join the hang out that we’re doing the i did, pol asai said. One of the questions i asked kat was, has your non-profit discussed whether it will have a google plus presence when that’s available and just a little over eighty, about eighty three percent of people said no. They hadn’t even talked about it in their office, and about seventeen percent said yes, they had. So i’m not sure i do. If people even know that, that might be coming. Do they know that? I don’t know how it’s, not something it’s publicized google’s not really talking about it and you say it’s coming so they’re not hinting at capabilities or functionality, but they did initially, and they still do say, do not set up company accounts in google plus infact initially, many, many companies did on google disabled. They just shot him on the same as they did with people who did it by pseudonym. Right. Exactly. Okay, should we be concerned? You think when when that capability starts that that the advertising will start to, you know, letter the letter of the platform, you know, literally the same way that it does on gmail or any other google property? I i think ghoul does a pretty good job of, um, you know, moderating that keeping it appropriate. Certainly it will present ads based on who you are and what they know about you, which is, you know, the way that google does, where the facebook does looks at what you did, what you said, what your interests are and then presented presents items that may be of interest to you. It really doesn’t help him to do anything. Different from that so and it sounds like you expect organizations teo jump on the opportunity when it does become available for for organization pages? I believe so i think that there’s the demand is it is getting pretty built up right now because with however many millions of users they’ve got, a lot of those users are actually cos or work for companies, you know, hopefully all of them work for somebody and so there’s, you know, people getting used to it, they’re getting accustomed to how it works. Go? Yeah, i think so. I think it’s going to be a a major shift right for non-profits of course, the issue would be that if they create this presence than they have to keep it up to date, we’ve talked on a couple different occasions about not getting involved in social media if you can’t keep it uninterested fresh presence. So you have to think about the time and perhaps money that you might be devoting to google plus, which is probably not going toe, certainly certainly not going to be our last social media platform. Absolutely, i think we’re still in the the kind of consolidation phases at this point where, uh, but things are changing, adding and eventually coming together. Interesting. Scott koegler is the editor of non-profit technology news, which you’ll find it n p tech news. Dot com, of course, he’s, our regular tech contributor with us once a month, scott, thank you very much. Thanks, tony, good to be with pleasure again on dh, just so that our audience understands you. People do understand the difference between google plus and facebook, so i had said earlier that people aren’t really jumped in the way, scott said. But about ninety two percent of people who you answered our poll said that they definitely do see a difference between google plus and facebook, right after this break, we’ll come back for tony’s, take two, and then it will be breaking down barriers, so stay with me. You’re listening to the talking alternative network. 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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 dafs metoo welcome back to the show. Time for tony’s take two my block this week is are you asking for more when they’ve given enough? I was in a sort of southern food restaurant, which happened to be in new jersey, and i was paying for lunch at the register, and the woman offered saying that scooter pies are on sale and that they make great snacks. Andi i said, ok, no, thank you. Um and i was signing my receipt. And then she said, and we have a sale on summer clothing, and i thought, okay, this is over the line. I just kept signing my receipt and, you know, gave it back to and said, no, thank you, but that’s where i thought this has some implication for fund-raising i thought she stepped over the line with the second offer, you know, i’ve just paid whatever, thirty five, forty dollars for lunch, i eat a lot, and i had a couple of guests on and then, you know, she’s giving, you know, i don’t mind one attempt at cross promotion. I mean, i do that myself in business, but i thought the second one was over the line and so the implication for fund-raising i think is be careful when you’re asking for that follow-up gift, you know, there are there are some people who believe that an acknowledgement. Ah, thank you letter that scent is should not be should not include a solicitation, foran additional gift of any type, and in fact, one of the comments on my block is a decent one, it says says that but then there’s another school of thought that it’s okay to ask for some types of gift, maybe it’s a gift in your ira if you’re over seventy and a half this year, well, that’s available or some other type of planned gift or maybe it’s purchase of a ticket of the gala, so you just need to be, i think, conscious of what you’re asking people to do when they’ve just done something for you and that’s the whole point of the block post again, it’s called. Are you asking for more when they’ve given enough just trying to raise your consciousness and sensitivity? My blog’s at mpg a dv dot com, and that is tony’s take two for friday, august twenty six we’re going now too, a conversation that i recorded at fund-raising day, which is a conference held annually here in new york city. It was this past june, and this one is with meghan galbraith, managing director at changing our world. We’re talking, she and i talked about breaking down barriers and here’s that recording. Welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven, we’re at the marriott marquis in times square in new york city. My guest now is megan galbraith, making his managing director of interactive services changing our world. Meghan, welcome, thanks so much. Durney megan’s topic is integrating your online fund-raising uniting communications, pr and fund-raising for better results. Meghan, i suspect you see a lot of silos that you’d liketo breakdown. Yes, exactly right that’s where we came up with the idea for the workshop in our client work from the interactive perspective we’re seeing like everyone knows that there’s a ton of innovation change going on and the rate of change within the organization to be able to adapt to that with their our mind strategies is a struggle. So we’ve identified what we think is one of the primary challenges as being organization on the sense. Of marketing, wanting to do certain things with social media development, having their online fund-raising goals programs wanting to be able to talk to each other within the field, or sharing stories about those types of things your group kind of dipping in every now and again. So how do you truly look at it from an umbrella point of view and develop a strategy that satisfies all the goals within the or organization? How do you start to break down these silo walls and get people thinking ballistically about the whole good of the organization as well as their own work? From my experience, what i’ve seen is really one, starting with the leadership sonal ege building there to put some attention and some resource is towards it primarily for small organizations that have people doing ten different jobs with one person. We’ve found that we’ve recommended doing what we call a cross departmental task force, essentially focusing primarily on interactive strategies. So we’ve recommended that those core people one people who want to be doing this if it’s not there, their primary job responsibilities, looking at across the department’s who were those people that are excited by the opportunity is excited by the research in the benchmark he’s out there and putting a formal name to who they are and having them work together if they don’t have someone leading a strategy working together to try to double it up. Okay, what are some of the resource is that leadership needs to devote to this? It depends. It depends on if we’re thinking strictly everything’s online e-giving as a whole, looking at what’s been brought in over the past five years setting up your your own baseline for understanding what your return is, and then determining your resource is off of that, basically, but in terms of social media, i think everybody’s in the same boat, we’re trying to figure out what makes the most sense with human talent and then how much financial you’re going to put in there and go, i’d say over the past three years, from what i’ve seen in just from conversations with people and i think most people involved in the interactive space, the research that’s coming out now is extremely useful to help us educator clients about the need for human and financial investment, but also it’s starting to wrap some. Real analytics around these falik well things around social media, which is key. Yeah, the analytics. Megan. You know, i forgot to ask you to take your name tag off because the glass, okay, just because it creates a clam with no light, no, no creates a glare in the light so well, because everybody knows now you know, we’re alive. This is obviously library. The analytics what google analytics obviously very important to say little about what, how maybe a smaller a midsize shop could be using google analytics. Sure, google analytics is key, teo, smaller dammit and larger but with the groups that we’re talking about here, it’s it’s, a tool that one is supported by a lot of knowledge around from google from the non-profit google group, as well as being able to get trained on it if you could search it and learn about it, but from an analytic perspective, it allows you to understand who’s coming to your organization’s website what kind of content they’re engaging around, how they’re moving through your sight, how they’re exiting, how they’re coming in all those types of things, but in addition it off, it allows you to develop goals that you could men see if people are achieving those goals it’s free, which is terrific, but again, it’s an evolving tool, which i think is really key for smaller non-profits that don’t have people too, you know, they can’t always be the experts in every single tool that they have. So i have found that google non-profit group is terrific in providing resources. And training online things about the training. Is there enough online support that a smaller midsize shop could could learn to use google analytics wisely? And there’s also the google grantspace o gram, which i’m not sure if you’re familiar with that place. Still, google grants is an opportunity for non-profits teo get i think it’s not positive on the dollar value, but i think it’s about ten thousand dollars for free advertising our google advertising, google at the edwards so what it does is to it allows it’s an application process, certain organizations there’s definitely restrictions on who can get it, and you can not but it’s a terrific program and it’s part of a suite of opportunities with google on the training that you, you said is available, is that on ly online? Or is there has actually help lines that people that non-profits gold is there live help like that? My understanding of it is more informal in terms of having, you know, tutorials online, youtube type things, those types of things, but again then also depending on the size of the organization, a lot of groups outsource to people as well, but i’d say for the smaller to mid there’s there’s plenty online to get you started. Okay, including the video struck not just reading a screen exactly an interactive piece that’s shows you how to do things and there’s people again in speaking to the idea of people user generated content there’s lots of people who are creating content that isn’t put out specifically by my google, so you could look for those tutorials. And what are some of the goals you mentioned? Having goals is that is, that is specific as we want so many unique hits on this particular page or i guess dollars could be a goal, but i’m thinking, very, you know, small minded because it’s not my field, what what what are some examples of goals that you would have around this work? Well, we approach it from again from an umbrella strategies notice how quickly she agreed, small minded, my small minded suggestion, but it speaks to also sort of the mind set around, and this is something we in our workshops we talk a lot about because people go to the tactical very quickly, and we’re trying to elevate that conversation as a practice to be able to. Say ok, let’s look at this as a whole and say what? Our communication schools, what are fund-raising goals in terms of the types of goals that those could be, you would say, okay, let’s, look, at the past three years with our online giving, what of the vehicles that we used to get those donations was just email? Was it social media all the what of the various channels that got us to this point and helping the set sort of some bass lines around that now, in terms of organizations, you know what i question that i hear quite often is what’s the what’s, the return what’s the formula, what we’re going to get back and to my knowledge and if it’s out there, let me know there really is no true formula like a direct mail model, so organisations are creating it for themselves. They’re looking at their data, they’re looking at the benchmarks that are coming out from the big, you know, organizations researching these things people like service company, product software companies like convenient pantera blackbaud all those have these research benchmarks coming out you khun looking organization from this on the sub market so if your health care organization, what did the other health corps healthcare organizations performing on online and so trying to create a system for yourself and i find the smaller to midsize that’s using that sort of shared knowledge is where they can get to where they can get that that’s all they need to analyze. And of course, the small shop always has a small missile shop always has the advantage of not being so siloed they can’t afford to be, and so they khun so you can use google analytics that will be your that’ll be your own analytics, your micro, and you can compare these to compare your performance to the benchmark well, google analytics as well specific to web site traffic, so depending on the level of the organization in terms of what they’ve invested for there, considerate relationship management software are a variety of things is a variety of tools that allow you to track source asses and performance. So depending on, you know, some organizations have don’t have that they don’t have a system where their tracking, how donations air coming in online most. So i’d say there’s going to be different tools that you can pull and create a dashboard out of that that’s, all talking alternative radio twenty four hours a day. 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What would you like to see organisations think about? Suppose there just a year older, so because your work is breaking down walls. So what would you like to see organizations do in their first year that would help prevent walls from being built up between pr marketing? Fund-raising well, i think it i’d say from the beginning, having looking at their overall organizational goals and then having the the foresight to plan and be patient with their planning that makes that everything can be short term exact every return is not six months on and also to try things out, you know, try different ways of communicating within the organization. I think siloed activity is not reserved just for interactive work. So i thinkit’s a cultural it’s within the culture of an organization. So if it’s a brand new organization, one most likely the people that are joining it and this is a hypothetical, i would have awesome understanding of the value and the amazing opportunities that are happening with interactive technologies. So it should be at the forefront of their communications and development plans, which i think for some of the more traditional organizations where they have the more traditional developed programs it’s a challenge, but it’s also again returned. So a lot of times, if your energies, if you can prove that it’s bringing bringing some value to the organization, either through qualitative or quantitative, and show that to your leadership show to the people making decisions around your budgets, those types of things and the leadership to a new organization you mentioned earlier we were talking about more established organizations, the tone of the organization, the culture is really set by the leader, which would probably be a founder, and also, i think, you know, it’s interesting to think in terms of the evolution of the workforce, you’re goingto have people coming into the workforce, that these tools and ideas are part of their nature. It’s not something that is a new thing. It’s it’s, how they communicate and how they share content it’s, how they talk to their family and how they talk to their friends. I’m talking primarily from a novel in perspective right now, but that’s going to come into the work force if it hasn’t already, i mean, it has in many ways, so those are the future leaders of these organizations. So it will, i think, for new organizations, my assumption again, that’s an assumption would be that some of the people starting it would be of a generation that is thinking in those ways, no is there is the role of the board very significant here in tryingto again going back to the yurt seminar topic, breaking down the walls between i think, marketing, pr, communications center at what’s the board’s role here, i think the board’s role is to is to certainly show that it’s a priority or feel our communicate that there’s value to these things in their conversations again, it doesn’t have to be wait really strive to educate our clients about and help our clients with is that this doesn’t need to be a separate activity. Interactive is not a separate thing aligns with your development goals in the lines with your marketing in the lines of the organizational goals, so i’d say in terms of the board’s roll, it certainly is if they are on board in terms of understanding the value and being a champion of it in all of the activities where there’s opportunities to integrate it, then that’s key. What about dahna? The leader of a team in a mid size shop who is just not willing to play with the others who are very willing to break down these walls and collaborate, how do we bring that recalcitrant team leader into the into the fold question? Well, you speak hypothetically, i’m not asking to use any client examples by name, but you’re a consultant, you’re out a lot, you have some difficult unit leaders, department leaders to work with. How do we bring them? Go without your go outside of your organisation in terms of showing what other organizations are doing as an examples? I mean, i think that’s a really key there’s a community, you know, this isn’t just what’s happening in terms of shared information beyond an organization’s walls is is key to being able to articulate the need to have these types of strategies within your organization. So if that leader is someone who i would say, if you find that they’re resistant to developing innovative ways to reach donors, which is essentially what what we’re doing here, i would say show, show other examples and trying to get him on board there’ll be a process and that’s what you do all right? And again, i’m going to go in that third time leadership if there’s a leadership commitment, leadership could be helpful in bringing them? Absolutely, absolutely yeah, i mean, i think it all depends on what’s interesting is who owns it too? I mean, which when we talk about breaking down walls, there’s, there’s, sometimes nobody really owns these strategies. So in some ways, i would say, depending on a culture of the organization, we would help to identify who that person might be within the existing tower and say, this is something that could really lead this and help drive an idea hyre or advising that the organization may potentially need to bring somebody in if the goal is to get to a certain level with their online e-giving i’m with meghan galbraith, she is managing director of interactive services at changing our world. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven haven’t talked too much about budgeting on maybe cost sharing because we’re thinking about interactive work in director service across across departments. What was your advice in your your seminar around around cost sharing? Definitely one of the recommendations we have is looking at potentially having identifying task force around these activities and in that in your budget planning process to identify where one where you’re spending money across double spending to saying, well, who owns it and who needs to be responsible for and where should have fall, but definitely looking for cost sharing opportunities in my previous life before consulting, i worked for an international development agency where you ran the strategic communications, and we were constantly finding ways with the program group with the development group to fund the content generation trips so everything online, this content right? You need to share it. You need thio make a compelling case, all those types of things and the technology behind it, of course, but we really worked hard at learning year after year of saying we don’t have the money to do these things we want to do so how do you do it? So you look at what you’re spending in your traditional marketing. You look at who’s going on a trip. How can you train them with certain tools like a flip cam are mobile phone at this point? How can they capture the media to be able to do the various things right to do because the content doesn’t have to be high end high production value, right? It depends, and somebody with a flip cam can do some pretty compelling video if they’re committed to the work and they’re on site somewhere exactly, and the and the active what that continent supposed to do? You know, if it’s if it’s building awareness around your cause or your of your impact, and depending on the channel that you share it with there’s lots of ways tio have to have super high and sophisticated production. There are times for that super hot, but i do think it’s in terms of cost sharing, i think it’s an area that it’s certainly sametz needs to be paid attention to, particularly in this in this area. Megan galbraith is managing director of interactive services at changing our world. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. Meghan, thank you very much for being against pleasure was great pleasure. That was my interview from this past june with megan galbraith dahna thanks, scott koegler for joining me today and talking about google plus and also meghan galbraith, as well as the organizer’s of fund-raising day two thousand eleven, for all their help back in june next week, an important show robert penna, author of the non-profit outcomes toolbox, discusses the wave of reliance on outcomes measurement and gives concrete steps and shares tools so that small and midsize non-profits khun stay ahead of this trend toward outcomes assessment on da on a little lighter side, we also talk about easy bake ovens and my eagle scout project. It gets used as an example of what not to do in outcomes measurement. Keep up with what’s coming up on this show. Sign up for our insider email alerts on our facebook page, of course to go to facebook dot com and then the name of the show tony martignetti non-profit radio while you’re there, click like become a fan of the show, please, we’re pressing for close to five hundred lakes. Very exciting, very pleased, thank you. You can subscribe to the show and listen any time on the device of your choice by going toe itunes and you’ll find our itunes paige at non-profit radio dot net i’m on twitter, you can follow me? If you want to comment on the show, please use our hashtag, which is non-profit radio, use it unabashedly. Use it with impunity. Be out there with that hashtag our creative producer is claire meyerhoff, the line producer of tony martignetti non-profit radio is sam liebowitz, who is also the owner of talking alternative broadcasting. Our social media is by regina walton of organic social media, the only person listening today. 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