055: Explaining Earned Income & Leading the Leaders: Motivate Your Board to Fundraise – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Gene Takagi and Emily Chan of the Nonprofit & Exempt Organizations Law Group
Andy Robinson, consultant, and Kerry Kruckel, vice president for development and communications at WNET TV

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

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Welcome to tony martignetti non-profit radio. 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 got women donors from the fund-raising day conference in new york city last june, we talked about successful initiatives to expand your female donor base through targeted and appropriate cultivation, solicitation and stewardship. My guests were michelle walsh from the us fund for unicef and travis fraser from united way of new york city. Then it was linked in for prospect research. Our new regular contributor, maria simple, the prospect finder, was with me to share strategies for using linked in to find people and organizations who could be your board members, volunteers and donors. This week we are explaining earned income. Our legal contributors jean takagi and emily chan breakdown. 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. Then it will be leading the leader’s. Motivate your board to fundraise pre recorded at that fund-raising day conference in june consultant andy robinson and carry kruckel, vice president for development and communications at w any tv public tv in new york city reveal how to move your board to be the best fundraisers they khun b on tony’s, take two from my blog’s, say what’s on your mind. I learned a lesson about better communication from somebody who sat next to me on an airplane this past weekend, and that is tony’s. Take two at roughly thirty two minutes after the hour we’re live, tweeting today, use the hashtag non-profit radio to join the conversation on twitter. We take a break, and when we return, i’ll be joined by jean takagi and emily chan to explain earned income. Stay with me. Dafs 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 two, one two, nine, six, four, three five zero two. We make people happy. Bilich 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 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 to the show and thank you, samantha cohen. Jean takagi is principal of ennio neo non-profit exempt organizations law group in san francisco. He edits the popular non-profit law blawg, which you’ll find at non-profit law blogged dot com. Emily chan is an attorney at neo-sage principal contributor to the non-profit law blawg. They’re both joining me to talk about earned income. Jean emily, welcome to the show. Thank you, tony. Pleasure to have you back. Jean earned income. It can be good. It can be bad. What are we talking about? Well, when we’re talking about her dinkum, we’re talking about income that said, made by non-profits that’s not true. Donations through grants through charging fees, usually for services. Good. Jean, let me let me interrupt you for a moment. Could you talk a little louder? Jane is better. Yeah, that is better if you can keep up that. Thanks. Great. So earned income is about making income from services or goods or other assets that the non-profit may have to sell. And it’s not just asking for donations or grant on it’s. A way to diversify a non-profits revenue sources. Which is a good thing. Especially in times when other revenue sources from donations and grants maybe somewhat precarious because of the economy ah, and it helped to create a self sustaining program of the non-profit another really good thing in a way for non-profits toe leverage, goodwill and other ass. Yep. Okay, so this is income aside from your fund-raising a cz you said sale of goods or services there, there there there’s a lot of earned income out there, isn’t there? Jane? Absolutely. I believe emily sighted in in a recent block post that about seventy percent of the income reported by non-profits is actually derived from earned income sources and not fund-raising okay, so the majority of the of the income all right, and emily this khun b, that could be a downsides and non-profits too, right? Yes, there are to mean reasons why non-profits should be aware of this concept of unrelated business income because first thurs attacks that the irs imposes on income coming from unrelated business activities and second for public charities there’s a requirement that the organization be operated primarily for exempt purposes. So if there is too much unrelated business activity happening, that can actually jeopardize the status. Of the organization. Okay. Jargon jail have to getyou for unrelated business income. Unrelated to what? Let’s, break this down. Yes, on that really? The key concept here. So within earned income there could be activities that are considered related to the exam purposes for which the organization was formed. And then there can also be activities that are considered unrelated to be exact purpose of the organization. Three irs defines this three part of a trader business that’s regularly carried on that’s not substantially related to furthering the except purpose. So really, it gives the definition for unrelated business and that’s kind of how we see which activities are considered related or whether they’re considered unrelated. Okay, so i think the key phrase there is substantially related. Gene what? How does the organization decide whether it’s earned income is or is not substantially related to its a charitable mission? It’s definitely a fact specific inquiry, tony. The general idea is that related business advances the organization’s charitable mission without considering where the profits go. It’s the activities himself that contribute, importantly toe advancing the mission. So even if there was no money generated from that activity, the charity would think that running that business is a good idea because it helps again further, the mission furthers, uh, the interests of the charitable class of individuals trying trying to help no unrelated business is one where the activities really have nothing to do with advancing the mission, but they’re carried out to generate revenues that will be used later to advance the mission and it’s that’s unrelated business that could be subject to the unrelated business income tax and that can get a charity in trouble if it’s engaged in a substantial amount of of that type of unrelated business activity. Okay? And you you draw and a n’importe distinction. I think, between the activity that creates this earned income and the place to where that money goes once it comes into the organization, we’re interested in the former, right? Exactly. So for this analysis, we don’t get her where the money goes. We’re just looking at the activities himself, okay? Yeah, go ahead. Sometimes very difficult to tell. Tony, for example, does selling clothes or other retail items really further a charitable mission. And, you know, on one side, you might say, well, it looks like a department store. It looks like a boutique, but it can for their mission if, like, goodwill, the operation of the business provides education, job training and work experience for disadvantaged class of individuals so it can be very fact specific, and we’d look at all the facts and circumstances to determine whether it’s related or not. Okay, and we have just a minute before the break. So so the activity that we’re interested in is the activity that generates the revenue the income let’s call keep put consistent generates income, and you’re comparing that to the tax exempt purpose, which would be the charitable mission. And that’s, how you’re determining whether the income is related or unrelated? Why am i explaining this? Right? That’s? Exactly. Right. Okay, cool. All right, so we’ll take a break, and when we come back, emily and jean will stay with us. We’ll talk a little bit more about how to determine where, where this related or versus unrelated income fits. And what happens if it turns out to be unrelated. Which sounds ominous. This is tony martignetti non-profit radio stay with us. E-giving attempting to getting thinking. You’re listening to the talking alternate network. Get him. Good. Duitz 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. 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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. Schnoll welcome back, we’re with jean takagi and emily chan explaining earned income. So, emily, maybe we could talk about a couple of other, maybe just fact situations where i guess the irs has determined or, you know, or some court has determined that that something was definitely related or unrelated income. Can you give another example, besides the one that gene had with the goodwill? Sure, another common example is with museums that generally have this charitable and educational purpose, but they also generate income through activities like a gift shop or having a cafe. So now we’re looking at the specific activities, and the irs doesn’t a kind of a broad stroke with activities it’s going to look at each activity and even within that activity kind of separate parts. So starting first with the gift shop, i’m emily, before you go further, can you can you speak a little louder? Force? Thank you better. Yeah, it is better, thank you within a museum, gift shop, museum, maybe selling items that i’m advanced charitable and educational purposes, for example, their reputations of the art that’s displayed on other items like that, but they also may be selling things like seven years to the city for which is located, which really is not going to be considered substantially related to charitable and educational purpose at the museum. In that case, the irs look att each item, maybe even and determine whether that’s related or unrelated, and so it can get quite nuanced if we done looked to the cafe. Now we’re talking about some of the activities where the irs also make exceptions. So some cafes in a museum may be considered related if they fall under the exception of being there for the convenience of the members and the patrons who come into the museum. But then, if we’re looking at a cafe that open to the public that list, they have the street entrance. Now it’s starting to look like a commercial cafe for-profit cafe, in which case we are arrest may come in and say, this is unrelated income, and now the museum has to be concerned about the two issues we raised earlier of pre-tax or possibly okay, that’s really interesting. So so within this category of earned income, some of it can be related and some of it unrelated, and then the non-profit has to. Account for those separately, like within the same cafe or the same museum store? Yes, on so this is. And another misconception that comes up is not an activity itself, such as running a cafe can actually generate both unrelated and relieving income. I’m so again, and she noted it’s just very fact specific and the na me but they’re not the museum when it reports it’s income in its annual information returned to the irs got toe actually list out every item that generates related versus unrelated business income so it would have to say, well, we we sold some t shirts and mugs of the city city souvenirs. This generated this much income that would be subject attacks. We thought this many art prints and books on art which would be related and not subject to that attack. Yes. Ok, so they do have to account separately for all these different categories of related versus unrelated. Wow. Okay, so is that so it’s fragmented? I mean, they’re the income is fragmented and that’s exactly what the irs calls that they call it the fragmentation rule. Okay. And let’s talk a little more. Jean about the consequence of of unrelated, it earned income. It’s, you and emily both mentioned the unrelated business income tax is that what gets applied to unrelated income? Exactly, and the whole idea be behind the unrelated business income tax was to address the problem of unfair competition with for-profit businesses on dh back in the fifties, when when the law was first created, there were a bunch of large non-profits like universities buying for-profit businesses and not paying taxes when running them within the non-profits can imagine that a small business it could be very upset if this big non-profit competitors came in, didn’t have to pay tax and had this huge competitive advantage over the small business owners, plus the additional advantage of not paying property tax, et cetera, the other the other advantages, aside from not paying tax on the income right, exactly, exactly right. And so you could see how they would be this unfair competition if non-profits weren’t tacked on this unrelated business income, and there is a one thousand dollar general thresholds first, one thousand dollars sort of escape, but beyond that, then it’s considered substantial enoughto require that the non-profit file a special information return or tax return. Reporting it’s, unrelated business income tax and the income tax is a tax on the normal corporate tax rate that a corporation would have to file a for-profit business would have to file, which is generally somewhere between fifteen and thirty five percent rate. Okay, and there’s an additional return to report this beyond the nine, ninety it’s not just a schedule in the nine, ninety that you that you ah, that you file correct it’s a separate return called the form nine, ninety and just like the nine, ninety, it has to be publicly disclosed. Okay, tea for taxable. Maybe. I don’t know. Okay? Or tea for tony, i think it’s the nine. Ninety tony for i prefer that. Okay, so who should be making this call mean, does this this is definitely require an attorney? If you have this earned income that you know, outside you’re fund-raising income, you’re getting money for goods and or services? Does this have to be an attorney making the call as to whether it’s related or unrelated her candid account into it? Or or who? Offgrid i think it’s a mixture of individuals that really can help make this decision. I’m in one respect there really is a business decision that has to be made by the organization and its leaders, even if the organization is generating related income. I mean there’s questions about whether there’s capacity the resource to support it and weather engaging in these activities might even lead to something like mission creep, where the organization starts to move further and further away from the reason it was organized. I’m certainly having the help of experts can be incredibly useful for an organization as kind of our discussion is highlighting there’s so many nuances to this rule, and unfortunately, the irs doesn’t give kind of a straightforward, bright line threshold to say where you’ve crossed that line and now have based on certain consequences, such as getting your tax exempt status provoked. So i certainly think there are many people who could be useful durney i’m with jean takagi principle of the non-profit and exempt organizations law group in san francisco. Emily chan is an attorney in that firm. So emily, you just mentioned possible revocation of your tax exempt status. What? We haven’t gone that far yet. What? What is that about? So public charities when they first formed one of the requirements under the internal revenue code is not this organisation be primarily operated for the exempt purpose? The issue with unrelated business income is now is there’s too much unrelated business activity? The irs is now saying you’re no longer being primarily operated for related purposes. Unfortunately, though the iris has not said definitively at what point can you say now? We were engaged in substantial on really business activity many people ask for, like percentages or income amounts, but unfortunately, the irs hasn’t spoken on that. Many practitioners fall on the twenty percent rule of thumb of, um, the amount of generated income coming in, but sometimes being office may reap are looking at the amount of resource is the organization is actually dedicating unrelated business activity as opposed to how much income is generating let’s stop for one moment. So on emily, i have to remind you speak a little bit louder, please. So twenty percent you’re saying some practitioners use a twenty percent. What are we taking? Twenty percent of if that’s your if that’s the test, you’re using twenty percent of gross income from unrelated businesses, okay? And and some practitioners think that is a threshold for for what, when you have to report it or or what it’s a good rule of thumb common amount that many practitioners fallen for when the organisation should be concerned now that they may be e-giving into too much unrelated business activity in which consequences could be oh, i see. Ok, so there isn’t a bright line. There isn’t a bright line as to how much is too much. Some practitioners use twenty percent. I don’t there’s some practitioners who think as long as it’s not above forty nine percent that you’re okay, yes, but certainly arrange again because the irs hasn’t said exactly at what point they believe that the line is drawn and partially because the analysis is still back specific, it may just be difficult for the irs to say definitively across the board this is the one amount where every organization must follow-up right, i can jump in turn, please, you know the irs is really looking at all. The resource is being used by the non-profit that’s directed at the unrelated business. So if it’s, using ninety percent of its resource, is not to engage in charitable activities, but to engage in the unrelated business and the unrelated business is only generating ten percent of the total gross income. Well, that’s still probably too much unrelated business activity devoting ninety percent. You know of your resources towards it on dh. That could lead to revocation of exempt status even below that twenty percent rule of thumb. Because we’re really not just looking at the income, really looking out at how the organization is using its research. So on the sort of congress sight, if it was using only five percent of its resources and it was generating eighty percent of the growth income of the non-profit that may be okay really generated so much income is just so little resources are going towards that, and then the other ninety five percent are all going towards furthering its charitable purposes directly. So it’s it’s really more than just the percentages, but anything over twenty percent, i think emily cause that is a good rule of particularly for account that he may not be looking at the activity level, but looking at the numbers and saying, hey, you better talk to an attorney when you get to that level of income from unrelated business. Okay, interesting. So i just want to recap a little where we’re talking about earned income, which is different than your fund-raising income, but so it’s a part of your gross revenue apart from fund-raising income discerned income and then earned income could be either related or unrelated. And we’re talking about now the consequences of having too much of the income unrelated. And jean, you had said the threshold for reporting is a thousand dollars. Is that right? That’s? Right. Ok, so if you have over a thousand dollars of unrelated income that’s, when you have to file the nine ninety tony form nine ninety tony form that that’s, right? And i should add, actually sort of define what growth income means without trying to get into jargon jail here. Okay. Income for this purpose is means the gross receipts, less the cost of good souls. So, for example, if we had t shirts and we sold two thousand dollars worth of t shirts and the t shirts costs us twelve hundred dollars, how then are gross? Income is only eight hundred dollars, so we wouldn’t have to file the nine. Nineteen. Okay. Okay. Ah, are there? Are there exceptions to the so what’s could be unrelated business income, gene? Yeah, they’re they’re exceptions to the whole area, unrelated business income tax and whether it would apply and the common exceptions that that we talk about are the three basic ones. When is the volunteer exception? So if the unrelated business is carried on by all volunteers, that will be an exception, and those activities will not generate income that’s subject to that unrelated business income tax. The other one emily mentioned is when activities unrelated business activities are carried on for the convenience of members or patients or students, and that might be like a hospital, gift store or bookstore in in a and the university or the example that emily brought up a cafe inside a museum that serving just the museum patrons. That’s called the convenience exception and is another exception where you don’t get charged with that unrelated business income tax. And the third exception that’s often cited is the donated good exceptions and that’s when you run an unrelated business like a thrift store. But all of the goods inside the thrift store were donated so similar to again the goodwill model. In some cases and and other thrift stores that are run by non-profits it’s a business and it’s unrelated but it’s all donated goods so they don’t have to pay the unrelated business income tax there’s one more modification we call separate from these three basic exceptions that everybody should know about and that’s the passive income modifications. So if you’re generating a lot of income from interest and dividends and red ilsen royalties but it’s passive, you’re not doing any activities, teo, get that that income it was just based on investments that will not be subject to the unrelated business income kapin but it gets so complicated that they’re exceptions on exceptions and exceptions, those exceptions? Yeah, no kidding, especially. I’m sure about the passive income when you start getting two rents and especially ranson and there’s prints on commercial property. Okay, let’s, not go that far. But i am interested in the volunteers that first exception volunteers doing all the work. So? So if you had any employees like in a thrift shop supervising volunteers, then then you wouldn’t qualify for that exception. Is that right, jean? It would be we would look at it from a substantiality points. So it’s substantially, all of the workers were volunteers. Then we’ll get that exception. You may still have a back person sort of supervising all the volunteers, and that could still work out. Ok, ok. And emily, the donated goods that does that exception have to be one hundred percent? Or is that also? Ah, substantiality test there for that exception, we’re looking again at it reality. So with many thrift shops, we see this happening. But certainly, if there’s a combination of exceptions to the unrelated business income roll and then there’s one or i think school that are considered unrelated. Then again, the fragmentation role, as we talked about earlier is going to be triggered on the organization is going to need thio mark each category. Make sure it accounts for that. Okay? Fragmentation, substantiality unrelated business income in the nine ninety tony form jean is there anything we want to wrap up with? We have just a minute left. Anything we haven’t said about earned income that you think small and midsize non-profits should know well, apart from the whole related and unrelated part, that big driving force behind designing to engage and earned income ventures is deciding whether you really got the capacity to do it, and it makes sense it’s compatible with your mission. You’ve got the right assets that are worth selling probably want to pick the low hanging fruit first do stuff that you’re already good at because you don’t want to surprise your staff with managing a totally unknown entity and unknown venture on distracting them from from doing the mission and want to get involved too. As he plan about that, you need to know the laws and risks involved. Whether you’re selling goods, maybe sales tax are involved, you may have new employment issues and intellectual property issues, social media issues, licenses, permits, insurance and all of those things. So getting some experts to help you making sure you have the capacity to do it ahead of time. Those those are my best tips for you jean takagi and emily chan gene is a principle of neo the non-profit exempt organizations law group in san francisco. He edits the non-profit non-profit law blogged at non-profit law blogged dot com emily chan is an attorney at neo-sage principal contributor to that blogged emily gene, thank you very much for being on, we look forward to hearing talking to you again next month. We look forward to it as well, tony. Thank you, real pleasure. Thank you. We take a break, and after the break, tony’s take two and then leading the leader’s motivate your board to fundraise, so stay with me. Dafs you’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics politically expressed. I am montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you 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. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. I’m leslie goldman with the us fund for unicef, and i’m casey rodder with us fun for unison. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. My block this week is, say, what’s on your mind and that’s the topic of tony’s take two on an airplane just this past weekend from chicago to new york. I was with a girl who was just very forward about saying things that that a lot of us would filter. So there was there was she’s, twenty four years old, elisa, and it was clearly, you know, some disorder that just made her say what was on her mind just as i entered the just entering the row to sit down, she asked me what’s your name, how old are you? Are you married? So, you know, that’s got me thinking, you know, she was very charming and sweet and at the same time, you know, unashamed, um and it just got me thinking, you know, they’re there we censor ourselves a lot, and we suppress things that maybe sometimes appropriately suppressed i mean, we can’t all be saying all the things we’re thinking with we’d all be without jobs without friends, but some things i think way sensor maybe should be said and and ah, not avoided just because they might be very sweet or, you know, unmanly. If you’re a guy or maybe because they might be, um, you know, a sign of weakness, so i just raised my consciousness about censoring myself and saying more things that i’m thinking and letting people be more aware of what my thoughts are in the right circumstances. And so i thought that might be a benefit to you because so much of our work is relationships in our inn. Non-profits so that’s say what’s on your mind, it’s on my block, which is that m p g a d v dot com and that is tony’s take two for friday, august nineteenth. We’re now going to move to leading the leader’s motivate your board to fundraise. This was pre recorded at fund-raising day in new york city this past june, and here is that interview. Welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven were in new york city times square at the marriott marquis, and i’m joined now by andy robinson and carry kruckel andy is principal of andy robinson consulting. Carrie kruckel is vice president for development and communications. Wnt channel thirteen here in new york city. Welcome both of you. Thank you. It’s pleasure beings for having us. Our pleasure. Your seminar topic is leading the leaders how to motivate your board to cultivate major gift. I’ll tell you, we’ve done about half a dozen interviews today, and the board has probably come up in four or so of those of those six so far, but now critical the board’s role in fund-raising and how do you want to start the start? The topic? What? What? What is their responsibility? Well, where i would start this topic is i’d say we have to define fund-raising so it’s not just asking for money. It is the whole cycle of behavior. It’s identifying prospects, it’s cultivating it’s asking it’s, thanking it’s, recognizing its involving and so all that stuff. And if we define fund-raising is asking for money. There are a certain number of people, including a certain number of board members who will never get there. Okay. On the other hand, if we define fund-raising as this larger piece of work that we all have to do, then i would argue pretty strenuously they that there’s a place for everybody in that cycle, even the board members who hate to ask for money. There’s just the old fund-raising or something they can do? Absolutely there friendraising there. Friendraising yeah, we call it friendraising fund-raising atar side, which is the same thing. And it’s absolutely critical because actually, my feeling is that you don’t want every boardmember asking for money. Let’s, let’s try to go through a little life cycle of a boardmember how do we make sure we recruit board members who want to participate in this in his willingly? So, andy out recognizing that there may always be some that will will object strenuously and never maybe we’ll get to the difficult cases, maybe, but in the light in the opening lifecycle, how do we how do we recruit correctly? Andy? Well, the first thing is transparency mean, let people know when they’re joining your board that this is one of the expectations and i’m a believer and job descriptions, i think you specify what expected. Boardmember and i think the job description has to be reciprocal, meaning we’re gonna expect you to raise money on one side on the other side, we’re going to train you how to do it, we’re going to support you or give you some options and how you participate. Oh, so there actually is organization responsibility. It’s reciprocal? Yeah, absolutely. I mean, where a lot of lorts fail and be interested to hear your take on this carry. A lot of boards fail is they bring people on and they say, go raise money and they kick him in the butt and they supposed about the door do it there’s not training, but on the morning there’s not support. I mean, there’s, this sort of fantasy that they’re all they all come in as skilled and willing fundraisers. And that is rare. Carrie, how about you? For the recruiting side on the recruiting side were very strategic. And w n e t we have a committee that’s, just a people. So of my board of forty, only eight are formally asked by the chairman to be active solicitors for deb unity. And they partner with me. I trained them on. We have a whole business plan that they stick, teo, that we establish the beginning of the year. Now, just as important to that group a zach repairs to the organization is all trustees do. We asked him to give when they joined the board, we have a give and get yes expectation it’s very clear it’s not give or get you have to give not all of our trustees khun give it the same level, but they all have the ability to additionally get one of the criteria for recruiting a boardmember sir, is what is the network that they’re in what’s their orbit in sphere of influence and that’s we played too. We played to that strength rather than to a place that they may not be familiar. So that’s really key. So everybody comes in with a certain capacity said, but only a handful of people work with me on act, actually soliciting gifts, large gifts, the rest friendraising yeah, just once just one fifth of your board, but the andes to the point that andy made there is a role for everybody, so rule for only one fifth of your board is actively soliciting, right? But i would say another two to three fifths of our board are actively friendraising calling me all the time with great leads, contacts, ideas, and then the development committee is a very tight, working operation that, you know, we activate when we’re ready yeah, god, those eight people self selected or you hand picking the ones you want to turn into solicitor’s i’m in the process of handpicking because i just joined the organisation fifteen months ago, so i inherited a wonderful development committee, but some on that committee still are not comfortable soliciting. They’re more comfortable, say, leading a major gala that raises three million for the organization so that’s that’s significant in a different way, but know, as i handpick in this new new year, we have two new co chairs and they they go about fund-raising from a different very different points of view. One is a seven figure donor and annual basis, and one is a six figure donor, and so we tackle it different ways. One is very entrepreneurial and, you know, a tremendous seller, great talker, the other one is very focused wants to close five gifts at a million or more. So you create this this dynamic of what’s a business plan for each of them that kind of gets the whole committee where they want, and that also suggests the support that the organization has to provide in terms of a business plan, you’re talking about a business. Plan for each of them that’s i’m sure developed in collaboration with them, but your staffing that plan on dh you’re proposing the plan to them, right? Staffing that committee is probably fifty to sixty percent of my work. It’s a big part of my job and you say an interesting word, it’s, a business fund-raising is totally a business, and until trustees see how that business is an operation, they don’t really trust the process. I kind of think they might be asked out there on a whim, asking for money, but there are three major categories of running a very solid development shop, whether your staff of three or staff of seventy like we are, but you have to have those principles in place and regularly talk about them so that the trustees feel like there was a very strong foundation that’s pushing this for them and supporting them and support them now. And he talked earlier about proper training of a new boardmember what? What is training look like wnt for a new boardmember around fund-raising around fund-raising? Yeah, um, it’s pretty informal. I mean, we have formal orientation for all of our board members when they join and then every year all the board members get a mini kind of refresher, but when it comes to fund-raising, we sit down and we establish our goals and objectives together, i usually come in with a set of recommendations that i review with the chair and the co chair, but i really trained them as they get ready and go out. I equip them with basically the case for support, so anytime they’re out socially or if they’re setting that i’ve set them up for they know the elevator pitch, but until they’re actually going out on a call, i don’t train them until they’re going on a call. So that’s basically a really sell that briefing, and then you know, half an hour on the phone or sit down where we kind of go through that solicitation. Every solicitation is different, all right? But i don’t formally trained them. I don’t bring in outside consultants to train them. I’ve been doing this for twenty two years. Why generally, you know i might this year will be my first let’s see will be my second year kicking off the committee for the fall can i probably will have three new committee members, so i’ll probably take forty five minutes to kind of go through the rules of the game and how they’re set up tio have a great experience and a win win for the organisation, right? And then i’ll do one on one training and what kind of feedback do you like to see from a boardmember after they’ve been in the kind of meeting that carries talking about preparing them for afterwards, how do they feed back what they’ve learned in that meeting to the organization? Yeah, it’s a good question. First of all, the classic way we do this, i don’t know if this is true it w n e t the classic way we do this, we go out hairs, it’s a boardmember with a staff member and sometimes boardmember zehr skilled enough to go out alone and do asks and that’s fabulous, but i think that’s the exception rather than the rule. So usually what this looks like is thie carries of the world are sitting down with the boardmember after the meeting’s over, and sometimes you’re doing this in the car, you know, when you’re sitting in somebody’s driveway and what did? We learn how excited is this person? Are there other next steps that we need to take who’s goingto leave who’s going to take that next step? Who’s going to lead on that? How do we follow up with that person? It’s not a bad idea to produce some sort of scratchy where you actually have a standard set of questions you’re asking each other to debrief the meeting. So you actually have something you can then put in the database and use that to manage the relationship? What do you like to see andy in terms of the other relationship? Sorry, the other board dishpan ce abilities, aside from soliciting let’s say we have boardmember is that our? We’ve agreed, mutually, either i don’t solicit or you’re not comfortable listening, and we understand it. What are the other roles? Well, this could be an entire phone call baizman entire interview unto itself, but just off the top of my head, one is identifying prospects, even if they’re not willing to approach those people individually. Another one is creating opportunities to educate people, so if you’re at a radio station, you could bring him in and give mature if you’re a land trust you could take him out on a hike. If you’re working with children, you could bring them in to see the kids doing what they’re doing. It’s a cultivation piece on the back end? I’m a great believer in boardmember is picking up the phone and thanking donors, even people they don’t know and saying, hi, my name is andy robinson, i’m a volunteer boardmember with name of organization, i am not calling this evening to ask you for money, pause, you know, they collapsed on the other end of the phone, right? I’m just calling to say thank you, and these phone calls are revelatory because a lot of board members expect they’re going to get grief and people. Wow, i love your organization is so great it’s a privilege to give and it’s a really good way to ease people into fund-raising without the ask part that’s just half a dozen things they could do what i liked about that that last ideas having boardmember calls that ghetto learned the exuberance that’s out there, even if they’re calling fifty dollar donors, you could have boardmember calling fifty or hundred dollar don’t love that, yeah, i would love that. And then they learned that. There’s, this, this is base of support. It doesn’t only exist among the six and seven figure donors, and the variation on this and i’ve done this several times is tohave. Donors come to a board meeting and do a little donorsearch. Because a lot of board members think donors air from mars don’t know when they’re different species. And actually, they’re just like everybody else. Except they love your organization more than most people know. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping hunters. People be better business people. Buy-in 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. 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And i’m travis frazier from united way of new york city, and i’m michelle walls from the us fund for unicef. No. Durney carrie, how are how are you using boardmember sze who the ones that are not soliciting the other, the other four fifth what are some ways that they are directly involved in fund-raising they are every board member’s assigned to a committee wnt so we have seven committees, so they’re all engaged in some aspect of the mission of the non-profit my job, as i see it is the chief fundraiser is, too connect the fund-raising relevance to other parts of the opposition they may be working on, so if they’re working on programing, or if they’re working on investments or finance is what is the value of that work to the role we do and fund-raising so making the connections is really in part because a cz you pointed out they all have thinking about fund-raising they may not all be actively engaged, so the challenge is is how do you how are they experiencing the kind of the mission in a way that they’re feeling connected that keeps them kind of, in a sense, cultivated as prospects themselves and that’s a really big challenge? Because if you’re on the audit committee, that is not really a very inspiring everybody wanted wnt everybody want to be on the education committee because that’s where the programs that work with kids, mostly and that’s what they want to do because that’s exciting, but there are other fiduciary responsibilities, so it’s a challenge? So what we do is the ceo, the chairman, and i actually spent a lot of one on one time with our trustees, we take them out to lunch, we try to meet every trustee twice a year, just one on one intimately because board meetings, you really can’t connect on an intimate level. You really getting business done that’s a really valuable idea, i think connecting the leadership with the ceo with the with the boardmember include maintaining that relationship, you created friendship and trust there, but then we also i’m a big believer in events as a way to keep the trustees kind of socially connected. They don’t have to come to all the events, but they come to one or two a year in the months that you’re not doing boardmember ings w n e t we do a lot of screenings for new shows that we’re airing and that’s when we have trustees president, we give him a role, we ask himto welcome the guests, we ask him to go meet three or four people, so they always have a role in friendraising on the external side when they’re not doing the work of the board. I’m with carrie kruckel, vice president for development and communications, wnt thirteen and i see, um and anne robinson principle of anne robinson consulting their topic at fund-raising day two thousand eleven is leading the leaders how to motivate your board to cultivate major gifts, and this is tony martignetti non-profit coverage of fund-raising day two thousand eleven in new york city. Andy, what do you like to see in terms of the relations, the working relationship that carry started tow talk about between the ceo and the board around? Fund-raising well, i think the first thing is that there are ceos, executive directors who embraced fund-raising get it who are excited about it, and there are those who don’t and i have been development staff, it organizations where we had one and where we’ve had the other and this was was work is a whole lot easier if the ceo gets it and embraces it and understands it. So i’m going to start with the assumption you have one of those if you do the answer, the question, i think, is to have shared expectations that air clear about who’s going to do what and to find ways to engage people at the board level who will lead on this and the way i think about this and someone taught me this term is to have a successful fund-raising board, you need someone who is the spark plugs on the board when it comes to fund-raising because usually the way this works is staff are saying to the board, you need to raise money, you need raise money, we need help, and this is basically going to your supervisors and saying to them, you’re not doing your job well, which is tricky, she’s ill should that sparkplug be the chair of the development committee? Well, that works for me, but i’m less about the title, and i’m more about the personality, the attitude i mean, if you don’t like sparkplug, we can work with the word coach, we can work with the word cheerleader. I like the word enforcer, okay, but one spark plug, good to spark plugs. Better threespot plugs you have a really good fund-raising board, and if you can invest this person with a title like chair of the development committee that’s great, but i have seen it work really well when the chair of the development committee was more about the details and logistics, but they weren’t the one who did training and inspiring and enforcing. So i’m good either way, but somebody at a board level has to has to be that person, and the role of the ceo is to make sure you have that person to support them and doing that, make sure that they can do their job at a peer to peer level on the board. Okay, carry it sounded like you had something to say around around that relation that ceo board relationship, i would add that your board chair and your president, ceo and fundraiser have to compliment each other, so if you know what you have going into the mix and you don’t have the right balance of strengths, then you need to recruit very actively. Having a strong ceo who likes to solicit as well as the chairman can often be very problematic if they’re both looking for, you know, the chance to close on a gift and you have a donor who’s got two very aggressive people at the table that’s pretty tough, so i, like i’ve always looked to find a nice balance if the current ceo i work for is somebody who’s ah, wonderful articulator, but not necessarily was comfortable with making the ask or the clothes i’m looking for a chairman or a trustee to support him. Who has that complement the personality i generally find they’re just going backto. One point is, is that it’s really the rule the fundraiser to fill that gap? Knowing what your strength or as a professional fundraiser and playing those up, i probably can wear twenty different hats a w entity at any given time to support the trustee or their ceo or the chairman in an ask or a cultivation, because i’d have so much experience and see where the gap is in terms of how they’re going to relate to a potential donor. And i think that’s a number something non-profits can’t overlook is hiring the right fundraiser who has that kind of experience and working in a lot of different settings. On gonna frame this slightly differently. And i think this is complimentary. Really? Good development directors are good at getting other people to ask for money. Yeah, and, you know, doing it themselves? Absolutely. But the good ones are empowers. And trainers and supporters and that’s another way of what you just said. It’s a good point. Can i raise a second point, please? We’re talking, quote unquote. Major gifts and carry rolled out the six figure gift in the seven figure gift. And there are plenty people listening to this who will find those numbers to be frightening. Yeah, a thousand dollars is some organizations of thousand buckle is a major gift. The principles are the same. It’s. Not about the amount of money. It’s people who we consider major donor prospects, they get treated differently. They get more attention, we get more face time with, and we’re trying to find a way to engage their interests in a personal way. And that is really irrelevant about the amount of money we’re talking about. Okay. Excellent point. Thank you. And i agree. It’s. Very good. Carrie. What do you like to see around the the organization’s support of board? Members who are who are actively engaged in fund-raising what what kind of role is the organization playing toe to support those boards? Boardmember well, what i love to see that i don’t see much is an entire organization that understands the rule of the board and threw their department say their area of expertise, whether it’s, a on the mission delivery side or the education cider, the outreach side is that the leaders of those departments are justice. Capel is a fundraiser and communicating the progress of the mission of the non-profit to that board tends to fall into the lap of the fundraiser of the chief fund-raising almost every time you’re managing all aspects of the board, so but that’s, what i like to see, even an organization that doesn’t have it is a readiness and an understanding that we all are cultivating our board on the ceo or i’m the vice president, this department, i have a role in that, so i do spend time with my colleagues training, preparing them, helping them understand their role each year in terms of how they would interface with their committees that they’re managing, but i think that’s a really key part because it can’t just fall in the hands of the chief fundraiser at any size organization because it’s, very time consuming fund-raising really has to be out there also asking for gifts of other donors, not just working with the trustee’s. It was kind of building that pipeline, and so if you’re internally managing all components of the board, it’s very challenging, so i look for that but it’s really hard for non-profits to achieve that, you know, andy would have about thirty seconds left. What do you like to see you? So you have to be a little brief in terms of the organization supporting its member, its board members well, love, um, show appreciation, even if they don’t do absolutely everything you want them to do, reinforce anything that’s a positive behavior in this direction because these people are volunteers, they’re doing this on their own time with their own love, and we need to show appreciation even if they don’t do it perfectly if they do it pretty good. That’s a step forward, so i would honor that. Andy robinson is principal of andy robinson consulting carry kruckel is vice president for development and communications. W n e t thirteen there seminar topic is leading the leaders how to motivate your board to cultivate major gifts and this is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven in new york city in times square. Carrie andy, thank you very much for being guests. It was a real pleasure. Thank you, thank you for having us. That was my pre recorded interview from this past june the fund-raising day new york conference next week. Google plus for your non-profit our tech contributor and the editor of non-profit technology news, scott koegler is with me to size up the newest big splash in social networking and also break down the silos, integrating communications, pr and fund-raising for better results from the fund-raising day conference in june, my guest will be meghan galbraith, managing director at changing our world for this week. I want to thank jean takagi and emily chan of the non-profit exempt organizations law firm and andy robinson and carry kruckel as well as the organizer’s of fund-raising day two thousand eleven for their hospitality from week to week, you can keep up with what’s coming up. Sign up for our insider. Email alerts on the facebook page. While you’re there like us and become a fan of the show, you know where facebook is. Just go to tony martignetti non-profit radio. When you’re in there, you can listen live or you can listen. Archive. The archive is at itunes. 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054: Got Women Donors? & Lovin’ LinkedIn for Prospect Research – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Michele Walsh, director, leadership gifts, at U.S. Fund for UNICEF
Travis Fraser, director, major gifts for United Way of New York City
Maria Semple, The Prospect Finder, consultant in prospect research

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

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Welcome to tony martignetti non-profit radio on friday, august twelfth. I’m your aptly named host tony martignetti hope you were with me last week when it was wild woman fund-raising i had mazarene treyz consultant and author of the wild woman’s guide to fund-raising she was with me for the full hour to share her thoughts about career social media grants, manship and mohr. We did our live first tweeting last week, and we’re going to keep that up this week when it is got women donors from the fund-raising day conference in new york city this past june, we talk about successful initiatives to expand your female donor base through targeted and appropriate cultivation, solicitation and stewardship. My guests are michelle walsh from the us fund for unicef and travis fraser from united way of new york city second half of the show linked in for prospect research i’ll be joined by our new regular contributor maria simple the prospect find her, she’ll be sharing strategies for using linked in to find people and organizations who could be your employees boardmember sze volunteers and donors. As i said, we’ll be live tweeting this week the hashtag is non-profit radio we’ll take a break, and then we’ll start with god. Women donors you’re listening to the talking alternative network. Neo-sage you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Zoho hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com durney durney welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven at the marriott marquis in times square in new york city. My guests now are travis fraser and michelle walsh. Travis is director of mate gif ts for united way of new york city and michelle walsh’s, director of leadership gif ts for the united states fund for unicef. Welcome, thank you, thanks pleasure to have you, they’re seminar topic is success stories got women donors, and so we’re all about talking about female donors. Michelle, why are female donors important? Why are the important they’re important? Yeah, i mean, if you look at research even to start, which is where we were talking earlier today, it’s, they’re making up a larger part of the e-giving population than ever before. So i was just referencing an article earlier where in two thousand five was the first year that the irs had records that women were actually out giving men as a whole. I think it was sametz twenty one billion as compared with about sixteen or seventeen billion so and that’s already, you know, six years old at this point, but they have huge giving power and very often that they make their decisions differently, and we need to be aware of that and that they also are motivated differently, so i think they’re important because they do give and when they do give, they tend to mobilize people, so not only did they give their own funds, but they’re also generating additional support very often and travis. Of course, in the upper ages, women survive men on average, yes, moflow closer tonight. So? So if we’re talking about deferred or planned gift, women become critical because typically they’re inheriting their husbands, their husbands, states or a portion of yeah, yes, that’s that’s true, we don’t deal a lot with plant giving within our women’s group, and i think as our core group of members ages and we start looking broadening, i guess t younger populations, we might start making plans with four plan giving with them, but because of how we’re able to engage them and draw them closer to the organization, they really i thing translate into perfect prospects for for major get for plant gifts in the future. So, michelle, you mentioned different donor motivations women versus men. What are some of the differences that you see? I think that women as a whole, obviously only one particular woman relies right, but that if you look at women as a whole, very often they’re motivated by things that they can connect with and be involved with, so they’re motivated by family, they’re motivated by making a difference. We’ve noticed that it’s not usually being on a donor list or being on a donor wall, they also want to be a part of a community that’s doing something that has results so there really is a motivation about doing. Good in the world and what? What? That accomplishment iss okay, and how do you find that different than than the male donor? I think that it’s not as driven in terms of the connection. So seeing something and seeing what it’s doing hasn’t been as much of a motivator for men in that same when you can have more of ah here’s here’s the information this is what it’s going to do? Of course they want to know what the results are but it’s not as much of a desire to be engaged in the process. Okay, yeah, michelle, your work does include working with older donors seventies and eighties women in those ages. I would say that it’s across the board. So we’re looking at ultra high net worth individuals and that’s really are deciding factor. There are certainly maura’s. You get up towards those hyre age groups of people that have accumulated that type of wealth. I think you spoke earlier with some of my colleagues who were talking about the younger generation twenty one to forty, right? And so we’re looking, really hoping towards getting most of the people to million dollar giver is a leadership. Gifts for us is one hundred thousand, but if we’re looking at that group, they are going to be, you know, tend towards the older end of it, but the representation of what portion of that is seventy to eighty, you know, i wouldn’t know off the top of my head, but there are certainly some people in there that would be in that age group, okay? And when you’re dealing with women of that age, i’m trying to focus. We’re talking about dahna motivations what’s your experience with when the husband was the primary donor on dh he’s, now deceased, you’re going to the you’re going to the surviving wife, what’s your experience around their willingness to teo continue to give, i think i mean it’s so individual if they’re very defined and what they’re giving is it’s, you know, very often on lee really about honoring someone’s memory, but if in order to engage them personally is the only way that i think that you’ll be able to get to that larger gift on dh to be able to do that, we’ve had it in a couple of instances, but getting back to even what the data is. Is that women are making more of the decisions while they’re alive. We know, with the married spouses well, i think travis actually was talking about what i was yeah, yeah, don’t you want to, travis? I mean, there there have been some recent studies out that are really showing that women are making about eighty percent of all of the sort of household financial decisions, whether that be philanthropic decisions, just what they buy, what goes into the household there there really the decision makers and i i feel like as fundraisers, we’ve really been led to believe that they are making it in tandem as a couple on dh in some cases that’s, true, but what we’re really finding through some new donorsearch audis that that is that the female is thie number one sort of decider in that position, okay, even when do we know if that applies? Even when the the husband is the person with the primary relationship to the organization, you know, i’m not sure that it goes that the research goes that deep. Um and i think that anytime you have any part of a couple that’s, the primary relationship, you sort of deal with that primary relationship, but also tried to to engage the other spouse in any way that you can with the work because you really want to see that couple as, ah, holistic entity, you know, it’s it’s, not just one person, yeah, excellent and applies all the more if, if the if the husband is the primary relationship, you certainly do want to bring the wife in because, on average, she’s going to be surviving her husband? Yeah, yeah, you know, and i have to say that being at united way were somewhat unique because a lot of our donors give through workplace campaign, so we’re really dealing with one half of the couple we’re really dealing with the female leadership donor xero followers, or mohr and electing to do that through payroll deduction. So it’s really her decision of what she’s doing with her paycheck? So it really involves her more and what she’s interested in and getting into. I sort of heard interest areas, so that has been very interesting for us, especially in trying to branch out and look towards more individual donors who aren’t sitting in the workplace and developing strategies to get to those people on dh and people that are part of a couple and engaging both of them in the work that we’re doing and we’ve definitely found that. So you know, a number of our male board members and with our particular woman in philanthropy initiative it’s been female board members who have led the charge, but a couple of male board members who have really founded a great opportunity and excuse to engage their wives without them. S so where they’re not just dragging them along to an event that they’re like that’s your cause, but that they’re able teo to feel and ask the questions that they want to ask. Without that, what do you call it? A arm, candy or whatever, however you want to call it in either direction, but that there’s no one there to hold them back or push them forward to engage and it’s been a really good opportunity for us to have some good open conversations with the spouse without the key driver, the ky connection president, they didn’t think dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network e-giving e-giving cubine. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com hey! Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Oppcoll zoho do either of you or maybe both of you work around getting volunteer engagement from from females? Is that a part of your work? Or was it all just related to financial giving? Our entire program is volunteer related thie group that i manage is called women united in philanthropy on dh it is managed by a group of volunteers who come in volunteers steering committee that really charts the course of everything that that does so how do you start to get people engaged in that volunteer steering committee? Well, it really has been through the work of other steering committee members, we’ve been around for nine years, and this is a women’s this women’s group. Yes, it started from a conversation we were challenged by a female donor, two who asked us what we were doing to engage female donors, and we didn’t really have an answer for her. So we had a female boardmember who was very interested in getting to an answer. So she opened her home. We took a look at our lists of donors and sent out invitations to a number of our female donors to come together for a round table conversation and what came out of that conversation was very core group of dedicated women who really wanted to build something, and from that, we’ve been able to build a program that really engages women in the topic area that we’re raising money for, which is youth empowerment, and we are able to really talk about the issues that were that that we’re working towards. We give them opportunities to volunteer in the programs to see their dollars at work. Andi have educational forums that bring together some some thought leaders in the areas of education and health so that they really feel like they’re a part of the philanthropic process and that’s really what we tried to do to engage our female donors. Travis foster fraser sorry is a director of major gifts for united way of new york city and michelle walsh’s, director of leadership gif ts for united states fund for unicef and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven earlier, i said next-gen charity because we were because michelle, when we’re talking about a twenty one to forties it’s next-gen so it got me saying next-gen which way also be at the nextgencharity conference, but today we’re not they weren’t fund-raising day two thousand eleven, travis, do you see a difference in the willingness of male donors versus female in terms of the the time commitment, willingness to spend time? You know, i think that’s an interesting question, and, you know, i a lot of my work is with our our female group, but also with our young professionals group, okay? And i would say that in our young professionals group there’s really not that discrepancy between the amount of time to volunteer, the males and females of that generation are really wanted to eat together, and i would say that with with people that i’m working with on the women’s group there it is a little bit easier to get women out to volunteer opportunities because i think they just really want to see there the work in the fields, and and i think a lot of times, men, i can take it from you as the fundraiser to hear about what their work is doing. Our work is doing it. Michelle, do you see a difference between men and women in terms of their their desire for understanding outcomes? And what the impact of their gift is, is there a difference across the genders there? There probably is i think that women are often underestimated and their willingness to really want to do dig into the data and the financials and all of those pieces. And of course, if your stereo tell you, you know that they wouldn’t get it or that they don’t want to really spend time with a balance sheet or that they’re more emotionally driven or whatever the some of the negative stereotypes are on. Some of them were positive, but does though, right? But i think that women do want to understand what what the back end thinking is, and particularly as you deal with the higher end givers and the more sophisticated philanthropists, they know what they’re looking for, and there are certain delivery bols that they expect, and there are certain organizational structures they expect to be in place with their financial or otherwise, and they ask those questions, and they think very seriously about where they’re going to give their money, you know you’re going through, i can piggyback on that, you know, we have a group of our committee that comes in and meets with our program’s staff to really talk about what they’re doing and and what the investment that women united has made in united way is really is doing, and they ask the toughest questions they want to know exactly what the budget is. They want to know what the money is being spent on, and i think that that is the thinking that you were alluding to earlier is completely backwards. I think they really want to understand the entire issues they want from from costs of services to then what the services are actually doing, that they really want the whole full, holistic three sixty view of initiative. Michelle, you’re experienced. Yeah, and i would say that we’ve sound found more different is between sectors and where people worker identify themselves and professional sectors than male female. So, you know, sort of the hedge fund circle has a certain way of thinking about a problem, and they’ll come at you with a set of questions that are almost predictable, and lawyers have a certain way of approaching it more so than a cross gender lines. I’m not going to ask you to comment on your own individual situation is that united way or united states fund for your staff? Generally, do you see women adequately represent went on boards? So from where i said, i think there’s a couple of key pieces, one is that our ceo is an amazing female leader, and that has really set the tone and a lot of ways for not only supporting our initiative with women philanthropists but inboard leadership. So the four, therefore women, all board members, that air chairing our women in philanthropy initiative and the strategy around engaging ultra high net worth individuals to support the u s from for unicef, and they have all stepped up phenomenally, and i think it’s been critical in having those female representatives on the volunteer level onboard leadership roles, and they represent really influential rose rolls and the rest of their lives, and they’ve brought that to bear on this effort. It’s been absolutely critical about your travis do you worry about again? Not necessarily united way, but do you worry about there being inadequate representation of women on boards? I think there’s there’s more work that needs to be done, but i think that a lot of organizations are realizing that women make very, very strong boardmember is there much more thoughtful about the issues? They really want to understand the full picture of what is going on, and they don’t just sort of make those knee jerk reactions that sounds like an ideal boardmember and and, you know, i can say for the united way system, we recently did a survey of the one hundred and twenty different women’s leadership groups that united way has across our system, and what we have found, which is astounding, is that from the year two thousand seven to two thousand nine, which had the huge financial meltdown united ways that had boards with that were made up of thirty percent or more female participation, their women’s group grew about twenty eight percent in fund-raising and fund-raising and dollars contributed just versus those united ways that had less than thirty percent makeup of women on their board grew their fund-raising grew one percent. So really shows the power i think, of women to really come together, rally around a cause and get people to contribute at very, very critical times, i have to say credit to the person who thought toe look att that variable female representation on the board that’s not that’s, not a very and its outcome in fund-raising that’s, not by any means a typical variable that you would see and look at the outcome of the correlation with interesting let’s. See michele, in terms of let’s, talk a little about, like nuts and bolts. I don’t want to spend a whole lot of time on soliciting women, but we’ll spend a couple of minutes you have advice that’s particular to women about asking, you know, your your work is an ultra high net worth but not necessary, you know, generally soliciting women advice? I don’t think it’s any different than soliciting a man because i mean ideally still stations at that level happened face-to-face one on one and it’s doing good fund-raising and reading people’s faces and listening to the cues and paying attention to what they’re interested in and compassionate about or passionate about. Rather, i think in that regard, it’s all the same, some of the messaging and the way that we engage them leading up to that is where the differences okay and that’s, the stuff we’ve been talking about. Exactly travis, how about for you closing thoughts, i think, really, the only thing that i would add is just making sure that there is a really good next step for them to be involved in a substantive way beyond writing the check, whether that is taking them out on a program visit to go see see the work, whether they they’re volunteering at a school, whatever it is, just make sure that there there’s a really solid next up for them to get involved because they really want to get involved, okay? I just realized we have a lot more time than i than i thought you’ve done yourself. You had your seminar already today or it’s coming up, we had any provocative questions from the audience that you want to share around the subject. We’re interesting, yeah, i was talking to some of my colleagues and some of the other sessions and comparing notes on questions, and i think the one that i heard that came up in all the questions was sort of how to say no, no to a gift, no to the wrong gift or no to a donor who wants to direct very specifically, in a way, that’s. Not in line or give them right. They want to make a decision. That’s not really their decision to make and navigating that. What was your what was? Did you have that in your session or what? Wait. Okay. I know. I mean, i have one of the most important things. Is the fundraisers to know when to say no? And how does they know? And it’s? Not always easy and not everyone’s. Good at saying no, but giving people what we talked about is creating option so people feel like they’ve made it legitimate choice, but not beyond what your realm of possibilities are. So a multiple choice question as opposed to an open ended question where people can say, this is really what i want to dio bye still not creating the program from scratch and tweaking the little details, but giving them real opportunity to be a part of the experience as well the experience of of whatever the program is. So if it’s, you know, for us, it’s obviously in the field and international development. But, you know, even if it’s the question came from someone who was working in parks, even if it’s a parks project making them a part of how that plays out. How about you, travis? Any questions that came up in your program that you want to share one? Well, i think that that my group is able to direct the money at the end of the year that they raise, and that can create a lot of nervousness, i think, among program staff and really, you know, and i know it’s something that unicef does as well, we don’t just open it up and say, okay, you’ve got this big pot of money, where do you want to put it? You know, we we really bring them in so that they can meet with our program staff and give them sort of a menu of options of where we think they could have the most impact and take it from there because we’ve really been able to develop relationships where they understand that we’re going to give them what we think is bad that’s for the organization as a choice, and it really allows them to feel like they’re making a choice and have an investment in what we’re doing. But then, at the end of the day, we get what we need you at the same time, so the organization obviously has a role in setting expectations, managing expectations, sort of, and michelle is, you suggested the multiple choice question, constraining things so that people are not out out in left field success stories got women donors as thie seminar topic for travis frazer, director of major gif ts for united way of new york city, and michelle walsh, director of leadership gif ts for united states fund for unicef, travis michelle, thank you very much for joining me, thinking it’s been a pleasure to have you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. That was my pre recorded interview from fund-raising day last june in new york city. Now we’ll take a break after the break. Tony’s, take two, and then, after that, linked in for prospect research, so stay with me. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping hunters. People be better business people. Dahna this is tony martignetti athlete named host of tony martignetti non-profit radio non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing or mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing efforts. Their services include video production and editing, web design, graphic design, photography, social media management and now, introducing mobile market. Their motto is way. Do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. Welcome back to the joe it’s time for tony’s take too, but first a reminder that we are live tweeting today, the hashtag is non-profit radio please join the conversation on twitter on tony’s take two this week. My block post is a test of google plus for your non-profit i was interviewed by new york enterprise report for an article on using google plus in small business, and i thought my ideas might help you to evaluate google plus for your non-profit now, of course, caveat, i’m not a social media guru expert thought leader, a small business owner. And so with that caveat, i’ll tell you what i’m doing with google plus and how i’m evaluating it, and you can see if that makes sense for your office or not. I’m really looking at the people who become my friends on google plus and the features that it ends up offering for the business profile pages, which is, you know we know them in facebook as a fan page. Google plus doesn’t have business profiles yet, but we all expect him to be coming, and google says they are coming within the next couple of months, so i’m going to be interested in who the people are, who joined me on google plus either because i invite them or they’re inviting me if they’re the same as the people i know on facebook, i’m probably going to be less likely to spend a lot of time, you know, keeping up a very active profile page on google. Plus, i would certainly have one, but how much time i devote to it is really what the issue would be on the same thing with the features. If it’s pretty much the same features as a facebook fan page, then i don’t really see advantage, but if it has some things that i’m looking for that i don’t see in facebook like for me, it’s ah good calenda ring application and a good, solid polling application like we can do in surveymonkey but built in facebook doesn’t have those things and it has polling, but not really a strong one, so if it has good features, i’ll be again more likely toe spend more time keeping a very active business profile page on google plus, so those are my ideas around evaluating whether to do that for my business, i don’t know if that’s of value to you, it might be in looking at google plus for your small non-profit um, you can see more detail about that on my block at m p g a d v dot com, and that is tony’s take two for friday, august twelfth with me now is maria simple. Maria is our newest regular contributor to the show. She’ll be on once a month. She is the prospect finder. Maria is an experienced trainer and speaker on prospect research and consults with organizations interested in finding and connecting with their best prospects for long term relationships. Her website is the prospect finder dot com, and i’m really pleased to welcome maria to the show. Welcome, maria, thanks so much. I’m delighted to be here. It’s a real pleasure to have you were going to be talking about linked in today. Lincoln has some new initiative for non-profits you want to explain what what’s up there? Yeah, absolutely so what’s kind of interesting about it is that linked in a little earlier this year, actually in may, haddon i po and so now they are actually deciding they’re going to dedicate some resource is in terms of against money, but as well as human resource is to the non profit sector now on ideo aipo means means what jargon jail mary-jo actually started issuing stock, they became a public company, so initial public offense and they actually launched something called lincoln non-profits solutions, and so what they’ve decided is that they have three point six million individual members who actually identify themselves as either employees or board members of a non-profit so they realize that there’s a tremendous amount of potential to help the nonprofit sector and they are actually i’m going to be helping people they back, they’ve launched a page called learned dot lincoln dot com forward slash non-profits, where they actually give the non-profits both as non-profit professionals, but also as organization’s best practices on tips and tools for how to make the most out of the lincoln for non-profit so they’re looking at both individuals and organizations, you say, and that that three point six million, i’m sure there are a lot more than that because there are one hundred million linkedin users, isn’t that right? Yes. So, yes, you are. But you know, what kind of interesting is that? They somehow been able to identify that there, there are, you know, the three point six million who are somehow connected to the non profit sector, right? Because i’m sure, based on keywords in their profile or just the way they what they identify their employer as, but i’m sure that’s low. I’m sure there are more than three point three and a half percent of the lincoln community working for non-profits but so maybe this initiative will will draw out some more. But even with that three point six million, yes, so they have this the the u r l you gave that’s the learning center, right? Yes. That’s correct. They have a specific learning center set up now for the nonprofit sector. And when you’re on that page, if you scroll all the way to the bottom, they actually have a contact a cab. So their interest sted in hearing from non-profits selves non-profit professionals and organizations and board members as to how lincoln can best serve the specter. So they are open to feedback at this point in their formulating this as they go along and you spoke with someone who’s in charge of this non-profit initiative. That lengthened in you? Yes. Somebody who has recently joined linked in his name is brian breckenridge. And he is heading up the new program there. And he’s, you know, he’s very excited and he’s very open to learning from the nonprofit sector. About what, how they convinced serve the non-profits and so since you had a spoke to him recently, any inside track about what we might be seeing the into the future? Well, i don’t have any specifics to share with you, but i do know that they are planning some interesting changes, hopefully that they’re rolling out in the next, you know, in the next couple of months so it’s, you know, they’re they’re formulating this, they’re looking, they’re taking in and looking for feedback at this point and anything that they can do the best help a non-profit sector they’re looking for that feedback at this time, and then they’ll be looking to roll out some new initiatives, i think okay, and you see value in the lincoln non-profit solutions for prospect research. Absolutely i do, you realise linked in for prospect research and for prospecting. So i utilize it in both, eh? Proactive sense as well, as in a reactive okay, let’s distinguish between prospect research and prospecting. What do you mean, weird? When you say those two different things differently? What do you mean by both? By each? Okay, so if i’m doing research on a potential major donor potential boardmember for the for a non-profit and i have the name of that individual lengthen is definitely one of the places that i go to to try and formulate my profile on that individuals. So that is what i would call reactive research. I have the name of someone, and this is one of my tools that i use to do prospect research. Now proactively you, khun, take linked in and use their advance people search feature to find people who might be suitable for your non-profit for connections in a variety of situations, they have a keyword search. You can focus your search down to within a radius of your zip code of where your non-profit is located, you can focus your search down to specific industries, so if you are looking, if you are let’s, take the example of a on environmental group, right let’s say they are looking to connect with more individuals in their community who are involved in some sort of environmental services so they would be able to conduct this search. Now, obviously, when you conduct a search on lincoln, first of all, you have to have your own lincoln personal on dh. This is using the advanced certain advanced search. Is that right? That’s? Correct. Have on the right on the upper right hand side called advance. Okay, you quick, matt. It opens up an entire new search screen that most people haven’t really access, you know, realize it’s there. And the more rich your own network is, the more people you are connected to, the richer the search results will be for you right now. If i were, let me give you two very contrast examples. I actually happen to have over five hundred connections in my lengthen network. So my search results would be drastically different from somebody who is a very new to lincoln and only has a network of, say, twenty, thirty, fifty people. Because you’re always shown how many degrees you’re separated from someone. So the more people i have in my network, greater search results going so so you mean when? You’re doing this advanced search you’re searching all the hundred million people in linked in and it’s telling you which of those are in your first degree, meaning you’re connected to them directly, which are too removed from you, which are three removed from you. Is that what you think you were searching the whole population of linked in? You can. Yes, but you can ask lincoln to just focused down the search results for you to the people you might be first degree connected to second degree or perhaps where you share a group membership. Because there you’re going to be ah, lot closer. You have a lot closer of an affinity and making the one toe one connection may be easier for you. Ok? Suppose you that’s really rich that you can search the whole hundred million. Suppose you find somebody who’s two degrees removed from you and they seem like a very good i don’t know. Maybe maybe we’re provoc betting for board members. Let’s say, for this, for this environmental group that you suggested you see somebody to removed from you. What? Explain what that means. And then how can you try to meet that person? Okay, tony let’s say we come up with let’s say, i do this search and i’m looking for environmental people who and i come up with a guy named oh, i don’t know john smith. And you and i are first degree connected on lengthen that much i know, but let’s say, john smith eyes second degree connected to me through you. That means he is both first degree connected to you. And i am first degree connected to you. So you are the common link between us, right? Ok, so that would mean john is a second degree. So, like those, like those kevin bacon seven degrees from kevin bacon movie. Right? Because he’s been in so many popular movies. Okay, so you can get to him through me, in other words, that’s. Right. So what did you do? How do you do that? Well, lincoln actually provide you with the the there’s a form that you can fill out so that a message would be sent to both john and to you. Looking for that introduction. I could look to be just connect with john directly and say, john, in my my request to connect, i might say john, you and i both know tony. Andi, i think we have a lot in common. I’d love to be able to connect with you here on lincoln. Always modify that that’s that standard introduction that lincoln provides to you never just go ahead and just use the standard intro, you realize those defaults aren’t aren’t very friendly, really there’s really bare bones, but so you’re allowed to your lot to connect with john smith your lot to contact john smith, even though you’re not directly connected to him. That’s correct. I could just send him an invitation to connect and just mention your name in my little intro is toe. Why? I think he and i might want to connect, you know, it’s up to him to accept my connect. Ction request? Sure. Okay, i see what you’re doing it through the request to connect. Okay. I see. On dh. Then the alternative is you could ask me to connect you to him. That’s. Right? I could ask you directly. I could go the old fashioned way. Tony, i could pick up the phone and call you and say, tony, you know, how well do you know john is? This somebody you know very well can you make some sort of a personal introduction even outside of lincoln through an email system. But at least lincoln’s provide you with the opportunity to identify potential boardmember potential donors in very specific sectors. Yes, the phone. You could pick up the phone and do it that way. And that way we don’t have to communicate through linkedin using their default messages or which we would really like. Anyway, i never thought that you could pick up the phone, imagine it could even have lunch and we could talk about it that way. Way. Imagine. See what? See what the web can do. Encourages you to pick up the phone. How do we had we operate without linked in years ago? I don’t know. So let’s, go back to the learning center. Um, yes. So they have. They have suggestions there for individuals and non-profits maria, we have just like a minute before a break. What are a couple of the not for profit? The organizational suggestions on unlinked in. And then after the break, we’re going to detail. Well, you could create a company page at no cost. So corporations, companies. Small businesses are doing this. We i highly recommend that a non-profit create a what they call a company page for their own. Non-profit, and they actually give the example of the american red cross that has attracted thousands of followers on lengthen and so other non-profits may want to check out what they have done. And, you know, look, learn from that and not reinvent the wheel. Ok, well, look att, the company profile and other things. After this break with maria simple, the prospect finder. Stay with us. You’re listening to the talking alternative network. Duitz are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales, or maybe better writing speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications, that’s the answer. You crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com lively conversation top trends, sound advice, that’s, tony martignetti non-profit radio and i’m ken berger from charity navigator. Oh! And i’m tony martignetti and i’m with maria simple, the prospect finder we’re talking about using linkedin to find and connect with people who could be boardmember sze donors, employees, volunteers. So, maria, the advice that you were giving before the break is that a new organization could create a ah profile page that’s correct, and i would highly recommend that they do that and the reason tony is and and i’m not suggesting that they should set aside any of their other social media strategies and presences like that they might have on facebook or twitter, but what you want to be able to do here is this is lincoln is the professional network, so you want to be able to, of course, capture the attention of people who are in the business community. You don’t want to exclude this, so this is free, you know, obviously whoever is maintaining your presence on other social media’s would want to be able to set this up and you can upload your logo. You would be able to give a nice description about the organization, provide your website, there’s, even a mapping feature where they tie it right into google maps. So that people will be able to see precisely where your non-profit is located. So, you know, it’s free, and i think that they should take advantage of that. I think the lincoln says there about one hundred thousand non-profits that have company pages, there should be many more that’s, a that’s, a good number, but there should be a lot more. How specifically does this one do they? I mean, how do you create a a company profile or non-profit profile versus creating a personal profile? Well, of course, the help affection of of lincoln is going to be very, very helpful to you, but they also have here they give you some steps on how you might be able to do that right on the non-profit learning center that we talked about earlier, okay? And again, the girl for that is linked in dot com slash forward slash non-profits actually, it starts off with the word learn ellie, are there yet i left. Yes, thank you very much. Learn dot linked in dot com forward slash non-profits thank you. And now groups are very popular and non-profits can create their own non-profits can create their own groups and you couldn’t decide if the group is going to be a closed group, meaning that everybody has to be first approved by some sort of a group moderator thatyou’re going to appoint at your end or it could be an open group. And keep in mind that if it’s an open group, all of the discussions are open and searchable and people can just join the group without any type of moderation. That and what’s the value for having creating your own group after you’ve created your profile. Well, they might. It might be in an interesting way to host certain conversations around specific topics and, uh so they, you know, if you have, if you’re a large enough non-profit and maybe you are hosting even conferences around your specific topic, that is something that you can use the group for if you want to engage people in discussions, much like you might see discussions in other types of groups that people are on on linked in, but it would be very specific to the time of organization that you are in the population that you serve, and after you create the groups than you invite people to join is that how it works. Well, you can’t invite people to join. Yes. You definitely can do that and invite people who are already in your linked in world to join the group. But people are going to be able to find you once you are set up in a group on lengthen. You are now searchable as well. So i remember i was telling you about the search functionality. The groups are a way that people, you know, look for like somebody might look for a live networking group to join. Somebody might be looking for a group around this specific area that you serve. Okay, so yeah. So if your work is for the m r d d community, the mentally retarded, developmentally disabled, you might create a group around the service around dahna discussion around the needs about that for that community in your own communities, you could make it a very localized group. Yes, you can. Some groups are geographically localized as well. But you may not want to limit it to that. I mean, lengthen is a worldwide a phenomenon, if you will. So why not? Why not? Just open it right up and allow people? To tto learn more and you never know where that relationship is going to lead. Okay, um, they also have something called linked in recruiter for for job, for organizations looking for employees, how does that work? So what they’re doing is lincoln does have a recruiting solutions portion, which is a fee based portion to their service that’s kind of steep, isn’t it? Well, yeah, for some non-profits mean, what they’re saying in an article that i read is that they are starting as low as four hundred dollars a month when you could be a little steep saw non-profit but they are, you know, offering these recruiting solutions, if you will, at a discounted price for what they would offer the for-profit world, okay, and that’s, if you’re looking for employees that’s correct, if you look nufer employees, they have they have sort of three separate sections, one is called lincoln recruiter one is called jobs network Job slots and the other 1 is called career pages. Okay, let’s, talk a little bit just in a couple minutes we have left about the offerings for individuals who are in non-profits what what’s the advice that that the learning center gives for individuals. Well, you definitely want to make sure that your profile is as one hundred percent complete as possible. So you want to make sure that your profile itself is rich so that as you go out and try and make connections with people, you will be able tio look like somebody, obviously, that other people really want to connect with that you are a thought leader within your own community, if you will. And so it’s really like a resume on steroids, you know, your opportunity to really shine and stand out from other people, so why not make it that way? Using the status updates, i’s a great way to let people know sharing articles, having to do with sector that you serve if you are a speaker, it’s a great way to let people know where you’ll be speaking, especially as it relates to your subject matter area on dh, especially if you do a lot of speaking on behalf of your non-profit it will let people know where you’re speaking either virtually and webinar format or, you know, live format if people are looking by the way tony and forgot to mention earlier fremery we have just about it, we have just about a minute left. Ok, on the resource is page of my website of the prospect finder dot com i do have a downloadable maria samples top five tips for prospecting with lincoln, so if they’re interested in some general tips about lincoln for themselves on a personal level, this will help them. I think you also learn how to use some of the more advanced features, all right, thank you for sharing that resource page that’s really all the time we have that is maria, said pompel the prospect finder again, you’ll see her at the prospect finder dot com, and she’ll be joining us once a month to talk about her advice for prospect research. Maria, welcome to the show as a regular contributor and thanks for today. Thank you, tony it’s been a pleasure next week, we’re going to lead the leader’s motivating your board to fundraise. Another interview from the fund-raising day conference last june, the consultant, andy robinson and carry kruckel, whose vice president for development and communications at w n tv reveal how to move your board to be the best fundraisers they can be. And the second half of the show explaining earned income are legal contributors jean takagi and emily chan from san francisco. Breakdown what earned income is why it can be good white-collar be bad, why you need to understand it to protect your non-profit and keep it out of trouble that’s what’s coming up next week, you can keep up with with what’s coming up week after week by signing up for our insider email alerts on the facebook page. While you’re there like us and become a fan of the show, please, you can listen to tony martignetti non-profit radio on the device of your choice. Any time you like. By subscribing on itunes getting the automatic download, you’ll find that at non-profit radio dot net on twitter. You can follow me always use the hashtag if you want to talk about the show and the hashtag is non-profit radio on twitter, our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media. This is tony martignetti non-profit radio. I hope you’ll be with me next friday one to two p, m eastern, on talking alternative broadcasting right here at talking alternative dot com cerini. Do you think that shooting getting dink, dink, dink, dink? You’re listening to the talking alternate network, waiting to get you thinking. Cubine looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie gal ilsen as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? 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. Are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow, no more it’s time for action. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for isaac tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to 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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053: A Wild Woman’s Guide to Fundraising – Tony Martignetti Nonprofit Radio

Tony’s guest this week:

Mazarene Treyz, author of “The Wild Woman’s Guide to Fundraising”

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

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Hey, welcome to tony martignetti non-profit radio for friday, august fifth i’m your aptly named host, you may recall, and i hope you do that. Last week i had a conversation with darian rodriguez hammond. We talked about his book non-profit management one o one and the nationwide social media for non-profits conferences that he hosts, and it was also so you want to start a non-profit we welcomed our new legal contributors, they’ll be regular on the show, jean takagi and emily chan from san francisco to explain the ups and downs of starting a non-profit what are the alternatives to creating a non-profit how do you get five? Oh, one c three status what you’re getting yourself into if you go ahead, that was all last week, and this week it is wild woman fund-raising mazarene treyz consultant and author of the wild woman’s guide to fund-raising is with me for the hour to share her thoughts about career, social media grants, manship and whatever else we get into, we’re live and taking your calls and twitter posts for this wild woman from texas on tony’s take two at roughly thirty two minutes into the hour six essentials for startup planned giving program from my blogged right now, we’re going to take a break, and when i return, i’ll be joined by mazarene treyz. We’ll talk about wild woman’s guide to fund-raising. Stay with us. 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 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. I’m ken berger of charity navigator, and you’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back to tony martignetti non-profit radio. I am joined now by mazarene treyz mazarene is a consultant to non-profits and individuals based in austin, texas. She’s, the author of the wilds woman guide to fund-raising published by chatter ranga press she’s worked with non-profits since two thousand. Won is a frequent speaker on topics related to fund-raising board improvement, career management and mohr and it’s. A pleasure to welcome mazarene to the show. Mazarene treyz welcome. Ok, thanks, tony it’s, great to have you the wild woman happy to be here, it’s. My pleasure to have you the wild woman guide to fund-raising what is a wild woman and our men? Welcome in this community because this handup being assured. You know, i made it because i was kind of describing myself. One of the things i think it’s important for fundraisers to be able to do is to speak the truth and that’s kind of difficult sometimes when so many people are looking to you beauty. Yes, person. So i just wanted to say, you know, it’s a wild thing to do to actually be able to say, hey, here’s what’s really going on? Let’s fix, you know? Instead of just trying to pretend everything is fine, that’s what wild me and go while you can apply to anyone involved in fund-raising not just women, obviously, of course. Oh, yeah, that’s, that’s fine in my book that just to help people, you know, navigate the situations that might come up in a fund-raising environment and as the title suggests on but you explicitly say you wrote a fun primer. Why did you feel the community needed a fun primer? I don’t know, i don’t wantto, you know, name any names, but i liked it a lot different fundrasing books and didn’t really speak to me. They were they were being kind of dull, and they just sort of there kind of plotted, and i wanted to make something that was more like hands on how to when i first got into the field and nothing i thought fund-raising which brand? And i realized, wow, it’s marketing events, social media it’s always thinks that, you know, i had no idea about when i first started, and i wish i’d had a book that would just take me through it step by step, including, you know, how to get a job a swell. As you know, managing were put conflict and, you know, even doing some efficiency practices called, like, you know, from lean management techniques. And your book covers all those topics you just talked about, andi, i have found, and i’ve interviewed other authors who feel the same way that in the not so distant past, you know, the books were very theoretical, conceptual and not so much do this. Do that just last week, darien rodriguez haman he edited a collection of that. Those types of articles written by thirty three or thirty five other people. You know, this is what to do. Do this step, do that step, then do the third step. And i think your book is very much similar. You have a lot of detail in it. Not theory. Yeah, yeah. That’s the start of the chapter. It says what it is, what you need to do it when to do it and then what to do specifically it’s just all on the first page of each chapter. And then you can go through and get more details through the whole chapter. And then i also have, like, a cd in the back. Of the book that, you know has template and things that will help people just apply it immediately to their fund-raising office because honestly, yeah, theory doesn’t work so well for me, i really prefer, you know, tell me what to do, i just want to get it done, you know, everybody stop for time these days, and yeah, i wanted to acknowledge that and that’s the need in small and midsize non-profits yes, so you start with you open with your you and your family background, and i think that’s interesting. Why? Why do you want people to do some sort of self assessment? The reason i decided to begin it that way is because i think that before you can start to fund-raising you have to acknowledge where you come from, and some people are very comfortable from a upper middle class background. Other people are working class, and i know that this is acknowledged in england more but there’s more clash consciousness, but in america it’s, much less so on dh. So what? I want to help people understand woz when you’re talking to people across all different economic strata for your non-profit acknowledge who you’d be. More comfortable talking with and who? I’s going to be kind of hard for you to talk with, you know, for whatever reason, and that way, you will be a better fundraiser, because you’ll acknowledge your biases. And, yes, you’ll understand what your biases are, recognized them and and deal with them, because, of course, fund-raising is all about relationships, so it helps to know where you’re coming from, and that helps youto understand others. I think definitely, yeah, i mean, i wish more people were just sort of examine themselves, you know, and say, wow, you know, i really enjoy talking to ceo, but you know, somebody in our program team, i’m having a harder time where, because of, you know, there was a class background, you know? So, so let’s, let’s, talk a little about, just sort of a teaser, because we just have about a minute before ah, break about career, you know, getting getting that job. Why don’t you tell us quickly? And then we’ll talk more in detail after the break. What’s up. What? How wow story. Okay, what how wow story is a story that helps you understand what you bring to the table and help you communicate that to somebody who might be hiring you. So you tell them what you did, how you did it, and then the wow at the end is oh, wow, you know, it could be something from your personal life is not to be professionally related thing, but it does help you get a job in any field when you can articulate you know what the well was and how it illustrates a quality that you have, whether it’s tenacity being a good researcher or whatever i’m with mazarene treyz she’s consultant and the author of the wild woman’s guide to fund-raising we’re live and taking your calls eight, seven, seven, four aito for one two oh eight, seven, seven, four aito for one too, and we’re also live tweeting use the hashtag non-profit radio if you want to talk to me and mazarene we’re going to take a break and then we’ll continue talking about career and wild woman fund-raising you getting anything, including getting thinking things you’re listening to the talking alternative network duitz getting anything duitz cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna 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 looking to meet mr and mrs wright, but still haven’t found the one i want to make your car relationship as fulfilling as possible. Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. Welcome back, i’m with mazarene treyz the author of the wild woman’s guide to fund-raising some of the the sort of a little provocative and certainly fund that she has, you know, she’ll have chapter title and then there’s something in parentheses. I’m saying, i’m saying she like you’re not here mazarene i’m sorry, you you will not like managing volunteers. Wild women motivate events a k a kicking ass and throwing parties phone a thon. Yo what’s, your ring tone love that love that on there and there are other so we’re talking about the career chapter a little bit or one of the crew chapters, you know, getting the job you recommend interview questions for people to ask of the non-profit and whether it’s, the executive director or the person that they might that might be supervising them directly if that’s, not the executive director, some of those questions were interesting. What, like, why did the previous person leave? And the boss’s management style? What? Why do you why do you encourage these sort of pre programmed questions? Well, you know what has to be a two way interview? I mean, think about it, you know you want to know what situation you’re coming in, too, to see if they’re setting you up for failure or not, you know? I mean, ideally there not right, but if they ask you to raise a million dollars in the previous year, they raised under half a million and you’re one person shot bob that’s a red flag, if you ask simply, you know, how many times is this suspicion been filled in the last five years? And they tell you a new person comes every year that’s another red flag. So you want teo not necessarily say why the last person leaves, because they might be you’re really defensive at that point, but you do want toe ask, you know, fidelity questions, you know, kind of danced around a little bit, but, you know, get your answer that you need to get the, uh and also, you need to know kind of like how often you want to meet with your boss and one of the sad things about really small non-profits sometimes communication could break down very, very quickly when you don’t have weekly meetings that’s been my experience and for me personally that the management style i prefer i like weekly meetings to just, you know, check in with somebody and say, hey, am i on the right track here? You don’t have taken our could take fifteen minutes, but you just want to make sure that you’re not going off the deep end, you know? And and i think that when you let those slides, for whatever reason, you increase the likelihood that things were going to go awry, and you’re going tohave, teo, you know, cover your pass or, you know, you’re gonna have teo really try tio, you make up things that you didn’t know you were doing wrong, you know? And, you know, some of that gets teo setting expectations correctly, too framed and so let’s, talk a little about that. So the you talk about expectations and boundaries? Yeah, definitely. So boundaries are really important in relationships and in business, and, you know, you may have seen the recent mother jones cover article called soup, you know, speeded up for no more pain it’s basically about super job, where on i did long about this as well, and my blog’s welchlin fund-raising dot com, but a lot of these one person shops are essentially super jobs, which means you’re doing the Job of 5 or 6 people and when you said expectations in the interview and they say, okay, well, you’re gonna manage the volunteers, do all the events, all the grants, uh, and you’re going to major gifts and you’re going to dio give planning and plan giving, right? And you’re going to dio, you know, all of the appeals, and you’re going to do the newsletter and the graphic design i mean, you have to manage expectations even in the interview, tony, and you really have to say, look, you know, i’m really good at these three things, and i feel comfortable doing these three things, and i would like to know if there are plans to hire more people to do these other things that you seem to think i should also feeling, because, i mean, you might think that’s suicide, but it’s not because when you teach people that you have boundaries, you teach them how to treat you, and they realize that they have to respect you more than if you just lay down and took everything you know, what i’m saying? Of course, and plus, aren’t you? Let’s say you’re not getting success in this interview process, are you just better not having that job? If those are the kinds of expectations? Exactly? Yeah, definitely i agree, you know, you may feel like what? I have to take the job, i really need the money, but ask yourself, you know, on the last time you were really fulfilled unhappy, working ninety hours a week, you know, maybe not, you know, like, i’m not lazy, and i don’t think a lot of people in fund-raising aren’t lazy, but i think that there can be time when you know due to economic necessity, people are laid off and more casks are placed on people in the profits, then reason we should be placed a mouse on don’t anyone listening can relate, but that it’s not just happening non-profit checker but if you read mother jones article or my blood post about it, you’ll see that it’s happening in air traffic controller sector nursing lecturers at universities, hotel maid ah lot of people are feeling the squeeze, and i really feel like we have to push back about that on those air. Very interesting, very recent examples we can’t take. Your calls from mazarene eight, seven, seven, four aito for one two oh, and we also live tweeting and we’re getting some tweets were goingto talk about blogging and a couple of minutes andi will get to the subject’s people are tweeting about the hashtag two uses non-profit radio all one word yeah, it’s interesting. You also talk about communication in the small shop and the thinking for someone who hasn’t worked in one would be we must be talking all the time because there’s only two or three or four of us. But what happens in that small shop is everybody’s off doing so many millions of things that there isn’t enough office communication? So i think you’re your right toe and insist on weekly meetings. Thanks for saying that. You know, i would really love to have a what? How wild story about how incredibly, i changed office communications, but i don’t you know, i have to go back to your previous thing. I have a small anecdote. Teo, help people really talk themselves up in a non-profit interview. So, here’s what? How? Our story that i did about, uh oh, gosh years and years ago now, but it’s still true i had i was working as a consultant for non-profit called the gentle muses in boston, massachusetts and i what i did for them is they all wanted they were argast working in hospitals, they also want to go out and work a senior living center, too. So i made a big list is senior living centers, and then i called them, i cold called them, and i got twenty knew gig about five per harvest paid gigs from about a week of calling and following up with people. So that was what happened on the wow is, you know, they got, you know, thousands more dollars from my outreach, and the organization grew stronger. So, you know, that will show, you know, your tenacity, your willingness to take risks on and tio make poll calls on behalf of your non-profit you know, and i think it’s important for any fundraiser to be able to do just even when you call and say thank you, you know that that’s that’s helpful, but it’s also warn people up for the next fifty something absolutely for after you get the job, you spent some time talking about career well. Not so much career, but really conflict in the workplace on and i think that’s interesting you you talk about rank is, um on dh define rank is, um, is abusive behavior toward those who have less power? I’m paraphrasing, why don’t you distinguish for us between the somebody rank ists and the nobody rankest i’d love tio um so where i got these thought constructs was from robert fuller’s book, and he wrote a book about somebody’s in nobody’s and another woman who’s bash name i can’t run right now, but she was about to do battle between somebody and nobody’s they they’re trying to create a dignitary in society. So what that means is try and treat everyone with dignity, not just the person above you or, you know the person was convenient to be treated like me, you know, treat everybody with dignity and respect. You know, whether it’s back-up probono partner or somebody who’s receiving your services o r know somebody on the street that you meet or volunteer in your own organization, and the differences between somebody’s and nobody’s is, uh, somebody rankest will try to make the people around them feel like they’re less than what they are. So there are, like kind examples in my book, but some of them are the seeding giant, the tyrant, the number, the gate keeper on dh. So for example, if your boss never says a loaded recorded by you that’s a number rank that they’re pulling now it could be your secretary doesn’t have to be your boss. It’s just an example. Others somebody rank you could be well, that’s set up somebody’s and then nobody rank. It could be how people react to use treatment so it could be the dog kicker that’s a nobody rank uh, somebody who’s going to pretend it’s not happening. The watcher uh, so people react to bad treatment in different ways. There’s also the retaliate er somebody who’s going to try to get back at the person who, you know did that to them, the avenger. But the two franks ok to pull our the persuader and the activists. And what the activist does is acknowledges the rank is, um, that’s inherent in the structure. And you’re just what people are doing anything and then persuading other people to acknowledge it, too, and try to make a difference set. Of rules, whether it’s in the employee handbook or just, you know, acknowledging what’s happening in the moment on and actually, sixteen countries have outlawed rank is them in the workplace, and they’ve actually, you know, nailed it down, and they’ve made it clear this is what it is and here’s, why we’re not going to tolerate it and it’s grounds for dismissal, but in america we haven’t managed not even once they diminished outlaw that yet, and i think, you know, that really contributes people quality life as well as you know, we’re pretty happy mazarene treyz is with me. She is the author of wild woman’s guide to fund-raising you’ll find her blog’s at wild woman fund-raising dot com you talk about managing up and you you encourage. Well, actually, you say wild women buck the system and we’re going to encourage fundraisers to be activist, which you’re talking about and to manage up. And i love this quote, if the staff are all burned out, you have to look at the person holding the flamethrower eleven you’re laughing, that’s great! I hope the audience is laughing too, because that’s a quote from the book where and you might even be looking at the executive director. Of course, right, you might. Yeah, and i just want to emphasize that this book could rank you could be anybody. It’s not just the top people. I just i just want to emphasize that. But if staff are running himself ragged, you know, is it because you need ten people, child? And you really do need to hire more people? I mean, then you do have to look at the senior leadership, you know? And you khun sort of get clues to the to whether there are problems by asking the i think insightful questions that you recommend in the interview. So, you know, absolutely the interview should be a conversation, and i agree that you’re gathering research about the organization just like they’re doing their own research on you. And you, khun try toe at least, i think, minimize the likelihood of walking into a bad situation where everybody has burned out bye bye having that asking those sort of probing questions in the interview stage. Yeah, and, you know, if they aren’t ready to answer them, you know, they just seem really shocked and taken aback when you asked. You know, uh, what are your strategic goals or what are some difficult decisions that you need to make right now? Um, then you just might want to ask yourself. Look at the contents of these simple questions that can’t handle them. Then do it dahna work to the place. I mean, you want to make sure that they’re being straight with you from the get go. Another more red flags, right? Right, right, right. Yeah. But a lot of these interviews go really well, they say, you know, if you can ask them, how do you celebrate what’s working here or, you know, how do you ah, manage conflict here or cool? I learned from an owl. You know, if you can say those three questions that will just a view so much time. I mean, if they say you’re not gonna learn from anyone, we don’t celebrate what working at all and whoever has a conflict, if they look uncomfortable that point, they talk to each other, you know, then you have to understand that sometimes people are prepared your questions. And they might also not be telling the whole truth about that. I pulled the listeners before. The show asking in the past six months did you have an office personnel conflict that bothered you? And ninety one percent said no. And then and then a small ten percent our nine percent actually just said said yes and it was handled well, nobody said yes and it was handled badly. So thie the audience is either not admitting to or his is all living or working in mostly working in very congenial places, at least in the past six months. So that’s pretty cool. Yeah, well, i’m really happy to hear that your listeners are good places and hopefully they stay yes, let’s turn a little bit tio social media before we take a break in a couple minutes, we well, the one of the poll questions also came actually directly from your book. I love these categories that you have. I asked on the web, are you whether you’re a creator, a commenter, a collector, a joiner, a seeker, a spectator or inactive? Nobody said, inactive and the most most popular, but close to sixty percent said that there’s, a creator of a blogger, webcast a website or something, a podcast or something similar on dh. Then sort of evenly distributed among spectators who like to watch and joiners who like to join groups and commenters who like to comment on other people’s videos and blog’s, we got a live tweet asking about how do you get the courage to blogger mean, blogging is a simple element of, well, an essential element of social media is not simple, so someone asks, how does she developed the courage to blogged? Okay, i’ll tell you right now, you’re blogging for your organization that’s totally different blogging for yourself. I developed the courage to block because i was angry and i really didn’t care anymore. If i ever get a job in the field again, i was like, you know what? I really just think you think you could be said, i’m going to say them, i hope people see me for who i really am and, uh, cheers understand that this is the package, you know, i feel like fund-raising they’re more respect, and i feel like, uh, we have a sort of a responsibility. Teo, speak our truth and tio organized for a better doctor mazarene way have to we have to take a break, we’ll come. Back. But i think the lesson there is be passionate. Give a damn about what your blogging about. Yes, we have to take a break. Of course. Mazarene will stay with us, so i hope you do, too. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current payoffs 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 you have big ideas and an average budget to tony martin, any non-profit radio we dio, i’m jonah helper, nari team in co founders of next-gen charity zoho. Those are the nextgencharity boys on i’ll be at the nextgencharity conference in november before the break, i forgot to mention it’s tony’s take two first so mazarene take break just for a couple minutes. I get to talk for just a few minutes about this week’s block post, which is six essential elements for startup planned e-giving program my blog’s at m p g a d v dot com the three things that i think you need to have in place before you can start a plan giving program are the first of the of the first three of the six at least ten years in history the organization’s history because think about it you’re asking someone to include the organization in their will at the most basic level, those the most common type of plan gift, or maybe some more sophisticated a state plan, and so they have to be comfortable that your organization is going to live longer than they do so an organization is just like two or three or four years old. Of course, everybody hopes that it’s going to live forever, but a donor talking about putting you in their state plan really needs to be more confident than you know, then just a hope. So look for that at least ten years. History in the organization. Consistent donors over fifty five, fifty five is roughly the age when people start thinking about using their estate plan as a charitable vehicle. May we certainly should have a state plans long before that, but as a charitable vehicle that’s roughly the age, though, and you need some consistency in in there, giving among those people over fifty five, meaning that they’ve been supporting you for a while, not necessarily at high levels. Definitely not. Thank you very much. That was great applause. It is a brilliant idea. I agree. Nobody knows where that nobody knows where that applause came from. Sam doesn’t know, but i appreciate that that’s more than i got when i did my stand up comedy board support. Your board needs to be behind every significant initiative in the organization without exception. If you’re going to inaugurate a planned giving program that’s a significant initiative your board needs to be behind it, and they ought to be thinking about their own plan gift for the organization. So those are the first three of the six. The other three are how to get started, including marketing. And starting with requests. Again, you’ll find my blogging m p g a d v dot com. And that is tony’s take two for friday, august fifth, bringing mazarene treyz back. We just gotta laugh. Thank you very much. He gave me a laugh. So we were just talking about yes, the courage to block and blogging about something you love, right? Oppcoll? Yeah. I started my block because i wanted to promote my book, but i realized that it was so much more than that. It was a way tio reach out to people, the partner with people to help people in whole new ways. It cubine thought of, like, starting a newsletter, i know you haven’t e newsletter because i get it and i really love it. Thank you. You’re welcome on dh. So and part of what we’re talking about is being that activist, and we actually got some live tweets from at pamela grow and at powerful har they love the fundraiser as activist, and so you’re block was just another form of your activism, right? Definitely, yeah, i think so. I mean, think about it if you want to change the world, you’ve gotta have money to do it, you know, that’s the bottom line, and so everyone should be concerned about how to get money to make the changes they want to see, you know, and that’s why? I think everybody in the nonprofit organization should be involved in fund-raising in some way, we don’t advocate their responsibility to make sure the organization continues. Teo, for bilich mission you advocate something in the use of social media that you do very widely throughout the book, which is integrate the online and offline. As you mentioned, your book has, ah, disk that comes with it. They’re also numerous references to your blogged for additional articles on specific topics. What so, as non-profits are struggling with what to do thinking about social media. How should they be integrating the online and offline? I love that question. Why? There’s a lot of ways to do it, for example, just with plain old stewardship there’s freeways to thank people online right now if you’re not already thanking your donor’s, obviously the ones that don’t want to be anonymous. If you’re rethinking them on twitter, facebook, lincoln and your lincoln group and on your blogger and sidebar of your website, you’re missing an opportunity, teo cultivate them so that you can ask again so i would definitely recommend that people who are involved non-profits just get twitter, facebook and lincoln accounts for that reason. If no other reason you don’t have to be a techno with to thank people online and dc shout out if you go to twitter splash dc shout out they do that constantly, they just saying people all the time in their twitter stream and it’s, very powerful, and they just say, here’s, what this person gave you know, d c what? What organization is that you mentioned there in d c? I think i actually forget with the organization of that story i used as an example, but if you just go to their web page, i mean go to their twitter stream, you’ll see. There are things that that organization could do if they just have five or ten minutes a day, right? Yeah, yeah, i mean, you could use what’s called a hoot suite dot com and it’s a church o t, as you know, i e thank you for explaining because i wanted to keep you out of jobs, hoping to keep you out of jargon jail all day, and you just did it for yourself. Some people may not know who sweet ah lot of people do, but yes, and so what does who sweet do? Well, it helps you schedule all of these updates to these different social networks, so if you’ve got five minutes at six pm and you, you want to thank people across facebook, lincoln and twitter, you could do that just by putting these little boxes and do it all at once and you can set it up to be whatever you wanted to be could be a week from now could be a month from now on dh so if you had a big major donor who doesn’t mind being publicly saying and you want to say thank you so much, major donor act for your generous gift of ten thousand dollars it’s really going to help the kids do? Why you know, then that’s that’s that conflict tweets are you want to shorten it up? You could do that to you could make a link to the blood post that talks about it or whatever you want to do or even media coverage. So when you see that there tools and please that make it easier for you to not have to spend all your time on this, you know there’s no reason not to regina walton, who does the social media for this show uses hoot suite what’s, another online easy resource for people who really just have five or ten minutes a day to devote to their their charities, social media, social networking? Well, what i would do is possibly participate in pamela grows a small mom profit chat on twitter, it’s on fridays, it’s two fridays a month from twelve to one and it’s the hashtag is sm np chat and if you participate in hashtag chats, you khun get your questions answered and so this one she has different teams each week, but you can also just ask questions in general, for anyone who’s there i’m often there she’s often there, she’s kinda like the grant grew i love her, and i think she was a wonderful person. I’ve never met her, but we met through twitter and twitters a place where you can make connections with people, um, that you would never have access to before, and i’ve actually talked to a lot of people that i’ve met on twitter on the phone, on dh even done business with them so it’s sure to be powerful tool to be involved in half czech chats, and then the other benefit from that, even just once five minutes out is that you’ll get more followers on the more followers you have, the more your broadcast radius increases so that more people care about what you’re talking about. Pamela grow is live tweeting with us. We’ve gotten some tweets from her and incredible coincidence that you should mention that because she and i were on the phone this morning before the show, talking about how i can collaborate using the show with sm and peach at so hopefully that thankfully that comes to fruition. Yes, yes, we’ll see. Well, of course, now pamela’s on the spot, because now i’ve broadcast that that i’m interested in doing that. So if it doesn’t come to fruition way, know which end the trouble came from? Hello pamela, you have some very simple suggestions for for websites or blog’s when the two are increasingly the same today. Like focus above the fold and testing your website, those air really some very simple things that that charity’s khun khun do quite simply right? Oh, yeah, yeah! So the foal in case people who are listening, i don’t know it’s the part of the green that’s above where you have to scroll down. So when you get your website before you click the right hand side to scroll down that that’s the top you’re upset that big doing all your work for you so that’s where your donate button should be the sign up for your newsletter should be on anything else you want them to do. If you want to look a good example of a website that does that you could look at mercy corps dot com or rather it m e r t y c o r p s dot org and they focus above. The hole? They have an army of development staff. I’m sure they got an army of staff as well, but that doesn’t mean that you can’t look at them and say, oh, yeah, we should still that, you know, it’s not that difficult. Look at the big non-profits better doing it right and say, how can we emulate what’s working? You know, the treats are coming in and one of welcome fundraiser beth to the show. She said she did not did not know about disease, that somebody, you know? Oh, well, you know, it’s okay, if she says she did not know about tony martignetti non-profit radio, obviously it does now, and i want to thank att dom di jones for tweeting about tony’s take two and repeating what the three elements are to get started on a plane giving program. So, thanks, all this live tweeting is cool. This is the first week we’re doing it. You’re talking about twitter mazarene but this is the first week we’re live. We’re for show where we’re live tweeting oh, i love that. So do i. I think we’re gonna keep it up. Um, we have just about a minute and a half before a break so let’s introduce the topic of grants, manship and getting grants. I pulled the audience before the show on, by the way, they’re always every show that’s live will have a link to the pole actually, now we’ve gotten smarter. Take that back. We’ll have the pole embedded in the block post for that week’s show, so you should be signing up or so you should be subscribing to the blogger mpg a dv dot com, because then you’ll get the post when they come out for it show and each live show, we’ll have the pole embedded within the block post altum so what did the audience say? I asked for those seeking foundation grants what’s the toughest part about a third said doing the research and about a third said getting turned down, and then it was split about twenty and twenty between complying with the submission requirements and finding time to sit and write. Nobody said complying with the guidelines after being accepted, so they’re all the listeners air, so ecstatic about having been accepted that they don’t, they’re happy to comply with the guidelines, so my guest is mazarene treyz and when we reach, he’ll be thinking about those poll results on. When we read return, we’ll talk about grants manship with her. So stay with us. You getting anything shooting? Good ending. You’re listening to the talking alternate network e-giving. Things. Cubine looking to meet mr and mrs wright, but still haven’t found the one i want to make your car relationship as fulfilling as possible. Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. Oh, this is tony martignetti aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting 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 efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com talking. No. Kayman welcome back to tony martignetti non-profit radio with the author of the wild woman’s guide to fund-raising calling from texas mazarene treyz and the tweets are still coming in. I wanna welcome a v masters welcome to the show says had never heard of it. Now, obviously, has you can also post comments on the show’s facebook page. You know where to find facebook and then just tony martignetti non-profit radio you’re welcome to post comments. There were also were watching that as well as the hashtag non-profit radio so mazarene grants manship ah, a lot of people think that research is the is the toughest part. You have some good ideas about research and some resource is in the book. Oh, yeah, thanks. Well, in case anyone listening doesn’t know, you can use the foundation centers platinum database for free, probably in your town. If you go to foundation center dot borg flash i believe it collection. I could be wrong, but if you type it into google, you’ll figure it out. Yeah, they they have what are called cooperating collections throughout the country. That’s what you’re referring to? Precisely? Yes. And so for example, if you’re in austin. Texas, where i am, you can go to the central library and the second floor has free access to their platinum edition database, which costs over a thousand dollars a year, and you can get incredible amounts of data. Everything from who’s on their board do what they’re giving tio tio up to the minute, maybe even like every six months or so they’ll be updating us, or sooner if the downturn is effective giving and also, if you’re in portland, oregon, you could also go to the central library there and research grants latto second floor as well. That’s where i moved from thie other thing you would want to know about if you just don’t want to go outside because it’s really hot right now today, it’s like one hundred six here. And i know it is about for like much of the south. If you i want to see inside, you can use what’s called a nova search? No, the search me n o z a z like zebra, right? Yeah, like zebra. Exactly. The nose, the search and you can search foundations in there for free it also it will charge you too. Search individual but if you want your foundations, you could do that right from your desk wherever you are right now. And you can if you just want to start with small grants. Uh, that would be a good way to get your foot in the door for ah, different foundations and the small family foundations in your area. This is what i’ve learned from pam grow, actually, she is so good at this. Ah, and she said, you know, when you ask for too much in your first act, it’s actually really insulting to them, so even just asking for a thousand dollars is safer than asking for ten thousand as a first asked for a lot of these foundations. You have very specific advice about how to do the research at the foundation center, which i’m just going to plug him as well. It’s a nationally right now, probably internationally recognized outstanding resource for for doing grantspace research, you have some. Oh, and i should also want to say in a lot of the library’s maybe all the coordinating collection libraries throughout the country. There’s help! Right let’s talk about this briefly. They’re librarians that are trained to help you use the foundation search of the foundation center database? Yes, yes, there they are, and they will help you learn how to use it, whether it’s for corporate foundations or whether it’s just for private foundations. Thie other thing i’d like to mention is my very first fund-raising education came from the foundation center in new york, and i took a couple classes in how to look for grant and it was really useful, but well worth the money. If you’re in the new york city area, go take a class that really helped so let’s talk about some of your very specific advice on howto research. What is it we’re looking for when we when we’re using this great foundation, sent a resource, you are going to look for geographic area that they fund, you know, whether or not they’re located in that area, it doesn’t matter it’s mainly what they find so you want to put in your state, and then you’ll want to put in national, so if they give national grant that, that could still apply to you. Uh, if you’re in america, that isthe sorry if anybody tuning in is in another country, i’m not sure. What you do in canada, for example, but you start there and then and even go down the side of the condition center database, search and look for your key word. So if you are a non profit that helps people with developmental disabilities, you could look under a mental health, you could look under social services, human resources and then be even more specific under that. And you could also look at not just people who give me friend, but what grant have been given in the past with the foundation’s donorsearch which is useful because maybe they they aren’t necessarily putting it out anymore, but they used to give grants to someone in your town, and you might be able to go collaborate with them on a joint grant or talk to them about why they gave you them and get some i d but when they would be giving in your area again. So the key thing to do when you research is call them up. I’ve gotten so many people emailing you saying, well, how do i find grant? And you know, how do i figure out what they want the best way to do it? Is, call him up, call it the program officer and say, hey, we are this non-profit in this area doing this thing. Do we have a chance at this grant? And i’ll tell you, right then, yes or no or, like they’ll say, look on ly, if you know the relative of the chair of the board chair. Otherwise, probably not. I want to add that pamela grow tweeted that she’s found that even the smallest libraries participate in the foundation center collection. On her recommendation is toe reserve a day. So this is really it’s, not just in the big cities. Oh, yes, and what about way have just about, like, a minute and a half left? Well, like a minute left, it’s. Incredible. What do you what do you hope for the charitable sector? What do you what do you not see that you’d love to see in the charitable sector? I would love to see non-profit unions rising all across the country because i feel like all non-profit workers need to be treated better and they need to have more job security, and they need better health insurance, and they need to be compensated fairly for their mileage, and i feel like even the downturn we can offer people common courtesy he’s so i feel like non-profit workers need more protection, like just about every other worker in this country, and i’m sorry i’m getting all political on you, but that’s, really? What i hope is that we form or non-profit unions, we have the gideon our workplaces, and we make sure that the top people at non-profits make no more than in ten times with the lowest paid person name mazarene treyz you’ll find her at wild woman fund-raising dot com she’s, a consultant to non-profits and individuals based in austin, texas. Her book, the wild woman’s guide to fund-raising mazarene, thank you so much for being a guest. Oh, thank you, tony. I really love it and power to the people. Have a good day, thank you very much, mazarene next week, the female theme continues got women donors howto approach motivate and take care of your female constituents, and i’m going to welcome maria simple, the prospect finder, as our regular contributor on prospect research, so she’ll join some other regular contributors that we have next week. Maria and i will be talking about using linked in to find boardmember sze volunteers and donors keep up with that’s coming up! Sign up for our insider email lorts go to that facebook page, get the email alert so that you’ll know who’s coming up from show to show while you’re there, please like us, become a fan of the show and you can subscribe. Listen to the show at any time on itunes that’s it www dot non-profit radio dot net on twitter you can follow me are hashtag of courses non-profit medio i want to thank everybody who was tweeting today. Dan blakemore, emily chan a v masters dom di jones powerful her pamela grow there are a couple of others i didn’t get a chance to write your name down. Thank you for all the live tweets terrific, we’re going to keep that up. The creative producer of the show is claire meyerhoff, our line producer and the owner of talking alternative broadcasting is sam liebowitz, our social media’s, by the excellent regina walton of organic social media. This, of course, is tony martignetti non-profit radio, where we always talk about big non-profit ideas for the other ninety five percent. Help to be with my next friday one p, m eastern, right here on talking alternative broadcasting at talking alternative dot com. Dick tooting. Getting ding, ding, ding, ding. You’re listening to the talking alternate network, waiting to get you thinking. Things. You could. Looking to meet mr and mrs wright but still haven’t found the one want to make your current relationship as fulfilling as possible? Then please join us starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker. I’ve seen it all. Please tune in and call as we discuss dating relationship and more start your week off with love in the morning with marnie alison on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to talking alt-right network at www. Dot talking alternative dot com, now broadcasting twenty four hours a day. 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 soldier 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 marketing. Their motto is we do whatever it takes to make our clients happy contact them today. Admission one one media dot com. 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. 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051: CEO as Fundraising MVP – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Two chief executives, Mindy Duitz at Learning Leaders and Karen Pearl at God’s Love We Deliver, reveal their insights on how to motivate, engage and position your CEO to be a fundraising MVP.

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

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Hello and welcome to the show. This is tony martignetti non-profit radio. I’m your aptly named host it’s friday, july twenty second, two thousand eleven we’re always talking about big non-profit ideas for the other ninety five percent. I hope you were with me last week when we had cool collaborations and intelligently engaging generations x and y first, sandra lam and i talked about mergers, partnerships, collaborations and acquisitions. When should your board be talking about thes, and how do you execute them? Later? We had leslie goldman and casey rotter from the us fund for unicef, sharing their expertise in cultivating your next generation of donors, engaging twenty one to forty year olds this week, i have two interviews again from fund-raising day, the association of fund-raising professionals conference in new york city, which was this past june first, the ceo as fund-raising m v p for those of you who don’t know baseball that’s most valuable player like me, i had to look that up. Mindy dietz and karen pearl, they’re both non-profit chief executives, and they reveal their insights on how to motivate, engage and position your ceo to be a fund-raising m v p and i assume you know what ceo stands for, then the fine art of conversation, of conversion, the fine art of conversion don’t be afraid of analytics tools like google analytics can help you convert website visitors into online donors and help you engage younger prospects who later become donors. My guest is scott barnett and he’s, the director of web communications for fairfield university. In between those two interviews, of course it’s tony’s, take two this month is our one year anniversary. All this month celebrating, we’ve got two new regular contributors in law and prospect research joining me actually two contributors in law starting later this month and then a contributor in prospect research starting in august. I’ll talk about those and i was on tv this week. We’ve consumer reporter esa aaron’s, we were talking about the irs revocation of tax exempt status list. Ah, and i also did a bit of stand up comedy this week, so tony’s take two, maybe more like tony’s take three or four, but it’ll definitely be around thirty two minutes into the hour and that will all be on tony’s take two right now we take a break and then when we come back the ceo as fund-raising m v p hyre you’re listening to the talking alternative network. Duitz are you suffering from aches and pains? 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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 fund-raising day two thousand eleven with the new york city marriott marquis in times square. My guest now are mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love we deliver, ladies welcome great to be here. Thank you very much. Pleasure to have you your fund-raising topic you’re fund-raising seminar topic is the ceo as fund-raising m v p now, just a couple of minutes ago, i was talking to three, three people, three guests, about motivating they’re bored to cultivate major gifts, and we’ll talk about that bored relationship with the ceo. But, karen, what? What are the key elements of the ceo as fund-raising most valuable player? I would say that the key element is that so many of our donors actually want to meet the ceo, get to know the ceo. And so the there’s a partnership between the board, the ceo and the development team to make sure that the ceo knows who they’re about to meet, what they’re going to talk about and is ready because if the ceo is ready, that’s the best leverage that you khun get okay, ready? And willing, ready and willing. Okay, maybe we’ll talk about the unwilling ceo back-up. I’m sorry, leslie, why don’t you? What would you like, tio? Sort of sorry, mindy. Mindy, what would you like to open with around the ceo as most valuable player for fund-raising? Well, i i would echo what karen just said, and i think the key to all of fund-raising and all of these things is relationships that i think that the ceo has to be the person who manages up the person who manages down from donors to board and really forms i kind of ahh whole chain of people having faith in each other because people do invest in people as well as organization. And so i was really primarily i think, who we all are and who we represent in terms of the organizations and mindy, how does the ceo sort of set the culture of fund-raising for the rest of the organization, we’ll we’ll be talking about their individual role with respect directly with donors, but how did they set a culture of fund-raising throughout the organization for the others? I think we, you know, we all know what they have to explain that every single member of staff and every boardmember absolutely are part of the fund-raising team, we’re all selling something we don’t like to maybe use that terminology, but we are the spokespeople where the practitioners where the deliverers and we have to care and we have to have passion and i think what distinguishes all of us as non-profits is the passion for what we do and that’s what makes us able and all be part of fund-raising but what is the ceo need to do? Teo teo, race everybody else well, we need to be the chief cheerleader. We need to be the person who keeps reminding everyone about the value of the work. I mean, what we really selling is something very important depending on the mission of our organization. So i think the ceo really has to be the person who could articulate it and also inspire people to go out and help sell it. And karen, as we just mentioned a second ago, i said, you know, willingness there has to be that willingness in order for the c e o to convey the same enthusiasm to the rest of the organization without question. And the ceo has to be willing and i what we talk a lot. About it, god’s love we deliver is that each of us has a very special role as an ambassador, and it doesn’t matter whether we’re being the ambassador directly with clients. The ambassador with our volunteers, ambassador with our donors, but way worked very hard to make sure that all of our staff are prepared to to play that role, to know enough about god’s love some key talking points to be able to talk the sunday dinner with family or at the ball field sitting with their friends, and i think that does come very much from the leadership if the leadership of the organization is comfortable fund-raising and helps people understand there very special role in that that filters down into the culture and people really enjoy it. They really like it. Some of us are staff for some of our best fundraisers. Is it possible, karin, for youto say, how much of your time is devoted to fund-raising some ceos will say one hundred percent right it’s, not a hundred percent. Everything i do is really fund-raising you know yes, you could say that, but i think the heart of your question is how often am i? Actually, either meeting with the development team meeting with the board meeting with donors on i would say that’s probably half of my time. Okay, okay. Mindy, do you have advice for boards as they’re hiring a ceo around, making sure that they get a ceo who’s able and willing to do all the things that you you described earlier and be that passionate fundraiser? I mean, the single most important thing that a board of any organization does is hyre their ceo and it’s got to be a fit, and that sounds kind of trite, but it has to be fit with them because in a way, they’re looking for someone to champion their cause and give them direction. I mean, the ceo is not the chairman of the board, but has to be with the chairman, a leader and a partner. So i think the hiring is really about looking for a match and there’s no one definition of that it’s got to be the culture of the organization, the goals of the organization, the level the organization is at, you know, a startup is looking for one kind of person. A very established organization looks for different. Level so it’s, knowing where you’re at, the board needs to know where the organizations that and what’s the match for that level, you know, i don’t want to pursue this little bit more about the hiring of the ceo. Do you like to see people within the organization interviewing potential ceo candidates? You mean, like the staff? Yeah, i think it is absolutely the board’s decision. I don’t think the board should ask the permission of the staff. Frankly, i think a smart candidate will ask to meet the key staff to see who they are to see what they’re saying. And so i think it’s an important thing, to have an interaction and to get a real feel so that, you know the ceo themselves has a taste of what the organization is and can even turn to the board and say, well, this is what i see, and perhaps the culture needs to go one way or the other. And are you going to be with me on that? E-giving didn’t think the tubing getting ding, ding, ding ding you’re listening to the talking alternative network to get you thinking duitz things 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. 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Karen earlier you suggested about thie i just forgot what i was going to ask you about the willingness of the ceo. Now we’ll have to skip that because when i come back, then i think the question about hiring the ceo, the one of the thing that i would say is that when boards goto hyre ceo, they themselves are the in some ways the organization’s key donors, and they can very quickly judged by their own reaction whether they think the person who’s sitting in front of them has vision, has passion, can communicate it because what they’re seeing in that interview process is what donors will say. Of course, in an interview, you’re not going to know the organization as well, or and there will be a learning curve, but bored should put themselves not only in the role of the governance leader, but also in the role of the of the donor and say, is this somebody who i see is the face of this organization, who i feel comfortable putting out there, you might be happy being the front person, you know what i was going to ask you is you had alluded to donors. Wanting to see the ceo now, how do you manage over exposure so that the ceo, i don’t think, shouldn’t be brought in for every obviously for every donor meeting? How do you decide when it’s appropriate and for which donors? The meeting for the ceo is right? I’m we’re time not an issue. I would say that your premise that the ceo should be brought in for every donor is not so because i do think that every donor is entitled to know the organization and know the leadership time sometimes is an issue, so what we do it god’s love is that we do some combination of donors, meetings that are one on one and other other donor meetings that might be a group of people who come in. So we’re now in a siri’s of coffee with the ceo so i can sit and talk with a number of people at the same time, so we try very hard to be as connected and not just connected to me, though that’s. The other key is that they want to meet the ceo, but the ceo doesn’t have to be there only relationship with the organization there are board members, there are other donors, their staff, particularly the development staff, and we share that, yeah, that’s going to play at all levels. There should be no donor who only knows one member of the staff, right, including those including those people who are receiving your services. Don’t you want to broaden no, the knowledge base of the the recipients, right, right. We’re benefitting right? Well, mostly what we care about, because that god’s love we’re dealing with people who are really sick, and so when they need to connect with us, we want them to make that connection. We don’t want them tow. Have tio hang on the phone for a long time, get a call back they could be napping by the call comes back, so for us, it’s, like call anybody. We have a lot of general numbers so that people can. Our clients can get to us really without fuss. Karen what’s, the part of fund-raising that you dislike the most. I don’t know there isn’t really one that i just i guess the thing that i had to think about, that what nobody’s ever done it good like like, well, mindy, what do you see in your in your practice? The part that ceos perhaps struggle with the most? I think, you know, like carrot it’s so integral to the job you don’t think about liking it or not like it. I think sometimes is a part of me that just takes a deep breath and says all the energy and all the time and money that goes into raising money. There are moments when you wish you could be using that more to be delivered your service, but it’s kind of integral to the work, and it is rewarding because it’s europe opportunity to have people invested in what you’re doing. But is there something that you see ceo struggle with more than than others are maybe it’s identifying or speaking in large groups or meeting in individual meetings? I think the nature of being a ceo is that you need to be comfortable with all of those modes, and what might be a struggle is if it’s really not you. If it’s not, you’re fit, you could be quiet at it. You could be loud at it. You could be exuberant. You could have your own style. Think i think for all work. It’s got to be a match. Okay, i’m with mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love we deliver and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven let’s talk about the relationship with the board. The board is integral fund-raising integral member of the fund-raising team as a whole and then also as individuals. Um, karen, how do you manage that relationship with your board? As as fundraisers? It’s a really key part, i think of the ceo’s job is managing the relationship with the boards that you say as individuals and as a group, as a collective and of getting finding the right way to engage each boardmember because each has their own skills, abilities, willingness and comfort level comfort, you know, so some people are, like, great, you know, getting in there with you making an ask of somebody another one might say i’m really not comfortable with that. But i will send a letter and another might say, i’m more willing tohave people come to events with me or to buy a table or do other things. Some people are fantastic spokespeople, and they don’t really want to do fund-raising so i think a riel art is getting the best of each of your board members and as a collective getting the skill set that you need to really advance the organization in fund-raising sing, but in lots of different areas, and how do you assess what each board members strengths and weaknesses are? Is there some kind of formal assessment, or is it really just you getting to know them and understanding that way? That process starts way back in the recruitment process for new board members in terms of why’re they being recommended, what is their formal resume? And then what is there in formal resume? Because a lot of people have skills that, like, they might be a coach and if somebody’s a coach on the side that speaks to how they might work in a group on your board so it’s getting to know them through the recruitment process and then ultimately spending some time with board members, once they’re on the board to talk about that and to nurture them, we have somebody in our board right now who promised us he would never do an ounce of fund-raising and he’s now like out there, getting his friends involved, calling people asking that takes time, and so where they start may not be where they end up after your two of service mini. And in your practice, do you use much formal assessment of board members, may be assessing each other or certainly at least themselves. I’ve had experiences with both. I think it’s actually very healthy to do formal assessment, but it depends again at the point, the board is that where the organization is that in i said in the beginning of this conversation that all this is about relationships and managing them. And i think boards need to self assess. And i need to say how we doing and how’s our mix and what is it we need more of? And that could be that’s sometimes good to do formally. Maybe they need a workshop. Maybe there are those people who want to practice. Most importantly, it’s a one on one relationship to building their strengths and the formality, i think, just gets the conversation started. What about the training of board members for fund-raising that i’m imagine that probie starts in the recruitment process, also setting expectation, but let’s talk generally about the think that its friends, whether it’s a new boardmember who’s never been ever a boardmember or a very experienced one. You know, some people come to you with a lot already, i’ve we often have formal training sessions that there’s a campaign we’re going to meet. We’re going over the goals and even role playing so it could be very formal and specific or coming to conferences like this. Conferences are a great way to bring a boardmember into a professional setting to realize they’re connected to a much broader world. It’s, not just their organization, that there’s resource is that it also inspires that they feel very proud. You know? Karen looked like you were nodding and suggesting you want to say something around setting the board members expectations at the recruitment stage around fund-raising i think it’s very important to do that very important before you as you offering them aboard position to make. Sure, they understand that, and then to keep working and doing training and four every time you ask a boardmember to help is another opportunity to advance what they know in their comfort level. So something is simple. One of the things we’re about to have a big fund-raising about van next saturday night, and our board members will have the names of two people we really want them to connect with and a little cheat sheet that’ll fit like in their shirt pocket that has the two or three things we really want them to talk about with that person, so they feel like when they come over and they say hi, tony, i hope you’re having a good time tonight that if the person’s not really chatty, they know what to follow up with, and that gives him a great comfort level. And again, they become fantastic ambassadors because in a party, we’re not asking them to fundraise per se, we’re asking them to friend race that’s a great example, i think, of giving ah boardmember overy manageable goal at the meet at this is large event we’d like you to meet these two people. That’s, right? No. That’s, right? And then we set up staff to make sure that the staff is on the lookout for those two people. And that one boardmember to make sure that they find each other right there where they can feel successful. It’s one thing to get a gift, get a grant, but there’s so many steps along the way and giving very specific direction and, you know, something like a real job at this event, it just makes people feel really good. You know, mindy, how do you like to see ceos prepare for a meeting with a donor? Doesn’t necessarily have to be a solicitation. Could be. But how do you like to see them prepare for meeting with a major donor? Well, i always like to be fully briefed by my development staff. Or it might be a boardmember who knows this donor’s? Well, i like to know everything. I like to know their professional background. Other organizations were involved with kind of a nice profile research. And then we like we sit. I like to talk to a couple of people. The organization think. Well, given this person’s background, you know how? What are the parts of? Our organization or work that we think of the strongest and just really go in briefed and at the same time be wide open to going in another direction because you really don’t know and people start talking what you’re going. I’ve gone in thinking one and ended up discussing, you know, climbing mountains in nepal because that’s something we found together and that brought us into the conversation that’s great when i was when i was as a plan giving director at a couple of colleges, i would look for things in the office that would make a connection, whether it was, uh, well, i’m not too much of a sports guy, so but i had to sort of hold my own in sport because i don’t really know much about it, but lots of guys do. So if i see a sailboat and i need to know where you know, where is it, you know, looking for that connection that you’re talking about. Mindy yeah, because as you said several minutes ago, people give to people right? And they love your work, but that connection with the person critical. Karen, how do you like to prepare for your for your meetings, let’s say it is a solicitor. I broke my voice broke again, you know, because in the last interview says that we’re talking about sixteen to forty year olds, so i think i’m going back to puberty. My voice just cracked. Sorry. How do you like to prepare let’s say it is a solicitation you’re asking from someone for ah, mid six figures gift. How do you like to prepare for that meeting? Well, i would add mindy’s whole list i would add to that they’re giving history with us potentially they’re giving history with others so that we have a sense of whether we’re asking them for the biggest gift they’ve ever given or not the biggest gift they’ve ever given, because that depends on their willingness, their capability and their potential eagerness. And then i now in my career that i can sort of go with that earlier on in my career, i liked to practice, i actually like to sit down and practice asking because until you mike’s, we do a role play with a staff member with a development person board the boardmember for the two of if it’s a boardmember and myself for six figure gift, we would might go with two people. We need to sit down so we know who’s going to do because usually sometimes you run the risk it’s a great meeting your back and forth and then, like you’re looking each other, like who’s going to ask so everybody’s role needs to be very clearly defined. And i think you need to practice saying the words, and i’m hoping that you will consider a gift of whatever number you’ve planned on two the organization and until you can actually get those words out of your mouth, and the best way to do that is practice it so often that it’s a sentence like anything else, it will become second nature. You know, that’s, the ceo is fund-raising m v p i’ve been with mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love. We deliver ladies, thank you very much for joining me in the things this is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics politically expressed. I am montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com oppcoll are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. I’m ken berger of charity navigator, and you’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back, it’s time now for tony’s take to this month is our one year anniversary. In fact, this show is show number fifty one, so fifty two weeks next week will be shown number fifty two, who fifty one shows this is it, sam gives upload that’s the vast audience that’s sam, our producer. So later this month on the the only show remaining this month, next friday, the twenty ninth we’re bringing on to new contributors both talking about law that will be jean takagi and emily chan. Their law firm is the non-profit and exempt organizations law firm or neo ennio. They’re based in san francisco. Gene is the publisher of the non-profit law blawg, which you’ll find it non-profit law blawg, dot com and emily chan works for him and is a contributor to that blogged. They’ll be joining me next week and then in august on august twelfth, i’ll be welcoming maria simple. She is the prospect finder, and she’ll be a regular contributor on prospect research for your non-profit she’s, a popular speaker and also a consultant in that area. I was on tv this week with esa aaron’s he’s, the consumer reporter for new york, one news his segments in the eleven o’clock news they’re called consumerwatch, and he and i were talking about the irs is automatic revocation list that list of two hundred seventy five thousand non-profits in the country that have lost their tax exempt status automatically. We talk about what that meant for donors to those charities and also for the charity’s themselves, and that was on time warner cable. That was tuesday. No, that was monday night on time warner cable, but i’ll have a link on my block, probably by the time this show is is airing the b link on my block and you can find it there. The post is called i’m on tv with a psa aarons, my block, of course at m p g a d v dot com and also this week i did stand up comedy at gotham comedy club that was a wednesday night show. I was part of a new talent show and the video for that will be on my blog’s soon, not this week, but shortly when i get the video, i will. Certainly put it up there, it was great fun and people did laugh, so it was a success because it was a comedy club, after all, and so that’s cool, this is year number one very exciting on very happy to be welcoming those those three experts as regular contributors and that’s tony’s take two for friday, july twenty second. It’s time now for my conversation with scott barnett talking about the fine art of conversion pre recorded at fund-raising day in new york city back in june. Welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven, we’re at the marriott marquis in new york city. My guest right now is scott barnett and scott’s conversating scots seminar topic is the art of conversion got his director of web communications at fairfield university and has a diverse, extensive background, both academia and business again the art of conversion scott barnett welcome to the show. Thank you, tony, for having me your conversion what we converting well website users into donors in this case, or visitors or sales or people that visit your site you want tohave him either tour visit, talk to you, contact you because the sites can manage and collect information on them that we can’t do with other mediums. Okay, now at fairfield university, i assume the web users are mostly alumni. Well, mostly on the admission side, forgetting students for this is the admissions of the things that make things go around. Are basically students first. Okay. And then after that, alumni and donors and the public is, well, you know, most colleges have a pretty strong athletics presences. Well, so you get a diverse set of visitors, including than your faculty and staff, that come to the site and your current students. So we’ve got to take that multitude of audiences and sort of track what they do on the site for the different purposes. And then we have clients, so to speak, in our agency model that we work with at the university that have different needs, admissions has one needs, advancement, has a different need for their users, and athletics has another new let’s talk about the younger people that so you have to engage seventeen year olds on the seventeen, eighteen year old earlier than that, actually. Okay, how early is thirteen? Which reality? By law, you can’t collect information about anyone under the age of thirteen anyways, online, but and that’s the copper act. Okay, we basically and let’s not let’s be clear here. People were not collecting information about you. Tony martin martignetti too old. Yes. If you’re not interested in somebody there’s not anything personal about you until you give that up. Meaning fill out a form or or our donate or do something that actually collects that information. But the mere act of visiting the site and moving around through the site is anonymous other than by i p address on other information that then is gleaned from that i p address. But khun tell the generally the part of the country you’re from the provider that you came through and that information’s helpful. But we really want to know is where did you go? On the site. When did you leave us? Did you make it to the point on the site where we wanted you to? So you set up goals and you try to convert them to finish those gold. Okay, we’ll get we’ll get to that part once they get to their. But how about engaging let’s? Talk about the sixteen tio, eighteen year olds. How are you attracting them, too? Fairfield allusions that’s the magic ball. Okay, we’ll share some shares. We presently just put up a very interesting online tour. Now. Everybody’s got their online tour in the college business and it’s usually a state and proper voiceover narration. Nice voice like yours or someone speaking about all the beautiful pictures and great academics and great athletics and all the other things we have and we’ve got a lot of that on the site, but we decided to make a tour that really spoke socially from the students to the students. So through the eyes of a student, we created a siri’s of videos of them waking up in the morning, going a class a typical day in the life. Okay, so so the lesson is and tell me if i’m oversimplifying, but you’re attracting people of a certain age by using people close to that age. Oh, sure tracked them. We, while we want to direct the campaigns that we wantto have the kind of creative ideas it’s it’s proven in today’s internet world that there’s a sort of peer-to-peer conversation going on. We see that all over and letting them speak to each other about the experience of being the student speak to other students, you know what their interests are, and whether this place is right for them. Because it’s a big decision to go to college and it’s really important for students to pick the right schools. We want him to pick us, but we also want them to be getting the right information. So the adults in the room, so to speak. I have lots of good information to put out there, but we also want them hearing information from their peers on dh that’s. Why we do things like this and believe me, it’s it’s slightly reality tv but there’s no magic buy-in the box it’s it’s segments in the day that we’ve selected arika and such but they’re presented from through the eyes of a student. And then after you have the student now at the site, how do you keep them engaged and coming back again? That let’s say sixteen to eighteen year old right seldman you know the public site on the dottie? Do you side is really a marketing vehicle to get people information about the school about our news and our events so there’s a lot of information on a one particular site of students for one one that’s really in tone and approach about them. We also created a space called fairfield live, which is a social media, a space where that we post videos have a weekly announcement video that’s done by a couple kids from the campus about what’s happening that weekend again the idea peer-to-peer conversations and try to get them coming backto find out about events both through four one one in fairfield live the potential admit e our potential applicants is brought into some systems we have where they then become a contact, you know, and in that sense, we developed them as a prospect. And that there’s a lot of communications that happened back and forth between the parents and the student and the admissions department, both in person. The biggest, best indicator for kids going to college state is their campus visit. So you really want to convert them to contacting you and showing out coming out, coming live right? I know a big part of your seminar topic is using google analytics track how you’re doing and part of what you say and the materials is don’t be afraid of mountains of data. So how? How so understanding that the audience for the show is small and midsize non-profits which fairfield may or may not fit into could be a mid sized mid size too large right in the college, right? That’s what they bite-sized so what? What’s your sort of opening advice for using google analytics and not being overwhelmed by it? Well, it has more than enough data for you to spend your time hiring people to sit there and call through data, but it’s really drilling down, tow what’s useful to you and you create goals and objectives for any piece of communications and the internet. You know what? Before we get into that, how would someone just get started with google analytics? How do you how do you find? Oh, yeah, i’ll let you get yourself a gmail account, you have that, and they they might have relaxed that, but you get a gmail account, you visit google dot com slash analytics and then you sign in and then you’ve got an account you then need to set it up for your various domains. So in our case dot e d u plus all of the sub domains, the various departments and things underneath it that we find interesting. Good that’s. Helpful. Thank you. Chart, please. So the data itself, you know, you can really really get lost in the data google analytics, but the real key is understanding. What is your goal with the particular communications? You know, everything needs a little a pitch. Okay? And what? We need to be able to use analytics to analyze that pitch what’s working in that pitch and let’s say you created three four page experience on the site. You really want to be able to follow that user and find out why is everybody leaving on the third page and not making it to our contact page and buy the data itself is not useful to you unless you analyze and react okay and create that same communication cycle we know from the business of where you have tto basically communicate, get audience feedback and then change the communications to adapt to that that’s exactly the same thing going on here except the fact is, with the internet, we really can great the success and failure of certain types of campaigns and experiences on the web by having that tracking all along the steps of the experience and i think you have very good advice, too. Your date is only as good as your use of it and your reaction to it, right? You have to tweak, and it takes a lot of training. I mean, we’ve we’ve worked with some consultants, and we ourselves have sought out a lot of good, valuable training material on google analytics so that we could understand what’s going on and that’s just my department web communications. So then we went out and took all of our account managers in our division and trained them about the reports. What does the report mean when your client comes to you and says off, tell me how many people are coming to our website and how many are visiting, you know, our department, they know howto look at the data and not get lost in the multitudes of pages that aaron, google and alex just look, create the report they needed sabelo then sit down and discuss the conversions that are going on, what steps might be taken to adapt and change the material to make it more useful to caesar. Now, first again, for a small and midsize shop. Do you think the tools that are on google analytics alone are sufficient for a charity? Tio navigate this, this melon of data was collected. Do they have to have a consultant and training well, outside what google oppcoll google has a lot of it’s own training it’s and it’s. Very good. You know, we found it necessary to speak to a consultant because we really wanted to draw out of it a lot of different things, but i think that most companies can get in and at the level that it at any level and use google’s materials to get a lot of training and know how you got to spend the time with any software and that’s really what it is. This software is a service you’ve got spend the time on training, honor it’s a waste of money. Well, in this case, it’s no money. So it doesn’t cost you anything to do google analytics except your time. Tto learn a little bit about how you can use it. And i think that that’s the key there is that the the end user, whether it’s, a mom and pop shop running a little sight, or whether it’s, a big no uber university up there, everybody’s, cost conscious. And this way you’re getting something for free. That is got a wealth, wealth of data. It’s, really, how you look down through and decide, have i created goals of it, created objectives and my following those and whether you want to know if someone from you, becca, stan, came to your site or not, you could do that, too. But you can’t be wasting your time if that’s, not your target customer. They didn’t even think that shooting getting, thinking, you’re listening to the talking alternate network e-giving. Nothing. You could. Xero looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting 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 efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com talking dot com. 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. What about the standard social media facebook twitter again? Let’s, let’s focus on you know, i knew you were going well eventually, yeah, let’s focus still on the younger like this is interesting. I don’t get many guests were talking about engaging teenagers sixteen eighteen what what’s your advice for the small non-profit around? Well, you know, again the magic bullet is facebook’s overwhelming success in the last two to three years really made it imperative that you have some presence there, but you need to manage that presence and understand that everybody knocking on your door and saying, you know, all we need to facebook page for this, we need facebook page for that for each individual campaign or something that’s, not a good use of resource is when you’re a small ship does become unmanageable, and then you end up with a bunch of stale pages. It’s a sight that people have two contribute content is king okay with all of this and look and repeated repeated continual contact right now. But what we’ve seen there is, you know, you’ve seen some good reaction to causes on this social media. When people do cause related things, they do. Well, mom, i think i think this younger audience reacts to that us is a company and larger companies that are selling products, you know, i’m not so big on the i light, yeah, nameless brand of soda here that i or something so we don’t get in trouble, but the the point being, i’m not so sure that that, but i think today’s younger set doesn’t think the way we think about, you know, in terms of brand association so it’s a little different in that with juggling act you have to do, and i think non-profits obviously, mom, the kids are into causes, they are muchmore involved group i think we may have grown up thinking we were very involved, but i i didn’t do most of my charitable work until i was out of college, but i see a group of kids now from my school on up that are very usually, you know, there’s a good percentage and they’re involved in things so that’s appealing to their nature in social media about the cause rather than the give, i think, and not being the fund-raising professional in our organization, i won’t speak two, whether that’s scientific enough, but i’m seeing the trend be that they are attracted to sites that are about the causes and then from that i’m sure you get your able to glean and pull through the conversations you create some some charitable giving and giving of time. Sometimes what you’re looking for out of that group is volunteerism. Oh yeah, cause they’re so passionate, motivated, they will give generously of their time, but they’re on it all the time. And my test lab is the fourteen and sixteen year old i have at home, okay, who spend all their time on their phone and they’re computer on facebook sometimes to my chagrin, because it’s just kind of, you know, but but if that’s what they’re doing, you know, you need to focus your communications to them and not have it be the man talking to you and that’s. Why we’ve worked on this key peer-to-peer conversations looking at ways to engage students that work for us to to to speak to them, whether it be for a cause or whether it before something like advancement or admissions over athletics. We use students all of those levels in fact, our libraries facebook site is operated by a student, yes, the powers that be in the library there and sometimes push things out to them to put out there. But the conversations that are going on that’s the important thing about facebook and twitter is making it a conversation it’s not just boom boom boom press release and say we suffer from that sometimes to put them all out there, but we also want to get in there sometimes. And for instance, we introduced this year it’s it’s off the fund-raising topic, but if at our athletics games tweeting during the games and facebook during the games because there is a core of alumni out there that follow us out there, they might be in california, they’re not listening to the internet, cass, to the game or didn’t pay for the video of the game and they’ll jump in and have a conversation with us about it, and we look at that it’s sort of being colored guys, i said, imagine yourself sitting there and we’re having a conversation about the game because that’s what we’re not doing play by play, nobody wants twitter play by play, but we have a conversation about what’s. Happening, and i think we’re going to introduce that this year two different types of events, not just athletic and i think there’s value there for the audience, so your constituents who can’t be with you can follow and they’ve chosen that medium that’s, what they’re doing to follow you so it’s almost disrespectful in some ways to not give them some content besides just pushing at um, you know, like i said, press releases and other information, my social i don’t interrupt because my social media manager is here regina walton and she is live tweeting, right? Regina, we’re live tweeting to arouse who are not this second, but we are during the day giving them the contest. Not this second. Are you finding more penetration among teenagers? At twitter? There was a time when it was forty year fifteen over i also teaching in and that marketing class not now and then on the side and last year we asked him and said, hey, how many in the room are aware twitter? And this is their kids in marketing that we’re going to go into business and three hands went up, but now you won’t have four people. In your class is no, you’re not a very popular teacher now twenty five, twenty five but, you know, doing that part time, i was able to see that they were aware of it as a medium, but to them it didn’t hold much lustre. But now i’d say, just even six months later, that was just last, you know, two semesters ago, there seems to be a great interest in our student affairs department and other areas of using twitter because the immediacy of it and the ability to do it in one hundred forty characters or less appeals to both the presenter and the receiver, and i think that once they’ve caught on to that one hundred forty by the one hundred forty, okay, well, i want to stretch it out a little bit. Are you whether you want to be shorter, you know? You want it, you know, i wish i could do it in ninety nine, where most people meet me want me to do it? Ninety nine words or less. We’re gonna leave it there. I want to thank scott barnett very much. Fairfield university for being a guest. What? Tony martignetti non-profit radio coverage. Of fund-raising day two thousand eleven at the marriott marquis scott, thank you for having me. Pleasure. That was my conversation with scott barnett from fairfield university on the fine art of conversion. I want to thank all my guests from the pre recorded interviews at fund-raising day this year, mindy dietz, karen pearl and scott that was a ll interviews from the association of fund-raising professionals, new york city chapter fund-raising day conference last june was great fun being there, and we’ll have more of those interviews for you in august next week, darien rodriguez haman we’re going to talk about his book non-profit management one oh one and the social media for non-profits conferences that he’s organizing throughout the country. My show is a media sponsor for the new york city conference on august fourth, so we’ll be doing speaker interviews there and bringing those to you and also, as i’ve said earlier today, welcoming jean takagi and emily chan to their first show, we’re going to talk about starting a non-profit preliminary question, should you? Because there are alternatives and if you do decide to start one, how do you do it? Gene is the publisher of non-profit law blogged, and emily is a frequent contributor to that site i look forward to welcoming them is regular contributors. Next week, you can keep up with all that’s coming up, especially in this anniversary year this anniversary month. Well, it’s one year, but the month is the one year anniversary. Sign up for our insider email alerts on the facebook page. Of course it’s, facebook, dot com and then the is the name of this show tony martignetti non-profit radio while you’re there, please, like us, become a fan of the show, you can subscribe and listen any time to the show on the device of your choice but that’s, computer, smartphone or tablet, go to non-profit radio dot net and that’s, our itunes paige subscribed there. 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 experts. Social media is by regina walton of organic social media. This is tony martignetti non-profit radio always heard fridays one to two p m eastern right here. Talking alternative we broadcasts always on itunes hope you’ll join me next friday right here at talking alternative. Dot com. Bonem metoo you didn’t think that shooting. Good ending. You’re listening to the talking alternate network to get you thinking. E-giving good. Looking to meet mr and mrs wright but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marty allison on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. 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 efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is we do whatever it takes to make our clients happy contact them today. Admission one one media dot com. 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 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. Durney talking.

049: The Morning After (The Big Event) & Giving USA 2011 Report – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Lisa Reilly, executive director, The Emelin Theatre
Tara Slone, principal, Marketing Matters
Jessica Weber, principal, Jessica Weber Design
Holly Hall, features editor, The Chronicle of Philanthropy
Robert Evans, editorial review board member, Giving USA

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

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Welcome to the show, this is tony martignetti non-profit radio, and i’m your aptly named host. We’re always talking about big non-profit ideas for the other ninety five percent help you were with me last week when i had a conversation with ken berger, president and ceo of charity navigator ken came on the show and announced charity navigator three point oh, we talked about the directions that cnn would like to move non-profits toward and how it’s inducing them to get there this week, the morning after the big event, three guests explain how best to follow-up your events and why it’s important to include follow-up plans in your pre event preparations. This is the first of my interviews from the exhibit floor at the fund-raising day conference in new york city last month. Then the e-giving yusa two thousand eleven report holly hall, features editor for the chronicle of philanthropy, will be with me to talk about her concerns from last year’s report and whether they’re answered in this year’s. This is a follow up to our discussion a few weeks ago on the show, then i’ll be joined by bob evans from the reports editorial board and he’ll share some important conclusions. Fromthe e-giving yusa two thousand eleven report in between the guests. As always, tony’s take two at roughly thirty two minutes into the hour. This month is the one year anniversary of the show, and we’re bringing on some regular monthly contributors, a team for legal compliance and a prospect research guru. I’ll introduce you to them on tony’s, take two. Also, if you’ve heard me speak and liked what you heard, that i’m going to ask for your help, both of those on tony’s take two in between today’s guests. Right now, we’ll take a break, and when we return, it’ll be the morning after the big event. E-giving didn’t think the ending the ending, depending. You’re listening to the talking alternate network e-giving. E-giving cubine. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Buy-in 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 looking to meet mr and mrs wright, but still haven’t found the one i want to make your current relationship as fulfilling as possible. Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. Welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven, we’re at the marriott marquis in new york city. My guests right now are lisa reilly, tara sloan and jessica weber. They’re seminar topic is provocatively the morning after the big event. Lisa riley is executive director of the ml in theatre. Tara sloane is principal of marketing matters limited, and jessica weber is the principle of jessica weber design incorporated. Ladies welcome murcott so let’s, start with you what hyre what? What can we do to extend the reach of events after the event is over? Well, i think there’s some sort of standard practices that we all think of as being kind of businesses, usual things, like remembering to thank our attendees after the event and one of the things that we suggested this morning is that it’s particularly useful if in that, thank you, you’re making sure that you’re still talking about the mission of your organization and that you’re extending the feel of the event and reiterating for people why they came to the event and what it was about, and we found in particular at the emlyn that one of the effective ways to do that is if you include a link to back to the website or to say there were pictures of the event to make sure that people have a reason to come back and look again at what you’re doing with these. Are you sending that? Thank you? Buy paper mail and also by email. So the link is wait, do about okay, terra is there a suggestion you’d liketo open with for extending the reach of events? Speak a lot closer, please. I think one of things we talked about is how important the pre planning for the post event is meaning planning in advance of the event. Who will do what? When the event is over. And while that’s often thought of as a boring task, it’s one of the most important it sounds like something that typically gets for gotten in planning for the event. Is that it’s? Not only for gotten but when it’s remembered the thought is, oh, we should have done this weeks ago. How could we have left this for you? Because the day after, people are excited about about what just occurred there, patting themselves on the bath about the event, but they’re not necessarily ready. Teo gear up the energy required for post event. So if the pieces have put into place before hand, they’re able it works much more successfully. Thank you. And jessica, what advice would you like to open with for extending the reach of events? Well, basically, we have a design from that only works in the not-for-profits sector. We encourage our clients to create brochures talking about their mission that are included in the event material and after the event, when lisa sends out a thank you letter to her attendees that she include a small brochure on the organization and some giving pieces so that the e-giving opportunity keeps going on after the events over really so it’s appropriate to include a solicitation material in the thank you for coming sometimes it is absolute terror is nodding. Also, please support it’s definitely important and it’s it’s really critical because we would assert that events are not just about the event it’s about building a relationship with all of the people who attended the event. So one of the ways in which which you build the relationship is immediate communication, post event and inviting. Them to support the great cause that they attended the event. Ok. And lisa, in your work with ml in you don’t get objections to solicitation material it’s included in the in the thank you for coming, we’re actually i think it is organization specific, and we’re a little sneaky about it. Good. Well, let’s, talk about it on dh. What we do is our event is near the beginning of our season. We have our event big event in october, which is the beginning of the m ellen’s performing arts season, so our thank you asks them to come to the theater when they come to the theatre, we asked them to give money so rather than including the asked directly in the thank you, we know that we’re going to have other opportunities to continue to build. That relationship is, tara says on one of the ways we want to build that relationship is to encourage them to be at the theater often. Okay, so, tara, let me ask you the same question that since you’re advocating this, your clients are not getting objections to solicitation material sent in the thank you, i think, if if it is done tactfully it works on clients are not objecting and remember that many of the people who are attending the events are guests of other people so they may not have. They may not have necessarily made a contribution yet individually, so this gives them the opportunity to just get sound like you want to say something about doing this tactfully, inappropriately, and another way of doing that is also to send out a newsletter a month or two after the event, to all the attendees with pictures of the event and talking about it so that you start to capture a family of friends it’s really important when you have an event to capture the people who are there to make friends for life, and by doing a newsletter every three or four months, it gets that across, and we also include e-giving envelope in the news, all right, but let’s talk a little more detail about that that first thank you that they get afterwards doing that, including a solicitation in that and doing it tactfully, appropriately what’s your advice for for that first communication after the event, well, usually the development director of the executive director will send a personal note thanking them for their attendance and personally signed, never a mass mailing. Absolutely even if there’s seven hundred fifty people, even if they’re seven hundred, the waldorf seven, because basically, how often do you get astounded when you actually get a hand written letter with a stamp on it these days? You know, it kind of knocks you out because everything is pre printed, so that little personal note with a real stamp means a lot to donors, okay? And about a terrible i just would like to suggest that one way to do a mass email let’s, say and make it meaningful is to give the guests of the event ideas ways in which the funds will be used. So talk to talk about the specifics, programmatic elements of the agency and let so in other words, for so and so amount of money you are contributing to support this cause, they’re program that we have for the next level, this is what you’re so that really makes it more personal and compelling beyond that would be something that they get right after the event terror right after the event, ok? Yeah, you’re listening to the talking alternative network. Geever are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight, one eight, three that’s 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. 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 lisa, are you spending any time at the event preparing attendees for the follow-up that that the theater is going to send? Well, we make because it is the beginning of our season, a big part of what i speak about it. The event is what’s going to happen at the theater over the coming months, so they know that they’re going that we want time to attend, but also that we need their support to make those events happen. And so there is a kind of, um, nuanced, i guess, you know, sort, subtle pitch to say to people that this this kind of work which is meaningful in our community doesn’t happen unless we have your support, and so part of your support is coming to the gala, but the next part of your support is attending the events and and picking some of these very specific projects. So, for example, last year, the theater needed a new protector because we have a film siri’s and saying to the gal audience, you can help, and this will make a real difference in how we can deliver our programs. Jessica, do you have advice on that about the same? Question i asked lisa preparing people at the event for the follow-up that’s that’s going to come? Wait do advise our clients were basically a design from we’re not a development firm so good. So that it’s usually our development director that will tell us what they need created to soon? Yes, in terms of design of the of the evening. Exactly. Did you have something, please? Yeah, so i just like to add that part of what i was, what i was opening with a minute ago was the idea of how the pre event planning, how important it is, and by working with the event committee and the board in advance of the event to determine what next steps might occur. For example, we might have a parlor events at so and so’s home planting, planning and then planting the seeds for those events at the main event. So in other words, tony, you’re you know, we’re going to invite you in a few weeks to join a mission coming to learn more, and it could be learned more about the agency or it could be we’re going to give you more value because we’re going to deliver. Some content that’s relevant to the mission of the organization, you’ll be interested in hearing this. I’m gonna shift a little bit what’s your advice, anybody about a situation where you have, uh, chair of an event, and i’m now i’m thinking bigger event, not like you were just talking about lisa tower, maybe a parlor event, but something larger and really all the all that chair is willing to do is share their vendor list and show up that night and share the event they’re not motivated around all the planning and to are to the point of your seminar, the post event work. Anybody have advice for that? Working with difficult chair who has to be the chair? Well, i think in the m ellen’s case, what we try to do is build a strong committee, so that because it certainly does happen that there are sometimes prominent people who are for one reason and others selected to chair an event who either are unwilling or unable just to spare the time to do the kind of rigorous, detail oriented work that needs to be done. And so we find a larger committee who will commit themselves to that kind of detail work that’s also the work of the board, frankly, so we prepare our board to say, you know, part of their job is to go to the gala and have fun, but another part of it is that they’re out talking to people about what we’re doing, and i think another way you can think about that is when, for example, of boardmember is engaged with someone who says, i really like the dance siri’s at the emblen one of the things that boardmember is doing is cultivating that person as a donor, coming back to the staff, coming back to the board and saying, you know, joe told me he really likes the dance siri’s, how do we make sure that joe’s engaged in the dance siri’s so there’s lots. I think there are lots of ambassadors, and the chair is a very visible ambassador, but not the only ambassador. Actually, we’re going to that. Come back to the committee in a second with lisa reilly, tara sloan and jessica weber. We’re talking about their seminar at at fund-raising day two thousand eleven, which is the morning after the big event. Let’s talk more about the committee the committee is critical. Jessica, what did you want to add to the sum a committee? It is critical to helping the organization get the event off the ground, whether it be working with the auction, the silent auction, even when we designed all the graphics there’s, always someone on the committee who we work with to make sure that the designs we create reflect the evening and each i mean, i’ve sat personally on many committees and it’s imperative that you get a really active goodcompany he’s. So let’s talk about that who’s best to talk about recruiting the right committee, who wants to go ahead. So in terms of the right committee, i would assert that it’s really important to have people who represent the different target segments of your population. So whether that’s from a geography standpoint, you have people on the committee who represent different geography is or you have people who are different ages representing different prospects and current supporters that you really think through, make sure the committee is representative of the people you want the agency to read, to be able to reach out to, okay and understanding at the same time with respect what lisa said, that they may be supplementing a chair who’s unable or unwilling to do a lot of the heavy lifting. Yes. And in addition, while there is often one share, there are ways in which to have journal chairs or committee chairs so that you’re giving that chair roll to more than one person, particularly in the situation where thie it may be that one of the chairs is in name only since the topic of your seminar is extending the reach of the event let’s switch to ah smaller event may be it is a parlor event elearning half a dozen or a dozen couples in someone’s home is the is extending the reach of that event different than the larger seven hundred fifty people in the waldorf. This aria is there. Is there more any more personal approach? Because it was an event with just twelve or twenty twenty people. How do we, uh, how do we follow-up to those smaller, more intimate events? So i think the smaller events you have fewer people to connect with and you have a more personal experience and more of a one on one with the people who attended so it’s very easy to pick up the phone so a phone call and find out what it was interesting to the guest about the organization and what they’re interested in going forward learning, knowing, supporting, okay, but doing it by phone. Lisa does emelin host small events like that? We do have some smaller events, and in one sense every performance that we hosted the theater is a smaller event, and one of the things that we found is very important at the theatre is that someone either myself or one of the board members welcomes thie audience on dh makes a real pitch for people to be actively engaged, whether that’s e-giving time or money or bringing coming to another event. I think one of the challenges in a small organization is people sometimes are a little hesitant to make the ask and sort of closed the loop. And to me, when you say, you know, what’s, the difference between a big event and a small event at our smaller events, the real challenge is to make sure that we have said very specifically we need you and we need you to give and we need your time and that can feel difficulty in a smaller room than in a bigger room. But it’s absolutely the reason tohave a smaller event and making sure that that actually happens both at the event and after the event, and plus the people you invite to those smaller events are typically more committed, or and maybe you’re asking them to bring someone who doesn’t know the organization very well, and that might that might be a strategy for broadening the reach, right, it’s all about personal relation in ship. So if the person who invited them is a dear friend or family member, they are more likely to be very positive. Lee predisposed to getting a phone call or personal touch from the director of the organization who their loved one cares very much about jessica. Thanks, tara. What about use of social media? Can you can you talk? I know you know you’re work is designing the event. What are you thinking about using social media in extending the events? Reach? It really depends on the size of the organization and if they can, in fact support social media, we have larger clients who have someone completely. Devoted to it, who’s writing the block whose our problem is that if an organization doesn’t have the manpower to support it, there’s nothing worse than going and seeing a block with six months old right here. This is a lot of apologies were sorry for not blogging sooner. More and more recently, for junior committees, i think social networking is fabulous when some of our groups are clients have junior committees and junior memberships, they social media is the way to go to connect for them and most of their invitations or invites great since you you please dara. Increasingly, i think facebook is a must have for an event and the earlier that you get the facebook page live and the more people that you can get to friend the page, the more valuable it is and it’s interesting, because just a few years ago i didn’t even exist, you know, now we’re having a contest. We’re giving away three ipads outsourced to ipads at three thirty, so if you each like the facebook page before you leave, which were set up to do right here, you can join the contest. He’s a younger events jessica raised that elisa, are you are you cultivating people in their twenties and say up to mid thirties and emily very much we are, i think that that’s ah difficulty audience for performing arts organizations in particular, tio teo, particularly the suburbs, perhaps to garner there are very they certainly are very different about how they engage with social media and print media. Where, just tell us, where is the evelyn theater? We’re in westchester, so we’re just north of new york city in a town called mamaroneck. Wait for it all that’s, not it’s, not upstate new york it’s not upstate, but it is not below fourteenth street. People from the city think of it as a lot of people from the city think of his upstate. I live in the city, but i don’t think of that, all right? So younger people in the suburbs not so much coming out for theatre, not so much to a performing arts centers. They i think there’s a different way that younger people engaged with the arts. They are more likely, for example, to go to a club somewhere where they can move and dance and interact as opposed to sitting in a seat and watching something happened, andi that’s not just true in the suburbs that’s if you look at places like the ninety second street y here in the city, you’ll see that they’re discounts for younger attendees because it is a challenge to get people below a certain age to engage in that particular format. Andi, i think they’re uneven. Bigger challenge, frankly, to engage in your fundraising efforts. Your work is designing events. Let’s, talk about designing events, jessica for people in their twenties. What do your thoughts there? Well, we just did something that was a skating thing in woman woman drink it was very successful. It was for one of our clients who only wanted to reach out to thirty and unders, and we didn’t even fight. There was facebook page and it was very well attended. It was a way of getting younger new yorkers to get involved with in this case is the new york city police foundation, and slowly, we’re hoping that the organization will nurture them so that they’ll become bigger and bigger contributors, and most of the time these events are not very expensive two hundred fifty dollars or less, they invite their friends and it’s, a way of store getting them into become donors, you know, it’s, a way of educating them. So one. One of the things that we think about do is that building thie relationships is all about building a tribe of people who care goldenburg tribe and the so to build that younger tribe, you need a few key younger people who care about the organization and reaching them. And identifying them is a one on one conversation. Jessica weber, lisa reilly and tara sloane there. Seminar topic was the morning after the big event. I want to thank you very much for joining tony martignetti non-profit radio coverage of the fund-raising day conference two thousand eleven. Ladies, thank you very much. Thank you, thank you. 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 huntress people be better business people. 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 back, it’s, time for tony’s take two at roughly thirty two minutes after the hour. This month is the one year anniversary for the show, and i’m really pleased, excited tio bring on some regular contributors to the show. Of course we have scott koegler who’s, our tech contributor he’s, the editor of non-profit technology news, and he joins us once a month. Teo, help explain technology and it’s used for non-profits so we’re going to bring on some additional experts one set in july, and then someone in august joining me starting on july twenty ninth is going to be jean takagi and emily chan. They are both attorneys, the their practices, the non-profit and exempt organizations, law group or neo-sage is in san francisco, and jean is also the publisher of the non-profit law blawg, dot com and emily is a frequent contributor to that block again, they’ll be with me first show on july twenty ninth. Then on august twelfth, i’ll be welcoming another regular contributor, prospect research expert maria simple maria is the prospect finder, and you’ll find her at the prospect finder dot com she’s goingto share prospect research advice for your non-profit and she also will be on once a month again. First show august twelfth have you heard me speak and have you liked it? Check out my block post, which is called have you heard me speak and liked it? That’s an m p g a d v dot com someone is compiling a list of the best speakers in philanthropy, and i’d be grateful to have your vote. The details are at that block post on my block, and that is tony’s take two for friday, july eighth. Coming on now is holly hol. Holly is features editor for the chronicle of philanthropy, welcoming her back to the show. Holly welcome back, pleasure to have you thank you. Glad to be here. Thanks. We’re talking about the e-giving yusa two thousand eleven report. So just to recap from your last appearance on this show in in june, there were some concerns we talked about from the two thousand ten report, which was on two thousand nine’s e-giving can you just recap a little bit? Yes, e-giving you say estimated that individual e-giving help study in two thousand nine and declined overall for total giving by all sources by just a small percentage point. And we thought that that was a little suspicious given our calls all over the country, showing much steeper declines in two thousand eight and nine. Okay, so this year, giving us a came out and has revised figures for, oh eight and nine and so now they’re reporting a cumulative thirteen point two percent drop in a way, and nine cumulative droppin await no nine. And how much of a drop from oh eight. Two o nine. Because that was the that was the two thousand ten report on two thousand nine giving. So what was the well? Okay, it was there now saying in a six point two percent down adjusted for inflation and no nine and another seven percent down in eight that’s a cumulative thirteen point two percent. Okay, it was the steepest drop in the fifty six, um year old survey. Okay, so it’s saying that e-giving is not quite as resilient as we thought in in a recession or in a battle bad economic time generally that’s, right? Ok, because the belief had been that it was quite resilient. But then how does that compare to the to the downturn? Let’s? Say, in the dow or, you know, in another stock into season. It’s. Not as bad as that that’s. True. First of all, i think we all have to keep in mind these air. Just estimate. And we may never know how much e-giving fell. But it is. Nice to see that that these figures have been adjusted to be more in line with what many organizations experience during the recession on, and it wasn’t just your chronicle philanthropies research, but there were other organisations as well that we’re saying that e-giving had declined considerably from a wayto nine yes, sir been several studies that show that on the council for aid education found a steep drop e-giving colleges and universities, thie association for health care philantech be found a double digit decrease e-giving um and ironically, the shevawn philantech rezone research wealthy individuals found that the wealthy decrease their giving by large margins as well. There was also concerned because two advisers to e-giving yusa, professors service and havens, schervish and havens i had questioned the two thousand ten report after they did some of their own research on two thousand nine giving we talked about this a couple of weeks ago you and i and they had factored in consumer confidence and unemployment have you seen any change in the methodology? It’s giving us a tow to factor in variables like that? Yeah, state. It’d make a change to look at patterns of personal consumption. I asked them why they didn’t use consumer confidence, and they said that they would much rather look at actual spending rather than confident. They thought that a better measure, okay, and how about unemployment and any measure of that variable? They didn’t look at that, okay, are they not o k now, we didn’t invite someone from giving us a talk about the methodology of the report, and they weren’t able to do that on. We do have bob evans coming, but he’s going to talk about the editorial side of the report, not the methodology side he’ll be on shortly. Holly, were there other things that you were looking for in this year’s report on? Did you find them just the correction? They now show that giving in twenty ten increased by about two percent. But that’s it still far from making up for the thirteen over thirteen percent drop that was found for the two years of recession? Sure, but we’re still not back to where we were. Another interesting thing about the survey is they showed that corporate giving corporate support went up, and that does not really but dive with what we hear anecdotally, and it totally. Corporate giving is very challenging for many groups, and they still haven’t recovered losses that they endured during the recession years. One possible explanation for that. Maybe that companies are donating more products. In-kind donations. Non-cash. Okay, e-giving in different ways, in-kind and maybe volunteerism to, i think, is one of the conclusions than cash. Holly. We have to leave it there. I want to thank you very much for summarizing and coming back on the show and following up, thank you very much. Thank you, tony pleasure. Holly halls, the features editor at the chronicle of philanthropy with me now is bob evans. Bob is founder and managing director of the hl consulting group, but he’s here in his capacity as a member of the editorial review board of giving yusa bob evans welcome to the show. Good morning, pleasure with pleasure to have you. Thank you, thanks for joining us. E-giving yusa has ten pretty pretty firm conclusions based on it’s ah, it’s research. Why don’t you just remind the audience what the methodology is, what the process is generally behind e-giving yusa and then we’ll get into a couple of these conclusions that you have e-giving us favorite. Very. Data from a variety of sources, including the i r s and and it would be a reflection of friends in america in every nation. Lovely, elegant about general figures, a revised and additional agents and data that the irs from for-profit filing vigils and patient foundation. But accurate. Careful analysis, general. In fact, bob bob, i’m going to interrupt you. Would you would you mind hanging up, please, and calling right back? We have awful connection. Okay, thank you very much. This is bob evans, he’s on the editorial board of the e-giving yusa report and he’s, unfortunately, cutting out kind of badly, he was saying that it is an annual report and it is revised twice. So azali hall pointed out the the each report is an estimate. So we want to be fair to giving yusa recognizing each report is an estimate, and then they do revise their numbers. Twice after the initial report, a cz bob evans was saying, bob, you back with us? Okay? I’m hoping we have a better connection. Let’s move to some of the conclusions about e-giving one of those is that americans remained generous in difficult economic times. What? What? What? Leads the e-giving usa and e-giving institute, the sponsors of the over report. Teo, conclude that even though it’s been a great fashion over the last several years, america funded credibly, where there were hills forgiving and kills for make failed at all of this. Bob, but i’ll tell you what way have awful connection. You’re just, you’re not coming through again, out let’s, do this. We’re gonna take a quick break. The producer will call you and give you some some advice about how may we can improve this. So so why did you hang up? We’re going to take a break, and when we return, it’ll be bob evans talking about giving yusa two thousand eleven report stay with us. I didn’t think that shooting the good ending things, you’re listening to the talking, alternate network duitz get in. I think. Cubine looking to meet mr and mrs wright, but still haven’t found the one. Want to make your current relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting 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. I 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 marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com talking. Bonem metoo welcome back, we think we’ve got technical problems solved and a much better connection with bob evans. Bob, you still there, right? I’m here. Ok, that is much, much better. This is an important point, so i’m actually going to just ask you to repeat what you had said about the giving us a report conclusion that americans remained generous in difficulty. Economic times. Americans have never shied away from giving to legitimate non-profits across united states and in fact, across the globe, uh, two hundred ninety one billion dollars were restricted to non-profits during two thousand him according to the giving us a report. And even though that’s a slight uptick from what was deceived or reprogram reported both in two thousand eight and two thousand nine, this is a great testimonial, two american generosity, no other country, no other group of people anywhere on the planet given generously give us frequently and give us passionately as what has been the result over the last year. And i think this is something that is to be highlighted e-giving is a certain it is certainly an important part of the us economy and i respond. People respond when called upon. And where there is a n’importe need to balance, i think you heard holly hall. She was on just before you there was ah declined a thirteen percent roughly declined a cumulative decline in two thousand eight in two thousand nine because of the recession, i have admitted, you know, that there’s a, uh, impact on the economy that does reflect in terms of e-giving but still e-giving was very serious component of the us economy, and that will not vanish. Another conclusion is that planned e-giving must and that’s that’s the reports word must be incorporated into fund-raising plant e-giving of course, the long term giving through wills and charitable trusts, charitable annuities? Why does the report conclude that plan giving is so important approximately eight percent of all giving in america? I came from the plant giving or the quest in two thousand ten, so we’re talking about twenty three billion dollars worth of, uh, support for non-profits this is more than corporate giving and is very serious effort, especially as baby boomers are aging and as americans are aging, that one of the things that were saying to non-profits across america is that you must incorporate a plan e-giving component into your fund-raising master plan if you’re not concern cering plans giving, you are really going to be left out in the er the wild, because this is such an important part of activity. But now the colleges and universities of america have really been working the baby boomer population and it’s starting to pay off handsomely for them in the form of a request. Okay, that eight percent figure that you cited that’s eight percent of total giving or eight percent of the individual giving number it’s eight percent of all giving in america. Okay, and i think these first two conclusions that we’re talking about that americans as individuals remain generous on dh, that plan giving must be incorporated, that that points to the importance of individual giving. And in fact, when one of the things that we say is that eighty, eighty seven percent of all giving in america truly comes from individuals living in bed because a certain percentage of foundation giving and be attributed to individuals and a certain percentage of corporate e-giving can be attributed individual, and you’re able to tease that out in the reports and for us, yeah, yeah. So that’s the week day, eighty seven percent of all giving comes from individuals living in bed. Okay? And that includes the foundation and corporate support that individuals are responsible for definitely a component of corporate giving and a component of foundation giving indefinitely, and the foundation support was not reduced as much as foundations had threatened or thought would be the case. We had expected much deeper cuts by federation by foundations in two thousand ten, primarily because foundation many foundations, especially large one stepped up during the great profession with larger than expected support for non-profit projects and causes uh, because most foundations use a three, four or five year rolling average in terms of return on their principal, we had expected much deeper decline from foundations. But thankfully, wall street cooperated and the portfolios of foundations uh, we were able to recover very significantly from the downturns of two thousand eight and nine. So the non-profit world on received much stronger support than we would have projected. I think that this will be a question mark that also will continue for another year or two as foundation portfolio. Try to recover what they had lost during the great recession what’s. The proportion of total giving that foundation support contributes foundation support his response for forty one billion dollars, or about fourteen percent of the pie for two thousand ten. And just curious. How does that compare with corporate support? Corporate support is only five. Okay, so that it that again, when you add individual giving, which seventy three percent request e-giving which is eight percent foundations fourteen percent in corporate at five, one hundred percent, you know? And we have just about a minute and a half before we have to close arts and culture giving so increases. What can you tell us about that? I think culture go up and down like a yo yo, especially because of very large e-giving both from individuals, dam’s foundations. In two thousand ten, our cultures saw a larger piece of the pie. Five for them was four percent. And we think this is a good sign about future support for the arts in america. But that increase was due to some, i guess, a few very large gifts. So there’s. Very, very large. Uh, which is also what impact this category of the ten categories. All right, so so that may mean for most arts and culture organizations, unless they were among the few who got some of these large gifts. They may not be feeling that that increase that’s, right, but it’s been is a mentality here is that we believe has turned around, and we’re especially optimistic and are telling that our clients that they have to work harder and ah, very directly with donors at all levels but were especially out to think about that category. Bob evans is founder, managing director of the e e h l consulting group, and he was sharing his expertise a za member of the editorial review board of giving yusa bob, thank you very much for your time. My pleasure, it’s been a pleasure having you i want to thank lisa reilly, tara sloan and jessica weber from fund-raising day two thousand eleven on dh, letting us replay that interview from from june and also, of course, holly hall from the chronicle of philanthropy and bob evans from the editorial review board of giving yusa next week. Partnerships, joint ventures, mergers and acquisitions sandra lamb of lamb advisers talks about collaborations of all kinds between non-profits when are they? Write for you when should your board be talking about? Um, how do you decide what organizations to collaborate with and what’s the process, then engaging generations x? And why leslie goldman and casey rotter from the us fund for unicef share their expertise in this area. They are both in those generations, but i did not ask their ages all of next week’s guests were recorded at the fund-raising day conference in new york city last month, and in the coming weeks i’ll have even more of those conversations from fund-raising day you can keep up with what’s coming up by signing up for our insider email alerts, go to the facebook page, facebook, dot com and then the name of this show sign up there for the alerts and, like us, become a fan of the show, you can listen to the show anytime on the device of your choice by subscribing on itunes, and you’ll find our itunes paige at non-profit radio dot net, the creative producer of tony martignetti non-profit radio is clear meyerhoff today’s line producer and the owner of talking alternative broadcasting is sam liebowitz. Our social media is by regina walton of organic social media. This is tony martignetti non-profit radio for july eighth, two thousand eleven. I hope you’ll be with me on july fifteenth, two thousand eleven, right here on talking alternative broadcasting, always at talking alternative dot com. I didn’t think that shooting the ending. Cubine you’re listening to the talking, alternate network. Things get e-giving duitz looking to meet mr and mrs wright but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more start your week off with love in the morning with marnie alison on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. 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 marketing. Their motto is we do whatever it takes to make our clients happy contact them today. 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047: Fire Up Your Board Fundraising – Tony Martignetti Nonprofit Radio

Tony’s guest this week:

Gail Perry, author of Fired-Up Fundraising: Turn Board Passion Into Action

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

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Treyz dahna welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent if you feel that your non-profit doesn’t get the attention it deserves, maybe in the media or maybe from consultants. You have a home here at tony martignetti non-profit radio, the aptly named host tony martignetti fortunate that i found this show last week, we had techniques to develop your corporate sponsorship strategy remember, my guest was john hicks talking about corporate sponsorship, and we had a review of fund accounting software with shows technology contributor, the editor of non-profit technology news. Scott koegler this week for the hour, fire up your board. Fund-raising i’ll be joined by gail perry gale is a consultant and the author of fired-up fund-raising turned board passion into action. Her book title pretty much says it all, she’s going to share proven techniques to motivate your board to step up to their fund-raising responsibilities gayle’s book is published by wiley, and it is available on amazon scales with us for the hour at about thirty two minutes after the hour on tony’s take too. I’m going to talk about sexism and how it’s being suffered by professional women. I blogged about that this week and also your last chance at a discount to the next-gen charity conference, which is next week in new york city. All that on today’s show. We’re going to take a break. And after that, i’ll be joined by gil perry. Please stay with me getting lending, the wounding e-giving ding, ding, ding ding. You’re listening to the talking alternate network, waiting to get you thinking. E-giving cubine. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Buy-in 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 looking to meet mr and mrs wright, but still haven’t found the one i want to make your car relationship as fulfilling as possible. Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. Zoho welcome back to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m joined now by the president of gale perry associates. Gail perry is a consultant and author. As i said earlier, her book is fired-up fund-raising turned board passion into action, published by wiley, available on amazon dot com. Gail is an international speaker on this subject, and she leads her own has led her own consulting firm for over fourteen years. I’m very glad that gale’s practice brings her to the show today. She’s joining us from north carolina? Welcome, gail. How you doing, tony? I’m doing well. Welcome. Welcome to the show. Pleasure to have you. Yeah. Why’s fund-raising important for board members. Well, actually, they they actually own for our big fun before. And many say that they have a very bilich. Although boardmember not agree with gail. I’m goingto interrupt you. I know you’re you’re on you’re on a vonage connection, i think. Is that? Yeah. And it’s breaking up a little bit. Do you have another phone that you can call on and i will do a little a little song and dance while you call him? Okay, please. Do. This is tony martignetti. Let me ok. I was also for my song and dance like this. She cuts me off. We’re just having a little technical problem with trying to get a good connection from gail galley there. Any better? Yes, it sounds better. One. We want to continue with the question why? And you cut me? I didn’t get to do my song and dance. You believe this? Alright, maybe. Maybe later. Notion. Uh, gail, you still there? There. Gail it’s. Beautiful. All right. You know, this is live radio because this wouldn’t happen otherwise. Let’s, take a look at tony’s. Take two at aa. Seven minutes after the hour instead of thirty two minutes after the hour. Do we have freddie? Do we have gale back? No, we don’t have gale back. Freddie will let me know. Um, the subject that i blogged about this week actually is sexism buy-in not only in the office, but generally in the office and outside the office suffered by professional women. The story that i told took place in a bar i was with a professional colleague was a networking dinner. Um and to rather boorish married guys intervened while i was in the men’s room and came back to find them harassing might be a little strong, but harassing might actually be appropriate. I’m not sure the woman that i was having the meeting with we had to sit at the bar because there weren’t any table reservations available. You can see the whole story on my block at m p g a d v dot com, and it actually has garnered some comments from women and men. The women are telling stories about their own situations, how they might be marginalized in an office that they actually working, but they’re there they lied, but their clients don’t recognize them is the leader, and another story was about a woman who was afraid teo actually stopped wearing dresses in the office because of comments that were made. Another story was from then you adjunct professor, the university wasn’t giving him enough office space or professor or classroom space. He had to run his classes from his home, and he relates how one of the female students was so uncomfortable with that idea that they that she un enrolled from the program from from his class so that’s all on my block. Um, the other thing that i wanted to take a few seconds to talk about on tony’s take two much earlier than anticipated is the next-gen charity conference, and that is coming up next week. I’ll be speaking on friday about social media and planned giving, and you can have a twenty percent discount to that unconference on my block. Go to the block, looked for that post, and you click the link to a twenty percent off discount on the nextgencharity conference. We have gale back, but we’re going to take this break. I’ll be joined by gail perry. After this break, please stay with me. Yeah, 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, too? He’ll call us now at to one to seven to one eight, one eight, three that’s two one two, seven to one eight, one eight, three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set 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. Krauz 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. Yeah. Durney welcome back to live radio, tony martignetti non-profit radio that last commercial by larry bloom. He says we make people happy. His show is the divorce our i know the show makes him happy, i think it’s it’s catharsis, cathartic radio for larry bloom. I know that very heartfelt, very tender radio. You can listen to his show the hour preceding mine. I’m joined now by gail perry. Our subject is fired-up you’re bored fund-raising gail, you’re with us, right? Okay, excellent. Much, much better. And let’s go to that first question. Why? Is fund-raising important for board members? Gale? Well, boardmember have such a responsibility to make sure the organization is successful. But the problem is that many organs many boardmember zehr not enlisted a recruited on dh, told when they’re recruited that their job is fund-raising so at the outset, they should be told they should be told and it doesn’t happen. I think that non-profits or embarrassed to ask him or afraid to bring it up. And i think it backfired terribly because then the champ wants the board to helping fund-raising in the board. Says what? What do you what do you know? What about yes. You know, the chronicle of philanthropy just yesterday in the online edition, had an article about the frustrations among non-profits that board members don’t step up to this important obligation. And on the side bar, there were four articles going back to, i think nineteen, ninety seven since then, and all of them had the headline’s something like non-profit boardmember sze don’t step up to their responsibilities, and here was basically that four or five maybe articles since i think nineteen, ninety seven, i know this is an enormous area of frustration for non-profits yeah, it is, but the problem is that i think i think non-profits bear a lot of the blame because i think i think, frankly, i think their expectations are way too high. You can’t expect untrained volunteers to be successful in fund-raising when they’ve never done it before, and they may not have the personality for it, frankly, i don’t want on that boardmember there soliciting because they wouldn’t be good at it. You probably have to clean up. Okay, we’re gonna talk about that later on. But what other roles there are around fund-raising besides soliciting, but so you think you think the responsibility. Lies with the non-profit wants a little more about that. Yeah, there’s a there’s, a sinus flandez says, we all get the boards we deserve, and that means that the more time and energy you spend on your board, the more you get out of him. Um, and i think that non-profit leaders need to take take a leadership wrong with their board and give them training and talk to them about expectations and talk to them about, um, what it is that the job of the board members is to do because so many boardmember don’t know, and i frankly, frankly, i think a lot of people who served on boards are very well meaning people, and they want to do a good job, but you got to tell him what you need. Yeah, that’s always that’s always the case, they’re passionate about the mission, and i know part of your messages toe unleash that passion, we’ll get to that, but they’re always passionate about otherwise they would have turned you down, you know? You know, they care, but you’ve got to figure out a way to make it easy for him and make it fun for me and what are some of the challenges that that are either organizational or personal to board members? Well, you know, for one thing, they don’t know anything about fund-raising they be racking? I think it’s unreasonable to assume that somebody can do a great job when they when they’re totally untrue ride and i’m a battle that weary, hardened veteran of twenty five years and fund-raising and i’m very comfortable with that. I got his sessions, i write articles in conferences, i understand the techniques in the technology, so one of the rules is they don’t understand it at all. I think four members think that fund-raising is all about asking for money, and we all know that that’s not particularly good fund-raising because good fund-raising is much more of a cultivation process in the relationship driven process, but if boardmember think it’s all about asking and it’s all about money, then they freeze, you know, from from opera started about think fund-raising is about changing the world and helping children and helping the environment and all the things that you’re raising money for, and the board members get stuck in this mythology of what they think fund-raising years and they make it into this horrible yucky, embarrassing, um, tacky poor manners, you know, they made it back-up all sorts of myths about it, but when you do it right, it’s a really joyful experience and your matching donors with causes that mythology often is carried on by the organization. Yeah, you know, i think i think i think fundrasing got a bad rap all around because a lot of people are nervous about it and they don’t they don’t understand it, they don’t know how to do it well, and and it does take a special skill set really does. What about the the meetings that board members are attending and they’d be used for your laughing looking she’s, laughing at me on my own show? You believe this? I know you. I know you’re laughing question, um, adult light board meeting. You don’t think that board meetings are boring, and i think the board members would tell you that they’re boring and i would say to you, if you have boring meetings, what kind of a board and you gonna have a board board? Uh, and if you have a board board, i don’t think they’re going to take action and fundrasing so it’s very important that we make boardmember into a cheerleading session and a and a exciting motivational experience now, that’s interesting sometimes, you know, something called a cheerleading session is used majority of lee, but obviously you don’t mean that. How would you turn boardmember into a cheerleading session? Well, you know, i think it’s gotta have some excitement of passion to it. I think the leadership has got to be passionate and excited. I think you’ve got to talk about important issues. You’ve got a door way shit boardmember time with crap. Excuse me. You know, um, thank you. You bring in testimonials from people who who, uh, who are being helped by your organization. I mean, just last night i was doing aboard retreat with our local women’s center, and i asked the director to tell us a story of something that had touched her heart recently. And she said she told the story of this woman who had two children, preschool children, small ones. Her husband lost his job and he abandoned the family. And she was that her last resort. She didn’t know what to do. She was going to get evicted. From her apartment, she has no money. She had nothing. Two small short. It had never worked outside the home. And when gene, the director of the women’s center, told her that that the women’s center could help her with her rent for a couple months. So she got herself established. The lady burst into tears and gene in telling the story last night she cried, had a blower nose and and, you know, it was in front of all the board members and the board members really got it about how important their work. Wass and it was a very touching and motivational. It was probably the most touching moment i experienced all weekend work. Yeah. That’s. An outstanding story. And and in a in a board meeting. And what was the reaction to board members? Could you see any? Oh, yeah. Physical reaction. Thank you, teo. Right. They could feel the energy. I think a lot about energy. I think that energy probably maybe is the basis of all this stuff. Let’s talk a little more about that because you think about it a lot. What do you mean about energy? You know, do you let me give you a little example? Do you have a friend whose energy is like the cold, clammy kitchen sink? You know what has been friday night with them, right? But do you have a friend whose energies like the warm sunshine and you want to spend time with them and one of my great fund-raising mottoes is winding down, throw a party because what if you could make what you’re doing fun? You attract people tio and four meetings air fun if the board members enjoy getting together, if, um if they if you could make your boar biddies into a party and let people enjoy themselves, you attract more people to your cause. And if you’re having a fund-raising of yet turned that into a party and you will bring me more money. There’s a whole lot of this attitude about, uh, being gregarious and being i mean, you changed the world by expanding your energy and influencing other people. And if boardmember zehr embarrassed about fund-raising and embarrassed about, quote, hitting up somebody or something, their energy is going to be like the clothes cold, clammy kitchen sink. So i gotta get four members away from their myths about fund-raising being yucky and get him pointed toward maybe. Friendraising. So they could be excited about what they’re doing and really inspired about the work. And and there are other activities which we’ll talk about that that are appropriate around fund-raising. It’s interesting that, um, uh, act of fund-raising can be seen as yucky and clammy and dirty and embarrassing and begging, even which is a very based form of human actions or the same action at same activity fund-raising can be seen is one of the most powerful shining examples of compassion and human. Yes, i’m talking with gail perry she’s, a consultant and author of the president of gale perry associates, and her book is fired-up fund-raising turn board passion into action. Gail, aside from the’s very poignant testimonials at meetings, how else can can we in live in this thiss passion? Well, i like, i’d like to ask for members by the care. What do you mean, just go around the table and ask or, you mean, write it out? How logistically detail, how would we do that? Development director for hospice tried the question with her group this way, she said to our board members, and they were very stiff bunch of immune who didn’t like they thought their job is to manage money, not to raise it, you know, that kind of people, and she went around the table and she said, tell me what legacy you’d like to leave from serving on sport right there went around the table. Whoa. And he said you would have thought i’d open the floodgate. She said she had never seen such emotion in such passion in these people. And she said i was a sea change way have a meeting she had had with these people in three years in a again a very telling story, gale, we actually we have a call, and i haven’t even said the number. Look at this. If you’d like to talk to gail are calling number is eight. Seven seven, four, eight, zero for one, two, zero, eight, seven, seven. Forty xero for one to zero and we have a caller. What is your name, please? Hi. My name is marion marion. Hi. Welcome to the show. Thank you very much. What’s your question for gail might. My question is, what are boardmember sze? We’ve made the mistake. Scale is already, uh, discussed in terms of we didn’t pre educate them about the fund-raising aspect. Um, i guess going forward, you know, live and learn. How do we go forward in picking board members? How do we screen them and educate? Them before we picked them that this is going to be part of their job duty. And also does she have any ideas in terms of resources that we could use to get people over this hump of feeling like fund-raising is yucky because i agree with friendraising actually, maybe the goal is to ask those friends for money, and how do we educate our boardmember appropriately, barry and i’m going to ask youto take the answer off off off line on the air because you’re breaking up a little bit, but we have your questions. Thank you very much for calling again the number again. The number to call is eight seven seven for eight xero for one to xero gale, what about the marin’s? First question on on screening board members? Yes, well, let me give you an example. I’m chair of the board governance committee for statewide boarding here in north carolina, and we were literally a fund-raising board and we have changed our mission to write be much more specific about fund-raising and it’s, my job to be the rude i’m sorry, it’s, my job to be in charge of the boardmember recruitment process? Not surprised. And so we’ve had people in action all over the state all year and, you know, feel feeling and potential boardmember and i have gotten off the phone with thes women that we’re enlisting, and i said, listen, i just want to go over with you, the expectations, and i don’t you to be surprised i said the really number one job of boardmember xyz to be leaders in their local fund-raising event in their local town, and do you have any problem with calling people for sponsorships and blah, blah, blah and very explicit to him? And they usually say, no, i’m happy to do that, and then i say and, you know, i just want to let you know that most of the board members almost all of us are contributing at the thousand dollar level is trailblazers, and i don’t want you to be surprised about that either. And do you think that’s, something you could consider and the people i talked to said, yeah, i think i can consider that so it’s been it’s been amazing? That has been so easy for me to talk about it because it can be embarrassing, but somehow i’m not the person who enlisted them, i’m sort of like the policeman to screen them before they come on the board because they want to be accepted into this group of very high powered women, and they don’t want any surprises, and so they’re pretty grateful for the for the conversation with me, and they’re really what about putting these expectations in writing nothing that’s very helpful. So after you’ve gotten their verbal but there’s, nothing there a lot of organizations that have lots of written expectations that board members have signed and nothing’s happened. Yeah, well, ok, of course, that the writings need to be enforced mohr essential than the riding it out. Okay, think about it because you gotta oddball people or get him on the phone and very direct because people don’t read stuff anyway. All right, well, but so are you suggesting a conversation and then something in writing? Onda writing, of course, needs to be enforced. Yeah, yeah, you know, people don’t enforce stuff going just although i do know a couple of boards that they give their boardmember xero sort of a report card at their place and every board meeting about where they stand. On their commitment. Yeah, well, i think we’re going to talk later. That’s a wonderful idea. We’re going to talk later in life. We’re going to talk later in the hour about self assessment in just a minute, we have left before a break. Gale, can you share with our caller the sum of the second question? Cem resource is for making fund-raising more appealing, you know? And if i could suggest a my website gai o perry dot com, i have a ton of articles, uninspiring board members and lots of different techniques buy-in conversations to stage with them to help them change their attitude about fund-raising i think you need to have a frank fear of convert xero fund-raising conversations, um, and that i think that’s very healthy and what you call it cleansing moment, so let him throw up about it. Uh, and then you’ve gotta have a conversation about abundance versus scarcity and about the importance of optimism and the connection to their passion and then friend making such a big deal. Uh, because, frankly, i held my speak all over the country on this, and i’ll tell everybody i would rather have a friend to my cause than a donor. Excellent. Gail, we’re going to take a break. Those resources are available at gail perry dot com, and you’ll also find a link to those resources, which are which are excellent. I was through them on my block it mpg devi dot com under the show today’s show post. We’re going to take a break after the break, of course, gail parry stays with us and hope you do, too. 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. Buy-in hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Yeah. Durney yeah. Welcome back to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. My guest is gail perry, the author of fired-up fund-raising turned board passion into action that is published by wiley and available at amazon. Gail, you left with a very interesting sort of ah, phrase. Repeat that for us and let’s let’s. Think about that friend making. I know what i said. I said i would rather have a friend to my cause than a donor rather have a friend than a donor. And people are shocked when i say that it’s a little more about the reason is that i ask everybody, what will a friend do for you? You know, and friends to your cause will do everything in the world, including give money. And so maybe we do need to change our fund-raising in the friend making. Because if you make friends out of your donors and bring them much more deeply into the cause and get them really involved, then they’ll stick with you for the long run. And we have a terrible problem in fund-raising ofwhat we call donorsearch trish in which is, of course, the fact that donors give once, and then they slip away or give twice and they don’t stick around. I mean, tony, do you know that statistics for donor attrition? And i do not know them. But before you, before you cite wth, um, i do know that it’s it costs a lot more time and money to find a new donor than it does to treat well and retain an existing donor. You know, i was reading some statistic. They said it was. It cost ten times more to get a new donor or a new customer for business than it does to retain one on one of those attrition way, halling statistic is that across the board, the probability that i will make a second gift, your organization, after i made the first one, is only fifty percent at really that’s the high fifty percent, really some other studies cited even lower than that. And so i would say that non-profits are failing miserably a customer service and donorsearch ofhis um, so therefore, maybe maybe maybe we do need to focus on our current donors and love him a lot and involving more daily rather than going out and beating our heads against the wall in the much harder work bringing. And of course, every organization is going to have their own statistic, which they certainly should be tracking their own. Their own donor, tricia. Well, they ought to be, i think, tracking their own donor attrition on dh if they find that number to be hi, that percentage to be hi. What what can they be doing, teo? To reduce that to reduce the attrition? Got lots of things they could do you that wee hollow howell movement in fund-raising called donor-centric fund-raising. In fact, there was just a twitter chat on that topic that i was following a little while ago. Um, donor-centric fund-raising means that you are thinking about your donor rather than yourself all the time. And you communicate with your donor frequently with cheerful news about the results that you’ve achieved in the world with their gift. And you do everything you can to make the donor feel passionate and connected. You invite, um, two special things. You send them special mailings. You you did not, uh, meaningful information about what you’re doing does not include a boring newsletter because studies show that most donors fund that non-profit newsletters are boring and they don’t read. Um and, you know, somewhere some organizations have what they call a donor appreciation of the if something signs boring, that’s fine sporting, i’d rather go to a barbecue. Some eyes have to settle, celebrate the donors, but not to a donor appreciation of. So i think non-profits need to think a lot more entrepreneurially about what donorsearch customer service really looks like and be creative with whatever the organization does in terms of programming to bring violent, bring donors so programming communications well, thank you. Statistics show that the the phone call thank you probably is the most powerful to keep a donor giving in connected and i think one of the best ways well, i don’t know. Ah, great way for donors for board members to be involved. Eyes making those thank you calls. I have some clients who do that. Others don’t but just a simple just called to say thank you not to ask for anything more, not even to invite you, but just to say thank you, right and healthy. Burke is the great canadian researcher has done a study after study own the statistical results. Of what happens when boardmember say thank you and in a very, uh make a phone call to say thank you. And her very first study that she’s repeated over and over with many different sides organizations here’s the first study, it’s amazing. She was working with the canadian paraplegic association, and they were doing a phone mail campaign all across canada, and the average gift of the campaign was twenty six dollars. And she did a test and had the board members make a thankyou phone call within twenty four hours after the gift was received to one out of every ten donors on that big campaign. So they they made their phone calls. The boardmember had a great time. They enjoyed it. It was theory. Well orchestrated. It’s been five months later, they re solicited both group, the group that hadn’t gotten a phone call and the groups that had gotten a phone call. And so guess how much muchmore money? The people who were phone called game i don’t know, did a double thirty nine percent there, nine percent more from the ten percent so here’s proof that boardmember can directly impact the bottom line and fund-raising without having to ask for money, right? And that’s what we alluded to earlier it’s not it’s, not all about asking on so that’s that’s what all of my message is all about, and i think border treats around the country and i’m very popular with boards because i give them easy ways to make a difference and fund-raising that don’t involve asking, so they like me and also try to turn the retreat into a party and they like that. Yes, well, you’re very popular with tony martignetti non-profit radio, but we got to call you before i had announced the phone number to call. Well, little tweet out a minute ago, you know, thereby calling look that she’s tweeting while she’s talking to me on the phone. Now, what about that previous guest? I had alice march, the attention factor and that’s that’s not good practice non-cash i’m sure you did it on a break. I actually did it on a break, but the number to call if you do want to talk to my guest. Gail perry is eight, seven seven for eight xero for one, two zero, eight, seven, seven for eight xero for one to zero and gail is the author of fired-up fund-raising turned board passion into action. What else? Gail, besides the simple and the thing that something that everybody would love to do besides those simple and pleasant thank you phone calls, how else can we engage board members? That is not a direct solicitation. Well, one of the when i was writing about, i interviewed a lot of the second directors and one one person just said something so tellingly, she said, if i could just get my board members open doors, that that would make my make my life so much easier. But they are embarrassed about opening doors, and they think it’s all about money, and they won’t do it. And so let’s, let’s give some thought about how boardmember can open doors in a way that is easy for them and playful and fun, and is like throwing all their friends onto the bandwagon rather than being stiff and awkward because, you know, i like i like the metaphor of a bandwagon until boardmember that everybody they know, especially their family and close friends, needs to know that they are very excited about thiscause and they spend a lot of time on this call and until i tell boardmember that, you know, you’re familiar with the concept, of course of barrel marketing and the notion that ideas are viruses and they spread and so tell boardmember they need to be sneijder’s everywhere they go, they need to be sneezing on everybody, you know, to spread a cunt contagious epidemic of happy news about the work that they’re organizations doing to make the world a different place, a better place. So that’s just asking them remember, laugh if they might back-up thinking they understand the concept of sneezing on everybody, they know they can do that. So we have to we have to in order to help them sneeze properly. The i have found out that board members don’t know what to say. If you really think about the good book, they don’t know what to say and that even boardmember have come to me and they say i wouldn’t have a chance to talk to somebody what i talk about, wait before we talk about what it is you want them to say, who is that they should be talking to? Well, sneezing on who they need every boardmember even if they say they don’t know any quote, wealthy people include every boardmember has relationship that can help forward their organization. It might be with a church, group or club, or a foundation or corporation. Or maybe they’re wealthy. And what about their co workers? Well, their coworkers, too, although sometimes co workers. Is your employee anyway? Sometimes that can be a little touchy. However many businesses adopt causes for their employees to get involved in. Okay, that is part of a team building so it’s, very broad, mostly personal relationships, personal networks, and this is this’s country back-up all the special network that any one person has. I mean, i’ve got my hairdresser, i’ve got my dry cleaner, you know, i’ve got my extended family, which is very large professional friend, social friends, you know, most of these people know that i’m wildly passionate about a couple of causes and that they’re always invited right now your advice is your advice, gail, is gail dellaccio matter that’s why they went down to a party it’s a matter of getting boardmember into a different spirit about their cause, okay, but what should they be? What should they specific find a spirit of inviting people on a spirit of sneezing everywhere, talking about it and not being afraid or embarrassed about talking? And what should they be saying, gale? What specifically? Well, you know, like the women’s center last night we talked about we did a little bit of messaging. We did it, we did a mingle exercise, and i asked everybody in the room to get up out of his chair and find another boardmember and just tell him why they care so on, and we did that three different times, they find three different boardmember zor four different board members and just shared a conversation that while they cared, and so i think, what a boardmember should talk about what i think here about the organization because that is an impact statement it’s not specific, it usually doesn’t have programs and services and data, and it has an emotional story that comes from the heart. Give us an example of a statement like that. Well, i believe in the women’s center because one of all right, i’m involved this organization on the passion about, i think, politics for hobby and it’s a pack and, you know, i’m of active democrat and also it’s not all fun raisers to be active in any politically and either side, because it’s good it’s good, it helps your fund-raising and multiple levels, so i’m passionate about the democratic collison electing women office, and i just believe that when mohr women are in the general assembly of north carolina, we have better laws for children, for victims, for the environment, and women deserve the voice and they need the voice. And so that’s my personal opinion about why i think my organisation is important, and so the women they’re people, they could say, you know, i’m just so worried because these these homeless women and children are the most fragile people in our society, and they’re right in our backyard, and it breaks my heart to see him, and we really need some help and it’s an ideal way of opening a conversation about the organization that you’re so passionate about and bringing more friends to it that’s the whole objective and, you know it say, boardmember don’t have to have a big speech prepared, right? They could just talk about their own personal opinion about what’s important, and they could do that because they’re not going to forget that they might forget the mission statement in the three million marketing messages, but they’ll remember why they care, you know, what’s another way, way, actually, before we move on to the other additional ways i do wantto put a disclaimer in that gale’s evidence of me, i mean, advice of sneezing is contrary to the centers for disease control recommendations that your sneeze into your elbow that is not she does not want you to seize a terrible shoretz you sneeze openly broadly and the b aerosol ing your good message throughout the subways and your community do not sneeze into your elbow. Gail, how else again? Thiss to me, i think, is the crux of our whole conversation, ways specific ways that board members can be engaged. That is not a solicitation. How else? Alright, now two of my favorite ways our host tours and host small social, i think it’s just a thing your temple non-profit if every single boardmember hosted on event in their homes, just introduce their friends to the cause no soliciting just introduced him just think what networks your organization would open forth for the future boardmember for example, we had a new director of the carolina ballet here in north carolina and almost like a ballet boardmember and i had a porch party to invite introduce people to the new artistic director, and it was way had about twenty people who came and forty people invited, and you have a very big porch. Yeah, well, having a big old southern front porch, i have a lot of parties here in new york city. We have a balcony. Party would be a boardmember in the executive director squeezed onto a balcony. It’s about fourteen inches wide deep. But that’s that’s only applies here. Wait, we have a national audience listening, right? Not just new york. We certainly do, in fact, that if a porch party really goes over well in texas and some about the places that work, um, but from that porch party, the ballet got eventually a wonderful new boardmember and a major donor. And it was the first time these people had been introduced to the ballet and as the boardmember didn’t have to do anything. All i had to do was have a little party until everybody, they needed to meet this hot new gun town. So it’s, very easy. And it was i wasn’t very one self conscious are anything. See, the problem is that boardmember think it’s all about money. They’re not going to do it because their energies going to clam up and they’re going to feel self conscious and awkward, and they’re going to back away it’s, not about money, it’s, about introductions, right about making friends friends, because even if people can’t give, they may have other relationships they can offer that can open doors. And, you know, if you think about the vast possible network that your organization could make use of it’s better, it’s, good to think. In a very broad, we have to take a break. My guest is gail perry, the author of fired-up fund-raising turned board passion into action. Take this break, please stay with us getting linking, the ending, the ending, you’re listening to the talking alternative network e-giving. Thank you. Cubine. Looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcast 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 efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. No. Durney welcome back to the show. I’m joined by gail perry. Gale let’s, let’s. Spend our remaining minutes talking about let’s. Get at least just one more idea. How boardmember sze khun do something fund-raising related. That’s not a direct solicitation. Yeah, something else that i find very helpful. I call it the v i p prospect game. I always like to make everything into a game for boardmember because it sounds a little bit more interesting and fun. And you’re gonna explain what the viper prospect game is, right? Okay, no jargon jail today? Yeah, here’s the thing the issue i’m tackling is that board staff always asked the board over and over for names of people and everybody boardmember every boardmember starts to give ten names san and boardmember won’t do it because they don’t know what’s gonna happen to these people after they name has turned our turn in but what i do as i tell everybody to take out a sheet of paper that they do not have to turn in and just think for a minute, see if they could make a list of up to ten people who could catapult your organization to a whole new level catapult. And i’m not talking about messing around and, uh, and then i’m quite i give about five minutes and our mind and that these three people could be representative of corporation shin. They could be a state attorneys. They could be government agencies are elected officials. They could be individuals, corporations, foundations, you name it. Close social club. Um, and i try to broaden the basis for the board members to consider all the possibilities of relationships they have. They could catapult their organization. And so i give them practice creating a prospect list and thinking about this without being self conscious, that they have to turn in the name. And then the step one step two is that i asked them to turn to the person next to them and just discuss one of the names on one of their lives. Uh, so what i’m doing that there is giving them practice moving from prospect identification to actually considering strategy and it’s, a low key, low pressure exercise that help support members get them warmed up to the whole idea of thinking big talking about specific individuals and then moving to strategy of high weekend, um open the door and cultivate a deeper relationship with this entity or this person and what i do after the exercises that i try to create a viper task force committee and of the board members to need after the retreat because we usually do this in a retreat for man need after the retreat and come up with the prospect lift and the staff is going yes, yes, thank you, thank you, thank you, because the staff has been trying to get the board members to do this forever, but the way they were being approached made the board members feel uncomfortable and and the board members would back away. So again, you know, master, a playful, lighthearted approach to a topic that can be very scary for people has been helpful. Yeah, we just have about two minutes left. What about board members that aren’t going to jump on board with this? They’re they’re just so let’s call them just difficult board members, they’re not coming on board with these with these ideas. How do we manage those? Well, you know, i started managing my expectations. Um i think it any board you’re gonna have a handful of people who are dead weight and if you beat yourself up about trying to get these people at, you’ll kill yourself. I just been tryingto tryto keep him quiet on and hope they don’t cause any disruption, and then i’ll pull out my term limits to make sure that we can rotate them off the board. Yes, written term limits, which also need to be enforced absolutely latto don’t okay, what if eso you you’re really so your advice is just bide your time until the term limit ends, and it could be in the beginning of their term? Well, you know, i think i have a friend who was is in the second director here when he had boardmember who weren’t showing up for doing what they needed to do, he would go meet with him, and he would say, you know, is there another way you would like to be involved with our organization or serve our cause? Because since you can’t quite do the boardmember job well, and i would say that, and he said they were relieved because they were feeling guilty. Yes, they felt guilty and didn’t want to let the organization down on and also, i think pierre pressure is a huge motivational factor because nobody wants to look embarrassed in front of their peers. Everybody wants to do come to that board meeting prepared and having done their list that they said they would do. So i find pierre pressure very, very helpful. And so you have to board meetings, have to praise the people who are performing, and you have to honor and recognize them. And i think i think it’s all about motivation and team building. Yeah, we have to leave it there. I’m sorry. Our time is up. My guest has been gail perry, consultant as president of gale perry associates and author of fired-up fund-raising published by widely available on amazon piela one. Thank you very much for being on the show. Thank you. Yeah, and remind people that my web site is gail perry dot com and their lots of articles on resource is there that you can? All right. Thank you very much. Ok. Bye, gail. Next week. Bountiful bequest. That’s. Why you should start your planned giving program with bequests and how to do it. My guest will be susan dame green and also next week. Thrift shops, ops. Should your non-profit have a thrift shop as a source of revenue? What are the implications of doing that, and how do you get started? I’ll be joined by shevawn weber, who has a lot of experience working in thrift shops and managing them. You can get our insider alerts aboutthe show and see where my live appearances are on our facebook page. That’s ah, tony martignetti non-profit radio on facebook. Dot com, the creative producer of tony martignetti non-profit radio is claire meyerhoff, the owner of talking alternative broadcasting, his sam liebowitz. Today, we have a guest line producer. I’m grateful for his help. Freddie fuko. Social media is by regina walton of organic social media. This is tony martignetti non-profit radio. Join us next friday, one p m eastern here at talking alternative dot com. Durney e-giving didn’t think dick tooting good ending things. You’re listening to the talking alternate network to get you thinking. E-giving looking to meet mr and mrs wright but still haven’t found the one i want to make your car relationship as fulfilling as possible. Then please join us starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more start your week off with love in the morning with marnie alison on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to talking on their network at www dot talking alternative dot com now broadcasting twenty four hours a day. 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 marketing. Their motto is we do whatever it takes to make our clients happy contact them today. Admission one one media dot com. 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 talking.

045: Smart Sales Training Strategies to Kick-Start Your Fundraising – Tony Martignetti Nonprofit Radio

Tony’s guest this week:

Larry Sharpe, director, Neo-Sage

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

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Cerini welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent, i’m your aptly named host tony martignetti what a coincidence i found this show if you think you’re non-profit is left out left out of consulting conversations left out in terms of fees that get charged press and media if you generally feel that you don’t get the attention that your small and midsize non-profit deserves, you have a home here at tony martignetti non-profit radio last week was an archive edition because i was at the national conference for philanthropic planning, doing interviews and talk later about that on tony’s take two, but last week we had regina walton, or from organic social media, and she explained and shared with us why you should be online. How to get started online on how to manage your non-profits reputation online also in last week’s edition John murcott from karma 4:1 one he shared how smart and simple online fund-raising khun build your relationships and unlock dollars for your non-profit this week, smart sales training strategies to kick start your fund-raising my guest is larry sharp, director of neo-sage, and he is going to share with us corporate sales lessons to help your non-profits fund-raising it’s a full we’re for a full hour of fund-raising this show with larry sharp and around the half hour on tony’s take, too, which is exactly at one thirty two. I’m going to share some notes from the national conference on philanthropic planning and a lot of exciting, interesting interviews at that conference last week, which is in florida, and they’ll be coming up on shows in the future, and i’ll talk a little about those on tony’s. Take two and also, ah, conference that i have coming up next-gen charity conference in november. All that on tony’s, take two after this break, larry sharp for a full hour of fund-raising 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 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. 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 dafs no welcome back to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m joined now by larry sharp, larry’s director of neo-sage on the web that’s n e o hyphen s a g dot com and he’s going to share smart sales training strategies to kickstart your fund-raising ah, full hour of fund-raising text tips from larry stage larry is director of neo-sage, an influence training center in new york. His clients learn how to sell fund-raising network and influence effectively he’s, the director of special projects for the world energy forum and a guest instructor at columbia’s graduate school of business. And i’m very glad that larry’s practice brings him to the show today into the studio. Welcome, larry. Thank you very much, madam. Thank you, larry. Sales for non-profits sales has sales and sometimes marketing have sort of ah pejorative connotation. The negative connotation should should non-profits be thinking about salesmanship. That’s ah that’s a great question and the reality is you’re right most people who work in the not non-profit world there are their helpers there healers they’re crusaders there, find the right word. They went to the right thing and save the world that’s great, but the problem with that is that’s, often directly in directly against the idea of making money in business. So while you absolutely need these people there’s no non-profit world without them, you’ve gotta have them. You also have to have the money part. You’ve gotta have the business guy or the money guy somewhere in there and that’s, the sales and marketing guy, which often is a problem, you’re right, they’re not profit world worries about that, so their answer usually is well, i’m so passionate about this problem is issue this concern, i’m going to try to somehow infuse the person on the of the phone or in front of me or through my letter with that same passion, and please, please, please give me money, please give me money because we’re all passionate about this cause that’s correct? The problem is that is traditional begging for money, which, if you’re very well known, i have a large marketing budget or big footprint that may be okay when you’re small not-for-profits nobody cares. As sad as it is, if it isn’t my issue, i don’t care, and if i have enough mind to give i probably already have a larger not-for-profits e-giving tio so you as ah not non-profit have to change the way you think this is very hard. Let me try to get this out so that the non-profit people here don’t don’t have a heart attack what stands in their way, they have to stop thinking that they are begging for money. They have to stop thinking that they are enforcing the agenda of their donors. They’re enforcing the agenda of the people who want this issue will concern dealt with if you’re trying to take take kids to art if that’s your charity for trying tio save a certain type of animal if you’re trying to move energy in a certain direction, whatever it is you have to act like hey, i’m out there doing this you want it done someone’s gonna pay for it, it’s gotta be you. I’m enforcing your agenda, i’m enforcing you’re well, i’m doing what you want me to do. I’m actually not non-profit i’m not a charity, i’m an association. I’m like a lobbyist, i’m in association trying to get your agenda push trying to get your will move forward now i’m gonna have to change the name of the show now to what tony martignetti associate association of ah, radio i don’t love it, they don’t know i can’t do that, you’re invested in this all right? I’m not saying you won’t use those words. Of course, you want to still keep the culture of your organization, but your thought process should be we are serving our donor base versus we are serving the actual people that we’re giving the money to or providing a service too. It is an entirely different mindset we’re doing this for you sort of on your behalf? Yes, exactly, it’s a whole different way. If they do that, all the sudden will happen is their language will change the language would change from things like please give us money to save the kids to hey, you want the kids saved? So we to do that we need x dollars brought us a check so we can do this. You wanted to and of course they’ll use their own language. But that feeling all of a sudden makes me feel like i am part of team, right? You wanted to, we’re in this together we’re doing the work for you because i already said on your behalf and you hope that this will get the actual dilgence too, not just write the check and walk away what you really want the donor to do is write the check and feel part of the team, so of course, when they do that, they start talking about it, they suck any of the people they volunteer it’s such a better way of moving your your non-profit forward, and i’m glad we’ve got a full hour to explore this because absolutely you spend so much time getting a donor’s your you don’t want to have to spend that time again to replace them when they write you just one check or come to just one event and then you didn’t you never hear from them again or hopefully this doesn’t happen, they don’t hear from you again. Ah, yes, the tight right, the time invested in getting a brand new donor extraordinary. Why i do that multiple times when you don’t need to and the second part is if if they really become part of the team, you don’t have to spend so much time getting the second donor zoho pew and you don’t have to spend so much time getting volunteers because they’ll help you. My guest is larry sharp, director of neo-sage, and we’re talking a full hour of fund-raising. Larry, of course, is staying with me after this break. I hope you do, too, getting anything ending, good ending. You’re listening to the talking alternative network. Duitz e-giving duitz. Good. Duitz 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 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 looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. No. I’m joined by larry sharp, director of neo-sage ennio hyphen s a g e dot com we’re here to find out whether larry really is is he? Is he a new sage? Has he brought sagacious nous to the studio? We’re finding out this hour around fund-raising and he’s already shared. Sort of the wayto reorient your thinking around fund-raising let’s get into some of the details, larry, how can non-profits start too implement a different way of thinking. Let’s just start with they’re just conversations conversation face to face conversations that might have with a donor on the phone let’s not do telemarketing yet, but just on the phone or in an event, how do we re orient the thinking to our conversations? The most important thing we want to talk about? And this is the sad what we don’t do what most not-for-profits there was discussed the need they spent a lot of time talking about the need. This is a problem. Oh, my god! This is a problem. The world is ending. These kids were dying, the fissure dying, the animal’s dyeing the every whatever is dying and bad things are happening while that’s not bad to start, you always wanna end on a positive piece and that’s what isn’t done? What happens is they say, the world’s ending oh my god, we have to do something you should help us versus saying the world’s, anybody blah, blah, blah and here’s a success story. There’s the critical piece that’s often missing people don’t wanna be part of a problem. They would be part of a solution. So expresses a need to problem kids were sick, animals are dying. Yeah economy’s being destroyed, the environment being destroyed whatever is your issue. But you know what? Here’s some success we’ve had here’s how we’ve made things better. There is a bright side right here, and that gets someone to say really how really? Well, that seems awesome that draws the person in. The problem is we’re so busy trying to show people the need will not give him the positive side of, but we’re doing something great. We begin to feel like this is an interesting concept if you’re always around, you know, poverty and you find some aid workers, sometimes you come back from africa or south east asia, some very depressed economy, they come back, and they’ll tell you the world’s ending the world’s full of pain everything’s horrible. No must be around them. Yeah, but they should come back and say the world’s terrible things. But you look what we did. We save twenty five kids or we save twenty five animals or we, you know, low with the carbon emissions or whatever is your charity, and then everyone goes, wow, that sounds great. So the critical piece and a conversation is discussed the issue. But then talk about the positive things that are happening. Should the success stories show the light that makes me want to come to you? Yeah, and i think that second part you’re right is not emphasized. A lot of fundraisers will say that the hook the need is the hook, right, and it sounds like years indeed it is. But go a step further and be positive. How you’re helping toe solved that mean, yes, the issue, as people think and this is a big problem. They think that donors give because they want to save the x no, always give for very different reasons. All different types of reasons, most of them very selfish. Most of them are very selfish what people give and people don’t get that they want to feel powerful, they want to feel good, they want to they want to feel they’re doing something they want to get recognition things of that sort that’s a very big reason why people give it’s not just because they want to save the whales will save the kids are saying the environment, it could be because they want to feel good, you know, an interesting story i was excuse me, i work for a couple non-profits and one of them was doing a training course for smaller non-profits and doing a training course, one person was upset and the person said because when i do this event, this person wants to come and have a booth at my event and sell his book, and i said, okay, while you upset well, you know, he don’t makes twelve thousand dollars, but you know what? I don’t want him doing this and making money, blah, blah i said, ok, he gives you twelve thousand dollars, right? Yes. Why do you care? What do you do at twelve thousand dollars? We do a lot with kids. So why do you care? In fact, you know what you should do tell him if he wants to be exclusive he’s gotta pay you twenty two more people next to him selling books. That’s what you d’oh and let three people sell books there and get thirty six thousand dollars and save your kids. We’ll give one guy twenty and save your kids stop thinking the person who gives has to be his passion as you they don’t, they have to write the check. They obviously value your organization if that guy selling books every single year, you do this event, he’ll give you twelve thousand dollars every year without complaining. Why you mad? Yeah, right. So we have to worry about when it comes to kayman our donor base is caring about our donor base, not caring about the people or animals or environment. We’re trying to save kayman dahna base making about them. You will see all of a sudden all shoot up the money will just stop coming, right? Well, while you’re thinking about fund-raising i mean, of course, of course against the need and the work is paramount, but fund-raising is a very, very close second to executing our program. Whatever. Yes. Um, silent be very clear about that. Absolutely. This is on ly we talking about fund-raising of course, we don’t want to sacrifice the value of the action of a profit just to make money. Baizman tio no, you’re absolutely right. Let’s so let’s dive in a little into some detail about direct mail that maybe a piece that’s devoted to fund-raising or it could be a newsletter. Direct mail. What advice do you have around? Absolutely generally speaking, you do not want to ask for that random amount of money more than once a year. So now you’re talking about a direct mail deal, you personalized letter hopefully doesn’t say, dear friend, i mean, i think you’d want the fund-raising pieces to be personalized absolutely that’s that’s the mail that you’re talking about right now, that individualized plans correct, okay? And i really would hope that today’s market there’s printers out there who can easily personalize everything if if you’re listening, you’re seeing yourself. I don’t i don’t have a database like that. Trust me, there are tons of people can personalize your mailing. If you do that, you get the mailing out there. You want your your plea to be generally yearly almost like a membership. You don’t have to use that word if you don’t want to depend upon the culture of your charity. If you are a membership type. Charlie used that. What if not? Who cares? Whatever, but you want to ask for the big hit yearly? Well, that’s the five hundred dollars a thousand dollars ten thousand dollars whatever that is that’s the one big hit yearly to want from the person the person should feel like i wrote my big check. I’m set i’m part of team. Not now. Next year’s. Next have to write my bait again. There’s. An exception. Here you can now begin to ask for more money throughout the year. But not the quarterly. You know fund-raising that is really impersonal, really unknowing and has turned many people off. And it’s it’s on the it’s on the non-profits schedule. Yes, exactly. Well, that’s exactly right, tony. Perfect. Let me just remind people my guest is larry sharp, director of neo-sage and we’re spending a full hour with your fund-raising sales training techniques to kickstart your fund-raising. Larry, i’m sorry. Go ahead. No, you’re totally right. Tony it’s. The issue here is non-profits or again thinking about themselves, so they want to raise money every quarter nice, but instead, think about the donor do the once a year you owe me a big hit because you’re part of my members should be part of a team got it. No problem. Whenever that’s a should be done, i don’t know, depends upon the calendar of the non-profit, but then quarterly you want to do targeted specifically to that individual, for example, let’s say your your charity deals with i’m gonna make up kids with cancer, right? Whatever. So maybe you decide that these people you figure out through the surveying or asking or internet surveying or check boxes on your mailer, however you decide to get that data, what are they specifically interested in? They’re interested in this piece that piece, this piece. So you say, you know what, what? This year we’re taking the kids who have cancer to disneyworld, whatever that is. And if the raise money for that, send it to those people who checked, you know, make a wish for cancer. Whoever check that one, those people get that specific mailing saying, please give us money for this specific trip for this specific issue. You want us to segment exact perfect word. Yes. Segment. Beautiful. I want you to segment on mr hayward. I want you to segment. We have george in jail on twenty martignetti non-profit radio. But i don’t think this is georgina segment. I think everybody understands segmenting. So there is a reprieve if anybody was wondering, especially since i’m the one who brought the word up. So i never put myself in jargon jail if it doesn’t happen, so keep listening. But that won’t happen. There won’t. Go ahead, please, larry. Second, once we do that now what happens is i’m giving because i see a result. I now see what’s happening. I’m due. I’m making a difference on what i’m specifically interested in. Yes, i want to see happy kids, you know, before they pass. We can maybe it’s in my family may be someone i know it’s close to me. Maybe i didn’t get something when i was a kid. Whatever it affect me that’s why i care about that. So now i’m going to drop my thousand dollars provoc woobox whatever that is to help these kids go to disney world now here’s a critical piece when when the next quarter you asked me for more money that betty pictures of that trip, the better the details of that trip. I need to see what i did. Outcomes absolutely. I want to see those happy kids. I want to see smiling kids. I want to see him hug and mickey mouse. I want all those things to make me feel good because the next court, when you asked me for the next trip, i’ll write another check again and again again. And we are seeing within the past, say, four, five years or so, a much greater emphasis on donors learning the outcomes yes and charity’s being accountable and some charities do it quantitatively i often use example of charity water. They have a very good website where you can see on a global map where your money was spent and how deep the will is well is in the community in south africa that they that they drilled and what the outcome was, how many people in that community we’re help, i mean that’s one example, but it’s a great example, outcomes krauz yes, and we also then the next piece in this whole concept is we do not want to do what so many charities do and make it broadbased. There are fourteen million children with this problem. Ten thousand kids every day have this ninety thousand whales every year do so. And so whatever. That’s. Nice to maybe start the juices flowing. Right? But you have to make it in an individual. Yeah. Where did my money go? Yes. Ninety thousand whales. Which one did mine? One hundred fifty thousand dollars. Help? Yes, absolutely. They want to know it was emma. That whale right there. That’s the one. You know, we tagged her and saved her calf. Yes. Thanks to you helping pay for the boat that went out there, did it? Yes. I want to feel that i want to say yeah, that’s my boat. I’d put money on my boat. I better keep paying off. My boat won’t go out there and help the embers of the world. Of course, we’re talking about this critical segmentation, larry and i just want to remind people that several shows ago we had tim cannon on from mcvicar and higginbotham, which is a print shop on better shop and they do that type of work and print shops and letter shops generally, as larry said, are sophisticated enough to help you segment your database. Once you’ve gotten the data collected to segment it and that’s really where i’d like to go let’s spend a few minutes. How do we talk about how we collect this data in order to do the segmentation that you’re recommending? Actually, the print company can assist you? They’re also because maybe if you have a yearly ask or whatever the case may be within your yearly, ask on the sheet where they fill out far from the box a thousand bucks, two hundred bucks, whatever they’re filling out you also say, and you were interested in check all that apply and just that right there will help you do it. There’s also something called and ah, i hope it’s not it’s a pearl, a personal earl and out of print shops khun do that also where they send it out and you go to a specific website just for them, you know, x charity slash tony m yes, i’ve seen those in direct mail pieces that i’ve gotten there we go. Click there and you feel your survey out right there. You know, i’m interested in emmett a whale and bobby the fish and jimmy to shark. Alright, that’s, what i care about and whatever the case may be, so you care about as an example, maybe you care about the shark fin soup issue, right? Everyone’s cutting the shark fins off, killing sharks, right? That’s, what you care about, okay, great. So the next time we do a campaign to help stop that, i can’t guarantee you’re getting a letter and i want twenty bucks, but maybe you don’t care about emily whale may be care about the sharks. It doesn’t matter. What i’m worried about is what you care about, not what i care about. So a personalized earl on dh. Really? Just aside from knowing what that specific donors interested in the charity now knows that that donor is interested enough to go from the mail piece or the email to click through to the personal you are also there. We’ve got them. We know we have that donor at least at the threshold. Yes, absolutely. And he is the next piece. You also find out what pieces? Are important t to your your donor base let’s say you find that nobody cares about shark fin soup. I’m making it up, right? I have no idea anyone cares but let’s say that you don’t abase you send out your letters b get a thousand back. We hope you haven’t made donorsearch hope so. Right? And out of the thousand ten k about the sharks, maybe either you shouldn’t publicize him so much. Well, maybe the reverse. Maybe you need a better campaign and get people to care. This gives you some insight in what you’re doing, right? Maybe you should say, you know what? I should stop doing this. I should take take this part of my charity away, give it to a specialized charity because my people don’t care about it all the reverse. No one cares what i do and outreach program to get people to understand this is an important issue. This data is very, very valuable, especially thie example, you just mentioned it’s it’s so small. But there’s another challenge that does this work so well, yeah, maybe and especially in the midst of a recession which i hope is ending soon. But we’re still in it? Maybe not technically, but everybody is not an economist thinks we’re still in the recession when non-profits have to be more efficient? Yeah, maybe one of their tasks one of their programs isn’t isn’t one that they’re doing the best and isn’t one that their constituents are that interested in, and they can they can shift that program elsewhere? Absolutely, and maybe even swap donors, maybe even do a joint, you know, event who knows how you can do this so there’s an important piece. So i hope that’s clear on the on the direct mailing side let’s, talk a little more about what you might, including a reply device. I mean, i’ll always telling our clients that every direct mail piece should come with some kind of reply device for someone, for the recipient to ask for more information, tell them that they’ve already included the organization in their state plan, which is a type of fund-raising consulting that we do, what else can we include? A direct mail piece to get people to share information with us? There are several things. The first thing you want to do is you want to make sure you give them something some type of gift in a certain way that i get could be like a church key could be that could be, you know, a pin pins, believe or not are very powerthru early. So you liked a little get pins or so because pin’s tell people i’m part of the part of crew. I’m part of a team, little lapel pins and that kind of thing, very power for the great or really detailed, specific information in southern information that no one else knows. These two things are very powerful. They feel to gift oh, i want to give back. So maybe an insider newsletter if it’s a newsletter, it can’t just be here’s what’s going on at the charity, nobody reads that you’re fooling yourself. Nobody reads that if it’s here something you don’t know, here’s something nobody but our members know here’s something happening in the secret, you know, you know, volts of power, something like that. Yes, people read that if it’s that time of insider information great, or if it’s something that could be ah story directed towards them, like the story of the kid’s going to see mickey mouse that’s a positive stories like that. But if it’s, just his was happening on a charity, nobody reads that and has also very consistent with sort of traditional fund-raising wisdom, which can often be wrong. But in this case, it’s, consistent with what you’re saying and that is sharing more detailed information with your your better donors. Yeah, eso. How to induce someone from giving five hundred dollars a year to a thousand dollars a year. Part of that will be that you’ll get our insider newsletter or our president’s circle. Yeah, email alerts on breaking events around are our issue perfect. My guest is larry sharpies, the director of neo-sage. We’re going to take a break, and, of course, larry joins us after this break, and also after this break, tony’s, take two. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics politically expressed. I am montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com oppcoll are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna 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 big non-profit ideas for the other ninety five percent were right around thirty two minutes after it’s roughly one thirty two eastern time. So it’s time for tony’s take two. Last week i couldn’t do the show because i was doing a podcast interviews at the national conference on philanthropic planning that’s where we had an archive edition of the show last week did six interview’s in conjunction with the chronicle of philanthropy, thes air interviews that will be coming up on upcoming shows. But just to give you a little sense of some of the people we talked to, one of the subjects was red flags in planned giving that was aviva bed occur what to look out for in planned e-giving we all know i’m a plan giving fund-raising consultant so i’m the first to say plan giving khun b an outstanding way to build endowment or in other ways, just help your non-profit long term, but there are some technical sides to plan giving, and you do need to be careful, and aviva benwikere raised some of those red flags for us in that interview endowment management strategies, my interviewee there, along with the chronicle of philanthropy, was catherine miree, sharing methods and techniques for keeping your endowment safe. We had to washington, d c insiders and attorney in a lobbyist, emily lamb and perry wasserman perry. Washington is actually the lobbyist for the host organization for that conference, which is the partnership for philanthropic planning. He’s their lobbyist, emily lamb, is an attorney in washington with skadden, arps and used to before that was with the treasury department working on in the in the tax in the tax area and are subject with emily and perry was how legislation and regulate the regulatory environment is going to be affecting fund-raising and non-profits generally, especially with the elections coming up in just a couple of weeks had a cripple your career in five easy steps. That was robert sharpe of the sharp group crippling your career in five easy steps. That was really very interesting, sort of. Ah ah, hook a way of getting you to pay attention to your career. I also had an melvin from harvard university. She was talking about motivating and marketing to your plant e-giving donors. You can see my blogger post on each of these interviews at my block, which is m p g a d v dot com, and you could also keep listening to the show for full interviews with each of these guests cause we’ll have the full interviews broadcast. If you don’t know when those air coming up, you wouldn’t know because i don’t know yet, but when they do come up, you confined out by getting our insider weekly email alerts, go to the facebook page for the show and get those alerts, of course, facebook, dot com and then it’s tony martignetti non-profit radio and you can sign up there for our insider email alerts in november. I’m going to be speaking at the next-gen charity conference that’s here in new york city, but we’re also going to be doing a podcast interviews of mohr speakers from that conference that’s november eighteenth will be doing the podcast interviews, and they’ll be for broadcast on later shows, and then on the nineteenth, i’ll be leading a workshop pg and so me planned giving in social media using social media, too. Reach out to your fund, your your plan giving donors and that has special considerations because plan giving donors are typically sixty and over, but we know where they’re where they’re going. Social media wise, is it? Facebook is a twitter we know and i’ll be sharing that in the conference. Also, i’m very pleased that i can offer with you offer you twenty percent off that next-gen charity conference for listeners of the show to get that twenty percent discount to the ah next-gen charity conference, which is on november eighteen and nineteen in new york city, you could go to the blogged or the facebook page and look for that twenty percent off discount. My guest this week is larry sharp, and i’m really glad that we’re spending the full hour talking about fund-raising sales training strategies to kick start your fund-raising larry is a corporate sales trainer, andi director of neo-sage, which is a consultancy that trains clients, had a cell fund-raising network and influence effectively. Larry, we we had been talking about direct mail and newsletters and direct mail pieces. How about the telephone? How can we shift? Are thinking about fund-raising in the way that you suggested and do this, if if if we’re doing telephone outreach? Sure, just generally speaking when you’re doing the telephone you’re talking to people who donated before now with the do not call list it’s difficult to do cold calling for for for not-for-profits an exception might be say, if you’re doing your ah your list for a college, maybe call me alumni that might be cold sometimes, but the exception of that generally speaking, people who’ve done any before the tactic here has to be as soon as you call you want to start giving them information right away. It’s ah, hey, tony, how you it’s latto from x y z charity? This call is because you don’t want to just call in just seeing it sounds apologetic. Yes, sorry to be calling, but you’re not saying that, but it sounds like you’re apologizing and really should be calling straightforward got important news to share you don’t want to train your donor base into thinking i call just cause you want your dahna metoo think i call because there’s a reason so as soon as you pick up the phone hey tony’s latto x y z charity here’s why i’m calling, you should know x y z you should be aware of bump up up, up, up here’s what’s happening where you care boom boom, boom ba boom whatever that is, then go into a specific reason why you want the money. A specific reason such as and because of this we have a new initiative, tony. And the new initiative is we’re going to now take the kids to you know, niagara falls because we know that’s going to help them out. And the doctors were saying, what is what we should do? Blah, blah look to really help us out to make this really happen. We need you to do now what’s that is at least double what you gave last time. So if you gave to earn fifty it’s at least five hundred, you may want to shoot four thousand whatever it is. But you want to go for a very high number for your first ask realizing most of the time you’re going to know. Okay? The reason why you do the high ask at first is to call the law of contrast the influence love contract states. I will measure everything by the first thing i see. So my first one thousand now to fifty seems cheap. Ah, vice oversea to fifty. Thousand expensive. So you’re measuring the second number, which will get to yes, in contrast with the first law of contrast, are so so two fifty seems like a cz you said a little compare two thousand, so i’m gonna ask for i must say, you know, to make this really happen. Tony, we really need tto help us out with a thousand dollars. Can you do that, tony? Now odds are you’re going to say no. Wow, but not like that. You said, wow, it’s, a lot of money, because i’m a two hundred dollar donor. Zack clean under fifty dollars don’t i’m a toothy donors? A lot of money for me. I’d love to. I can’t right now. Time to tough. Whatever you’re going to say, then you go and do you go to low and then medium so close, high, low, medium and listen to my language in doing this, i’m going to ensure that you do not go lower than last year. That’s the first time would ensure savannah. What? I’m still getting to fifty out of you, so i start with a thousand bucks you say can’t do it. You know what, tony, honest and completely. You know, you could if you want to go back to what you did last year, which is two, fifty here’s what most people doing for us that most people don’t really help us? A lot would be if you go five hundred. Can you do five hundred? Okay? He said, i just did. You could go down into that fifty, but most people are but most people doing doing five hundred most will gave me last year doing five hundred. Most people are will help us tremendously or ah, common amount. Some word that invokes law of social proof social proof means if other people are doing it, i should be doing it. So you know, your language should invoke social of others are doing it. What we’re expecting, what we’re seeing, what people are doing, the most common amount, any language you could be part of the trends are the trend exactly in the different word, but we have to because each cherry has their own culture, so the words i’m using may not function in your charity specifically, but use the language that your culture, the culture, that chap you can use that says that that says other people are doing is a trend it’s common and you could be part of that trend. Exactly correct your your strategy, you’re offering people the ability to stay in the same at the same level. You haven’t minimized what they’ve done for you in the past saying you could stay there, but what most people are doing who are involved in this issue is going much hyre without your saying much hyre exactly exactly right so that’s, why you do so at a minimum, you’re going to say, look, larry, i love the charity i love you guys. Let me stay at two fifty okay, great, thanks, tony. Let’s two, two, fifty. So no matter what, you’re not going below that, i’m getting something out of you and you’re not going lower. But with this tactic, the odds are if you can afford it, you go hyre now, if you can’t afford, you can’t afford it, i got it that time stuff some people can’t, you know, put the money out. But if you can afford it, you’re going to go hyre if he can’t, you go to fifty and hopefully next you you keep it going keep it going keep it going until eventually hope every donors over a thousand over ten thousand, over a hundred thousand we hope whatever we can get, the reality of it is they’re not going to give more than they can afford anyway. But if they’re out to fifty from last year, they probably can get to fifty again. So that’s going to we don’t want to say, you know, last you gave to fifty because then they say, well, you know this shit can i just do one twenty five times a Job just 2:100 and over some before you know what the given ten dollars? So we start with the high number so if you want, you could stay there. But here’s that most people are doing here is a trend. And hopefully more of them will go towards the raising two two. Fifty two, five hundred that’s. What? We have seen that you see that little clients? Absolutely. Yes. Should these calls be scripted? Of course. How do we prepare? Absolutely a hundred percent. The people you want to use can be any. You can use anybody you want to do your fund-raising it’s. Generally best if the people are part the charity sometimes they don’t do it sometimes they hyre outsiders part not necessarily employees, right? Could be volunteers motivated bones here. Somehow part of the chinese doesn’t happen of us have to be an actual employees. Could be other donors could be donors. Kids could be anyone someone who somehow part of that team. This way. If the person begins to ask questions, they can say some they can say yes. I am part of this team, you know, my mother donates and, you know, on the weekends, i sometimes go with the kids out to, you know, the orchestra or whatever’s your charity, right? So i went there last year. The summer camp. So that means okay. We’re all together. It’s instant report. What part? The same things as we have something in common. Absolutely. Better chance again. You could hire outsiders, but that has to go down a little bit. You don’t gain that same report. So it’s best that people who are somehow connected to part the charity? Yes, that’s the who? You have to do it. How do we prepare these? We literally want them to have a one sheet. Er a page, that is eggs exact script of what you want them to say in that order. In addition want tohave at a minimum a second sheet of paper, which is your rebuttal script, which is where you go when people tell, you know where you go when people give excuses and often this is not even used. But having those scripts there make the telemarketer feel it ever safety blanket. See, people think we have to have the script there in rebuttal sheep so that the person can use it they can, but it’s not necessarily used it’s there so they can feel more confident if they have a problem. I’ve got someplace to go if they’re just up in the air, becomes yeah, well and she and what we would like becomes that if they have a script, they can look at it, go through it, and if they don’t need it, they can ignore it. But they know it’s there it gives them confidence. The robot a script should be there and the most important thing the wrap up once that person says yes, there should be a script the wrap up it’s be great. Ok, is that? Going to be via our online or you are going a lot. Great. Please go to blah, blah, blah, blah, blah. Are you near a computer right now? Great. Could you log on to that’s? All right there to do if it’s via ah it’s. A pleasure going, you know, male it how to mail it, what to do with their with their she too. Should they send them something? If it’s a credit card form, how do you feel that out? Whatever the wrap up is. And then of course, in the end, you’re going to hear is the most important thing at the end. You want to provide benefits? This is so anti non-profit, okay, what we do instead is we thank them twenty five times instead of thanking them twenty five times. Say something like this. Tony, this is so great. You given the five thousand dollars you know what’s gonna happen. These kids are going to get this. That this that this and from last year we know this this and this is going to happen. This is really great. You know what tony will say? I feel fabulous about mike that’s. Exactly. Correct. Only wish. I could have given more. Yeah. Can i get two checks? It’s? Awesome. Now fund-raising nirvana. Absolutely. Against the outcome. Yes. You want to share the outcome? Even before it’s it’s occurred. This’s what your gift is going to do for us one hundred percent. This is the benefit you want to show. Then you can thank them. Then you can thank them. You are not allowed not-for-profits listen to me. You are no longer allowed to thank them until you first give them the benefit. Once they get the benefit and they go wow, that’s! Great. You’re going to say thankyou, tony. Actually great. After not before otherwise they start to think sheryl e-giving hundred bucks thanking him early bleed or not increases buyer’s remorse. Thanking them early actually lowers the chance they actually go through with the give you will find just by changing that the people who pooh promise and then don’t deliver that gap gets smaller just by doing that. Thanking someone before you give benefit. Thanking someone early actually increases buyer’s remorse. Doing your favor. Maybe i should have gone to fifty. I’m not really sure that begins. Come to play hesitation, hesitation this economy means no, or it means i just write two hundred bucks on it instead of my five hundred pledged. So all of us, when you get a lower number, something that happens, so thanking them early literally lowers even of money getting in, changing just that you will see a difference but share the outcome. Of course, please assume assume that the person commits yes and you’ve, you’ve given them the pertinent information. Okay, i’m with larry sharp he’s, the director of neo-sage, and we’re talking smart sales training strategies to kick start your fund-raising. We’re going to take a break, and after the break, we’ll come back, talk about email and maybe some goal setting. Also, how do you set your fund-raising and your fund-raising goals? All with larry’s advice from sales training strategies? I’m tony martignetti, host of tony martignetti non-profit radio stay with us getting anything, the ending, the ending, you’re listening to the talking alternative network e-giving. I think. Cubine xero looking to meet mr and mrs wright, but still haven’t found the one i want to make your current relationship as fulfilling as possible. Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting 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 efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today at mission one one media dot com talking. Durney welcome back to tony martignetti non-profit radio my guest is larry sharp. We’re talking fund-raising for the full hour. I think that was very interesting information about buyer’s remorse and saying thank you to quickly and too often in the telemarketing calls. Larry. Excellent. Thank you very much. Of course. Let’s switch teo, email. What advice do you have around email emails? Ah, great tool there’s some issues, though, that the ideas people often send emails out weekly or monthly and think they’re giving updates, and they think they’re helping their actually knowing their donor base. The reality of it is what emails you want to do, two types of emails, the one is maybe an ask and that’s. Okay, but if we do the ask the rules off the mailing, we talked about earlier of the same rules once a year, and then maybe once a quarter or so for specific issue. Any other e mails you send have to you have to be one of two things. One some really big issue that someone is going to care about specifically, like again, i care about sammy the shark and not em of the whale you’re going to send. Me the note about sammy the shark, not about emma the whale, not about what’s going on in the field, not about what’s happening. My charity. In reality, i get too much email, i’m not going to read it it’s going to begin to annoy me, delete, delete, delete, delete and when the important e mail comes in, i’m not going to read it. I’m going to another one of these e mails delete so either it’s about sammy the shark or it’s that same idea on ly a recorder on lee once a year, same rules. The last thing is, if i have something very special that no one else you know, that’s really going to affect everything, like all of a sudden, you know, bill gates joins our charity, you know, something huge like that send the email, but a monthly or weekly email just cause will on ly annoy you don’t abase and they’ll begin to become immune to it and they just shut off your your advice goes back to the importance of segmentation. You need to know what your donors are interested in so that you can push that information and that’s ah that’s a web term, you know, push, push information out to them that they’ve expressed an interest in absolutely think were in two thousand ten approach fast approaching two thousand eleven were past the days of here’s what’s new writers what’s happening where it’s not specifically targeted to the person’s interest. Absolute sure, yes, those rules on email events. But what about using events for fund-raising events believed or not, are really, really important more important than people think, and they don’t have to be huge gall events, they could be very small if you have a good donor base asked them to support the event in one of their buildings, one of their facilities, their home, their office, one of the case. Maybe the reason why events are important are several number one is it creates camaraderie amongst the people in the charity they feel like they’re part of team when you can bring your donor base in and say, hey, look, these are the people who are going out there and, you know, cleaning off the seals or, you know, save this person actually saved emma, right he’s a captain of the boat and again showing people that they’re part of their part of something bigger. We talked about the trend, you know, here’s the trend in giving around when we talk about telemarketing, but you can see that you’re part of a trend you’re part of something in here is palpable evidence you’re surrounded by all your a ll the people who are sympathetic to the same issue. Yes, absolutely. So you want to do events for that reason, but the second reason is you want to share special information. This is when you want to do the corporate video that comes out before anyone else sees it. This is when you talk about the special plan, a program you’re gonna put in place next year that no one else knows about this is when you’re going to share these atoms insider information that on ly we know that’s when you share there’s another reason why i do it. You want the donors to begin to see value in networking if the donor base our business owners or sales wraps, or people who want to do business and being relationships to their world to the firm’s toe other toe, other charities they may support if they start seeing value. And donating then they want to be part of the process. They want to be part of this organization. Is he additional value? Now? This turns off a lot of non-profits they can’t stand the idea of having an event and people doing business there that turns some people off well, time to turn back on because it’s a very important reason why people get together. And if all of a sudden i start seeing that when i go to your events, there are some heavy hitter donors there that i could somehow benefit you to my personal family, my personal fortune, my my emotional i have ah, vendors i can use somehow i can benefit from being around these people. I’m gonna keep donating. What’s interesting there is. That is exactly what non-profits do recognize around boardmember ship. Yeah, we’re always recruiting people who can do business together and the more powerful their board, the more powerful people they’ll be able to recruit to the board hundred percent. But why is that limited to the board? Absolutely. He totally right. In fact, if you get bored members to show up in a tweet, twist their arms and get them to show up at the events, you get more people who just want to get boardmember sze. Yes, that is what i see. The boardmember so even that mohr people showing up more camaraderie. Mohr mohr almost. I’m part of this team and more loyal donors who will keep donating every year and assist you volunteering, allowing you to use the facilities there, their homes except for et cetera where we have just about ninety seconds or so left together, we’re about goal setting fund fund-raising goal setting. Can you give us just a couple of tips on how we can? We can do that what you want to do? This is the difficult thing. You have, you individual fundraisers. You actually want them to come up with their own goals. This is what’s. Odd people use it from the top down. I saved you from the bottom up. Who are the people who are in charge of fund-raising? Are they have a fund-raising director? Do you have actual tele call telemarketer people? Do you have, you know, print shops who you using? Ask them what they think they can dio and then give him a nudge. What if we do better. What if we do better? What can be a good goal? While we do that? We want the people at the bottom to take ownership of the goal themselves again. I wouldn’t do it. I’m part of this. I’m a volunteer. Make twenty five phone calls. I’m gonna call it for forty five as make this goal. Get the people the bottom to start to give you the idea and from that, build your goal. All right, top up about sorry. Bottom up yet my guest has been larry sharp. He is the director of neo-sage again. That’s. Any oh, hyphen s a g dot com on influence training center in new york. Want to thank larry very much for being on the show and coming to studio. Thank you. Thank you. Pleasure having you, larry something on larry’s website from dale carnegie, i found were not people of logic were people of emotion. That’s sort of a paraphrase of a dale carnegie quote, but i think it sums up what larry’s talking about the reason people give and how you can motivate that emotion in them next week. I don’t know. Who’s going to be next week. We’re not confirmed so that’s. Why you should get the insider alerts from the facebook page. Go to the facebook page, sign up for our alerts and you’ll find out the moment i find out who next week’s guest is going to be and that’s a facebook dot com, tony martignetti non-profit radio. You also see my live appearances there. The creative producer of tony martignetti non-profit radio is claire meyerhoff, always grateful for her help in directing the show and giving advice around creative ideas and timing of the show. Thank you very much. Claire, our line producer and the owner of tony of talking alternative broadcasting is sam liebowitz and our facebook and social media for the show is done by gina walton of organic social media. I’m tony martignetti, the host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent, even though we don’t know who the guest will be next week. Join us next week, friday, one p m eastern on talking alternative broadcasting right where you are right now at talking alternative dot com. Hyre i didn’t think that shooting. Good ending. You’re listening to the talking, alternate network, waiting to get you thinking. E-giving good. Duitz looking to meet mr and mrs wright but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more start your week off with love in the morning with marnie alison on talking alternative dot com are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications? Then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight one eight three that’s two one two seven to one eight one eight, three or find us on the web at www dot double diamond wellness dot com way look forward to serving you. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. 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 efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is we do whatever it takes to make our clients happy contact them today. Admission one one media dot com. 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 at to one to nine six four three five zero two. We make people happy. Hyre talking.

043: Pass the Cup to Corporations and Fund Accounting Software Review – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

John Hicks, President & CEO of J.C. Geever
Scott Koegler, editor of Nonprofit Technology News and our regular tech contributor

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

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No. Durney welcome tony martignetti non-profit radio big non-profit ideas for the other ninety five percent i’m your aptly named host tony martignetti welcome to the show today little shout to ah, larry bloom, who just left the studio. If you have never listened to the divorce our with larry bloom, you should he proceeds this show every week, and if you want to see pictures of larry brew bloom, you can go to the facebook page for my show. Actually, larry is too humble to have pictures of his own eyes that his own facebook page to have his own ah pictures up. But you could see pictures of larry on this show’s facebook page and give the address for that later on. She’ll shout teo! Larry bloom last week it was i’m looking, i’m looking feature savvy strategies for your search. We had our job seeker and resident recruiter paula marks helping the job seeker leonora leonora, who is going to come back on the show, helping her make the move from for-profit to non-profit career. And then after that, it was how to cripple your career in five easy steps you’ll remember that was my pre recorded interview with robert sharpe from the national conference on philanthropic planning we were all about career last week this week, pass the cup to corporations, techniques to develop your corporate sponsorship strategy and build relationships so you can ask for corporate sponsorship support with credibility and confidence. My guest is going to be john hicks. John is the president and ceo of j c geever and after john joins us, then we’re going to talk about fund accounting software. Our tech expert scott koegler, editor of non-profit technology news, returns to the show, and he has product reviews for this backoffice necessity. Those of you who are in the know know, recognize is that proper accounting is critical to keeping your board, the irs and others who may be looking over your shoulder. Satisfied and scott will have reviews of several of the popular and recent fund accounting software packages between the guests at tony’s. Take two, i’ll have news from your irs, the internal revenue service, the nice people at irs that’s, not the news, but they are nice people, and i’ll have some news from them and also more about the next-gen charity conference, which i’ll be speaking at this. Month in new york city. That’s on tony’s, take two. All of that is on this show this week. I’m very glad you’re joining us. We are live this week. Stay with me for this ninety second break. Talking alternative radio twenty four hours a day. Oppcoll are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna 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 durney. 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 the show, i’m tony martignetti, the host of tony martignetti non-profit radio we’re talking now about corporate sponsorships past the cup to corporations. My guest is john hicks he’s, the president and ceo of j c geever you’ll find jason geever at j c geever dot com and geever spelled g e e v e r. The company was founded in nineteen seventy five and provides cost effective and creative guidance and support designed to help non-profit institutions assess and master fund-raising challenges, the firm provides consulting, management and training services all in support of organizations of every size. Again, the web addresses jacey geever dot com john hicks is president and ceo of the firm, and i’m very glad that his work brings him back to the show. John, welcome back. Thank you. Pleasure to have you back. We’re talking about corporate sponsorships, but before we get into the sponsorships let’s talk about corporation fund-raising generally sort of broad view had his corporation fund-raising breakdown well, corporate philanthropy generally falls into two categories. There’s is the general corporate giving programs that you’ll come across and that’s basically were a corporation sets aside money and a budget. And they give it away, and then you have corporate foundations were, or corporation may incorporate its own separate foundation, and they give money through that foundation. So there’s, usually a couple of channels of funding you can access, and we’re talking about the former today, the more the sponsorship type. Oh, absolutely wartime, my sponsorship. We’re talking about corporate contributions budgets, and when a non-profit is, well, actually, you’re first let me remind people that we’re live today and let me give the number to call if you’d like to call in and talk to. John asked a question for him. Our number is eight, seven seven for eight xero, for one, two, zero, eight, seven, seven for eight xero for one to xero sorry about that interruption, john. A non-profit looking to get some sponsorship dollars. What do they really offer the corporation? Have they figure that out? I think the any non-profit that’s, doing a good job of securing corporate sponsorships is first and foremost thinking about where the non-profit has visibility, where has reach of what good it does in the community, these air, all three aspects, if you will, of corporate sponsorship that you have to think like a corporate e-giving officers thinking, okay, if i’m a corporate giving officer, first of all, i have to justify our contributions to our shareholders, so one way i can do that pretty easily is to say that we’re investing dollars with charities that have reached two constituencies where maybe we want to enhance or increase our visibility, and the answer brand could very well be local ahs wells national can be local, it can be national eso first of organizations need to think entrepreneurially about this, they also have to think about doing good. I mean corporations, by and large one investor dollars where the dollars were goingto a complice, some good for end user. So you’re thinking about who are the end users and how are they benefitting from our work and therefore the corporation can have an association with our good results. And then i think the other thing that charity needs to think about is what other kinds of opportunities they may have to involve the corporation in tony, if i had to pick one hot topic for everyone to think about is, how can you involve corporate employees as volunteers? This’s something you’re seeing across the board in corporate philanthropy, companies are looking for opportunities to get their employees involved with charities. So the organization really needs to be thinking about how the employees can get involved in the event that that they’re asking for the sponsorship of somehow what could be an event. You can create a something pretty simple where you could have employees come in and mentor kids get involved with families. I mean, some some charities, like habitat for humanity, they have a great belt in mechanism because you can re employees and then build house houses or things like that. Ah, some charities have to think a little more out of the box, if you will. You know, how might we bring employees in, for example, for a day and have them work with our constituents it’s given the employees of valuable experience but it’s also really great for your constituents, showing that there are people who really care and in just a minute we have left you’re seeing more companies focus on this, a zoo condition of sponsorship. Well, it’s it’s increased over the years. I think it was a few years back, mckenzie and company did a survey of the corporate sector in the us, and they found that companies that had volunteer employees volunteer programs had a hyre hyre ants retention rate in companies that didn’t so it’s certainly something that’s really coming to vote in the last two years in corporate america, we’re going to take a break, and my guest is john hicks, president ceo of j c geever we’re talking past the cup to corporations all about sponsorships, corporate sponsorship, we’re live today calling number is eight seven seven for eight xero for one to xero please stay with us co-branding dick dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network get in! Nothing. Cubine hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 at aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectures on job strategies and networking. Come and bring plenty of resumes and join me on friday, november twelve at aqueduct racetrack for a Job fair. Intending empty 3 pm. For more information, please call pete in my district office at seven one eight seven three eight one one one one, bonem. I really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness can help you get back on track or start a new life and fitness. Join joshua margolis, fitness expert two one two eight sixty five nine to nine xero. Or visit w w w died mind over matter. N y c dot com are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. You’re listening to the talking alternative network. Welcome back to tony martignetti non-profit radio with john hicks. We’re talking about corporate sponsorships, and during that break, we we gotta call. So let’s, uh, let’s. Start with that call. We have. Abigail, are you there? Abigail? Yes. Thanks for joining us. Where you calling from and what’s your organization like i’m calling from indiana. And i have a small non-profit dance company. And i’m developing a program to try to bring workshops, dance workshops into world schools, and i i want it to be free to the school. I want to fully fund it and offer it to the school systems as an after school program. My question is ahead. White research, the appropriate corporations to target both nationally and locally. I think both arts and education are hot topic and especially toe bring it to rural areas. But i’m just not sure where to start in terms of finding the appropriate corporations. Yes, sir. John. How does abigail find the right places to approach? Well, i’m gonna go with two. Resource is, for starters, abigail, you can simply use the foundation directory online, which you can probably get toe a cooperating collection, which is a public library. In your community that would have access to the foundation center’s database as part of that data base, they have information, i believe it’s on fifty five hundred corporate giving programs. And you can even research those corporate programs by types of products that they produce, where they have operations. So you can think about the communities where you want to take your program and find companies that have a geographic interest. So that’s one area or one type of reason should also be able to search by arts and education. John, you can search by arts and education. This’s what we have to remember when it comes to research is that a lot of companies have very diverse interests. So you might have a company that is really excited about partnering with a dance program. That’s going into rural in the in the end is that correct on dh? They may have an interest in getting their logo on their visibility out there. So for example, it could be you could go toe. Aah! Major utilities company. I mean, for example, here in the metropolitan area in the york city, you’ll see dance companies that have sponsorship for community. Programming for places like con ed, a son and verizon they’re not necessarily in the business of the arts, but they certainly reach a lot of consumers. So using the foundation directory online is a great place to start because the information’s already there it’s segment that and you’ll have a library in whose trained to help you. So go to the foundation center website, foundation center dot org’s, and from there you can find a cooperating collection near you that has access to that database, and you can use it at that library free of charge. And you said there was a second resource. Also, there is a second resource, and you confined this and a lot of public library’s, not everyone, so you’ll have to look around for it. But there’s there’s, a database that’s called corporate affiliations who who owns whom, and this is where you can literally put in zip codes where you’re doing business, and it will show you companies and subsidiaries the companies that are located in those communities. One way i use this, for example, is, if i’m say interested in going toe a bank and i want to get a bank to do a sponsorship with a client organization. I go into that database and i simply want to find out where do they have branch offices. And you can put in zip codes and find out where they have the branch offices. So a couple of good database tools for you to use. Okay, abigail, does that help you out? Yes. That’s. Very helpful. Thank you very much. Very welcome. Thanks for calling. Okay, thank you. Bye bye. And, john, while we were answering abigail’s questioned you alluded to something that i think is a distinction may be that we want to make. I asked you, you know, can you specifically search for arts and education? But this is not like corporate foundation philanthropy where there’s a specific there could be more specific targeted purposes, probably around the company’s interests. Then there are around. Then we’re going to find around sponsorship activities. Is that right? The foundation’s going team or the corporate foundation e-giving more focused than the the corporate sponsorship philanthropy typically that’s the case. Tony it’s. A safe assumption. Okay, thank you. What types of events or or don’t even have to be events, but what types of programs? Things might non-profits find that are viable for for sponsorship opportunities. Well, you mentioned the first well, the first one you mentioned, which is his events, and you’ll see that a number of non-profits use special events is an opportunity for sponsorship and that’s a great gately activity. Why? Because first of all, you’re guaranteed to bring people together where the company’s gonna have some visibility. It’s a great social event, it’s a great way to network and have give corporate employees a hands on flavor of the institution, so special events are always, you know, probably top of mind for most charities, but certainly volunteer activities. You know, if you can have ah, get a company to sponsor a day at your charity where they bring in an employee team and maybe they’re going to help you spruce up your your your space or, you know, do some hands on work with kids and families that’s a great way of introducing yourself to a corporation, and you’re giving them some value as well and terrific visibility and terrific absolute kind of value that they’re looking for. How do you know how much to ask for and there’s a bit? Of an art to that, um, with most corporations, if you think about the company is being i think of of cos tony’s is being basically three layers at the bottom layer, you have sales and service, and these are field representatives and employees who are goingto have high touch in the community, and a lot of times those employees are given an opportunity to make small contributions to a charity. It might be a few hundred dollars. It might be a thousand or two thousand dollars. Typically, this is where you’re selling someone a table or tickets one event. The next layer up would be the supervisor’s for sales and service might be vice president level folks inside a company and they may have sign off on contributions. May be up to a level of five to ten thousand, and then if you go one level above that the office dafs of the ceo, executive, vice president plus and then you could get in the much larger contributions it’s a little bit like a board game. Versatile. It depends. Were can you access the company? I mean, you know, where is your contact? Wth the court if the ceo of the company is your next door neighbor. You can go borrow a cup of sugar and answer twenty five thousand dollars, i suppose. But ah, latto shoretz with people living in scarsdale or greenwich, i’m not family with other wealthy. Well, san francisco, you know certain neighbourhoods in san francisco, and i’m sure there are lots of neighborhoods like that in the midwest. I’mjust not personally acquainted with them, but you have to be living in one of those places to have a neighbor like that. Well, they have a neighbor, but she may have access to yoon seo’s. We all come from somewhere. So yeah, that’s the way i look at it, but but realistically, a lot of charity start with a small contribution that’s a gateway gift, as i call it, and that can then lead to larger opportunities down the road. Because you mentioned earlier that using the directory that you recommended for our caller, that you’ll look maybe to see where the local where the where the national bank has local offices, so the local branch office might be the person’s only only point of contact by necessity there, starting at that point, banks are pretty easy, because you can go into a branch and you can talk to a branch manager and that’s a great place to start the contribution. You can also look at retailers. Um, you take any of your major retailers, and if they have a presence in the local community, you can talk to a store manager a lot of times. Tony, when we’re using a directory like director of corporate affiliations, it’s where you may have this mysterious widget factory on the outskirts of your town, and you’re wondering while g, what do they do? And they don’t get very much money, but if you get a director of corporate affiliations and you look up that company, you might find out hey there, subsidiary of dupont and all of sudden there’s a big parent company there that can make a much larger contribution even if you don’t have an access suppose you don’t know anybody inside that widget company or inside the bank, even at the local branch level, you know, i presume you still should give it a shot, right? Absolutely. I mean, you know, it’s like wing gretzky said you missed one hundred percent of the shots. You don’t take i think the question is, who do you who do you contact and best companies have someone who’s in charge of community affairs or public relations, and these are good people to start with because they’re thinking about visibility, and they’re thinking about touch with the community and that’s what they’re there for. So think of it is you’re bringing them an opportunity, and when you’re talking to them, you want your you’re asking mt to be appropriate with what it is you can offer them in return. Typically you want teo have an ask amount that is appropriate, given your relationship. This is why a good strategy is having several opportunities walking in and saying we can do this for a thousand dollars what we could do this for twenty five thousand very similar to individual fund-raising right? If if you’re asked, you typically ask for at different levels for different opportunities that you know, appeal to an individual donor sze obviously it’s parallel for for this kind of sponsorship philanthropy, exactly, you’re going to present them with a menu, and maybe you helped him select what would be the most appropriate place for them to start i’m with john hicks he’s, the president and ceo of j c geever, which you’ll find at j c geever dot com. We’re talking about corporate sponsorship on tony martignetti non-profit radio, the number to call if you’d like to call into John is 8:7 74 eight xero for one to zero john after this relationship has been has gotten far enough along and the company has said yes what should the non-profit be expecting from this relationship well there’s going to be expectations in both directions i mean you certainly are within your right isn’t non-profit have expectations beyond the cheque in terms of the company is going to be supportive of your work and maybe they can help provide you with visibility but of course they’re going to have expectations of you and this is where you find of saying with any kind of a contribution before you cashed the check always read the letter make sure that you’re going to be able to meet their conditions and meet their expectations when it comes to visibility you know what sort of things are typical that you see and it’s typically they wantto they wantto have approval in press releases they will want it specified or want to specify how their logo should be displayed. You know, things like that are pretty straightforward. Are there some things that you might have to think twice about? Sure, i’ve seen corporations you know, come in and say, for example, they may want access to a mailing list where they may are exactly are they? You know, they may want to have an opportunity to speak at an event and, you know, does this’s why? As in my experience, certain charities i’ve worked with as they raise more, more money from corporations began to do things like developed gift acceptance policies. What kind of companies will we accept contributions from water, the conditions of acceptance? So in the beginning, you’re probably playing a little more by year, but once you become a popular charity, you need to really think about, you know, number one, how do you want that corporate in premature placed on the work that you d’oh? And also you have to be mindful that you may be balancing a lot of different relationships and you want to make sure that you’re meeting the needs of all of your donors? If you promise something, the one that you’re not promising to something, someone else can create problems, or there needs to be a very good reason why it was. It was sponsorship at a different level or something like that, right? And you draw another very interesting parallel between this type of fund-raising and individual fund-raising, and that is the gift acceptance policy. I’ve said. I’m not familiar with it on the corporate sponsorship side, but it makes perfect sense if you’re going to make this a routine activity. What what other types of, um, parameters, maybe even approval levels should be in the the, uh, the acceptance policy approval levels. I mean, some some charities, you know, fundamentally have regulations were its own board of directors have to sign off on a corporate sponsorship at a certain level. I’ve seen that. And after the fact let’s say it is an event because that sounds like that’s the most, most common the event has happened, everyone seems very happy. How do you appropriately to say thank you to the to the to the company? Well, you know, beyond simply saying thank you, which you’d be surprised a lot of us kind of forget to do that in the very risky in the heat of the battle. Altum i think it’s a question of ongoing communication yet treat, treat the corporate sponsors a stakeholder, you know, once they put money on the table and there’s mean, they’re there to support the work that you do, so make him part of it. It means that you may want to visit with them a couple of times over the course of the year following and just keep them in the loop as you would with any other dahna as you would with an individual and yeah, you don’t wantto treat the people as, i guess, sort of, you know, just cogsa at the corporation mean, treat the treat the people who we’re at your event and who approved your sponsorship like people, as you would with individuals, what would you do so you can invite them to events? May be that the company’s not sponsoring your your messages, you want to keep them close? Absolutely let’s turn a little bit. Tio corporate foundation philanthropy. Last time you were on the show was it was july thirtieth for anybody wants toe. Look back to that. We talked a lot about private foundation giving, um, aren’t there sort of parallels, but also maybe some contrasts between corporate foundation philanthropy and private foundation philanthropy and really, in just a minute and a half, we have left. You want to close that loop a little bit? Sure, corporate foundations will operate very much the same way as a private foundation, you’ll still have to send the proposal. The proposal will end up being voted on by a board where it’s different is they’ll, you know, it’s not gonna surprise your corporate foundation is usually interested or has and the mission statement work that’s very aligned with the core mission of the creating corporations. So if you get a pharmaceutical foundation, they’re going to be supporting health care. So it’s for seoul making sure that you know you have the right kind of program that matches up with their interests. Some have the corporate foundation will want some visibility, even though it’s a separate entity from from a corporation. Is that right? Yeah, but by and large, it’s goingto work just about the same way as a private foundation. All right, thank you, john. And again, john was on july thirtieth and talked a lot about private foundation philanthropy, and we have to leave it there. My guest has been john hicks, president ceo of j c geever. This is tony martignetti non-profit radio. After this break, we’ll be joined by the show’s tech expert scott koegler, editor at non-profit technology news, and we’re going to be talking about fund-raising software. Stay with me. E-giving didn’t think dick tooting getting ding, ding, ding ding. You’re listening to the talking alternative network waiting to get in. E-giving cubine 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 durney at monte m o nt. Y at r l j media. Dot com i really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero. Or visit w w w dot mind over matter. Y si dot com. Cerini talking alternative radio twenty four hours a day. Hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 at aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectures on job strategies and networking. So come and bring plenty of resumes and join me on friday, november twelfth, at aqueduct racetrack for a Job fair, contending enter 3 pm. For more information, please call pete in my district office at seven one eight seven three eight one one one one bonem. You’re listening to the talking alternative network. Welcome back to tony martignetti non-profit radio, where we’re always talking big non-profit ideas for the other ninety five percent in a moment, i’ll be joined by our tech expert, scott koegler want to take a few moments for tony’s? Take two this week. News from your i r s the people at internal revenue service love you and they host free one day seminars throughout the country that are for small and midsize non-profits tto learn how to, and this is a quote, keep their tax exempt status and comply with tax obligations and, quote, and the next one of these is coming up in phoenix, arizona, on december seventh and also on december eighth. But it’s a one day forum ondas i said they’re free and i have information about that on my block. Ggot m p g a d v dot com also there you can see a draft of the new form nine ninety if you don’t know what the form nine ninety is you. Ah, you need to do sametz occassion and you can start at the blogged, but you probably do and if you want to see this year’s new nine, ninety in draft form i have a link to that there, and also you can sign up for what the irs calls they’re exempt organization updates, i get them and sometimes i passed that information on to you, but you can have those email directly to you. Cut out the middleman don’t stop listening to the show, but just lower the volume when i talk about the next news from your irs, you can get those e mail directly to you and again there’s a link to that on my block mpg a dv dot com also want to share with you that i’m speaking at the next-gen charity conference on november eighteenth, the conferences november eighteenth and nineteenth. Um, i’m doing podcast interviews for this show on the eighteenth on the nineteenth, i’m hosting a workshop from eleven to one pg and so me planned giving and social media and i can get you twenty percent off the whole conference both days because your listener to this show again, go to my blogged, or go to the facebook page for the show and you get information on that twenty percent discount the facebook pages at facebook dot com forward slash tony martignetti non-profit radio and that is tony’s take two for friday, november fifth. I’m joined now by our tech guru expert scott koegler scott’s, the editor of non-profit technology news, which you’ll find it and p tech news, dot com there’s also a link to that site on the show’s facebook page, because scott is a regular contributor and very welcome, very glad to have having back. Scott, welcome back. Well, thanks, tony. Good to be here. Thank you for joining us. And this week we’re talking about fundez accounting software. What? What is fund-raising scott? Good. Good question. I have fund accounting is something it’s very specific to non-profits mostly because non-profits generally have to account for some of the some of their money in terms of the funds or the designated accounting categories. So if they, uh, if a donor or a particular the event is is organized to put together a fun to handle the particular need, those going a little buckets before big buckets, i guess. And all those individual buckets need to be accounted for in terms of right income. That’s been earned on dh expenses. Disbursements that have been made at that fund level, right? And you know, if those are designated funds that were given by a particular contributor, that contributor probably wants some kind of accounting to say, okay, i gave you i gave you this amount of money, what did you do with it? Where did they go? Yes, what i gave you one hundred thousand dollars are for fifty thousand dollars in perpetuity or first set number of years and exactly is your point is they want to see the management of that money and it’s benefit to the people that your organization supports, right? So we need to be able to account for this for all these different funds as donors designate them, and you’re your review eyes the review out now or it’s coming out soon. Wait, just posting it today on newsletter goes out on tuesday, but the reviewers up online so, folks one look at that that’s n p tech news dot com alright on dh how timely we are. We’re getting a quick little pre announcement, but from the editor of non-profit technology news, the information goes up full and live later today. And scott, your review breaks down the different software packages, which we’ll get. To you very shortly by their appropriateness for small medium on dh, larger organizations. How do you how do you define those? Or do you are? Do you let people decide on their own which category they fit in? It’s a fluid categorization, if you will. Most of the way that we define them is by talking with the vendors of the software so they know what their capabilities are, what the sizes of their databases can handle and to some extent it’s the price. It also. Okay. Let’s, let’s. Jump in and talk about some of the features of these let’s. Start with the ones for smaller organizations. What’s the what’s. The first one you’d like to talk about. Well, the first one on our list is fundez easy accounting. And you may you may remember from our previous discussion that we talked about donorsearch management fundez he was one of the companies that also provides fund-raising software on. So the two probably work well together, i presume, right? They kind of funnel all of the information into the similar accounting package. Okay, that just for listeners, that show was on september seventeenth. Scott was on previously talking about fund-raising management software. Go ahead, scout. So tell us about the accounting function of fundez easy, right? The this is general accounting as well. A specific accounting for fund management. So, you know, the right up says that it has a an intuitive interface. You know, you would hope at this point that pretty much all of the applications that we use anymore have intuited grantspace the fact that our reviewer look at this and said, yeah, this is one of those is probably significant. This is relatively low price that starts for single user around seven hundred dollars, in addition to the fund specific functions, and also includes accounts payable receivables and general ledger. Okay, so there’s those general accounting functions correct? Is that typical? Do the i’m sorry, did they did they all or most of them include the general accounting functions as well as the fund accounting or not right in general, to be redundant, they used. They include general led to do yes. Okay, i wasn’t sure that was just for fun, deasy. Or generally, all of them. Okay, generally do because the buckets that these funds were put into our general ledger accounting categories, so if our listeners are familiar with general ledger accounting, you know, there’s there’s one thing it’s accounts payable there’s money received and then there’s money allocated for a particular song in this case. Okay, so these thes air able to import and export information from and two other applications, uh, one of the nice things about this. And i think this is fairly fairly generic to most of these again, the purpose is that your funders want to know what happened with the money. S o it’s one thing to look into the fund and say, okay, well, we have a hundred thousand dollars in their fund. The next question is, well, what’s it being used for in here this fundez easy accounting a cz. Well, some of the others have a function called drill down and that’s kind of ah kind of a ticking word for i click on the number and it shows me more detail about okay. Scott scott is acquainted with show he was worked very hard to avoid jorgen jail at that moment cause he defined this drill down function for us, so no need to invoke jargon jail. I know the listeners we’re thinking of it, but no need. The keys are still in my pocket. You know, you’re no need. Yes. Okay, well, sentences of generally short, you’d have been out, but but you avoided it all cost let’s go to another one for small organizations and i’m sure they share a lot of these functions. A cz you’ve mentioned what’s. Another one for small non-profits. Well, the next one i have on my list here, simon. See why am a not for profit accounting software? See? See why m a right. So it sounds like c y a, but it’s not does. It probably does some of the cover your ass ski. Eso is that this’s not cover. You’re asking accounting you would hope so. It actually it does. It does handle fund accounting as well. Simon is one of those companies has been around for quite a number of years in the general accounting and also in vertical environments where they address, you know specific in-kind company okay and again so i don’t confuse the listeners. It’s simon see y m a. I was being a funny boy with c y es. But ask you, by the way, i don’t know. If people know that, but that’s the american standard code for information interchange no, i didn’t know that it’s common knowledge, but i don’t want to put myself in jargon jail okay, enough let’s talk about cyma what not-for-profits accounting software, please it’s specifically have some of the same functionality as as do all of these in terms of fund accounting, what you’ll find is the ability to designate a fund, add funds to it, allocate funds out to specific purposes such as payroll, for instance, you may wanna dedicate designate ten percent of a fund to payroll where, as you know, it doesn’t cover the entire table, but it helps you may want to designate a portion of the fund for purchase of a new photocopier or to the phone bill, something like that so pretty much all of these alliance to do that? Yes, and that is important because there, because when people are given gift and there’s often an administrative costs, which is what, exactly what you’re describing, their administrative costs around administering that gift or that program, and they look and non-profits look for portions of donations to offset the cost of or portions of a cost of the administrative overhead and that’s exactly what you’re talking about. Right? Right, exactly. Half assed again. Do some of these others provide for a function called inter fund transfers on it is. He does what? You what it sounds like it does. It allows you to transfer funds from from one fund to another. This one is a little bit more expensive at twelve hundred dollars for the nonce for-profit accounting software and that that’s the general ledger side. And it also allows you to add additional modules for around six hundred dollars apiece, depending on the module. So those would be a payroll accounts payable. So we begin to see a difference here between fundez. Easy. For instance, an assignment in that fundez easy contains additional modules that are extra costs. With simon. Yes, scott. One of the times you were on, i think it was two times ago way talked about software as a service eyes a cloud computing. Is that the’s that type of packages or these software that you install locally? These are pretty much all locally installed applications. Okay, it’s, uh, accounting software is one of those that most organizations feel proprietary about. They want to keep it within the four walls well, okay, but we did talk about security, um, safeguards that can be made around that cloud computing. But i guess this is just so sensitive that companies don’t bother toe make it that way. You know, that’s one of those things that every company evaluates for themselves. My personal opinion is that security of cloud environments and sass environments is is just fine, but my opinion is not always good enough for the city. So, uh, trend is that about about twenty percent of corporations now you some form of cloud or sas services, but that’s still twenty percent that’s pretty far from everybody and not in this accounting arena. I’m with scott koegler he’s, the editor at non-profit technology news he’s, our regular tech contributor. We’re going to take a break, and when we come back, we’ll look at some packages in this arena for midsize organizations. This is tony martignetti non-profit radio stay with us. Talking alternative radio twenty four hours a day. Hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 and aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectured on jobs, try to jeez and networking. So come and bring plenty of resumes and join me on friday, november twelfth, at aqueduct racetrack. For a Job fair from 10 a m to three p m. For more information, please call pete in my district office at seven one eight seven three eight one one one one. 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. 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 the show i’m with our tech contributor expert scott koegler, the editor at non-profit technology news. Scott um, why don’t we talk some about some of the packages that are intended for slightly larger organization? Sort of mid size? I know quickbooks has as an entry here, right? Quickbooks is obviously an accounting application, and they have one version that they’ve put out, which is called intel into its quickbooks premier non-profit for two thousand eleven it’s obviously a couple of months ahead of time, but it incorporates a lot of the features, but probably many of our listeners are accustomed to and quickbooks being the premiere version it’s got latto interchange has the advanced functionality. It can produce financial statements, sales and sales tax reports and all those available on screen as well as to print, of course. Um, it’s it’s, inexpensive frankly it’s four hundred dollars, which is very well, well, twice for quickbooks premiere of any kind of quickbooks premiere, i believe, for general purposes is right around there for five hundred dollars. Um, but for for people that are used to using quickbooks, this is a natural migration for them to use it. To the non-profit okay, the interface it looks the same is identical. It has just the additional funds accounting portions, you know, give it a way we haven’t talked much about reporting. You alluded to it that reports are important, especially for the donor, but also maybe for auditors come tax time. What’s what’s the robustness of the reporting with this with this with into its quickbooks premiere well into its quickbooks reporting is one of the most flexible than i’ve ever seen and it’s really accessible to people who are not accountants. That’s been one of into its strength is ability, tio provided i don’t know something. I don’t know exactly how many reports they have pre built into the system, but i’m guessing that it’s probably a hundred or so every one of those could be modified and saved as a new report. So it’s really easy to generate reports they’re specific to your needs. Pacific two requests anybody on staff? Yes, directors, donors, whatever and how about support another another where we haven’t talked about yet? What typically is the level of support that user gets? Is itjust online, or is there a call call center? How? Does this generally work support? It varies from one provider to the next to go come anything to female support to online support in person and one of the things you’ll find that differentiates these applications from very small, very large. I’m just going to skip down to some of the larger ones just for reference here koegler mountain, open zsystems and blackbaud are some of the better known applications in non-profit world, and those generally have either onsite training and support or telephone support. So what you’re paying for that their annual support can sometimes amount to nearly as much as the cost of the application, so but the application is twelve hundred dollars twelve hundred dollars for years, probably more than what it really would cost, but probably five to six hundred dollars a year for personal support. But in some cases, you’re getting on sight, you said, right? Right, and those there generally more in terms of installation of training rather than day today question. Okay, but certainly support is something listeners wantto consider when they’re deciding which package is right for them because based on their expertise or lack of in accounting, absolutely you definitely want to have something it’s easy to use and familiar and that’s one of the things that the lower priced applications do provide. Okay, all right, so the quickbooks sounds like something that could be very good for people who are familiar with quickbooks. What’s another one for small and sorry midsize organizations for mid size will see we’ve got the open systems which this’s the open systems traverse and f p i guess an s p s we’re not for-profit i think you’re right now. This one, this one integrates with microsoft office, which makes a really nice you could export into excel directly. Scott, have you gotto have you got an office assistant who’s hungry there or he needs to go out, and i wish i could get way. Just have a minute and a half left. So he or she will be out very soon. Okay, go ahead. Tell us about open system’s. Broken systems. A little bit more expensive. Goes it around two thousand dollars. But it does include quite a few portions to a general ledger accounts payable and payroll dahna peril and it’s. Okay, right. So an organization that has a good sized staff particularly that needs paid her all that that works well for that kind of organization and what’s the numbers on the open systems travers and f p how much does that cost to get in? That starts in two thousand dollars and that’s for single user license. Okay, we’ll play zoho into a multi user. Which, again, for a larger organization, you definitely want to be able to add additional seats. Yeah, and it sounds like all or most of these are scalable. You’ve said a few times, right? Generally, the initial price is for a single user, and additional users are additional cost. Ok, let’s, go. We have to leave it there. And this fund accounting software round up. Thank you very much for joining us. We’ll have you back. Of course. Thanks a lot, tony. Have a great day. My pleasure. Thank you. That’s. Scott koegler are non-profit sorry. R are a software and technology contributor and expert. And he’s. The editor of non-profit technology news, which is at n p tech news. Dot com you want? Thanks, scott. Of course. And also want to thank john hicks, president ceo of j c geever for joining me today. Next week we’re going to talk about board fund-raising fire up your board fund-raising we will be joined by author and authority gail perry and gale is going to reveal proven techniques to motivate your board to step up to a very critical responsibility of theirs. Fund-raising gail is the author of fired-up fund-raising and you’re crazy if you miss that frankly, well, but you’re crazy if you miss today’s show too, but well, you wouldn’t know it because you wouldn’t be listening, so you wouldn’t have me telling you, um, unless maybe, you know from an outside source aside from me, but you’re crazy if you miss that show, i think or any of these, you could get inside or alerts about the show and see where my live appearances are going to be at our facebook page, which is facebook dot com forward slash tony martignetti non-profit radio and also my blawg has information about the show, m p g a d v dot com, the creative producer of tony martignetti non-profit radio is clear meyerhoff line producer and the owner of talking alternative broadcasting, sam liebowitz and our social media is by regina walton of organic social media. If you like our fan page, please click the like button so that regina will know that she’s doing a good job on the facebook page. But she manages our social media generally. This is tony martignetti, the host of tony martignetti non-profit radio, always big non-profit ideas for the other ninety five percent. Join me next friday, my guest will be gayle perry that’s, one to two p m eastern here on talking alternative dot com. Being a good ending, you’re listening to the talking alternate network. Get me thinking. E-giving. I really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero. Or visit w w w died mind over matter. N y c dot com durney this is tony martignetti athlete named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting hi, i’m new york state senator joe a dabo i will be hosting a Job fair on friday, november 12 and aqueduct racetrack in queens, contending into three p m we will have over one hundred companies looking for qualified workers. They’re all to be lectures on jobs. Try to jeez and networking. So come and bring plenty of resumes and join me on friday, november twelve at aqueduct racetrack for a Job fair 10AM2 three p m for more information, please call pete in my district office at seven one eight seven three eight one one one one. Sametz 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. Bonem you’re listening to the talking alternative network.

039: Planned Giving Fundraising & A Gift Planning Conference – Tony Martignetti Nonprofit Radio

Tony’s guests this week are:

Richard Slutzky, co-author of “Thriving In the Comet’s Tail”
John Bacon and Alexandra Brovey, officers for the Philanthropic Planning Group of Greater New York

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

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Oppcoll durney welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent of your aptly named host tony martignetti you may recall, i hope you do. Last week, i had a conversation with hildy gottlieb hildy is the author of the polyana principles, and she had transformative ideas for community benefit organizations to create really monumental change in themselves, their communities and the world. This week planned e-giving fund-raising and a gift planning conference richard slutzky is co author of thriving in the comet’s tail and he’s going to explain his ideas for fund-raising as the us emerges from recession, his insights apply to your long term and immediate fund-raising work, then joining me in the studio, john bacon and alexandra brovey they are officers of the philanthropic planning group of greater new york. They’re coming to talk aboutthe groups may conference the philanthropic planning symposium between the guests on tony’s take two, the blue pedicure challenge what you’ll find out on tony’s take, too, and also the irs dirty three hundred twenty thousand list is coming. The irs is going to release a list of about three hundred twenty thousand charities that have lost tax exempt. Status. That’s one fourth of all the charities in the us, and i’ll talk about both those things. At roughly thirty two minutes into the hour on tony’s, take two. Of course, we take a break right now, and when we return, i will be joined by richard slutzky, and we’ll be talking about the book he co authored, thriving in the comet’s tail. Stay with me. Duitz 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 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 durney welcome back to tony martignetti non-profit radio where were always about big non-profit ideas for the other ninety five percent. I’m going to be joined right now by richard slutzky he’s, a co author with roger matt ll often richard ehrlich of thriving in the comet’s tail non-profit investment and development during the recovery from the great depression. Published by multi tier media in new york city. Richard is director and senior institutional sales representative at bank of america merrill lynch he’s an attorney, he has a serious seven licensing. He spent several years as a member of senior management for the jewish community foundation of metro west and united uda jewish federation of metro west, both in new jersey. That means he has been in the trenches on the charity side, and i’m very pleased to welcome him to the show. Richard welcome. Thanks, tony it’s. Great being here. It’s. A pleasure to have you. Thank you. Are we emerging from recession? You’re thriving in the comet’s tail. The tail of the recession. Is that where we are? I think so, tony. And i’ll tell you why you know the the depth of the recession. The bottom of the recession happened in march of two thousand nine, and so theoretically right now where we are, we’re always where the economists tell us where we are is in an expansionary mode, but when i’m concerned about when i checked with non-profits is a lot of non-profits buy-in froze during the recession, they either did one of two things. They pulled money out of the equity markets because they were very concerned about if the bottom was actually reached in march, they were concerned in march of two thousand nine, they were concerned that it could go down farther, so they pulled money out so some of them never put money back in the equity markets and lost in the, you know, more than seventy percent increase in stocks after that that we’ve seen since march of two thousand nine or non-profits have never really did anything other than stick to their guns and keep to their asset allocation. Um, i think in both cases, it’s time for non-profits to review their situation and what we’re seeing, at least in our financial practice, is that non-profits are spending the time, you know, in the last year reviewing their investment practices to make sure that they are able to sort of escape from the depth of the recession and to make sure that they have their financial house in order for the next, you know, for the foreseeable future and let’s, talk about the intersection between that investment management and fund-raising for for non-profits your book really advocates breaking down the walls between those two what’s the problem there? Yeah, i think it’s, uh, it’s a multi fault, tony. Uh, and i’ll share some thoughts from both sides of the other aisle. The investment side and the plane giving sex. Uh, first on the investment side. Let’s. Take a typical investment committee who’s on the investment committee. All right, people from maybe from the investment field. Maybe there are, uh, financial advisors or people that actually spend time managing money and maybe there’s people that are savvy, uh, affluent donors to the organization. And maybe, just maybe, there are people that are on the programmatic side of the organization that sit on the investment committee either. As a committee member, like has an ex officio piela staffers. Ah. Ah. Lot of times those people in their normal day today, investment practice, uh i don’t really see or know much about a charitable remainder trust or charitable gift annuities. They can manage buckets or pools of money because that’s what they do, you know, when they’re dated a professional practice, but they are oftentimes not very familiar with nuances of managing a charitable trust to return up or a charitable gift annuity. They don’t understand the spending rates they don’t. They don’t understand the liability that the organization has to make those payments so that’s a big concern of of ours the way me and my co authors that a lot of investment committee’s, maybe very savvy folks that just may not understand the depth of issues dealing with investing for playing gifts. Now let’s, talk about the other side of the richard richard before you do that, i want to know i want to keep you out of jargon jail. Wei have jargon jail here on tony martignetti non-profit radio. So you mentioned charitable gift annuities and the charitable remainder trust i’m just going to do it briefly, just so that people know that those are vehicles that pay income back to the donor for their lifetime, and there are there are subtle differences between the two but that’s really the important thing to know, i think for our conversation is that the person who’s in charge of investing has two goals, and one is investing for income because there’s income back to the donor and the other is investing for long term remainder because the remainder goes to the charity. So i just wanted i want to keep you out of george in jail, and i want to do it just quickly. Richard, excuse me. I’m glad you did. I hope to stay in jail for the rest of the interview. I’ll warn you, if you if you come close god, please look at the other side. So, yeah, let’s talk about the development committee and development professionals who are focussed on getting in front of major donors and engaging them in a gift cultivation effort to ultimately too snusz solicitation of again and oftentimes when you’re dealing with a major donors and your want to pursue a some kind of plan, gift or endowment opportunity, you’re going to be talking about fairly significant dollars. And one of the concerns that that high in my other office co authors have is that what happens when the development professional is in charge is in front of someone who another going to ask for a major gift? It could be fifty thousand. It could be a hundred thousand. It could be, you know, president gift or it could be a future. And what happens if the donor then says, you know, mr martignetti, thank you very much. Uh, you know, i’ll be consider that gift. But let me ask you, mr martignetti, what would you do, what your organization do if i did give you fifty thousand dollars or one hundred thousand dollars, how are you going to manage that money? And oftentimes the development professional may not have the information at hand about how that money is managed. They may not know who’s managing the money. They may not know exactly how much is in the endowment for the organization. And i think just like any investor tow, any financial services firm or mutual fund wants to know, you know, how is this going to work and how big my in relation to everything else? I think that development person needs to be apprised as to a little bit more about how. The investments run and their organizations so they could be. They could communicate that to the donor and give them a sense of security that their money will be prudently managed. Once once housed at the non-profit richard, we’re going to take a break, and when we return, we’ll talk about thie integrated financial resource consultant than how that position sort of bridges. The gap that you see and describe in your book. This is tony martignetti non-profit radio. I’m with richard slutzky, co author of thriving in the comet’s tail. Stay with us, e-giving attempting to ding getting dink, dink, dink dink, you’re listening to the talking alternative network geever getting anything duitz. Things good? Are you stuck in your business or career, trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. 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 looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning morning, alison. As a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marty allison on talking alternative dot com. Talking alternative radio twenty four hours a day. Durney oppcoll welcome back. My guest is richard slutzky, co author of thriving in the comet’s tail richard let’s talk about the integrated financial resource consultant that you advocate for in the book. What is that position? The idea behind a knick integrated financial resource consultant is someone who has the understanding of working with an investment committee of a non-profit to help guide them in developing a long term asset management strategies, but at the same time have the sensitivity to the fund-raising needs of the organization and also understand how to manage those unusual assets that we talked about earlier, the charitable trust, the charitable gift annuity and, you know, to be told, i’m not sure how many financial advisers have that, and we really taught we wrote in our book about the integrated financial resource consultant as sort of an idyllic kind of person and wait that mold, but, you know, i think what i would do if i were a non-profit, uh, executive or a volunteer, and we were searching for a team to manage our money is to find an individual or a team that that understand that has a greater sensitivity to both sides that we’ve discussed ah, and, you know, it’s interesting tony there isaiah accreditation that is available through, uh, i probably called the american college in britain, marr, pennsylvania, and they call that the chartered advisor and philanthropy it’s not is well known in the non-profit space as it is in the financial services space and it’s a kind of accreditation that financial advisors can obtain through this american college it’s actually quite rigorous it’s it’s about three modules and a lot of study, and when i hear of individuals that have taken that course and i’ve taken that course, i recognise that they do have that kind of sensitivity that we’re trying teo articulate in the book because i just think it makes for a better service delivery mechanism for the, you know, for the organization has now that you know now that working with an advisor that’s not looking at the bucket as just another endowment pocket or a bucket of acid similar to a you know, retirement plan it’s a fund of money that they’re much more tuned to the use ofthe and what the complexities are of managing a non-profit endowment or other types of non-profit funds, but what does the integrated financial resource consultant mean for current plan giving directors or officers? Yeah, i think. Go ahead. No that’s it. Yeah. Okay. What does that mean? People are in those positions now. Yeah, but i think that means is they would speak the integrated financial resource consultant would speak the language of a plane giving person. They would understand what charitable gift annuities are, for instance, and they would understand the fact that there are some i’ll call up cash liquidity issues that need to take place if i have to make a cash distribution for charitable gift into it. And that’s due on may first, i better have cash available for it. And i better talk to my manager is to make sure that there’s like liquid funds so that the organization can distribute checks or do direct deposits that that’s a level of nuance that not all financial advisors have because they may not understand what charitable gift annuities actually are. Ok? And when you refer to that need for cash, you’re referring to the income that i explained earlier before the break that has to be paid to a new it ints for charitable gift annuities. That that is correct. Tony and my concern, uh, is that a lot of financial advisors look at a lets a pool of non-profit management funds as very long term where you can, you know, have ah, large equity exposure and the money is it going to go on at in tonight? Um, and maybe the charity pulls out, you know, three, four, five percent, but there’s not a lot of other, you know, workings of that of that bucket. And when we’re talking about gift annuities because the money’s coming out, you know, maybe quarterly, maybe monthly and the size depends on again the annuity rates that are sad. And you know what kind of into it. And they have there’s a lot more complexity to the situation that a financial adviser should be apprised of. Richard what does the integrated financial resource consultant contribute? Teo outright giving just immediate gifts. Putting aside the planned gift? Yeah. That’s. A great question. And i think it depends. Uh, you know, a lot of its just a normal stock transaction of cash transaction. That is underlying the direct gift most financial advisors can do that the nuances are who has someone wants to give something? Well, the more unique, for instance, closely held stock. In other words, stock that is not seen on, you know, an exchange, but maybe a stock in a family business, that is, you know, an unusual asset. What does has a financial adviser deal with that or gift of, you know, real estate or a gift of tangible property jewelry? Uh, um, you know, gold, etcetera. So the question is, how does that financial advisor, uh, going tio? They understand, sir. The red flags that have to be dealt with before those kinds of assets can be turned into cash. With richard slutzky, he’s, co author with roger, matt loft and richard ehrlich of thriving in the comet’s tail, published by multi tier media in new york city. Richard, what does the this position again, the integrated financial resource consultant have to contribute in terms of approaching the the entrepreneurial generation? You talk about that in the book? Yeah, i think that that generation has a much different psychological make makeup essay. Let’s say little about that. Yeah. Why are they giving what motivates them? Kapin? Yeah, obviously. It’s case by case. But if we if you want to speak in generalities, i would say that the world war two generation, you know, they came back to, you know, after, you know, being embattled and really looked at, you know, the community as a cz as a whole, they really weren’t so concerned about what is this particular non-profit mean to me if you were not a psychology major, but i’ve been told that one of the ways to look at this generational differences that the older generation worked on guilt in other words, you see a poor child, and then you would give money because you want to help that child, the younger generation is more union where it’s like, how does this charity make me me feel? How does this make me feel about myself? Well, i feel better if i give to this charity, and i think the other, you know, issue about the younger generation meaning, you know, those between let’s say twenties and fifties, i think though that generation is looks at charities like a business on, so i think they’re much more focused on the bottom line of that organization and not looking again on guilt issues are you know well that you know that does that organizations to solve the problem, but more on, you know, let me look at the blood, the balance sheet of this organisation to make sure that it’s operating efficiently and effectively, okay. And and how does the consultant approach that that that generation, the entrepreneurial generation? Well, i think the idea here is that the integrated financial resource consultants would spend time with the charity and the development staff to make sure that the delivery bols, that the non-profit articulating to the donors are are are sort of well refined to make sure that the messaging is is really targeted to that sort of younger group that’s going to be looking at the balance sheet, for instance, those are the kind of people that are gonna be looking at some of your audience will know about charity navigator dot org’s, which actually rates, um, charities in terms of efficiency, just like finished, just like, morning star rates, mutual funds, that’s the kind of group that may be, you know, attentive to that kind of web sites. So they have to show that they’re the charities have to show that the running efficiently, you know, lien lee? They’re not putting a lot of money into administrative on development staff positions, but they’re focusing all their attention. Most of the attention on the charitable mission. Yeah. And you make a pretty strong point about approaching that the entrepreneurial generation appropriately because they are our future. The future donors. Well, there’s today’s donors as well as tomorrow’s plan giving donors. Yeah, and that gets back to the transfer of wealth issue. Tony, you know, obviously there’s been a huge number of studies done about how the older generation as they pass, is leaving money to charity. But the money that they’re not leaving to charity is going to their children. And those children can are going to control and by themselves, you know, billions of dollars and that’s that’s who the charity’s air going to have to convince to give and and i and honestly, i think it’s, in a way, much harder for charities to, um, to solicit the younger people because it’s more of a case by case, individual messaging than, you know, abroad, direct marketing piece are, you know, advertising that would appeal. That would be a very good appeal to the older, older audience so it’s going to take a lot more work for the charity’s? Teo overcome the objections, if you will, of the younger generation on dh since you’re talking a little about the wealthy, what ah, what’s, affluenza you you spend a little time in the book talking about affluenza? Won’t you share that? Yeah, and i see that here you know, it’s, our financial services firm, where we have very high net worth individuals who are very concerned that there and these air off most of the time self-funding div ihe jewel’s, they’re very concerned that as they leave a legacy to their children, the children you are the next generation of grandchildren are going to squander it, um, and it’s a huge concern in and in a way that plays well to the charities because so many people and i used to think it was just sort of the worm buffets of the world. Who said at one point, i want to leave my children enough so that they do something, but not so much that they do nothing. And that philosophy, i think, has trickled down into the super wealthy, the modestly wealthy or just the affluent and so even if you know, we’ll see what happens with the state taxes, but my point is that, um, people only want to leave now, i think specific amount of money for their children, not just an unlimited amount because they’re not sure what’s going to happen with their children and grandchildren. And, you know, where also are there going to be able to spend that money or give it away? They’re going to give away to charity, so i think that could bode well for the future. So affluence is the dreaded disease of, you know, of the ultra rich that where they’re concerned about how that money, you know, ends up being used by by their children. But again, i think it could bode well for for charity. Yeah, and so so what does it mean for fundraisers approaching people who have that the concerns you’re talking about? Well, if i were back and fund-raising what do you know? This sounds, i guess self evident, i would be focusing on the ultra affluent because those are the people that are probably most concerned about it. For instance, if i if i’m working with someone that has ten million dollars, ten million dollars or more. The likelihood is that they’re not going to get if they have two children, they’re probably not going to give both children five million dollars. Maybe they’ll give them million are too, but some of the money is going to gonna have to go to charity. But if i’m dealing with someone with three million dollars and they have two children, some of the money going to go to charity, the rest of a probability, some of it may but maybe not to the same extent a zit would be for high net worth individual. So that’s why? I think dealing it’s very hard to find some of these days, and i may be wrong about this, but in my experience to find someone that’s alter, affluent who who lose everything to the children for the affluent discussion we just had and of course, in plan e-giving fund-raising we never want to ignore those who are not high net worth but may just be very modest. Donorsearch ten shal absolutely you obvious one want to hit everybody because you never know when we’ve all heard stories about the, you know? The school teacher in mississippi that left everything to charity. But i think from again from a probability standpoint, that’s where i’d be focused in my time and, you know, it’s hard to you can really focus on affluent that’s something that you have to sort of keep in the back of your mind. And i think when you tried to cultivate an individual, i think you’d want to find out what kind of relationship they have with our children and what kind of legacy they want to leave to the children and to the charity. I think those air fare, very game question and then in having that conversation also find out what they’re relationship is to their to their wealth and what their children’s relationship is to the family money and and what concerns they may have about how that wealth gets translated to the family. I think the more that a lot of people don’t think about this, they don’t think about what’s gonna happen once they pass away, but i think there’s, that there is a path that a playing giving person could could walk down to engage a donor in that kind of discussion without being, you know, without going in at a bad direction, yeah, richard’s, let’s, go. We have to leave it there. Thank you very much. Thank you, tony. I enjoyed it has been a pleasure. Richard slutzky, co author of thriving in the comet’s tail when we return it’s tony’s, take two, and then i’ll be joined by john bacon and alexandra brovey, and we’ll be talking about the philanthropic planning symposium in new york city, so please stay with me. You’re listening to the talking alternative network. No. Schnoll 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 buy-in are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future. You dream of two one two seven to 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 to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent it’s time for tony’s take two the blue pedicure challenge it was a success a bunch of high school friends on facebook enlisted me in a challenge if they got my show’s facebook page two, three hundred likes by today, which is friday, april twenty ninth at midnight, then i would go to a spa and get a blue pedicure on videotape it on dh. I’ll obviously post the video somewhere that everybody can see it, and they were successful around ah ten thirty this morning. So with more than twelve hours to spare ah, seven year old son of ah high school friend like the show and became like number three hundred so i will be getting a blue pedicure in accordance with pursuing to the blue pedicure challenge me more about that when when the event actually it takes place. Ah, little more serious. The irs dirty three hundred twenty thousand list is coming. The irs is going to be releasing a list of about three hundred twenty thousand charities that have lost tax exempt status because they failed to file the required return for three consecutive years is, and that number is about a quarter roughly a quarter of all the charities in the u s so it’s pretty startling, they’ll certainly be many in every state. The list will be broken down a few different ways, but one of them will be by state and you’ll be able to see which charities this applies to. Certainly a lot of them are charities that are just not functioning, but we fear that a lot of them are functioning and just haven’t been filing there’s more about the irs dirty three hundred twenty thousand list on my block at m p g a d v dot com, and that is tony’s take two for friday, april twenty ninth. In the studio with me now are john bacon and alexandra brovey they’re here to talk about the new york philanthropic planning symposium. John bacon is president of the philanthropic planning group of greater new york and he’s, also director of plant e-giving at the new york public library, alexandra brovey is vice president of philanthropic philanthropic planning group of greater new york and chair of the organization’s philanthropic planning symposium that’s volunteer work. That she does for that group. She is the senior director of gift planning for north shore long island jewish health system foundation. And i’m glad that this symposium brings john and alexandra to the show. Welcome to the studio. Thank you. Good to have you alexander it’s. Okay, if i call you alex, right? Absolutely. As the chair of the symposium, why don’t you start telling us what’s the what’s, the purpose of the conference? Sure. Well, our conference this year will be on may twenty six, which is a thursday at the new york marriott marquis. Three new york philanthropic planning symposium is our annual one day conference. The purpose is educational. To bring everyone together, we expect between two hundred, two hundred fifty people. We have speakers coming from various parts of the country and three different tracks. And it’s, just going to be a great day. All right, john what’s, the philanthropic planning group of greater new york. All about as president. Yeah. It’s ah, educational group. So the symposium is very much part of our educational purpose. Also importantly, all of our events are great networking events for people in the field and alive professionals. And in fact, i think a lot of people see the value as that community and the networking people find jobs. May connections and it’s really been a valuable resource for many of us, including myself. I found my current job a tte, the new york public library at a plan giving luncheon eight years ago and coming out of the for-profit world into the non-profit. And that kind of thing happens constantly. So it’s, a great professional organization, was strong networking opportunities. Who are the members? It’s traditionally been playing, giving officers working for charities, but a lot of allied professionals they mentioned richard slutzky, who was just speaking on the program earlier, is a member and in fact, a boardmember s o people in the finance world accountant’s. Quite a few independent consultants like yourself on different folks so it’s across the board. But anyone interested in what is now ah called gift planning as opposed to playing giving and our name has changed several times to reflect those changes in the overall field. Yeah, let’s, talk a little about that. It used to be the planned e-giving group of greater new york. So that was a pygmy. Pg and y right it’s still pickney, but now it’s ppg and why? Why? The change from the former pickney to the current pig knew that reflects a change at the national level. Our council was originally called the deferred giving group, which says a lot about many years back is that that’s in the early seventies, right after the sixty nine tax act, which in effect codified a lot of things that we now use as tools for people to give. But then we were the council independent counsel plan giving group of greater new york the national committee on plan giving were one of the founding councils of that they changed their name to the partnership for philanthropic planning a few years back. And we in turn changed our name to kind of blend in better with the national change, but keeping our acronym, which people like yeah, the pickney right now so it was that national change reflecting a change in sort of it’s a broadening its not just planned giving out, phil, correct planning. So bringing in those advisers you meant very consciously bringing in advisors and even more importantly, bringing in our peers major gift. Officers and others working with individuals at the charity level and we find increasingly that traditional plan giving shops or departments or silos and some of us have called him charities are being broken down, and we wanted to be more inclusive and encourage people who have blended jobs or just have major gets people come because give planning should be part of their work as well. Ok? And that’s also very consistent with what richard was just talking about taking down the walls between asset management and and fund-raising right, i think alex is title is a good example of a different one. I’m on old school plan giving person, but there are fewer and fewer of us around with that in their title. Okay, alex’s title at north shore is direct senior director of gift planning, correct, and there are also people who have philanthropic planning in their title, which would be more closely akin to the name change. And then there are people who are individual gift planners who do a combination of or what we call a blended gifts. You’re not necessarily going after just the traditional playing gift you’re going after the gift that’s best. For the person in front of you and your organization and the conference. Alex, you’re the chair, it’s it’s organized for all the all the professionals that we’re talking about, there’s, something there for everyone there’s, something there for everyone, and this year we’ve actually restructured a little bit. We want to try teo help out. Our accounting members and friends and even non members were invited to come to the conference. We restructure a little bit this year. In the prior year, we had four different tracks going. This year, we decided we’d have three tracks, and we introduced a plenary speaker. I’d liketo take a moment to mention our fremery cerini she’s, beth shapiro, kaufman she’s, a member in kaplan and dried drysdale’s, washington d c office she’s coming to talk to us a little bit about what she did when she worked for the irs on the other side and what she does now and what she thinks might happen in twenty thirteen and she can speak freely now that she has a different employer. S o plenary. So is she the keynote speaker? She’ll be our keynoter plenary speaker, which will be first thing in the morning and then we’ll have three different tracks, three sessions per tracks. So the rest of the day they’ll be a mid morning session, a lunch in it, which will conduct some piggy business sametz actions and other items, and then two sessions in the afternoon, and then will cap off the day with a reception. It’s a wonderful day, okay, and again the day, may twenty sixth of this year. And where is it being helped at the new york marriott marquis? Okay, how do we let’s acquaint people with some of the other speakers besides your keynote speaker? What? What are some of the highlights of speakers? Sure, we’re goingto have to panels i’ll actually let John mentioned 1 of the panels because this is something that our members really matter, and they really make a difference, and they’re the ones that set the stage for what we do it pickney so our members had a wonderful meeting in april, a suggestion came out of that meeting and we actually revised a panel, and we’re moving from there all that john mentioned that for a moment, if i may, please john. Yeah, we have thes master forms as alex was just alluding to meant for senior members of our group to get together in a smaller setting and talk through things and metha, which i will garble here. But the new york prudent management of institutional funds act, which you may have discussed on your show, would have. But but not this show. So i want you out of jargon jail. So why don’t you give a quick explanation of what? The new york prudent management of institutional funds act is? John, your urine? Yes. You walked into the quagmire. Now i have to crawl, claw yourself out. Basically, our friends in albany saw fit to adapt the uniform management of institutional funds act putin. Sorry, management. Institutional funds act in their own distinct way. And many of us that the charity will side are dealing with trying to implement certain requirements of the new york version of this law. It does get give us a lot more liberty to spend and manage in doubt funds in particular and other institutional funds. But it has certain peculiar requirements, the most worrisome of which is a notice requirement to donors of older funds. And this is for those of you who work with charities or our donors. It’s not always. Welcome to receive a letter asking you to elect treatment on your fund. It’s led to a lot of confusion. Someone happiness, it’s just a unnecessary came out wrong, it’s. Just a aspect of the law that’s less than optimal. Okay. And i’ll remind listeners that we did have kathy boil on from cheeping hill advisors. Several shows a go for the full hour talking about the new york prudent management of institutional funds act, which is based on the uniform act that john’s talking about. Okay, little digression. But john got us in the quicksand, so we’re out. They’re jargon jail. And you were talking about the masters, the masters. Siri’s john? Yes. Those were for alex is here. Yes, we did. Yeah, before our regular luncheon programs, which are every well third wednesdays of the month. Eight times a year. And the masters for a just been a great place for people have high level discussions on topical issues, including nypmifa. Okay. Okay. And there’s something for the masters in the symposium. Alex. Exactly. So there are actually three tracks this year. One of the miss masters. Second one is nuts and bolts, and a third one is a new track called innovation. Okay, and we’re going to talk about those. When we return from this break, please stay with us. Talking alternative radio. Twenty four hours. Do you love movies, then join me and share your pains about them on the radio. This is mike, a movie fan like you, starting may tenth. Join me every tuesday night at six pm for my new show movie time on talking alternative dot com. Call me live or email me at movie time radio. At gmail dot com. We’ll talk about all the blockbusters whose the best director and which movies air overrated, among many other topics. Join me for movie time. Tuesdays at six on talking alternative dot com. Looking to meet mr and mrs wright, but still haven’t found the one i want to make your car relationship as fulfilling as possible. Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. 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 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 efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com talking. Welcome back. Come with john bacon, president of the philanthropic planning group of greater new york, and alex brovey, vice president of the group and chair of the organization’s philanthropic planning symposium, which is what we’re talking about today. And alex, right before the break, you were acquainting us with the three tracks that you have. Please yes. So in in prior years, we had four tracks this year, we have three, so our nuts and bolts track is really meant to assist those new to gift planning or those who need a refresher of the basics, and we’ll have three different presentations. One will be a panel intriguingly entitled. We are all planned giving officers now, that’s actually meant for our major gift colleagues and others who want to come and just talk about the fact that everyone is expected to do a little bit in this area of plan giving her gift planning interesting. S o that’s really interesting. We’re seeing this integration and this breaking down of walls as my first just richard talked about as you heard some of that way alluded to this really is a trend that is significant, absolutely. And that has to go back to the name change at the national level and in our local level and what we’re actually doing and what we’re all actually seeing. So the reality of it is planned giving people raise outright gifts people who are expected to raise outright money’s might combine that with a plan gift it’s all what’s appropriate for the donor in front of you on dh with the challenge for the gift officer, whatever seat they might be sitting in is having to learn a little more. Is that john? Is that red john? Yes, and in particular, we have a lot of experience with older donors are group tends to skew older and their issues about getting old mental competency, health and other things that were sensitive to that. Frankly, some of our individual giving or major gift friends are not as sensitive to but again it’s falik said it’s really about being donor-centric on dh donors infect our our clients if we’re on the charity side and literal clients of our adviser colleagues. So it’s really just doing the right thing by the donor and sometimes that’s a blended gift and, you know you mentioned john your title. At the public library is still planned giving direct plan e-giving but are you seeing the integration there across fund-raising or or not so much or what? Not so much in our case, primarily because we have individual financial goals in the different silos in our shop, but i think that’s going to change it really has to change you think so? Yeah, ok. And i’m i’m asking you because the public library is, you know, a venerated old sort of old blind charity in in the country, right? And in a sense where a large shop as well so that those distinct groups can exist to some degree, there were four people in my group recently, so it’s a big plan giving group. Ah, and there are over forty, people in our overall development department. So it’s a big group. But i think even it’s in smaller charities, especially where there may only be one or two people dealing with individuals, they have to do all those things. And we again hope to be a resource for people who are interested in give planning. Okay, on dh that becomes the challenge especially then for the very small shop i mean let’s take a charity that maybe it’s just a founder and one other person that that that founder executive director has enormous challenges and but they’ll find something for themselves and for their organization at the symposium. Absolutely. And i think alex mentioned the nuts and bolts said that there’s nothing to track we’re talking one or two of the other sessions might just spur a thought or be applicable to a certain situation they’re facing. And again, i think, almost as important as the networking meeting other people in the same situation, talking to board members and others there who have a lot more experience and it’s really a great sharing experience old the whole day. And alex, how about the other the other tracks? Sure. So the other two tracks or the master’s track this past year is john mentioned earlier, we started a what we called a masters forum for the more experienced members of our group who wanted to have something that was a little more challenging or something at their level. Some of these people have been members for perhaps two decades that have been doing twenty or thirty years of work in plan. Giving or now gift planning, our master’s track is for those who are more experienced or for those who want to challenge themselves a little bit. We have the panel john described earlier and off the top of my head. We also have someone discussing charter bally trust, which is ah hyre level technique that donors who may be up against the five million dollar estate tax issue might be willing to consider. So we tried offer something for every level. So we talked about nuts and bolts. We talked about the masters. Our third, a new track this year is innovation and innovation focuses on the art and psychological aspects of gifts. And i think it’s that to which john might have been eluding recently. So there’s something for everyone there. This will be more the i don’t want to call it the soft part. But this might be why? Why? Someone would want to make a gift or how you broach a person in the correct way in order to get the best result in the end. That’s interesting that innovation. Why? Why you said that’s a new track? Did that come out of the advice that you got from members from last year? Well, in a way, it did, because every year we survey our members, we actually survey them after every lunch and all eight luncheons, and we take their advice to heart and we what we’re seeing throughout the years that people had some technical programs during the lunches and we try to mix it up a little bit on offer someone the rest of what they do. So the other part of what you do is the relationship side and that’s, probably even the more important side you could argue, regardless of your level of knowledge about this plan giving our gift planning aspect, you need to to be able to develop the relationship with the donor or the client. So that’s kind of how that came about a little part of the board looking at what we didn’t provide for members this year and then a small part of what we can do based on member feedback. Ok, of course, we’re talking about the symposium on may twenty sixth, but pygmy also does host monthly luncheons you mentioned. Why don’t you say little about those john? Sure, during the off summer months, every third wednesday, generally we have a luncheon program with a featured speaker and again a networking session beforehand, which is really quite important part of it and generally pre luncheon in the morning will have either a master’s form or a beginner seminar that was the pattern this year. In years past, we’ve had the same speaker doing morning session and then speak it lunch, so check it out and i think we didn’t give you our website yet. All this is on the website, which is www dot ppg and why dot org’s? Okay, you’ll be able to register for the supposing there and to find out about membership for next year, and we’ll resume those monthly luncheons in september. Okay, alex what’s the cost of registration. We have costs based on whether a person is a member or a non member. So i members get a little bit of a break. It’s two hundred seventy five dollars to register any time up until a couple of days before the conference. Non members. Or three. Fifty. And if you bring an additional person from the same organisation? Three hundred dollars. All right, that is the philanthropic planning symposium here. In new york city on may twenty sixth, again, the place to go to register is www dot p p g and why dot org’s? You’ll find out about the group and also the registration for the symposium there. I want to thank john bacon, president of the philanthropic planning group of greater new york, and alex brovey, vice president of the group and chair of the organization’s philanthropic planning symposium. Alex, john, thanks very much for joining us. Thanks durney been a real pleasure. Thank you. Next week, it’s going to be craig newmark craig is the founder of craigslist and he’s going to be my guest he’s going to be with me to talk about craigconnects his latest venture, which helps connect people of goodwill for the common good by highlighting non-profits that are making an impact. I hope you’ll be with me for that conversation with craig newmark. Of course, again, i want to thank my guests today, richard slutzky, john bacon and alex brovey you can keep up with what’s coming up? Sign up for our insider email alerts on the facebook page. If you go to the facebook page, you’ll see quite a bit about the blue pedicure challenge as well, until that scrolls away, but the video will be coming soon. I promised document video documentation you will get it while you’re there. You can, like us, become a fan of the show. Always. The show is on itunes. You can subscribe automatic downloads, of course. Listen on the device of your choice. Anytime you like, you’ll find our itunes paige at non-profit radio dot net creative producer of tony martignetti non-profit radio is claire meyerhoff. Our line producer is sam liebowitz, and sam is also the owner of talking alternative broadcasting and our social media is by regina walton of organic social media, who did an outstanding job helping to promote the blue pedicure challenge also want to give a special thanks to bobby fried l he is a professional photographer, he’s in the studio today, he’s shooting stills, he’s shooting video that will be available on the facebook page as well as soon as we get that all together. So special. Thank you to bobby freidel. This is tony martignetti non-profit radio always talking about big non-profit ideas for the other ninety five percent. I hope you’ll be with me next week. Next friday, one p. M eastern here on talking alternative broadcasting, which is always at talking alternative dot com. Durney metoo. I think that’s. A good ending. You’re listening to the talking alternative network, waiting to get you thinking. Things. It’s. 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. Do you love movies, then join me and share your pains about them on the radio. This is mike, a movie fan like you, starting may tenth. Join me every tuesday night at six pm for my new show movie time on talking alternative dot com. Call me live or email me at movie time radio. At gmail dot com. We’ll talk about all the blockbusters whose the best director and which movies air overrated, among many other topics. Join me for movie time. 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037: All About Awesome Auctions and SAASy – Tony Martignetti Nonprofit Radio

Tony’s guests this week are:

Roger Devine, founding partner of SchoolAuction.net
Scott Koegler, editor of Nonprofit Technology News

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

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Durney hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. We’ll give a little shout tio, my predecessor, the larry bloom who hosts the divorce our right before my show. He had a big announcement today that he’s been waiting to make for some time. And that is that he’s changing the name of his show to the divorced our because his is finally final, his his his divorce is done, and he announced that today and that a little play on his show title is not my idea. That came from our producer, sam call it the divorce tower. So congratulations to larry bloom. Very nice of him to give me a little shout on this show leading up to my show, although he said that i’m felix unger and he’s oscar madison so dahna i probably own more like felix and than he is, but i don’t really like being felix, so but we love larry bloom on back to tony martignetti non-profit radio may recall let last week we helped you excel in email execution because i had dave pulis and he’s, the principal of granite partners as my guest and he shared elements of effective email marketing and gave tips for developing your list if you don’t have one and for keeping your list clean and hygienic and also had claire meyerhoff, the editorial director of the plant e-giving company, reveal how to write for email fund-raising so that your messages get opened rid and responded to this week, we’re all about awesome auctions and sassiness roger divine of schoolauction dot net is going to tell us about online silent gala auctions, how much staff time and expertise are required. Which kind of auction makes the most sense for you, which kind of makes the most money all about awesome auctions and then software as a service sass is gaining popularity among non-profits a regular tech contributor and the editor of non-profit technology news, scott keller, is going to explain the money saving trend and whether your office should be a part of it on tony’s take two in between my two guests it’s going to be philanthropy one hundred years ago, little look back to rockefeller, carnegie harriman and their friends and that’s it roughly thirty two minutes into the hour on tony’s. Take two. After this break, i’ll be joined by roger divine, and we’re going to be all about awesome auctions. Stay with me, co-branding, think tooting, getting dink, dink, dink. You’re listening to the talking alternate network, get in. Nothing. You could. 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. Whillans 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. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com hello and welcome back to tony martignetti non-profit radio i’m very pleased to introduce now roger divine, who is a founding partner in northwood llc, the developer of tofino auctions and schoolauction dot net management. Those are auction management software products, and he has chaired multiple fund-raising auctions for schools and groups in portland, oregon, and has an email newsletter on that subject i’m very pleased to welcome roger divine to the show. Roger, welcome. Thank you. Pleasure to have you thank you for joining me from from portland. Yeah, wonderful s so we’re all about awesome auctions. Why don’t we start with what the different types of auctions are? Okay, well, we before we do that let’s, give an overview of what an auction can be, and then we’ll talk about the different pieces of it. But i attended often a variation on most often it’s, a variation on the traditional gala fund-raising dinner, and it is a, oh, an event where you bring people to the to the venue and you serve them some appetizers or dinner and you include one arm or activities in the event designed to incent gas to make donations by spending money all right, guys. That’s, right? And the key thing that unites all of the the events that you can have within your gala fund-raising auction and that makes the whole thing work is a fundraiser is that these auctions tend to be, as with many gala fund-raising events of philanthropy, a spectator sport, you’ve got you’ve got an event that follows the eighty twenty rule pretty pretty. Seriously, you’re going to raise about eighty percent your money from twenty percent of your gas. But you need the other eighty percent of the guests there because they provide the applause and the public accolades that that spur that twenty percent of the guests onto hyre bidding. Okay, but so now this is the live auction. This is the live auction, right? Well, this is this is this is several of the components that happened within it. And let’s, go ahead and dive into what those components are. You know, you’ve mentioned a live auction, that’s that’s the easiest one for your guests who may not be familiar with the with the idea of the auction. Probably easiest one for them to visual. Yeah. That’s. Right. That’s where people most think of people. Mostly think of when they think of an auction, but there are other types, but there are that’s, the common one, and most often you want to include a combination of them the live auction has on auctioneer who stands up on stage. You’ve got some fairly high value items you try to and send some competitive bidding in the moment people raising up there big paddle, thie other most common type of of activity you’ll have at a gala fundraiser gala fund-raising auction is a silent auction falik auctions have typically items that air of slightly lower value than the items you auctioned off in a live auction, and you put them out on tables or you put out displays to represent them on tables and have been cheap in front of them that allow your guests too, write down their name and bid number during a specified period of time. Silent auctions will have a closing time when the bidding is closed on those items, clerks going pick up the sheets so that nobody can cheat on right there big number down after the closing time, and then the item is awarded to the high bidder on as recorded on the bedsheet ok falik options are buy-in are very popular and they have a couple of advantages over the live auction you khun do them with slightly lower value items. They don’t have to be quite as sexy quite as exciting a cz the items that you wantto put up on stage, you can also execute a silent auction with, uh a lower cost in that you don’t have to hire an auctioneer to sell them. Andi, let me take a moment to talk about that. I mean you generally some organizations feel like they don’t have to hire an auctioneer even if they do hold the live auction eyes. Is the auctioneer worth the expense? Or can just someone from the from the organization do it? It is it is, in my opinion, completely worth the expense to hyre not only a professional auctioneer, but one who has the benefit auction specialist designations. Sometimes you might find a car auctioneer or a cattle auctioneer who volunteers to do this it’s a completely different a chance. It’s a completely different mindset and you will find that benefit. Auction specialist pay for themselves four to five times over. Okay. So that’s a professional designation that somebody will have the b s benefit auction specialist. Okay, the professional designation, uh, generally auctioneers go to auction school to learn how to sell things on stage on some of them will specialize in benefits and they can go on and get their b a s a designation and it’s worth looking for. And roger, let me just ask, does that specialization come in sub categories so that there’s people who specialize in different types of objects, like maybe sports memorabilia or something like that? Or is it does it not get that refined? The specialization does not does not get further subdivided, but you certainly do have auctioneers specialized in certain types of items most commonly wine. There are there are auctioneers who are, uh, specialists and selling wine and have a great deal of knowledge that they can drawn during an auction in order to spur the bidding. Hyre okay, roger divine is with me, eyes cos schoolauction dot net where all about awesome auction’s today. And after this break, we’ll move from the different types of auctions to start to talk about what types of non-profits are can benefit most from from auctions and what they need to have in place in order to do that, so please stay with us. Talking alternative radio twenty four hours a day. 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 oppcoll are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna i really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness can help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero. Or visit w w w dot mind over matter. Y si dot com. You’re listening to the talking alternative network. Schnoll welcome back to the show on dh armed with my very welcome guest, roger divine of schoolauction dot net and we’re talking all about auctions today, roger before we get into the different types of non-profits i want to read something that came from the facebook page on the subject. She says that first he says online she finds to be easiest to run. I know we’ll talk about online auctions later on, but with respect to the live auctions, she says, holding an auction at a charity event can be fruitful, but often tremendous work for the organizer’s. The last one i did was not worth the effort. She found that sporting memorabilia sold the best, so maybe we can maybe you can come in on that. We can use that as a transition into the types of non-profits that it makes the most sense for and what non-profit needs to have in place. Indeed, absolutely is a really insightful comment on dh the core there that i want to call out, um, and used to to introduce who should be holding auctions or not is the comment that there are a lot of work gala fund-raising auctions if you’re going to have them if you’re going to hold them live, but at an event you know, it’s, a huge party that you’re planning and you’re bringing together a lot of effort’s involved to procure items, to merchandise those items and then to run the operation on the event night itself. You know, i’ve called this in various places a department store with a six hour life span that you’re bringing it all together and your your your selling items to people, and you’re checking them out and it’s all done within six hours, and it can be a lot of work now that said, it is generally work that you’re volunteers, volunteers associate with the organization are going to be capable of picking up fairly quickly. There’s not a tremendous amount of specialized expertise that is necessary to put this on. And so i would would put forward that the organizations for whom a gala fund-raising auction tens make the most sense our a those organizations that dafs, you know, our are not necessarily blessed with a high power development director if you are if you’ve got somebody that can run, eh? A strong direct mail campaign if you’ve got somebody that can do a strong fund-raising campaign that does not require event well, you’re probably better off putting your effort there. So that’s interesting. Okay, it’s, just a fact of life that there are people out there in the nonprofit world that are extraordinarily good at raising raising funds through campaigns that they can execute with a lot less work than attention put on a gala fundraiser. Okay, i just think i fundraisers don’t require specialized expertise and so there’s another tier of organizations where they make a lot of sense, which are the organizations that are, let us say ricin volunteers, but perhaps pour in professional development, you know, there’s a brand that we sell our software and our called schoolauction dot net and that’s for very good reasons. Groups like school pts booster club’s um and the like tend have lots of willing volunteers who can help who can take on a little piece of that, a lot of work, and you could spread the work among many hands, and they can mountain a event like this and have it be a very effective fundraiser for them, okay, volunteers, smaller organizations that are rich in volunteer organization schools, churches, community based non-profits community based service agencies often tend to find me to be a very successful, worthwhile effort. Okay, so how do you then start to organize your volunteers? What tasks need to be accomplished so that you can come to this come to fruition with your with your gala auction? Excellent question. I try, i try my best. Usually they’re not that good. So it’s all downhill from here. Well, let me let me try to live up to the question with the task to weigh breakdown the tasks involved in putting on a fundraising auction, i would go like this. Obviously you have to have a procurement effort. You have to get items that you’re going to offer for sale at your event, whether it be sports memorabilia, as your facebook commenter on or local business gift certificates or the like. You want to get as much of that stuff donated to your event possible. Roger, can i let me stop you for a minute? Do you agree with jane from the facebook page that sporting memorabilia sells? Well, supporting memorabilia often sells? Well, it depends a lot whether you call it the best or not, depends on who you’re grouped in, you know, who’s going to be in the audience at the event and in addition to your private part of your procurement efforts should involve, uh, sitting down is an organization and trying to analyse who you’re going to be able to get to attend your event as guests because in the end, unique if you want them to buy stuff, you have to have stuff they want to buy. So okay, very good glad you stated something that seems clear, but really not until you say it, which is you gotta know who your audience is god, if they’re not sporting fans than sporting memorabilia, is not going to go well, okay, so your procurement? Yes, there we go, there’s procurement, and then there is recruiting guest ilsen either probably the two largest efforts that you’re going to put on selling tickets to your event and getting the items that you’re going to sell once they’re there and these should go hand in hand as weii just stated there’s a connection between who your guests are and what you want to procure there, but they can be broken out and given as as areas of responsibility, two different teams. How do you like to see the procurement dahna is that? Is that literally knocking on local business? Local business doors, that’s a significant portion of the of the effort there direct male is an excellent tool to use teo sort of bulk out your procurement effort if you can get ahold of a decent list of area businesses. Um, i am building one by the way, i’m building what we’re calling the ultimate donation database and it’s going to be a free resource for everyone. I also published a free email newsletter called procurement tips for schoolauction why don’tyou neo-sage since you’re talking about yuri newsletter, i was going to it later, but since you mentioned it, why did you tell people how they could get your newsletter? Terrific. They can go and sign up for that for free from the front page of our weapons sight, which is www dot schoolauction okay, and what would we be offering the business in exchange? I mean, how, how, how, how would we tell the business that we’re going to be promoting you as the donor of one of our auction items? Another excellent question, because there is two in a row obvious easy answer, which is that they’re going to get a tax deduction for there donation. But that’s hardly the most sexy answer, and it’s hardly the most compelling one we can offer to them. One of the tips i like to give people is that if you are running a community organization, a school or a church, every donor that’s within a physically located within fiber ten miles of your organisation, you should send them a door sticker they can detail that can put in the window of their store. That says, i support this organization you want teo promote, you want to help them promote their position as philanthropist who are involved with their local communities. In addition, you can. If you have an auction website, aziz would have. If used our software, you can promote your donors from the web site. You can give the link back to their website, etcetera. We also offer a feature in our software where we can allow you to call out. Certain donors are at the bottom of every guest receipts on the end at the end of the night, so the point is, you want to be promoting that auction item donor. Like, for instance, the sticker in the window? Absolutely we’re doing this because you want to have a long, long standing, ongoing relationship with them. You want to be able to demonstrate that there was value to them and giving you a donation? Um, and at the same time, you’re also promoting your organization when you do so. Of course. So of course, the mutual benefit, right, it’s also interesting that you say that the charitable deduction is not the main motivation because that is what, exactly what i find talking to individual donors as as a fund-raising consultant, the charitable deduction is interesting to them, but rarely is it the primary motivation for the for the individual gift so interested? Just an interesting parallel with roger divine of schoolauction dot net, and we’re talking all about awesome auctions. Rodger what about using those volunteers marshaling those volunteers for the actual party planning the stuff that’s going to go on that night? Absolutely. And you really need a good crew of five, six volunteers that are excellent party planners to go in and set the event up. I find this to be one of the easier skills to marshal usually. Your organization within its volunteer pool within its reach, has got a couple of people that are really good at putting on a party on dh can work with caterers and work with decorators to get the room set up. Of course, i often ask for this because i’m miserable in this myself, and when i chair an auction, i will agree to do so only if i have somebody who is extraordinarily good at the the event set up and working with the caterers to be my co chair. Okay, so don’t go to any parties that roger invites you to when he’s hosting them. That’s not entirely true, i always hae always outsourced. Okay. Disasters all right, i know what i’m good at, and i know what i’m not all right? And that doesn’t apply to dinner parties. So you know, if you’re in the portland area, roger invites you to dinner to accept the invitation that doesn’t. That doesn’t apply them. Yes. Alright, please go ahead on. Okay. So in addition to the procurement and the ticket sales and the party planning skills, the other thing you need to have is that you really you’ve got a lot of moving pieces here, you’ve got to have somebody operationally who’s, extremely well organized and my personal biases that you should give them good tools to work with. People have been known to run successful auctions off of a stack of lined notebooks and maybe an excel spreadsheet, but i’ll tell you that it’s, a fairly inefficient way for them toe work there’s a tremendous amount of production of bedsheets and other collateral catalogs and the like that needs to happen. At a certain point. You need to be tracking all of your donations, tracking all of your ticket sales. Certainly my product or any of the other specialized software products that are out there for running benefit auctions. I tend to think that they’re they’re well worth the investment that you make. Okay, as well as that benefit auction specialist now would would. Would we expect the benefit auction specialist toe have these tools teo, to use for the the live auction? Or are they really just going to be the performer that night? The benefit auction specialists will bring much more than just being the performer. That okay, they may not provide you with the softer, although there are cases where they dio uh, they certainly can make recommendations based on what they have seen work for their other customers. But when you hire a benefit auction specialists, you should also beginning some consulting from them prior to the event on how to structure the live auction and talk about who your audience is with them. They bring a lot to the table there. Roger in in the few minutes we have left, i’d liketo transition to the online auction. Andi, open it with this comment from the facebook page from casey, i will say this starting out, it takes a little bit. I registered with ebay and they are currently limiting me to how many items i put up for sale. I called customer service, and they told me they do that for every new cellar. So far, we have been doing all right, and i’ve noticed an increase in traffic on our on our own web page. Excellent. Do you see that much spillover from on having an online auction to an increase in hits on the organization’s web page? Well, let me tell you where they come together. If you’re going to make an online auction work and you do need a platform, you can use ebay or you can use a private platform we provided as part of our software to andi, i’ve worked with a lot of organisations that have mounted fund-raising auctions online and the key skill there you may not need a party planner. You may not need an auctioneer. What you do need to have his excellent marketing skills. Because the key thing to know about online auctions is that if you build it, they will come does not apply. You have to hit your email list. I know you had a guest on last week who was was was telling your listeners howto build and clean. Ah, good email list. Just you have to hit that list hard and you have to hit it often in order to push people to register for the auction to push them toe look att specific items. You want to segment your potential universe of bitters and promote specific items to specific potential bidders. And then you really need to promote the sense of competition in the event you need to spur people on things. This particular item is out there, it’s getting these kinds of bids, um, you know, don’t let this bitter get it for this cheap yet, you know, give them some competition, get in there and did against them it’s for a great cause. So, you know, you know, clearly not just putting it up on dh, letting people come to it weigh it just doesn’t work that is just like a blogger, a web page exactly you have to promote in order for it to be successful. And if you do that, if you are promoting your fund-raising event in order to be successful, you will probably get some pass along in those emails, and you’ll probably drive as an ancillary benefit a lot of traffic to your organization’s website. Okay, another another comment from the facebook page, the host of tony martignetti radio is charming, articulate, adore bonem sir, no, this is from ana, she says bidding for good often works, but you need to know your audience very well. Can you comment on bidding for good bidding for good? Is is a company that runs an online auction platform that is out there. They have a a nice, uh, piece of software that i think. Works very well. It is one of our competitors, so i’m going to kind of limit myself and what i say about them, just a few niceties there, a print it’s certainly one that everybody needs to check out where you’re comparing and you’re doing your your shopping run for platform, you need to check them out. They are a leader in the marketplace. However, the the corner for comment that you have to know your audience is incredibly insightful and it’s one that we should repeat over and over again. If you’re going to get any fund-raising done through any of these events, you need to know who your audience in that room is, so that you can incent them in the correct ways. You can provide the right things for them to bid bid on. You can stimulate them with the right type of messaging and you can appeal to their whatever is most appealing to them, their sense of philanthropy, their sense of wanting a good deal, their sense of being a pillar of the community, etcetera. Roger divine is a founding partner in northward llc, the developer of tofino auctions and schoolauction dot net you can go to that website to get his free email newsletter on the subject of auctions. Roger, thank you very much for being on the show. Thank you, tony it’s. Been wonderful. My pleasure. We’re gonna take a break, and after this break, tony’s, take two. You’re listening to the talking alternative network. 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 efforts. 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 hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable race? Interested simply email at info at talking alternative dot com zoho welcome back, it’s. Time for tony’s. Take two at roughly thirty two minutes into the our philanthropy one hundred years ago in nineteen ten, the new york times earlier this year had a ah survey. Now i’m sorry. Years ago, they had a survey of philanthropy one hundred years ago in in nineteen ten and i blogged about that article that that i found from nineteen eleven it was, actually, i think it was the january first nineteen eleven issue, which had a survey of philanthropy in nineteen ten and in nineteen ten there was one hundred sixty three million dollars given to charity, and the article talks about some of the biggest names among that hundred sixty three million, like john rockefeller and andrew carnegie. It’s. Interesting that they they ah particularly admired anonymous donors in that in that article on dh altruism was cited as the main reason for giving which roger divine and i just talked about in terms of auctions, but not always unanimous, not always altruism. Mary harriman gave thirty one thousand dollars to the town of turner, new york, on the condition that turner new york changed the name of the town to harriman. And you’ll see in my block and that the town did consent to that they wanted her thirty one thousand dollars for a new train station, and they change their name to harem in new york. And that town still exists. That’s also the family that created harriman state park, which is an up on the hudson river in new york. There’s more about that dahna the philanthropy in nineteen ten on my block, which is that m p g a d v dot com. And that is tony’s take two for today, friday, april fifteenth with me now it’s scotty kegs. Scott koegler scott is our regular tech contributor and the editor of non-profit technology news. And we’re going to talk about sassiness service as a software explaining this money saving trend and whether you should be a part of it. Scott, welcome back. Thanks, tony, but i’m afraid that i’m going to have to put you in jail because, you know, fast is actually software service, not services. Did i say, oh, here it is. I said it. I said it backwards. All right, that sze jargon jets like reverse jargon jail. I screwed that up. Okay, uh first, explain it. I know it will go ahead with your, but it occurs to me that but the basic premise of of software service really probably deserves a little bit more of an explanation. Okay, yes. Um, you know, most most everybody is or wass used to using software and software basically consists of it is something you download or a cd or a disk that you put into your computer and you install it on your little computer. Ah, and that’s called locally installed software. And sometime ago somebody got the bright idea. Teo put it someplace else other than on your computer. And actually, that somebody was ibm back in the time share days when they had these big computers, nobody could afford a little, you know, computers there weren’t any. So they installed the software on this big computer, and they ran a liars to terminal so people could use them. And so software service is installing a software on a big computer. We’re a bunch of computers somewhere connected by a wire. That wire today is the internet and way connects to that server, and we run that software, and so we’re not installing it. But we’re just using it so that’s, why it’s called as a service and so have we essentially come one hundred eighty degrees from know what? We’ve got three hundred sixty degrees from the mainframe to sixty years, right from mainframe, which you described teo locally based which we’ve been doing for a decade or two decades, i guess then back to back to centrally located software just it’s more accessible. You don’t have to be wired anymore physically. Why? And i just want to go back to the show archives and to remind people that it was my very first show, which was on july sixteenth of two thousand ten that scott was a guest. That was obviously the first time for everybody and that’s that’s the show where we talked about software is a service, so if you want to dive more into what it is, you can listen to that july sixteenth show, and i have in mind that that was my very first show and very glad that scotsman with us ever since. So scott, so you have a survey of you’ve been serving the usage of of software as a service among non-profits we did. Wait, did a survey we asked people what their impression currently was and if it’s changed over the years over the last year, and it turns out that there’s been a pretty good shift, i would say about a year ago, the there was a lot of no doubt, i guess, you know, f you the fear, uncertainty and doubt about it, letting our data really not the software self, because nobody really care. Well, nobody was that concerned whether the software worked or crashed or whatever, because something always crashes. But their concern was mohr, based around the security of the data. And, you know, tony ana non-profit world, you’re donordigital a and you’re constituents, the funds that you’re receiving and the plans we got for raising funds are pretty private stuff. Yeah, security is a critical concern, right? So that was really ah, big deal. Because nobody really had a good track record on security. Pretty much the only thing that was out there that was, uh, really heavy duty. Sas kind of software. That was maybe two or three years ago was salesforce dot com, which was really a pioneer in the business. They put out this application that allowed you to put your prospects, your customers, your contact information, and so people would use that in sales in the selling process, a lot like constituent data, actually, and at least a sensitive because what he had there was huge corporations putting there customer, and they’re prospect, date out there and you can imagine, you know, non-profit uh, constituent information is proprietary think about large corporations and, you know, they’re competitive edges and trying to get customers and make money just so salesforce dot com was really the first big one, and they were very successful. They they’ve had some, uh, some issues with their data, but nothing, nothing on the order of disaster, where there were data has been breached and the information has got out been stolen. So that’s really brought a lot of credibility, and since then, in the last two years and particularly last one year sas application have just been moving off the chart. I wonder if that, you know well, i guess you expect that trend to continue. We can talk about that. Just i just maybe i’m too cynical, but i just think some time there will be some major breach of privacy and that headline will cause a lot of a lot consternation. You agree? I believe that there will be there actually have been but they have been pretty well controlled. The systems that are out there, you think about it. If i have ah, software application in my office, i’m pretty concerned about the security. I don’t want anybody stealing my information, but the fact is that i don’t have any expertise to make that secure. I’m just kind of, you know, lock the door night during the computer off, but that limits how i can get to my data, you know, who can use it when it’s available, you know, certainly not twenty four seven, but you look at the sas based companies and they really have a stake in it if they get one breach, even if it’s just small, they’re going to get a lot of bad press. If they get to, they’re going to lose customers, and if they get three, they’re going to be out of business. So they really have much more incentive on much more at stake than than even the private organization of the singles non-profit okay, let me just digress for a second. Did you get any of the notices about the company? Absalon a breach of email addresses? Did you get any of those yourself? Because i got five there five companies that i’ve given my email, i just to marriott hilton and a couple of financial sites offgrid that i’m surprise, surprise those financial sites even mentioned because your balance is like two hundred dollars, but but it zoho approaching my area code to want to i’m trying to get my savings account to equal my area code that’s my goal for two thousand eleven, but now i have five company i’m just me five companies that use the absalon and the disclosure was pretty much all the same that that excellent company had breached through some third party my email address so that’s true, they didn’t get your your data so they don’t know your balance, although you just told us all what it was, but they didn’t know that they all they got was your email address. Yeah, now i know in that case, right, but there have been worse ones among credit card companies and all but just so you know your point. Very well taken that bad press could could kind of kill the could kill a company and and maybe substantially inger the sas industry, right? If you think about it, there is one sad company that kind of goes under the radar, people don’t really think of it. Assassin but that’s, google, gmail, google documents all those kind of things are really sas based applications and there’s no dearth of people using that mean there’s millions of people using it buy-in not that it isn’t taking hold, okay? In just a minute or so we have left before a break. Why don’t you acquaintance with one of the areas that you think is the reason why sas is growing in popularity. Based on your article on your web site, the single biggest one is cost the there’s you can get into, you can implement a sass based application, baste something usually for free for a trial period and then you rent it monthly rather than buying equipment, buying software, getting people training all those kind of things that a big deal. Okay, we’re going to take a break. Of course, scott will be with us one return and we’ll talk. More about software as a service. And why. It’s gaining popularity among non-profits talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Buy-in i really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero. Or visit w w w died. Mind over matter. Y si dot com. Duitz 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 marketing. Their motto is, we do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. Bonem welcome back. I’m very glad to have scott with us this week talking about software as a service. I said it right that time geever because you’re the first, you’re actually the first guest to put me in jargon jail? I think so. Well, but i blew it. I so i called it services software, you’re on it. You’re keeping my feet to the fire. So before the break, we’re talking about cost so you can get in really just aren’t they? Aren’t they often based on the pages by the number of records that you’re putting in the service? Depends. They all have some kind of a rental agreement. Heimans that rental is by the number of records, sometimes it’s by the different functions that you use, so if they’re different modules to be enabled, you know, could be an extra five dollars per month for this or that, but, um, yeah, there’s there are many different yeah, and for a small organization, this could be ideal. I mean, you’re talking about a five dollar entry cost at the very outset, right? And some of them i’ve said, uh, there are some that allow you to get in for free more of a of a trial. And you, khun set up the site, see if you like it, see how it works and go from there. And if it doesn’t work, simply delete your information and off you go with another another trial somewhere else. And isn’t that also a issue that you’re sort of bringing to mind for me the the ability of you to get your data back if you stop working with a company? Yeah, that was always a problem for at least an issue. Uh, pretty much everyone now gives you access to your own data. There were some some pretty loud screams about not getting your data back. And frankly, most of that was occurring in the in the install software world where you and i ghisolf softer on your own computer, and there really was no way to get it out. So you had to operate to the same, you know, the next version of the same stuff otherwise re entering into a different version, which which, you know, if you have even just hundreds of records, let alone thousands or tens of thousands that’s that’s out of the question. So those days of holding your data hostage are pretty are over you’re saying it’s worth a question just to be sure i haven’t run across any sass based organization that holds your data hostage. Okay? And of course, your your article on this subject is that n p tech news dot com because scott is the editor of non-profit technology news, what else is ah reason that non-profits are expanding their you? Scott, the ability to update the applications is just great. One of the things about that installed software is that you get this announcement from your software vendor saying we’ve got we’ve got an update, you can download it here or here’s the desk even and you need to install it. Well, you always have some hodja death right? About installing new software on your computer because what if it doesn’t work? You know, then you’ve got a service call you out of business. You can’t do anything. And so what software the service does is that almost everyone every sas based application i’ve seen, the updates are done in the background, and almost without you knowing it, so the company will come out and with letter rather than saying there’s a new update? You need to install it, and they’ll say we’ve been starting new update, you’ll notice these things have changed and and so they’re just there it’s kind of a seamless transition. You don’t have to worry about your data getting lost company handles it and the update that they did for you, they also did for the other ten thousand customers. They have so it’s a one shot deal? Yeah, on dh. So you’re getting the same version of the software that much bigger, more sophisticated shops they’re using, exactly and that’s a great point, you know, the year taking advantage of the pressure that the large organizations are putting on your software provider because let’s face it if they have hundreds of thousands of millions of records, they’re paying much more than you are with a few thousand records, and they have a lot more clout with the sas cos and believe me, they leverage that so thie the installations, the updates they put in place the features they had, all those things are benefit you just as much as they do the big companies getting those updates, though automatically, that could that itself could. Cause a little agenda, by the way, i love the guy, you know, koegler is telling martignetti about agita that’s because you walk into the office one day and it’s different than the way it was the day before. What you’ll find is that most of these people, these companies are very sensitive to that, so they’re not going to make wholesale changes. They’re not going to make something it says hey, what’s this they don’t make maybe a couple of menu changes, then they add a few features so that if you’re kind of searching around the menus and the functions, you may stumble upon them. But then they, you know, they have run up against that surprise before they’ve done with the phone calls, and they just they don’t do that. Okay? Okay. Excellent. Tell us another reason what else you got? The boy? Uh, one of the big things is time to market or time for implementation when you install software. There’s always the where they’re wass always the issue of well, do i have the right kind of computer? Is my server big enough to running the right version of the operating system? I running max. Or windows or winex, and sometimes you’re limited in your selection of software based on the computers were running. Now, if you have a computer or even a smartphone or a tablet or anything that has a internet browser, you’re there, you can run the software. All these things run on pretty much any browser that can connect to the to the web, and that means that people in different locations can all be collaborating, i guess at the same time, right? Absolutely that thie other thing and that’s again and great point is that if it’s installed in your office that you need to supply the outbound connection to the internet, you need to manage the user access. You need to be sure your connections on all the time and when it isn’t with such as, you know, saturday night at ten o’clock or sunday afternoon at three, you’re responsible for that and the sas cos, well, they you know, they staff around that they’ve got people that were there, they’ve got triggers that announced when something is wrong, they know it before you do, and so they take care of it again. They have a lot more at stake and then just one installation. So? So, you know, full time access and remote access are key factors. Scott, in just a minute, we have left. What are some of the functions that non-profits confined in software as a service? Well, specifically for non-profits certainly constituent management. Funda counting, mailing list management. One of the big things i just started. The tale of your last conversation about about auctions, auctions, services air great, then that’s a typical sas based application. So all those things that that a non-profit is doing all things they would like to do are probably available. Some kind of sad faces. All right, scott koegler, the editor of non-profit technology news. Our shows. Regular contributor about those issues. Technology for non-profits scott, thank you very much for being on again. Thanks, tony. Real pleasure. Thank you. Next week, it’s going to be a conversation with hildy gottlieb she’s, the author of the polyana principles and she’s going to be my guest for the hour. She’s got some really transformative ideas for non-profits to create enormous change in their communities. And if you would like to participate in that conversation, leave a comment on the show’s. Facebook page and be a part of the conversation, just like anna and some others were today. I hope you’ll be with me and hildy for that conversation, either through facebook or by listening live, you can keep up with what’s coming up, you can go to the facebook page and sign up for our insider email alerts. You’ll know who the guest star in advance. You want to wait for the week’s show, you’ll know before everybody else. And while you’re there, please click like become a fan of twenty martignetti non-profit radio, always reminding you that you can subscribe to the show on itunes. Listen, any time on the device of your choice, automatic downloads that is, that non-profit radio dot net, creative producer of tony martignetti non-profit radio is claire meyerhoff, our line producer. Who’s. Also the owner of talking alternative broadcasting is sam liebowitz and our social media is by regina walton of organic social media hope you will be with me next week here on talking alternative broadcasting at talking alternative dot com that’s. Next friday, one p, m eastern. Dahna you didn’t think that shooting good ending things. You’re listening to the talking alternate network. E-giving get in, it’s. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? 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