Tony’s guests this week:
Sharyn Abbott, author of “Mixing It Up! The Entrepreneur’s New Testament.”
Maria Semple, The Prospect Finder, consultant in prospect research and author of “Panning for Gold: Find Your Best Donor Prospects Now!”
Read and watch more on Tony’s blog: http://tonymartignetti.com
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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, it feels good to be back in the studio. It’s been a couple of weeks. It is good to be back. Um oh, i should day o is what i mean to say i hope you were with me last week. I’d suffer a sebaceous cyst if i heard that you had missed successful software selection strategy don fornes, ceo of software advice, let us through the software selection process for non-profits also storify and cora, i announced that our social media contributor, amy sample ward, got a promotion to ceo at non-profit technology network, and then we talked about the value of storify and cora to lesser known social networks for your non-profit this week, this week was supposed to be adam grant, author of give and take, but adam had to cancel, which is a postponement? Well, it was all certainly reschedule with him, but there isn’t adam grant this week. This is what happens when you chase the celebrities, and sometimes they’re they’re busy this week. I have some pre recorded segments get out. And positively communicate. Sharon abbott is the author of mixing it up, the entrepreneurs, new testament and her strategies applied a small and midsize non-profits, too. I interviewed her at the next-gen charity conference in two thousand eleven talking about networking your non-profit and recruiting and hiring motivated people and positive communications, you’ll see sharon read my face to tell what kind of communicator i am and secrets maria simple, our regular prospect research contributor and the author of panning for gold, find your best donorsearch prospects now she shares gold panning for ah, she shares panning for research gold, using s e c corporate filings and those air to interviews from september of two thousand twelve trying to accommodate the last minute sort of cancellation that we had right now. We take a break, and when we come back, it’ll be get out and positively communicate. Stay with me. Welcome to tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven we are at the tribeca performing arts center in downtown manhattan. With me now is sharon abbott. Sharon is the author of mixing it up the entrepreneurs new testament talk about some of her entrepreneurial success, ideas and how those probably very well translate to your work in non-profits oh, and maybe some of her positive communication techniques also sharon abbott, welcome to the show. Thank you, tony it’s a pleasure. Pleasure to have you let’s talk a little about some of your entrepreneurial success ideas with the with our audience of small and midsize charity leaders in mind. What what’s the first thing you’d like to share. Well, what i truly believe is the better connected and non-profit is better that they will do. I taught entrepreneur skills for over twenty years to small businesses, and i would bring in and non-profit to every group that i had, and at one time i had twenty two treyz with twenty two twenty report people in every group to teach people how to be philanthropic, to teach him to get back to their community. And what i found is the skills of the needed were the same as the knob durney so i talked on how to get out in the community, how to get volunteers to work with them, how to engage other people so that they didn’t have to do all the work and how they brought in a board of directors was more proact zaptitude rather dahna board of directors by name, so that made a huge difference to the non-profits as well as one of the thing that’s really hard, especially when everyone perceives economic times being as bad as they are is that people are tired of all these organisations putting out their home just expecting a check, and so they need to get something back. And so i created all these different programs there fund-raising activities that are fun that people want to participate in that make it much easier for a non-profit to get their budget back-up where it needs to be to be self sustaining, and they don’t have to work this hard, so they couldn’t have ah lot of them do got tournaments, or they might do silent auctions. They might do a single stands. I did a big band dance for easter seals one year i did it was a costume party. We kind of did it like old victorian kind of party, where everybody came in as a character in the victorian era, very themed events, right? And that way, people, they really feel like they’re participating more in the non-profit rather than just here’s a check, you know, i’m done well, let’s, go into some detail about let’s. Start with you mentioned getting into the community. What ideas do you have specifically that non-profits khun khun execute? Well, i know in california that almost every non-profit thinks that they just need to join a chamber and then once they join the chamber there dahna there activity that they have in the chamber is actually the important part, not just joining the chamber. What would you like to see them doing? They need to be on various committees like if they were to volunteer for ambassadors. The ambassadors have to go out to every business, right? Shake hands, what you’re doing and people used to ask me, oh, you work for the chamber is you know, i’m just out here helping the chambers get better known what they need to have happen in the community, and then that brought me more business. So i thought, well, if it works for me, it’ll work for anybody and it does so if non-profit goes out and they just find out from all of from businesses what business? Needs and then takes them back to the chamber. It’s their face, they’re non-profit so that great way of becoming very active in their trainers have fund-raising valens, claire non-profits could actually be featured so they could be part of the but how about beyond joining the chamber and being active in that way as an ambassador? What other advice about getting out into the community? You know, all of the leads groups that are out there. I used to run my let’s say it’s, a business development kind of organization where people get together on a weekly basis, which most of them do, and they have coffee and everybody talks about their business years, and they said, this is what i’m looking for. This is what i have to offer, so there are business leads group, and you can find them listed in the business section of every paper there’s, a website called am city dot com that list all of the business events that that are all around the country. Ok, everything we’re going where you just search for new york and you’ll find sample is going to san francisco on business, i think it’s probably the times. Here, but in santa’s a journal. So you know, it’s one of those so am city dot com and you can see every event that’s going on every week. So if you go out to events and let’s say you meet twenty people this week, one out of twenty will either be somebody that will be on the board active in the community, help promote non-profit organized fundraiser somebody in that twenty people is going to be involved with that non-profit interesting, you really want to see non-profits getting out into the business community first. First things we’ve talked about so far been making those business connections not staying within your within the non-profit committee exactly because we have the money. Why stay in a community where everybody knows you when you go out into a community where no one knows who you are and they’re the ones who have great let’s share one more idea getting that non-profit out most non-profits don’t realize that they could do a speaking circuit rotary lions quanah is all of those kinds of social organisations, and those organizations do kind of quirky things like if you talk out of turn your find a dollar you promote your business and return to find five dollars? Well, that money is allocated to helping non-profit so if every non-profit were to go out to one of those once a week and literally their morning, noon and night, you goto seventy eight weeks and not run out of him in a year. And so you go out to these organizations. You said this is my cause this is what i’m doing. I need you. This is why here’s, the result of what happens when we get out, they literally right champ on the spot. And i know there are a lot of these groups just in the new york area you mentioned a bunch of different sessional association, but rotary isn’t there a rotary in every county? So i’m probably in one block their city there. Well, i know that at least one in every county. So this’s a big area, right? There are a lot of opportunity. Plus you mentioned all the other membership organisations lion lion’s, alanis, optimus professional business women e women network really? When you look in the paper you think when i had a travel agency in nineteen ninety one justus the gulf war was starting. I went out morning, noon and night six days a week, and i built a travel agency from thirty thousand a month, two, three hundred and seventy five thousand a month in three and a half years by doing just so it was all handshaking and getting to know people and making sure that people knew who i was, even though no one was traveling with tom, so i hid it at the worst time but managed to build my business in a way that nobody else had ever thought they didn’t spend a dime on advertising. You just had transit costs to all the meetings, and i’m joking, you know, being sarcastic, but the point is very low cost, exact neo-sage it should be fun for for executive director seo’s mean, they should be enjoying being out in the community in the business community, talking about their work. That’s the biggest issue is people have fun when they’re doing something that they’re connecting with people, and when these organizations see how much fun that you’re having, they want to be more part of it. So when when people are making oh, would you write me? A check or we, you know, we’re short on the budget. Could you help us out? It’s really kind of gloomy, and people don’t like being part of that. So you make it fun in it. Obtaining talking alternative radio twenty four hours a day. Do you need a business plan that can guide your company’s growth? Seven and seven will help bring the changes you need. Wear small business consultants and we pay attention to the details. You may miss. Our culture and consultant services are guaranteed to lead toe. Right, groat. For your business, call us at nine. One seven eight three, three, four, eight, six zero foreign, no obligation. Free consultation. Checkout on the website of ww dot covenant seven dot com are you fed up with talking points? Rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow. No more it’s time for action. Join me, larry. 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Dahna yeah, i’m gonna guess you have advice about hiring, so bringing people to your organization and this stops the top, but he actually even applies to the board hiring, hiring the top. But what advice do you have about bringing people in and making sure you get people who are going to be passionate goingto love the mission and the innovative thinkers? How do we know we hyre these kinds of people? You know, i think one of the hardest things for non-profit is inviting people into their board of directors who actually have the connections, and that will make a difference for the organization. So there’s, a lot of people who are semi retired retired and they volunteer for non-profits but technically they don’t have the contacts, and they don’t have the ability to go out in the community and start helping promote other people. So if a non-profit were to look at what your database like, do you have social media contacts on what experience have you had with non-profits before? What were the results treated? Just like a job interview, so don’t take anyone on your board unless they really are bringing something to the table that’s a huge issue, there’s a lot of non-profits who just think, oh, so grateful you’ve even pasta or sometimes it’s way desperately need a lawyer or an accountant, so we’ll just take the first one that way get introduced to and we end up with just somebody who’s just brings that skill, but nothing mohr related to your to your important charitable work. And they might think that they save, you know, ten thousand a year on legal cost, but they lose one hundred thousand year by not having the right person connected with the non-profits so that’s really important that they look at, you know, what is the cost effectiveness of what a person is bringing to their nonprofit organization, right? So that’s excellent for board recruitment. How about about hiring employees within the organization? Would you like to see ceos and executive director? I have been speaking where people are unemployed for over twenty years, and i am surprised because i have a little blank card and i have them right on their what would i like to do most of anything now that i don’t have a job? And i would say twenty percent say that they want to work with the non-profit any fashion? Some even say that worked for freeze just so that they can beat heart of that community and giving back when a non-profit is looking for an executive director, that person better be a network. They better be the horn shaker they need to be up to date on technology, open minded. I’m trying different fund-raising concept instead of the same old, same old thing, because what work five years ago does not even come close to working today? And so they have to always be on top of what the technology is. We heard this morning how text messaging is so important because the thirty year olds are now not opening email and even, you know, ten percent or everybody in the world only opens was that was that aria finger was talking about texting to e j just had her as a guest before you came on, and i was talking about actually fifteen and sixteen year olds motivating them, and she said, you know, get them where they are text, right? Saving forty, two hundred messages a month for sixteen year old girls or something, right? Exactly. So you know that’s what keeping up with technology will do for someone is always looking at what else can they do? Most non-profits don’t have a log that’s a big mistake, because that, who in the non-profit you like to see doing that block duitz in the name of the executive director should be in the name of the executive director because that builds the relationship with the person who has the most visibility in the community and the most visibility and on able to make decisions for the non-profit because a lot of times you could have someone else write it in the office, but it should be in the name of the director let’s talk a little more about hiring now we’ve talked about the board, what on what the board should be looking for in the executive director. What should the executive director be doing to make sure that he or she is hiring the right people that are going to be supporting? Well, i think the skill set is going to depend on how much the non-profit is doing in the community. So if if it’s just administrative work that’s one thing that’s easy too, but the biggest give back in a non-profit is the person who has that innovative ability to figure out how they can use technology, how they khun reach out into the community, draw more people in durney there’s there’s so many different things, like most people don’t realize that you can actually go to a restaurant and say, i haven’t event coming up in thirty days, and almost every restaurant will say because you’re non-profit i’ll donate a lot right in the way i would do is i would package twelve lunches and have it lunch for a year and auction it off, you know, and just simple little things like that if you have people who are willing to go out, do things like that. Hey back-up that employee ends up paying for their own sour, and when we’re in the hiring process, how do we make sure we’re getting somebody like that in our the questions i think would be, how do you feel about being out in the business community? Are you comfortable picking up the phone and talking to people you don’t know? You know, what would you do in a situation where we need to create a new event? What would you what would you suggest? How would we go about creating an event and see how people are creative there’s also facial recognition and i teach a course it’s called about face, and it actually helps means clever figure out what your face tells me about how to communicate with you, but also how well you communicate with other people. So someone who has a larger bottom live is a good listener, right? It’s great, if you need to listen, but if they’re the person who has to be out in the community speaking, you want them to have a larger offgrid all right, we’re going to talk more about this very, very short that just want to remind listeners that i’m with sharon abbott at the next-gen charity conference two thousand eleven in new york city. Her latest book is mixed. Is this the latest mixing it up? This’s just been revised by have eight books. Okay, we’re giving credit to this one because it’s related to our topic it’s mixing it up, the entrepreneurs new testament, and you’ll find sharon abbott at sharon abbott dot com but you need to know that she spells her name, s h a r y and and two b’s and two teas in sabat and then dot com. So i should just sell the whole thing out instead of pieces. Sharon and then a and then at the end, there’s two teas and then after the others to be hyre how do we know you have a bunch of sharon abbott, dot com someone who’s. A good listener has a larger lower lip. How does that why is that true? Well, back in aristotle’s time in the fourteenth century, he began this whole study. It’s called physiognomy and judge jones in nineteen thirty five. Jones in chicago started looking at people who were presented to him in his courtroom. And he kept the law and he would have guilty. Not guilty, not guilty. And according to the jury’s findings, he was ninety percent accurate based on looking at someone’s face. So i took that information either. Wait a minute. What if we could use this for communication styling? So if i look at you, i know that you like it. When people get to the point. You want people that you’re looking at me now? They should just e i like it when people get to the point based on what makes you draw that concern your nose. But how does a physical feature convey personality? There’s a science to it? This is actually the society of reading your face, so i know that i’m going to get to the point. I’m not going to talk to take long way around, so i’m going, i’m going to actually say that she’s, right? But i think i’m a patient listener also. Well, your lip is larger on the bottom, then the top. So you’re a really good listener almost twice is good at listening as you are speaking and you know you’re good at speed, so the difference is all ego now blushing to what it was blushing cheeks metoo means you could still feel there must be some downsides. Where show me something, tell me about something that i’m shortcoming well, let’s say i needed to explain a project to you. The squareness of the bottom of your chin tells me i have to get to the point, which means i can’t tell you all about the details, but also my nose conveyed that to you to ration. But there’s there’s this point where you’re going, i don’t want to know how you’re going to build it. I just want to know when it’s going to be built, and so people who have a need to explain every detail will get very frustrated because you’re looking at and go, you know, i’ve got things to do. You just tell me what i need to do, and we’re done. This is embarrassing because she’s sizing happens there’s a pretty accurate this is not like fortune telling e-giving this’s, she’s anything? Is there anything else? Oh, absolutely. All right, one more. Go ahead. I’m getting paid now. I don’t want this is actually quite insightful. Portion right above your eyebrows is okay now for radio listeners. She’s putting her finger in between my eyebrows right in between her, i’m i mean, we’re not there’s no contact. She says that there’s no physical contact at all. It’s. Unbelievable. So this tells me that you like information in order. So you want to give me this first, then this then that in order. But i pluck my eyebrows. So if i had one brow straight across with the unibrow, not in style. No, this is the logic. This is, like minus flat right here. She’s again, she’s talking about the space between her eyebrows and the forehead. Right? So i have a logical personality. You have a logical personality. So you really want things in order? First, there’s a lot of people who you’ll see it’s just totally slanted back. Those people who they understand process and then they immediately know how it applies to them. Long term physiognomy is the physiognomy. Okay, that’s, the practice and google physiognomy and sharon abbott as well. We’re gonna go off this now, but that was that was that was pretty much on point. Yeah, i didn’t disagree with anything. You just told me about myself. I learned something. Dahna okay, let’s, talk a little about your you’re positive communication techniques since we’re talking about the way people like to communicate and your judging this by there by there face, right. What are some of the positive communication techniques that people should be using? Well, i think it’s really difficult for a lot of people to stay positive in what i believe is a perceived economy. Now, i cannot argue with the numbers, you know? We do have the highest unemployment rate of this time. There are fewer people donating to non-profits, you know, you kind of get point. So how do we actually project a positive attitude when we know that this is on everyone’s mind? So my attitude is no one came along, scraped up all the money and locked it up, and they’re not magically waiting to the day that everybody says, okay, take the money out now. So where is the money? It’s just moved, so when we’re communicating with people and we start thinking about all right, so what do i have to do to be that person that somebody wants to give, what they have allocated their ten percent toe a non-profit communicating in a positive manner instead of we need money, we need thio raise his phones, it would be when people are involved with our non-profit jesus, this is what we’re giving back to you, and the long term benefit for you is so it’s turning something around, you’re saying the same thing, but in a positive manner and making the person that you’re talking with more comfortable with the idea of being involved so the simple technique, but it’s phrasing. How you actually phrase what you’re talking about and allowing the other person. So this is where this comes into play. If you’re talking to somebody who has a larger upper lip, you make sure that they have more than enough time to talk. Kayman, let’s, let’s, give an example of fund-raising something positively that that in a positive way, we do that, that someone that i wouldn’t be well, take a negative and make it sort of a positive so people can understand making this positive communication. Give me a name. It’s, i’m cold rooms cold. I’m too cold in this room instead of saying i’m too cold and that’s an easy fix. Starting studies let’s, let’s put on a sweater. You don’t put on the jacket, you know, let’s, move a little bit. Start getting your blood moving a little bit so that you can actually be warmer. Come on. But let’s say challenging one would be i called all these people and no one is calling me back. Okay? Right. And that happens a lot. You know, when when i am actually very business oriented, which i think makes a big difference. A lot of people get into non-profit and they think it is not for-profit and non-profits have to be profit minded. So they have to know that they’re making more money than what it costs him to run the organization. So i do things like i make twenty dials. I know that ten people answered the phone. I know that if i leave five voicemail messages on ly one person’s going to call me back, is it worth my while to return those calls and call somebody who doesn’t call me back? So do i look at the possibility that that person is out of town busy, you know, family things going on and then call them again anyway. So my rule of thumb is you take a situation where somebody nobody’s calling me back, i don’t know what to do, and then they get into that funk. So how do you turn it around? So what i found is that for every organization there is a time a day, a day of the week that has the best return, so i call on monday morning at nine o’clock i’m not likely to get the right people that answer the phone because they’re setting up their week. They’ve got their sales meetings, whatever is going so i know that if i call at eleven thirty, people are kind of wrapping up their morning and they’re getting ready for lunch if i call it one thirty they’ve just gotten back for lunch. They might be late back for much. So there’s these windows of time ten to eleven one, two, three and i know that monday’s not the best day in friday’s, not the best day. So if i make my calls tuesday, wednesday and thursday, then i’m gonna have a much better ratio if i can improve my ratios even ten percent, then i improve my bottom line. So why not treat a business like a non-profit as a true business, actually track what we’re doing having results so that we know that if this isn’t working, we have to sure and start doing something. Most people keep doing the same thing over and over again, and it drives them crazy, right? The definition of insanity, but they don’t never realise all need to do a shift what it is that they’re doing so that they end up having better results. We have to stop there. Sharon abbott, one of her eight books is mixing it up. The entrepreneurs new testament one thank you very much for being a guest. Sharon. Oh, you’re welcome. Thank you, tony. Thank you. Even with my big lower lip. Tony martignetti non-profit radio coverage of the nextgencharity conference two thousand eleven. Thank you very much for joining us. Still able to speak with my fat lip? That was that was a lot of fun with sharon right now we take a break and when we come back tony’s take to get a little tony’s. Take two for you and some live listener love, and then maria simple with secrets. Stay with me. You don’t think that shooting getting ding, ding, ding ding. You’re listening to the talking alternative network e-giving. Thank you, cubine are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications? Then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you! Hi, i’m ostomel role and i’m sloan wainwright, where the host of the new thursday morning show the music power hour eleven a m we’re gonna have fun shine the light on all aspects of music and its limitless healing possibilities. We’re going invite artists to share their songs and play live will be listening and talking about great music from yesterday to today, so you’re invited to share in our musical conversation. Your ears will be delighted with the sound of music and our voices. Join austin and sloan live thursdays at eleven a m on talking alternative dot com you’re listening to the talking alternative network. Oppcoll lively conversation. Top trends and sound advice. That’s. Tony martignetti non-profit radio. And i’m janna agger’s, senior vice president, products and marketing from blackbaud cubine. I got live listener love guangzhou, china ni how many listeners in seoul, south korea many there are many of you are you all together? Maybe you’re all together in a coffee shop in seoul? Do you know each other? I wonder but there are many of you there and of course i wish you an io haserot lots of lots more live listener love coming up so hang in, including domestic live listeners alright, i’ll tease a little bit brooklyn, new york live love to you live listen her love to you thank you andme or domestic live listener love coming! Tony steak two two weeks ago, i was at fund-raising day new york conference at the marriott marquis i was with remote producer john federico. We were on the exhibit floor, and i learned from fifteen guests it’s and doing nine interviews, including beth cantor, sarah durum, whose ceo of big duck and professor doug white from columbia university who’s been a guest before it’s. Great fun being on the exhibit floor, lots of people coming by saying hello, i know you. I follow you on twitter love the podcast it was really very gratifying. Thank you very much to everybody who came by listeners and new listeners as well, welcome and also want to make you aware that aria finger, who is ceo of do something dot or ge, has been a guest on the show and there in fact, there’s video of her conversation with me on engaging millennials on the youtube channel, which israel tony martignetti she’s still ceo at do something but she’s been appointed in addition, president of too much information or t m i, which is an agency of do something, and they’re going to lend to non-profits and other marketers do somethings, expertise and research in mobilizing eighteen to twenty five year olds in social change. That is pretty exciting, that’s it’s obviously a growing market, and they’re a lot of non-profits, i think frustrated trying to engage the eighteen to twenty five year olds so you might reach out to t m i or too much information and aria and her team will help you there. There’s more about both of those on my blog’s at tony martignetti dot com and that is tony’s take two for friday twenty first of june twenty fifth show of the year we’re roughly within a week of being halfway through the year. Um, right now i have for you another previous interview, this one with maria simple talking about sec corporate filings and everything you confined in those maria simple is with me. Now you know her she’s, the prospect finder she’s a trainer and speaker on prospect research. Her website is the prospect finder dot com, and her book is panning for gold. Find your best donorsearch now you can follow her on twitter at maria simple. Maria simple welcome hey, tony, how are you today? I’m doing great. Thank you. We’re talking about secrets. What is the this securities and exchange commission data? Well, there’s a lot of very interesting data that we can look at as non-profits to try and find some potential new donors for us as well as maybe some people who are current donors that we just didn’t realize are connected to public companies as corporate insiders. So let’s talk about corporate insiders. I want to make sure that everybody really understands what that is. We hear so much, i guess, in the news about insider trading and it’s always, you know, portrayed in a negative light. And that means that people who are corporate insiders have done something illegal with information they have as as insiders. But basically, if urine inside earthy see defines you as falling into one of three categories, you’re either one of the top officers of the company. Uh, usually there’s. About five, six, seven people around that number listed. You are one of the board of directors of that public company. Or you just happen to be a person or an entity that holds ten percent or more of the outstanding stock of that company. So if you fall into one of those three categories, you must report all of your trading activity in that company to the securities and exchange commission. And all of that data is public knowledge. Okay, so insiders have to file with the company’s about there their holdings within the companies that they’re insiders for that’s, right? And then also, public companies also file with the sec. They must right. Right? Right. So, i mean, you know, the information can be found if you happen to know that a particular process effect is connected to a public company as a corporate insider, maybe they sit on the corporate board of that particular company you can actually go to that company’s website. And typically the tab that you would be looking for in a company’s website is called investor relations. Ok, for the companies themselves do have the data. All right, on course. We can also get it from the sec. But before we go further let’s keep it let’s. Keep each other out of jargon jail. Let’s. Make sure everybody understands what is a public company. So a public company is a company that is has issued stock and its trading on the market. I guess the most famous one that we saw go from a a private to a public company recently with facebook. Right? So, prior to that all of the information was private. Uh, no, no information had to be released to the public about salary information att saturday. Other compensation data. But now that they’re a public company and the public now owns shares of that company owns part of the company, they have to be able to report all the all the goings on all the various filings about, you know not only what the corporate insiders were doing, but obviously. All the data related to other financial information for the company it’s the difference between privately held on dh public that’s. Right? Ok, so what kind of data can we find about about what we’re interested in the people, the insiders, what kind of people? What kind of info can we find? Well, the interesting information you confined if somebody is a top officer at the company, you confined there, there salary and other compensation data, and they actually have charts of that data going back over a three year period so you can actually see whether they’ve had what their big salary wass what commit other compensation that they might have maybe bonuses, etcetera? Um, really key? I think teo looking at this data is stock ownership because very often a non-profit um, especially if they are in, say, in a capital campaign or an endowment campaign mode where they’re really looking for major gift trying to get a gift of appreciated stock, a supposed to getting a gift of outright cash from a particular donor could be very beneficial. So, you know, just understanding whether or not you have people in your own fund-raising database, whether or not they may be one of these corporate insiders who can give you stock that would be fabulous to know, and, you know, the screening companies can help identify that for you if you’re not able to self identify who those corporate insiders are in your database, okay? And there could be other there’s other stuff that’s disclosed as well, like all their their fringe benefits and things, right, which can include insurance policies, that’s, right, all their employment agreement. You know, you’ve heard of people who have these golden parachutes, right if they’re released from a company, so all of that is actually outlined in these particular employment agreement eyes that maria, i’m sorry is the agreements themselves or public? So, yeah, they they actually will say, you know, if this person is terminated, thiss personnel will be subject to earning x number of dollars, maybe even shares of stock upon their termination, but i’m just curious, can you actually see the language of their employment contract? Or do you think i don’t see the language of the employment contract but within the proxy statements which is filing statement that this information is contained within that’s where you would find really? That the juicy, the meat of it all that if that is of importance to you, if you have somebody who is, perhaps, you know, a corporate insider and maybe, you know, has just been let go or will be let go. You can actually find that information just like lurking. I would if i could see people’s employment contracts. But now all right, just some juicy details. Yeah, exactly. Details. No other juicy details that i like pulling out of this is also bios of the thie entire board of directors of ah, of a public company. So it’ll give somebody’s age. So right? Yeah. I mean, you know, you do plan giving tony, so understanding whether or not somebody is maybe perhaps even a prime planned e-giving prospect based upon their age that’s disclosed in this a statement, you have a bio that would contain where they’re currently employed other corporate boards that they sit on so very often i’ll read about bio yeah, within a corporate proxy. And then i’ll realize, oh, i didn’t realize this person also sat on another board of directors. Yes. So their insider over there too. Right? So then that makes me, you know, have to you know, then i know just from that key piece of information here’s, another area i need to explore as i’m doing my prospect research that they may actually own, you know, significant shares in this other companies well, right? And just to remind people that a way that you might find that someone is an insider because you might not know it is setting up the google alerts, the free google lorts that you and i have talked about a couple of times in the past, if you have those on your major donors, then information about them and the company that they’re an insider for, we’ll come right to your rage. Your inbox? Yes, i think it should you know why? Because when they have let’s say i maria semple, where a corporate insider, maybe i sat on the board of directors of the company. I just used to use me as an example, but now you’ve learned tripoint likelihood of that ever happening. So so even test really small it’s not even worth it. You’ll start using one of your other regular anybody but me. Yeah, you’re much better off if you have much greater likelihood of being inside of me. If i traded today in a public company and i were a corporate insider, i need to let the sec know within two business days. Oh, wow. Yeah. So, you know, from a product, you know, as a prospect researcher it’s. Terrific. Because you know that if you’re looking at particular filings, you will be able to see whether that person has how much stock they have within a two day accuracy period. Okay. That’s. Incredible. So, yeah, well, all of that came about, you know, and because of the recent financial meltdown, et cetera, in the early two thousand’s, but there was definitely some new laws that went into a fake into effect under the sarbanes oxley act. And so they ended up saying, okay, you know what? You used to have a longer period to let us. Now now we’re shortening it for two days since you mentioned plan giving earlier. Something else you might find out about his people’s retirement plans with the cup with the company that’s, right? That’s, right. So might give you some some idea there as well. Whether or not they’re gonna have maybe. You know, a significant amount of money that they were going to have to do something with. So, you know, why not know about that and be prepared to have a conversation with them? So we have just about a minute and a half before our first break, what? So you mentioned the proxy statement that’s one thing that has to be filed that’s filed by the companies or by the insiders, those air filed by the company’s once a year, once a year, they’re filed with the securities and exchange commission, they’re known as to other things actually notice of annual meeting of shareholders. You might see it turned that way, and then everyone of the filings that the sec has has a number and the number that course sponsor to these. This particular sec document is called death d f like crank death fourteen a and that’s filed once a year by the company. Okay? And those air all the different names for the proxy statement? Yeah, yeah, i mean, they’re they’re known as all these different things, but if you are on the website, you’re actually looking for form death fourteen a for that particular company again. It’s on the company’s website, though, is well. Ok, now we have just about thirty seconds before, before our break. There’s, there’s, annual and quarterly statements also, right? Yes, there are. There are definitely annual and quarterly statements, and they’re they’re more related to significant happenings within the company related to really financial goings on of the company itself, as opposed to individuals connected to the company. So for the most part, that’s, the type of information that they’re going to file annually quarterly. Okay, we have to take a break when we returned. Of course, maria semple stays with me, and we’ll talk about some of the places where you can find this data. Stay with us. You’re listening to the talking alternative network. Cerini are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people, better business people. Dahna have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot. Com let’s monte m o nt y at monty taylor dot com. Talking alternative radio twenty four hours a day. Welcome back. I’m glad you’re still with us with a cracked voice cracks again again, like a thirteen year old maria, just briefly. What are the seance? Isn’t important to know the file. Name the names of some of these forms. What do these annual and quarterly statements called that people will be looking for? Well, if you’re looking for those quarterly and annual statements ten k and a k or those statements. But there are others that i think are even more interesting in terms of prospect research. In addition to that proxy, the death of fourteen a there’s, something called a form three and a form four. So form three is the initial report work that is filed by insiders as of the date that they become an insider or a beneficial owner of stock that will lift their holdings as of that day now, i would’ve thought that would be formed one but that’s not forme one yeah called for me. Okay, i don’t want confuse people. All right? It should be for more that i find very interesting is called form for, which would show any changes and holdings anytime that insider buys or sells their insider, stock and that’s the form that i was referring to that actually has to be filed within that two day period of that stock chance transactions. So let’s say there’s an example. Maybe a proxy filing may have been done and say april here for a particular public company. And here it is the beginning of september where researching this particular corporate insider if we only go on the data that was filed on the death of fourteen a document that proxy and it’s going to show the stock holdings as of april twenty twelve there’s a lot of time passed through several months. Did this person trade any stock during this time? We would like to know what their their holdings they’re still the same or not. So you would be looking particularly performed for to see if that person actually made a trade and stop between april and september, and then on the form it’s self it’s going to show you whether they bought or sold more stock, and then how many shares that they hold at the conclusion of that sale? So let’s say the conclusion of that particular transaction, i still own ten thousand shares. Of that particular stock, i can go on a web site that shows, you know, market activity. Boone is showing, you know, what’s going on in the stock market and get a general idea of how much that stock is worth in that portfolio. All right. You mentioned the corporate website under investor relations and investor information as one place too. Find this data where else? The government has its sec has its own site. Yes, the sea, which is dot gov does have a database called edgar free edgar’s. So that is definitely something that you can use teo to look for the information and using the website or even going to the corporate website is three. Two d’oh. Okay, edgar, i had always heard of edgar, but i didn’t know that it it stands for electronic data gathering analysis and retrieval. Yeah, that isn’t that smart of the is in that little clever of the sec. They should have, like, make a retrievable info analysis. And there would be maria. There you go. You should have maria get rid of edgar and replace it with maria. Okay, fun. We just have, like we just have about two minutes. Left. What are other sites where you can find this? Even though we’ve already identified some free ones, right? So a fee based site, actually, one that i myself subscribe to because i do so much of this type of research is called ten k wizard dot com and that’s actually part of the morning star document research of companies. So it used to be a stand alone, and now they’re part of morning stars. So ten k wizard, i find to be really useful. Their lowest subscription is roughly four hundred dollars a year, and it enables you to i just like the output of the data. I like the fact that i can put in an insider’s name, and it will show me every place somebody is connected to a corporate insider to lead me directly to the filings. And i can see a pdf copy of the filings. Um, so it’s it’s just a quicker way. So i would suggest for anybody who’s really going to be doing a lot of this, you might want to consider a subscription service, okay. Oh, really? They just worked. Works better than the edgar site or going to the companies. You know it, i think it just points to a lot of information very quickly. So as opposed to trying to sort through the information on the corporate side, etcetera, teo, sort through, say all the form four filings that exist on a corporate site to just see well, because it’ll just say form for, you know, and say the filing he’ll need to try and figure out what is this filing related to the person that i’m researching right now? Yeah. So, it’s, just the way you go about the research, i think it just becomes a little bit more efficient on some of the paid resource is maria sample is the prospect finder. You can follow her on twitter at maria simple. Her sight is the prospect finder dot com always a pleasure. Thank you very much, maria. Thanks so much. Have a great day. Thank you very much. I’ve got more live listener love newport, north carolina, cincinnati, ohio and reston, virginia. Thanks for joining us. Live. Love going out to you listeners in japan, metallica, tokyo for pete’s sake, it’s almost two. In the morning there. What do you what do you doing up listening to this why are you why are you listening? But i love that you are. Thank you very much next week. Intuitive brainstorming. Karen garvey is an author, speaker, intuitive and coach and we’ll talk about the new brainstorming and jean takagi returns he’s, our legal contributor and principal at the non-profit and exempt organizations law group in san francisco, and we’ll finish our discussion of the dan pallotti video. The way we think about non-profits is dead wrong started that last month when he was on insert sponsor message over nine thousand leaders, fundraisers and board members of small and midsize charities. Listen, each week you can contact me on the block if you’d like to talk about sponsoring the show. Our creative producer was claire meyerhoff. Sam liebowitz is our line producer shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next week on talking alternative broadcasting at talking alternative dot com. I think the dude getting ding, ding, ding ding. You’re listening to the talking alternate network duitz waiting to get in. Cubine are you a female entrepreneur ready to break through? Join us at sexy body sassy sol, where women are empowered to ask one received what they truly want in love, life and business. Tune in thursday, said noon eastern time to learn tips and juicy secrets from inspiring women and men who, there to define their success, get inspired, stay motivated and to find your version of giant success with sexy body sake. Sold every thursday ad. Men in new york times on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? 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