Tony’s guests this week:
Jeanne Allen, principal at Jeanne Allen Consulting, and Nancy Rose, executive director of North Carolina Center for Public Policy Research.
Also, attorney Carly Leinheiser.
And Seth Godin, blogger and speaker.
There’s more at tonymartignetti.com
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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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Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stopped by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s the thing. Talking all calm. Hyre
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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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Durney hello and welcome to tony martignetti non-profit radio for friday, september seventh. I’m very glad you’re with me. We’re talking about big non-profit ideas for the other ninety five percent, and i’m your aptly named host. Oh, how i wish i hope that you were with me last week, i couldn’t stand knowing that you had missed i had a great interview, but i didn’t get the job, suzanne felder, a consultant in outplacement at lee, hacked harrison said, there’s more to getting a job than having a good resume an interview we talked about research, confident networking panel interviewing, dodging salary questions and what to do in those last thirty minutes before your interview. Also storytelling, rochelle shoretz, founder and executive director of shark share it shared a compelling story herself. As a two time breast cancer survivor, shark share, it has built a culture of compassionate storytelling to help its members through their cancer diagnoses and treatments. Rochelle had ideas on interviewing, sorry, identifying storytellers, supporting them, giving them multiple ways to share helping them through this very personal process and why all that is worth your time this week. Get out and communicate positively. Sharon abbott is the author of mixing it up, the entrepreneurs, new testament and her strategies applied a small and midsize non-profits as well. At the nextgencharity conference in two thousand eleven, we talked about networking your non-profit recruiting and hiring motivated people and positive communications. Sharon reads my face to tell me what kind of communicator i am and secrets maria simple is the author of panning for gold. To find your best donorsearch prospects now exclamation mark and our prospect research contributor this month, she pans for research gold in sec corporate filings. That’s securities exchange commission on tony’s, take two between the guests. You can still get a free copy of my book if you take my charity registration survey, but not after this week use hashtag non-profit radio to join the conversation with us on twitter. We take a break when we return it’s, get out and communicate positively with sharon abbott and i hope you stay with me. E-giving didn’t think dick tooting good ending. You’re listening to the talking alternate network, getting anything. Get in. Cubine joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city in pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve, save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot, or or a h a n j dot net. Hi, i’m donna, and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream. Our show, new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. Will answer your questions on divorce, family, court, co, parenting, personal development, new relationships, blending families and more. Dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever. Join us every monday, starting september tenth at ten a m on talking alternative dot com. Dafs you’re listening to the talking alternative network. Schnoll hi there and welcome back, here’s my interview with sharon abbott. Get out and communicate positively 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 abila. 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, huh? 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 different groups with twenty two twenty report people in every group. I teach people how to be philanthropic to teach him to get back to their community, and what i found is the skills of the entre piers needed were the same as the non-profits needed, 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 aborted director who was more proactive rather than a board of directors by name. So that made a huge difference to the non-profits ahs well, as one of the thing that’s really hard, especially when everyone perceives the economic times being as bad as they are is that people are tired of all these organisations putting out their hand 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, or they might do a single stance. I did a big band dance for easter seals one year i did, it was a costume party. We kind of did it like a 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, they’re done. But the 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 no, i’m just out here helping the chamber get better known what they need to have happen in the community, and then that brought mean, 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 the different businesses what business needs and then takes it back to the chamber, their face, they’re non-profit so that’s a great way of becoming very active when they’re all trainers have fund-raising bones where non-profits can actually be feature 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 lines with 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, and they said this 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, everyone wear you just search for new york and you’ll find the in sample is going to see francisco baizman i think it’s probably the times here, but in san is a journey. 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 a very so 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 helped organize a 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 he wants the money, why stay? In a community where everybody knows when you go out into a community where no one knows who you are and they’re the ones who have the money, right, let’s share one more idea getting that non-profit out there most non-profits don’t realize that they can 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 a week 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 your this is why here’s, the result of what happens when we get out, they literally right chats on this spot, and i know there are a lot of these groups just in the new york area you mentioned a bunch of different professional association. But rotary isn’t there’s a rotary in every county, probably in one box there’s six you go 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 justice 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 so i hit 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 advertise you just had transit costs to all the meetings i’m joking you know, i think the point is very low cost plus it should be fun 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 funding it, changing, 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. Dahna are you fed up with talking points, rhetoric everywhere you turn left or right? 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I’m christine cronin, president of n y charities dot orc. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m gonna guess you have advice about hiring, so bringing people to your organization and that starts 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 latto love the mission and the innovative thinkers way 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? Falik 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 ask to be born or sometimes it’s way desperately need a lawyer or an accountant, so we’ll just take the first one that we that we 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? Buy-in yes, 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 non-profit any fashion, some even say that worked for free 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 touring, 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 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 with that was that aria finger still 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. Yeah, 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 will 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 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 will donate a lung, right? And then what 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, 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 do? What would you suggest? How would we go about creating and see how people are created? There’s also facial recognition technique, 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 to someone who has a larger bottom lip 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 and labbate 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. How do we know you have busted a 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. I thought, 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 the long way around, so i’m going to actually say that she’s, right? But i think i’m a patient listener also, i don’t want 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 it 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 you 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 now, because she’s sizing happens there’s a pretty accurate this is not like fortune telling this’s she’s going anything. Is there anything else? Oh, absolutely. All right, one more go ahead. I’m getting paid now don’t think this is actually quite insightful. This portion right above your eyebrows is 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 they happen. There is 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 morale straight across with that unibrow, not in style. No, this is the logic. This is, like minus flat, right 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 the long term physiognomy is the physiognomy, okay, that’s, the practice and google physiognomy and sharon abbott as well. We’re going to 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. Okay, let’s, talk a little about your, um, your positive communication technique since we’re talking about the way people like to communicate and your judging this by there by there face 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 civ 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, ok, we could 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 these this is what we’re giving back to, 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. Oppcoll let’s, let’s give an example of phrasing something positively that that in a positive way, we do that, that someone wouldn’t be well, take a negative and make it sort of a positive people could understand making this positive communication give me a negative. It’s i’m cold rooms cold. I’m too cold in this room instead of saying i’m too cold them and that’s an easy fix starting now, 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 dahna but let’s say challenging one would be i called all these people and no one’s calling me back. Dahna right? And that happens a lot. You know, when when i’m 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-profit 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 answer 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 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 from lunch 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 once. So why not treat a business like a non-profit as a true business and 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 else. 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. 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. My thanks to sharon abbott. If you wantto google her, her name is spelled s h a r y n a b b o t t now a break. When we returned to tony’s take two and then maria. Simple secrets. Stay with us. Talking alternative radio twenty four hours a day. Joined the metaphysical center of new jersey and the association for hyre awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his later facebook deep truth. Living on the edge. Are you ready for twelve twenty one twelve, save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot order or a nj dot net. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. You’re listening to the talking alternative network. Hi there, time for tony’s, take two on my block this week i have a charity registration survey, which i’ve had up for a couple of weeks, but i blocked this week that the offer is coming to an end. So if you do take the three minute survey, you can still get a free download of my book, but only until saturday, september fifteenth. The book costs as much as two hundred ninety nine dollars for larger charities. The book is called charity registration state by state guidelines for compliance, and i really am interested in getting too familiar with lots of people’s understanding about this morass of charity registration laws in each state. So if you take the three minute survey, you could get the free book. It’ll be a download, but only until saturday the fifteenth of september, and you’ll find the link to the survey on my blogged at tony martignetti dot com that is tony’s take two for friday, september seventh, the thirty eighth show of the year. Maria semple 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 because 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 you’re an inside, earthy defines you as falling into one of three categories, you’re either one of the top officers of the company, 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 pilings about, you know not only what the corporate insiders were doing, but obviously all the data related to other financial information for the company. Okay, 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 their their 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 especially if they are in, say, in a capital campaign or an endowment campaign mode where they’re really looking for major gift, i’m 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 khun gift 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 agreements 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 that i don’t see is 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, uh, you know, has just been let go or will be let go, you can actually find that information was just like looking i would if i could see people’s employment. Contracts, but now just some juicy details. Yeah, exactly details, no other juicy details that i like pulling out of this is also bios of the dads, the 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 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, 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, right and it’s, just to remind people that in 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 yeah, point 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 control, anybody but me. Yeah, you’re much better off if you have much good or likelihood of being inside. If i traded today in a public company and i were a corporate insider, i need to let the 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, so let us now. Now we’re shortening it 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 corresponds to these this particular sec document is called death. D f like frank 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 in 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 return. 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. Told you. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. If tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought join me monday’s a two p m and get all your communications questions answered on speaks been radio. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot com let’s monte m o nt y monty taylor dot com how’s your game want to improve your performance, focus and motivation? Than you need. Aspire, athletic, consulting, stop second guessing yourself. Move your game to the next level, bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it, aspire, athletic, insulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. 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 is the initial report 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 form. Okay, i don’t want confuse people, all right? It should be for more that i find very interest. Sting 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 this year 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 this stockholdings as of april twenty twelve um, there’s a lot of time that has passed 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 in stop between april and september, and then on the form itself it’s going to show you whether they border, 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 to 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, look for the information and using the website or even going to the corporate website is free to d’oh. Okay, edgar, i had always heard of edgar, but i didn’t know that 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. So they should have 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 way. 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 morningstar. 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. 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 simple 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. Next week, small shop planned giving with claire meyerhoff, principal of the plant e-giving agency. We actually turned the tables, and she interviews me for a while on small shop planned giving. And scott koegler, the editor of non-profit technology news and our tech contributor. He returns with technology to help your event planning you. Can keep this conversation going on arlington group post your follow-up questions and my guests for the week will answer them. I’ll make sure of it. Also, i host a podcast for the chronicle of philanthropy. It’s fund-raising fundamentals it’s, a ten minute monthly podcast devoted i only tow fund-raising it’s on itunes, it’s on the chronicle of philanthropy website. If you like this show, then check it out. It’s called fund-raising fundamentals continuing to wish you good luck the way performers do around the world last week was those crazy russians. They wish you bad luck and then you say go to the devil to denounce their bad wishes. But the hell of it is they make such good vodka this week from norway three three this was used to put a curse on someone that you liked. This is like, this is almost like the russians. The superstition was that if somebody had already cursed you, then the evil spirits had no reason to bother you. So it’s not like the russians that you don’t. You don’t denounce the person, you’re actually grateful that they put a curse on you, that the really evil spirits have no reason. Teo to deal with you unless unless the person who’s cursing you is themselves an evil spirit, but i don’t think the norwegians air thinking, i think i’m overthinking it, so it used to be a friendly goodbye or to send somebody off to a journey to v tv today it’s used when wishing someone good luck before they go onstage, and the belief is that it imitates the sound of spitting and an anima tapia, so i’m wishing you for the week to vt our creative producer is clear, meyerhoff sam liebowitz is our line producer janice taylor has these foreign good wish research experiences for us. The show’s social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit rico radio is john federico of the new rules rico radio. I wonder if he has rico radio. I hope you’ll be with me on this radio twenty martignetti non-profit next friday one to two p m eastern at talking alternative dot com hyre durney i didn’t think that shooting. Good ending. You’re listening to the talking alternative network. Get in. Duitz hyre good. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Kayman you’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership? Customer service sales or maybe better writing are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Dahna hyre
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Tony’s guests this week:
Marc Ecko, CEO of Ecko Enterprises
Craig Newmark, founder of Craigslist & CraigConnects
Naomi Levine, executive director of the Heyman Center for Philanthropy & Fundraising at New York University
Read and watch more on Tony’s blog: http://mpgadv.com
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Hello and welcome to the show it’s tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host it’s friday, march ninth, twenty twelve i certainly hope very much that you were with me last week because what you would have heard was b f d board financial dilemma. What do you do for board members who can’t read your balance sheet? The authors of the board members easier than you think guide to non-profit finances answer that andy robinson and nancy wasserman explained why understanding finances is critical so boardmember is, preserve your good work and protect themselves. We helped your board achieve financial literacy this week. I’ve got three conversations all pre recorded with marc ecko, craig newmark and naomi levine first thoughts on branding and other business lessons applicable to charities from marc ecko, founder of the very consistent brand echo enterprises, then craig mark the found of craigslist and craigconnects has ideas about simple communications and knowing when to stop talking. I interviewed mark and craig at the next-gen charity conference last year, and we closed with naomi levine, executive director of the heimans center for philanthropy and fund-raising at new york university last may, at a reception for my show, she and i talked about professionalizing fund-raising and enhancing its stature. The role of trustees, government oversight, motivation for small charities and the future of the charity community. In between. Those segments, at roughly thirty two minutes into the our tony’s, take two. Something different this week of a vintage standup comedy clip from july two thousand eleven. Of me, this show is supported by g grace corporate real estate services. And i’m very grateful for their support. Right now, we take the break. And when we return conversation with marc ecko, stay with me. You’re listening to the talking alternative network. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom, too. One, two, nine, six, four, three, five zero two. We make people happy. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back. Right now, i have a conversation prerecorded with marc ecko. Hope you enjoy this. Welcome to tony martignetti non-profit radio coverage of the next-gen charity conference were at the tribeca performing arts center in downtown new york city. With me now is marc ecko, founder of eco enterprises. Specifically, we’re gonna talk about some of his board leadership on ah, with ticket, a children’s home, sweat, equity, education and every loop he’s sort of a founder of each of those and is on the board. We’ll talk a little about that. And also his presentation today on how we make people feel at next-gen marc ecko, welcome. Thank you. Why don’t you tell us what the work it ah, tick of a children’s home is it’s ukraine? Yeah. Tick. The children’s home is in odessa, ukraine. It was kind of my first entree experience in tow. Philanthropy. I kind of say it’s like we did probably the first hostile takeover of an orphanage in ninety seven. There were no casualties. Not that i know of. And certainly not the orphans of the kids. But maybe some of the prior funders o k could be for the good. Yeah. It was in the end, it netted out really well. But that was my first kind of deep touch experience. Where got toe apply my marketing sensibility. Ah, kind of operational sensibility to things on a not-for-profits sector. Um, and i got the kind of i r r if you will, the return on investment emotionally of being able to see what the dollars were doing on the ground and the touch and feel with, like the kids that that provoked me tow want to come home and you have something that was ah, you know that i could have more of ah, instant feedback loop on ah, as getting to odessa the frequency of that it was quite hard. And i still i obviously go, you know quite frequently, but the operators really on the ground, they’re the ones that are on the day today. So i, ah, started investigate the education sector, um managed to become a boardmember of ah, big picture learning, which is an alternative high school program. Alternate high schools all around the country. Great operators of, i think, one of the best reimagined high school program in the country. And i won that i don’t think it’s enough credit for it. Ah, but that provoked me to launch sweat, equity, education and sweat equity. Education is ah, and its core design. Ah, curriculum development programme where i was taking the access that i had in in the consumer product industry and kind of making it open source to the eu space. So how do you teach kids to the open hyre versus teaching them to the test? What did that look like like, for instance, could ah, ah, young kid in high school, high school age really was our core focus of cohort. Um what? What is that? They need to know to be a footwear designer in our industry. And what are the information management tools? And how would you measure success? And, you know, not stuff that you would abstractly touch, but, you know, practically touch. So it was kind of, you know, one part reimagining vocational education and another part just kind of increasing the relevance meter on considering products on dh tying that to jobs directly to job. They’re designer, et cetera. Yeah. For where watches fission products, you know, as a consumer product guy, um, that was always the coolest parts of my learning. And then my continued learning in life is that when you idea it’s something you have that you germany an idea, the idea comes back, you know, typically in the way of package or a box. And because that idea’s a sample and the samples all wrong and problem solving to get it right, where were you wrong? And where was the, you know, on the manufacturing side? Wrong. And how do you manage that information loop? And how do you home that? What kind of efficiencies can you get it learned from that so kind of, like, really demystifying my industry? Ah, inside of a curriculum product. So let’s, talk about some of your your board service because you want to tie your work to the to the audience and maybe their relationship with board members. Um what? What do you see? The shortcomings that you have become aware of in the in the way that the the executive director’s or, you know, administrators of the of the non-profits you’re on in the way they relate to our use, their board members. What advice do you have around that? Well, i think today you know, i think the next generation of charity is is ah, is to not think of yourself like a charity. You know, my great experience around sweat equity education was moving from who was, you know, an organization that was run by an executive director kind of classic form e d um, slightly academic. Ah, really good person. Ah, really, really, really good person. But the orientation was an operational. The orientation was muchmore kind of entrenched in the kind of the kind of seeing the world this flat from an operational point let’s talk about let’s talk about having developing this operational perspective. Just have a few minutes that that partly that part laid into me reset, restructuring the organization so that we had a c o o and we’ve reconfigured the organization to get someone out of business to kind of come in. And ah ah, operationalize and bill deficiencies in the organization was a big that’s, a big learning experience for me and one that i think has been ah, very fruit phone is informed. Ah, you know, other boards that i sit on in the non-profits check on dh. How have donors reacted to that at the organising some donors it’s interesting, you know, i’m someone i’m completely self made, so i take every dollar that i spend very seriously. Ah, i don’t have build gates money, but i certainly i think, for the percentage of my net worth and how much i’ve given up from work-life pay over the last decade has been it’s ah it’s been significant, so i take my spends very seriously, and i think there’s some donors to the orientation might be on the foundation side where they’re not necessarily personally stroking the check i mean personally, but rather from a foundation. So they’re an executive at a foundation or from high net worth individuals who, you know, it’s it’s kind of like a loss leader for them. So some folks have ah, don’t like that kind of business orientation, they get threatened by it. They kind of are nostalgic for a certain structure and modeling, which was that that model is coming out of date exactly. And so those are not donors that are relevant to my efforts. Yeah. Ah, and i try to get with like minded folks folks that want to try to ah, build efficiencies and ah! And build ah, you know, i don’t want to say the b word because it sounds maybe a little bit ah, and pathetic a latto being in the philanthropic space, but building the business of charity. Yeah, okay, now. And it takes a certain kind of rigor that we could extrapolated from operating business is to make them run more efficiently if they’re going to be small, medium size. We have just about a minute or so left before i know, i know you have to go and but while you were on stage, you made a point of talking about how how we make people feel. Yeah, and i was thinking of does i was listening to you. I was listening, i was think about donors how we make donors feel about they’re they’re giving, but can you share what, some what you shared on stage? Yeah, you know, i just i i’m a big believer that’s not what you make in life. It’s, it’s. You know, tell you make people feel i think, when when you die that’s what people? Remember, you know, it’s the that’s, the magic and building kind of real authentic connections between peoples i think putting an emphasis on the touch in the field and the and the and the kind of emotional stickiness because that’s what drives and motivates people to kind of want to show up the next day and the next day, you know, ah, brand is really nothing but ah, a fancy way of kind of saying, ah, you know, i’m going to build the the easiest solution to get people to understand my values if they are those folks are my consumers or people that work for me or people that don’t know me, like, within an instance, you know, it’s kind of a little bit like in this maybe a little bit, maybe egomaniacal, but a little bit like believing that you are building a religion and ah, you know, when you think about what steve jobs or walt disney did in terms of the religion of their brands, it’s very easy to become indoctrinated so like a fair manager, and if they operate in the name of apple on the ground, you don’t need jobs in the room to kind of channel that energy and that’s what great brands do good, they kind of informal culture oh! And they inform culture of leadership, clarity of message concensus. Ah, and ah, you know that that in order to build those often in the non-profits back sector, the ones that do get over that hump, they manage to do that are the ones typically have a much larger scale. It’s very hard to do that without kind of the powder to take it, you know, to scale. So, for instance, let’s say a united way is a very effective, you know, um, you know, uh, organization terms of building its brand saved the children. Okay? Ah, well known, but even a smaller organization, i could still have this kind of effective leadership. And, uh oh, there’s, no doubt sharing of culture. And now you there’s no doubt, there’s no doubt, i think it’s but, you know, it’s kind of just pierced its appear like it’s a numbers game, right? Like, the more it’s, hard to scale, a brand that no one knows, like, you know, kleenex, right? But you don’t know, like, you know me nick’s, right? Like, if i said, oh, i used me next you’d be like what? You don’t mean so there’s ah, you know ah. What? I think it could be said for that and i think an an an anecdote for folks in the non-profit space. They need to go around and find other like minded organizations and, you know, should i see this all the time you just came from aa? You know, big summit and ah, get out the vote groups like all around the country and from the rock, the vote, folks toa much smaller kind of local regionalized groups that are more maybe focus around a demographic or a region of the country. But you know anything that they could share and create a kind of an umbrella around to kind of create that scale. Right? I often say to two non-profits to check their charities at the door, check their brand rather at the door. And one of the great ways for them to grow is to find like minded organizations that are willing to kind of operate under the same name. Ah ah ah, if you find, you know it’s kind of odd to me that, you know, i just came from a two day summit where i met someone on the west coast that’s trying to do is get out the vote, play with a digital platform and then someone on the east coast trying to do it to get out the vote play with a digital platform it’s kind of like, aren’t you? Isn’t there some burr dunaj run done and sees here? So even if you like used, we could probably take make-a-wish you guys operate on the same basic digital, like the digital tools, and you guys could re label like white, label them or or be powered by your brand? But how do you build those efficiencies when you’re operating in-kind of small silos and very fragmented co-branded helps give cover and, you know, often the you know, there’s, there is strength in numbers and strength in that kind of alignment of missions, so ah, i feel like that’s. What? Ah ah lot of its one of the achilles heels of the of the non for-profit sector marketa, whose founder echo enterprises. He has just a short time. So we have to wrap. This is tony martignetti non-profit radio coverage of the next-gen charity conference. Coming to you from tribeca performing arts center, lower manhattan. Mark. Thank you very much. My pleasure. Thank you, thanks for saving. Thanks. They didn’t think the tubing getting demanding things. You’re listening to the talking, alternate network, waiting to get me to thinking. Cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam lebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic readings. Learn how to tune into your intuition, to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. No. Welcome back to big non-profit ideas for the other ninety five percent right now, i have my interview with craig newmark, the founder of craigslist and craigconnects from also neck from nextgencharity conference last year hears that. Welcome to tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven at the tribeca performing arts center in downtown manhattan, and joining me now is craig newmark. Craig is the founder of craigslist and craigconnects greg, thank you for taking time today. Hey, i’m glad to be here. It’s a pleasure to have you craigconnects is ah fairly new venture but you and i talked about it on the show maybe six months or so ago. How has it been evolving? It’s been working out pretty well on a personal basis. It’s help me focus what i want to do in the sense of what causes i should be supporting what group size should be supporting in support of those causes, that kind of thing. It’s helping me better understand how tow really do an exceptional job of supporting some specific non-profits also finding ways for non-profits tto help themselves with the eventual aim of getting very large numbers. Of people connected to social media. All right. And so what have you been learning from the personal perspective in terms of how you should be or how craigconnects should be supporting non-profits well, there’s a bunch of small lessons, okay, one of the one of the most difficult is haven’t finding ways quiet ways to get people in the same space non-profits in the same space to actually talk with and work with each other collapse been a tough one. I’ve also ah realized in a deep way how difficult it is often for small, effective non-profits to be really bad getting the word out about themselves, since often they don’t know how to deliver a good, tight elevator pitch and that’s a bit of a computer industry cliche. Nevertheless, they need to be able to talk about themselves and real quick and tight. So how is craigconnects helping with the collaboration and also helping non-profits deliver their own message? Well, in those specific examples, it’s mostly me speaking directly across people in different groups in terms of what they’re doing, i’ve devoted most of that energy to groups which support military families and veterans um, but very recently and i really mean, last couple days i’ve been starting to devote that now intensely two groups who believe in the future of journalism and that one way to restore trust to news media is to start checking the facts again. S o u mean investigative journalism investigative journalist plays a role, but the idea is that often a politician, for example, will make a statement to a reporter. The reporter will know that he’s being lied to and the reporter should have within relatively easy reach. Someone is check the facts, and it can then challenge the politician is needed um, and in terms of ah non-profits supporting themselves are really helping themselves to convey their own message. Doesn’t that still have to be an elevator pitch, but conveying, ah, cohesive mathos message? What is your advice there? Where you see shortcomings? Well, basically, the idea is that a speaker on behalf of a non-profit or pretty much any organization just has to clearly identify what they’re doing and just try to get it out there in about forty five seconds and then keep repeating until they can do that if they don’t know how to, they need to. Ask someone for help in terms of that craigslist foundation, in fact, does teach that and it’s a boot camp, but that’s only available maybe once or more year. The idea is it’s a matter of applied common sense if you’re doing something and if you’re good at it, you just have to be able to boil it down and to articulate the gist of it really fast. And then no one to stop talking. Yeah, okay, that i was gonna ask you something else. But now that you just said, you know, when to stop talking overselling can be a problem. Yes, it’s quite possible that i’ve just spoken with some folks who had a difficulty knowing when to stop difficulty. No england tio? No, when they were over selling something. Okay. And so how do we, uh, do you have any advice about knowing when to stop or should we be practicing this in front of others? How do we stop? People? I’d say practice in front of people who will be slightly unkind. You okay? Because you need friends who are good enough friends to let you know what you may not want to hear. Yeah, don’t. We learn a lot when we’re challenged when, when we’re told, you know, that’s not quite right sometimes the only way you learn is from people who like you enough, teo tell you, when you’ve gone a little too far, that applies, not lucas speaking, but in my case, my sense of humor. Okay, i won’t ask you to try it out, but but no, but it’s it’s absolutely true, we do learn when we’re when we’re challenged on dh challenge in a good way. Yeah, no so craigconnects is focused mostly on aid for military families you mentioned there. There are other categories of not sure all right craigconnects is working more than one, any one particular area with military families and veterans, but there’s also areas like water and sanitation, micro finance, peace in the mideast. One big area just beginning to be explored is ah helping out those groups which measure the effectiveness of non-profits because there’s a lot of non-profits who do a lot of good but there’s also a substantial number of non-profits hoo ah, tell a good story, but never really get anything done. No outcomes. Another area is this whole idea of restoring trust to the news to news media by restoring fact checking i mean, i’m not in that business and i’m not going to tell him how to do their job, but i want news i can trust again. One area unannounced on the site is voter protection. There are people actively seeking to disenfranchise various groups, young old latinos and other minorities. We’re in america and the effort to to disenfranchise people needs to be stopped. You mentioned the sights or the organizations that evaluate charities or rate charities that’s the guide star helping groups like guidestar, charity navigator is that is that the population that’s exactly right? Guidestar in charity navigator have been around a long time. They’re good at looking at financial effectiveness. They’re moving towards measures of accountability, transparency and then eventually measuring just how good a charity is that serving his client population. I’ve had ken burger on the show ceo charity navigator, and we’ve talked about jerry navigator two point oh, and then what’s coming in three point of the outcomes assessment that’s the deal now for the here and now there’s something called great non-profits stud organ that’s user reviews for non-profits kind of like what yelp does that’s a hero now, and i really do encourage people to look at it and then to write in their own little reviews of non-profits they know something about for charity’s listening if they would like tio if they feel they fall within the missions that craigconnects is working with, how do they go about getting getting the your attention? Well, if you go to craigconnects that or ge there’s a connect link and that’s how to submit something, we need a little bit of a break because we’ve been successful enough to get to be overwhelmed with requests, okay? And let me just ah, closing moment ask you generally what? What what are you planning to share this afternoon with the with the next-gen audience? Basically common sense stuff? They’ve asked me to talk about things i’ve learned doing craigslist in craigconnects that maid apply to people in general, like the craigslist business model ultimately is doing well by doing good in meant that when making it a new company, i decided to step away from a very large amounts of money, not altruistic. Itjust means following through his stuff i already believed in and another founding principle. I think craig was just simplicity, just a little about that. Well, yeah, insights, orn presentation or anything, people don’t really need the fancy stuff, they need something which is simple and fast, all right. Craig newmark is the founder of craigslist and craigconnects craig you very much for being a guest. Thanks, mom. My pleasure, then mar. Pleasure having you. This is tony martignetti non-profit radio coverage of the next-gen two thousand eleven conference at tribeca performing arts center in new york city. I want to thank craig, mark very much for sitting for an interview and also market go. Right now, we take a break when we returned tony’s, take to a clip from my standup vintage clip from my stand up stay with me. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com dafs welcome back, it’s. Time for tony’s, take two. I’ve been doing stand up comedy since july two thousand eleven. Here is a vintage clip from july two thousand eleven. I did this set at gotham comedy club in new york city. Here it is, durney. When i was in seventh green, i had a terrific krauz lisa magic and i chose the moment to ask her to go steady. To be our seventh grade dance. I can still smell that high gloss varnish on the gymnasium floor. I was there in my powder blue leisure suit. The contrast ing thread on the lapel. I saved my last dance released. Lisa saved her last dance for albert moran. The pain of watching that spectacle when they parted buy-in walked up to lisa. I got close to her mind, hands were sweating, my chest pounding. I got so close, i put my hands on her shoulders in the middle of the dance floor, and i asked, monisha would you go steady? With all her seventh grade charm and sweetness, she said, you are standing on my dress. Years later, albert and lisa, man. Then, sadly, they separated and divorced. Dahna attorney. And i handled that divorce. Handup lisa has been paying the press waiting that is tony’s take two for friday, march ninth, two thousand twelve, the tenth show of two thousand twelve. There is more of that exact that clip mohr that set, i should say on my blogged at tony martignetti dot com right now i have my interview with naomi levin she’s, the executive director of the heimans center for philanthropy and fund-raising at new york university from last may at a reception that i hosted for my show here is that interview. Naomi levine is the executive director of the george h heimans junior center for philanthropy and fund-raising at new york university. For twenty two years, she was in use, senior vice president for external affairs and helped raise over two and a half billion dollars for the university. She is a graduate of columbia law school. She was previously the national executive director of the american jewish congress. Now she is special advisor to the president of venue, and she chairs the board of the edgar bronfman center for jewish student life and the tab center for israel studies. Please join me in welcoming mrs naomi levine. Mrs levine, what do you see as the non-profit role for our society? Let me put this in a kind of perspective that i always used. I don’t think that most people in our society recognized the importance of the non-profit world in our civil society, if you close your eyes for one minute and look at the skyline of new york city, do you hear me? Yeah, you will see that if you took away lincoln center, the hospitals and why you, fordham, columbia and all of the other universities, medical centers, cultural centers, theatres, dance a group, you will see that this would be a very different society, and most people really don’t think about that when they think of the way we all run. They think a government, they think of the corporate sector, and they don’t think of the non-profits but why is that? That that means non-profits are not fulfilling their work in spreading their the message of their good works? I mean, do you think the blame falls on the non-profits for people not being aware, i think i would suspect so let me lead into that as we progress in our conversation because the truth is, i’m not really sure i know that most people don’t realize it and what they don’t realise moore is not one of those organizations could exist without fund-raising they require financial support, and yet do you know a shingle mother who will say to their child, you know, dear, when you grow up, i want you to be a fundraiser. Nobody says that my own mother, my own mother in the last years of her life, when she was living at a place called cat a house in the bronx, i would come to visit her and she’d say to me now remember, when we go down for lunk, if someone asks you what you do for a living, tell them you’re a lawyer, not a fundraiser. She was embarrassed at her law review daughter was raising money. People think of it as selling cookies for the girl scouts, and you ask me why it is that i must tell you i’m not sure, but one thing i am sure if you let me adjustment, just put that on the table is that unless fund-raising is viewed as a profession, a legitimate profession that has talked within? The university not with in all kinds of organizations that provide courses, but within the university, it never will be given the kind of status that it deserves. Dentistry at one point was nothing. You went to an apprentice, yet you learnt how to pull a tooth. That was the end. Lawyers like john adams of your read his book. You know, he was an apprentice in a law office. But once causes were given within universities and got to stamp a university academic approval, they became professions. And the reason i created the heimans center is that i really want to see people take cautious, learn and make this area a profession that even my mother would be proud of you so that’s, hard to go. Let me tell you and you make a very good point that i don’t know any fundraisers who it’s. For whom? It’s. The first career. You know, in my office we had a big staff and we had people who were from every discipline around. They were from journalism, from archaeology, from everything in the world. Nobody studied. And yet if you think about it, i know that i learned an enormous amount. During those twenty five years and every time i prepare for a class, i learned more, i confess to you, i never spent time with my staff talking about ethics. What did we talk about? We talked about what you go, how much money where’s the money, etcetera. Yet when i started to prepare the course on ethics and red doug white’s book on charities on trial and a few other things, i said, you know, that’s, a very important area, and i should learn about it because if you don’t know the law and you don’t know the ethical component and you don’t know board governance and fiduciary relationship, you’re going to get in trouble. That’s perfect and doug white was a guest on my show, talking about his book about ethics, but so now we’re talking about the fundraiser and fund raisers, and you’ve just made a great transition. How about the role of the trustees? What? What are they trustees heir not really fully aware of their roles, don’t you think with respect to the organization, trustees are also fund-raising is if you sit on a board because it’s a nice, prestigious thing to do and it looks good in your obituary in the times it is a wrong reason to be on a board boards have responsibility. They have the responsibility to keep their organization financially secure. That means boardmember sze have to be fundraisers also, you know, larry tisch usedto have he was the chairman of gnu during the time that i was vice president and he had a very simple and crash way. I assume of running his board. He used to say to me, look, we’re not harvey, we’re not princeton. When i put someone on the board, they not only have to be dedicated, decent people committed toe hyre read, but they have tai run my board by the three g’s that people have to give money, they’re not a big amount, but give something to show their commitment to. They have to help get money, and if they can’t do that, they should get off the board because boards have responsibilities. And when you talk about a boardmember they have to be, they have to understand their responsibilities, fiduciary, legal, come to meeting, to read and order to report. Read a budget report there are a whole list of things if this was a class that i could list for you that boards have to do so. The relationship between the fundraiser and a boardmember is really a very close one. What was number three? You said he had three, three, three requirements, money get money there, you get off the moca or get off the board. That was number three, not in a harsh way. I’m not suggesting you tell your boards that i’m telling you you have to try to persuade them to give and then had people onto your board that will shut an example. I never suggested it toe fund-raising they come in and get rid of their boardmember you’ll be in trouble. On the other hand, you have tohave board training on the sarbanes. Actually, the corporation board have been instructed to do that to a close are instructed to give board training, training aboard and what their responsibilities are. Doug and i and and ruth ellen reuben is here. We go around to different boards were invited to talk to them about their obligations under the law federal law state law i venture to say if i went around this room today and most of your fundraisers air sit on board, you would not know a ll the laws that are involved in fund-raising state and federal. I learned that on lee when i started to teach i did not know that when i was raising money. Don’t you think that the trend also is that this is only gonna get worse at the booth state and federal level? That oversight from those levels of government is going to just increase among among non-profits i don’t like the fact that you used the word worse in my book, i would say that’s better, more, more. I know you advocate for even greater oversight. I know you do far more oversight and far more regulation. It is an area that everybody thinks so. We don’t have to regulate the non-cash offiicial very good people. The red crossed of good things university how dare we suggest that they be regulated more. Let me tell you that there is a cz much mismanagement, excessive salaries, all kinds of conflict of interest area occur in the nonprofit world that a car in a profit within the nonprofit sector fights your advocacy of deeper oversight. The non-profit schecter buy-in it’s. Not eager tohave. More regulation. I will confess to you on my staff and friends know this for seven years i have gone up to albany fighting for one lousy bill. One bill that would say that if you’re hired as a professional fundraiser, you should take one course in the a clutch of your entire career in law, ethics and board governance. I think you should do that. And every year it gets through the senate and assembly up in albany and then the non-profits come up and they argue against it in their mind. It’s a slippery slope. You’re going to start regulating your going to stock with more rules. We don’t want that. And the governors who don’t want to start up with such good organizations as the heart association of the red cross, they vito and it drives me insane. Ken berger is going to be a guest on my show in in july. I think. It’s the july first show, the executive director of charity navigator what do you see is the role of charity navigator and similar rankings ratings of charities. Well, i think that anything that helps a donor get on understanding of an organisation is a good thing i’m not in a position to discuss the details of those organization, but i know if their organizations around that help it donor-centric stay and more about the organization in my book that’s fine, more disclosure, more honesty, more open dealings, more accountability, all those words and now on the table when i started in fund-raising i’m a very old person, i’m eighty eight years, so i have lived through different parts and different segments off fund-raising the fund-raising world, and in the beginning, you never heard such words. I never heard such words, but now you hear it more amore schnoll organizations like that play a role onda, of course, it’s controversial because the role that they play helps define what people decide to look at. And of course, donors now are more interested in looking at outcomes, and that becomes very difficult latto measure donors are also interested in, um, percentage of budget that goes to program versus administration, but for some charities, it could be very legitimate toe have a very high percentage going to administration because they’re doing things in, but if they’re going abroad and doing things on the ground in, you know, in other continents, i have always been very conservative. I believe that when a person gives money, not more than thirty five percent maximum should go for overhead and a russian gulf of the program. Now there may be exceptions, and you may be right, but by and large, i think that people should feel comfortable in knowing that the book of their money goes to the project that they want to support. Now there are exceptions, and i think that when you sit down with the donor, like we used to have to sit down with someone who gave us two million dollars for a chair, we had to explain that some of that would go for the over head of that school. You’ll have to be able to explain it, but we never never spent more than thirty five cents of thirty five percent that was maximum mr tisch required even less on, you’ll have to be very open and honest about that talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. Website is improving communications, dot com that’s improving communications, dot com improve your professional environment, be more effective, be happier and make more money. Improving communications, that’s. The answer. Talking. The audience for the show is small and midsize non-profits the tagline is big non-profit ideas for the other ninety five percent, what would you like to leave small and midsize charities? With what message for small shops, elections? You’re not different because how you raise money for a big organization and how you raise your trish more fundamentally are not different when we teach courses in our heimans center we, my approach is at the principles of generic, and they involve developing relationships if you know your fund-raising you know that last year, out of the three hundred three billion dollars, it was raised about eighty three percent when you include request come from individuals and individuals will give to small groups, and i’ll give to big groups, so the rules on how you raise that money, the art of the ass is the same. In a little group, you use the same technique to get twenty five dollars, as you will use to get a million dollars, it is developing a relationship, knowing howto ask knowing how to devise your mission statement, knowing the process and the rules and fund-raising knowing what you’re bored should do and that should be and knowing the ethical issues, whether you’re dealing with a little group or a big road, which harder with a little good bye don’t knock it you also perhaps will you social medium or with a little girl? I’m not sure i’m no expert on social media we brought on to our staff of the heimans center last year, marcia vanik she’s, an expert, and she has tried to persuade me that things like facebook and twitter and all that stuff have some value. I am totally illiterate there, but i respect the fact that the coming generations will use it more, particularly the small organizations, and i tell the small organizations, don’t ignore your financial status. Be sure if you can’t afford an audit, at least have very strict rules and how your money is handled. Doug white’s book has a whole list of cases in which organizations big and small got into terrible trouble because they weren’t careful and how they handle their finances. And that is true in little groups as well as big rooms, and that doug white book is charity on trial and that but that goes back to the trustees relationship and trustees obligations even for us, even for a small shop there’s a board and maybe a board of only three or four people, but they have the obligation to be aware of the things that you’re talking about under the law. Whether you’re a big organization are a little charities bureau, which is the hand of the attorney general in the state of new york will look atyou and look atyou carefully and don’t make mistake. I’m not here selling doug’s book i couldn’t give any i’m not interested in that. The only reason i pointed out is that it has in it the cases that are very important for you to understand, and you have to know all the people that got in trouble. Let me give you one example, the american red cross during the nine eleven tragedy, they got in a lot of money, and they used a whole bunch of it for the purpose that nine eleven required that a little bit of money he left over the director of the red cross, one of the most terrific people in the field used that money for the blood drive. She didn’t put it in her pocket. She was fired. Why was she fired? Because the law says if i take money from you for a and i use it for b you’re wrong. I have to use that money for a unless i write to you and i say to you, do you mind if i use it, etcetera? So they’re a little things like that that if you were a fundraiser in this room or a boardmember you have to be very sensitive to whether you’re a little gay root for a big room. We have just a minute or two left. What is it that concerns you most about the charitable sector over the next couple of years? One to two years? Where? What do you think about most what keeps you up at night? Well, i think that competition is very it’s going even increase and the government are cutting back drastically. And so on the shoulders of the non-profits we have to provide for the help that the poor need the abused women or the st joseph’s, full kitchens and all the social services that keep our society going. There’s a book that somebody called claire got eonni road that has wonderful. Chapters on how capitalism could not exist in this country on regulated capitalism without the help of the non-profits we provide the helpful the people that fall between the cracks in our society, and i worry that with the government cutting back and the competition the way it is it’s going to be hard and hard and harder also europe which never was here before, is now facing the situation where their governments are cutting back. They never had a non-profit sector, they relied entirely on government support. Every university in europe is supported by the government. Oxford cambridge is so bone, everyone now oxygen has an office in new york, cambridge has an office in new york and everyone overseas we have more people in our class is now trying tto learn fund-raising from europe, asia, china, every place that’s going to give you a great deal of competition, and so i don’t spend nights worrying about it, but i am certainly concerned about it, and i would hope you find may end that i’m too old to see the end of it, but i would like to see fund-raising fundraisers given the recognition that they deserve and huge. Haven’t you in this room have that obligation to be proud of what you’re doing to make certain that when you work in any agency, people know that without you, that agency is going to close that? This is a dignified profession, and you have to carry that flag. Naomi levine is the executive director of the george heimans center junior junior center for philanthropy and fund-raising at new york university. Thank you very much, mrs loving. Do we have time for where i think you have time for maybe just one or two is your question? Go ahead. Carol weaver, please just shout it out. I’ll repeat it. Go ahead. What do you think about in-kind fundrasing coming together to create a voting we are. Your economy, i i’m told of if we bound together issues way could be a voice in already for your force, which of course, i’m very hyre and for other things, like maybe creating a bank for non-profits you know, i think it’s the variance say, when you make a finger together, you make a fist way have concerned with go ross the industry could we not consider, and i can’t think of a better well, but there are s o the question is generally about how the non-profit sector could organize to be a more cohesive voting bloc now, but their organization like independent sector, you know, so there’s that what else would you like to sell? Well, i can say is most of those organizations are run by their executives, as most organizations are in the average member plays a very minimal role in your right. If the average member played a bigger role and then insistent, i’m sure you think then you would have more effective involvement in albany and other places, but you have the organizations around there’s, a million of them it’s just said in my book there, not doing anything, uh, along the lines. And i think that should be done, yeah, does independent sector is that one of the groups that opposes broader on government oversight, so nobody should fortuny chelation hearts of then that would be, yes, doug white does, even though you panned his book, doug white support, sir, we’re gonna have dug it up for rebuttal after this. Is there another? Is there one more question? If we have time before mrs levin leaves? All right, please join me in thanking her again. Naomi living. And my thanks to naomi levin and her team at the new york university heimans center next week, it’s feared more than death, not the dentist public speaking lori krauz public speaking and presentation skills coach will help you through the fear of your next appearance in front of an audience then scott koegler, our tech contributor, will introduce us to pinterest pinterest dot com the skyrocketing social media property what’s in it for your non-profit keep up with what’s coming up sign up for are in sad or email alerts on the facebook page, like the page you can listen live our archive for i carve listening, go to non-profit radio dot net and that’s where you’ll find our itunes paige, if you are an itunes listener, if you’re if you’re getting this podcasts and subscribing, could i plead with you to goto non-profit radio dot net and leave a review there on the itunes? Paige? I know you don’t have to go backto. Listen, i know you get the podcast automatically, but if you could, i’d be grateful for a review at non-profit radio dot net the following is a public service announcement because i have a soft spot in my heart for belmar, new jersey do you need dental care? Visit the offices of hannah pole dental care in belmar on friday, march twenty third to receive free dental services. Everyone is welcome, regardless of where you’re from, care will be offered on a first come, first served basis. For information, call seven three two six eight one two two two, five that is organized by dentistry from the heart. The show is sponsored by g grace and company. Are you worried about the rising cost of rent for your organization? Do you need a plan for real estate? You’re non-profit owns g grayson company will give you and your board a full analysis. George grace has been advising non-profits on their real estate decisions for over twenty five years. He offers listeners a complimentary thirty minute consultation. G grace dot com or eight eight eight seven four seven two two three, seven our creative producer is claire meyerhoff. Sam liebowitz is today’s line producer shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules hope you’ll be with me. Next friday, one to two p. M eastern. Here at talking alternative dot com. I didn’t think that shooting. Good ending to do. You’re listening to the talking alternate network, itching to get to thinking. Duitz duitz you could. Looking to meet mr and mrs wright but still haven’t found the one. Want to make your current relationship as filling as possible, then tuning on thursdays at one pm for love in the afternoon with morning alison as a professional matchmaker. I’ve seen it all with distinguished authors, industry coolers and experts on everything from wine to fashion. 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Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business and family it’s provocative talk for the realist and the skeptic who want to know what’s really going on? What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me very sure you’re neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s ivory tower radio dot com every tower is a great place if avery tower radio dot com e every time i was a great place to visit for both entertainment and education listening tuesday nights nine to eleven it will make you smarter. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? 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Tony’s guests this week:
Abby Falik, CEO of Global Citizen Year; Charles Best, CEO of DonorsChoose.org; and Wali Collins, author and stand-up comic
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://mpgadv.com
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Hello and welcome to tony martignetti non-profit radio for friday, january sixth, two thousand eleven i’m your aptly named host. We’re always talking about big non-profit ideas for the other ninety five percent. I hope you had a terrific new year’s celebration last week. Were you with me? You could not have been. There wasn’t a show last week, so don’t say yes because you were not here last week. There was no show last week, but two weeks ago on december twenty third certainly you were here. But to refresh your recollection since it’s been so long on december twenty third, i had two interviews from national philanthropy day at the westchester county chapter of the association of fund-raising professionals. First, it was linked in lovers jerry stengel, principle of venture near mark halpert, principle of your best interest and maria simple, who we all know and beyond later today showed their love of linked in for research, branding donorsearch volunteermatch judgment, recruiting board members and more. The second interview was your board can fundraise dennis miller. Principle of dennis c miller associates helped you motivate your board for fund-raising with training, proper expectations, meaningful experiences, leadership and mohr. This week, i have three next-gen charity interviews for you all pre recorded at that conference, abby falik is the ceo of global citizen year, and she has thoughts about innovation and leadership. Charles best is the ceo of donors choose dot org’s where teachers post their classroom needs and donors support those needs, and he and i talk about connecting donors to the causes that they support. And wally collins is an author and a stand up comic who wants you to live a regret list life second half of the show will be with maria simple, the prospect finder, our regular prospect research contributor on your twenty twelve prospect plan. She’ll help you devise a sensible and execute herbal plan for your prospect research for the new year on tony’s take two at roughly thirty two minutes after the hour. My block this week is share my optimism for twenty twelve i’m always optimistic at the beginning of a new year i can’t help it, and i’ll talk a little about that we’re live tweeting the show today. Use hashtag non-profit radio to join that conversation on twitter. This show is supported by g grace corporate real estate. Services, and i’m grateful to them for their support. Right now, we’ll take a break, and we’ll come back with these three next-gen charity interviews. The first will be abby falik. So stay with me. You’re listening to the talking alternative network. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight, one eight, three that’s two one two, seven to one eight, one eight, three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. 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 yu wei take the nasco, stay 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 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. Metoo welcome to tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven we’re at the tribeca performing arts center in downtown new york city with me now is abby falik, founder of global citizen year she’s been an invited speaker at the clinton go global initiative and also the aspen ideas festival and, ah, we’re going to share have her share some of her thoughts about innovation, as she did here at the at the conference. Abby falik welcome to the show, thanks so much. Tony it’s, great to be here. It’s a pleasure to have you thank you for sitting down for an interview on a very busy day. Um, so our audience is small and midsize. Non-profits but they and i think sometimes they don’t think innovatively i think sometimes there’s sort of stuck in the trees. What? What was your start with your your general message on innovation and creating social change? So i think if we’re all paying attention, there are opportunities beyond what’s, immediately apparent, and sometimes it requires us, as i shared my talk this morning, to step out of our daily routine sometimes to immerse ourselves and foreign cultures or contexts to see things he’s from a different vantage, but that innovation doesn’t need to mean necessarily starting your own business from scratch or starting a new enterprise or being an entrepreneur. Innovation can happen within organizations innovation can be a simple as changing the way you talk about your organization publicly, the way you do your fund-raising the way you’ve structured your online platforms, so the innovation really has to be inspired by the leader. So how does a leader inspire themselves and everybody working with them? Teo to think innovatively and creatively, i think the role of a leader is to envision something that doesn’t yet exist to see the future in a way that is compelling and clarifying on inspired to others. And when you can see that and paint that picture, as i’ve been able to do now with global citizen here, others begin to fall into step, and they and they follow along because they believe in what you’re all working toward. And how do you translate that to your own hiring so that you’re hiring people who are going to be open minded to this and and bright thinkers on their own? How do? You make sure that you’re getting the right people working for you, which is absolutely a challenge because otherwise you’ll be up there thinking great thoughts and no one’s, no one’s following, particularly in the early stage, you need other people who think creatively andare wired as entrepreneurs as well, because to get from xero to anything requires that every body is an engine, everybody can see something that doesn’t yet exist and instinctively reach out to find the resource is needed to apply them toward bringing something toe life. S so so i have found that it is often young people who see themselves as less constrained. Millennials tend to have a knack for believing they can run through walls and make things happen. And so surrounding myself with a creative young team of people who say, see the bigger vision and then are comfortable building the plane well, flying it all right now global citizen year is a non-profit so there’s a that right that’s five oh one c three were five oh one c three. I’d like to say that non-profit is our tax status and not our management style. Okay, excellent. All right, so you’re what’s. The status means is that you do have a board and what do you do for around bored with croup, mint teo, bring people who will be equally inspired? I would say similarly, on a founding board or particular, not so young, no people who are more seasoned business savvy who can help guide me because they have the muscle memory themselves of having built new organizations or are currently leading other organizations. So looking for people on the board who are older and wiser on dh can, you know, essentially be my my personal adviser’s mentors on dh allies in being able to be credible on strategic in in how we grow, alright on dh, how about for yourself? How do you make sure that you’re not bogged down in day to day management? Have it’s very seductive to deal with administration rather than, you know, broader thinking the way you described. What do you do with your recommendation for that ceo? That executive director who is in the trench trenches every day? Yeah, absolutely. I think i am fortunate that i’m wired in a way that inclines me toward the xx external parts of the role, so i love more than anything, sharing my vision and giving other people an opportunity to get involved, whether it’s funders, supporters, allies in in reimagining how young people learn about themselves in the world. And starting with that as the basic premise, i have tried to build a team of others who compliment my skills and who are equally passionate about the set of things that i am not a skilled at on dh shouldn’t be the one to be doing so have recently hired a phenomenal vp of operations who takes the other side of the house, and she takes it as seriously and as strategically as i do with the work i do externally, ok, but that requires terrific insight into your own shortcomings. That’s very cool, right? You have to know where your shortcomings lives. You hyre so a lot of introspection, right? Indeed. And early on, somebody i know and respect very, very dearly suggested that i keep a journal about the things i do everyday that give me energy and the things i do that actually deplete my energy. And that from that list, i could describe a job description that would, over time. Move me. Toward the things that really do get me revved, and from which i derived more and more energy and enthusiasm. And so my pa primary objective is leveraging myself into the role where i am at my best, playing my right roll and surrounding myself by people who are much smarter and more talented than i am in a certain set of other things. Innovation in leadership. Is there anything, anything you want to leave people with? Um i think in the not-for-profits sector, we can often constrain ourselves by thinking too small and even in a you know, particularly in a down economy, there could be a sense of thinking within constraints, and i would just encourage everybody out there to continue dreaming because we’re the ones who need to drive social impact missions forward. Abby falik thank you very much. It’s been a real pleasure. Abby falik is the founder of global citizen year and these kinds of thoughts or we’ll get we’ll get you invited to the clinton global initiative, aspen ideas festival and other places where thought leaders are this is tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven would be falik thank you again very much. Thank you, tony, my interview with that be falik i think she had some outstanding thoughts insights into leadership for social change we’re gonna take a break now, and when we return, we’ll have my interview from the same nextgencharity conference with charles best president, ceo actually of donors choose dot or ge and then wally collins, author and stand up comics, so stay with me. Yeah, you’re listening to the talking alternative network. Duitz no. Durney are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight, one eight, three that’s two one two, seven to one eight, one eight, three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. 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 way mate. People happy. Bilich hyre hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Dahna welcome to tony martignetti non-profit radio coverage of the nextgencharity conference, where in lower manhattan at the tribeca performing arts center and my guest now is charles best charles leeds donors choose dot or ge, where public school teachers post classroom project requests and donors comm pic the projects that they want to support the site has been selected most likely to make the world a better place by the techcrunch community. And in two thousand nine and two thousand ten, fortune magazine named charles in as one of their forty under forty list of businesses. Hottest rising stars. Charles best welcome to the show. Thanks, tony. Clyde, to be a pleasure to have you. Thank you. Um, so using a site you’re connecting donors with projects that they never witness live, how do you help make that connection? How do you get out of the donors feel connected to the work that they’re supporting? Well, we really feel that hardworking teachers out on the front lines have almost a tent up expertise and imagination that’s just waiting to be unleashed. And donors to dot org’s endeavors to unleash that frontline expertise and to generate classroom project requests that may often be better targeted and more innovative than big top down solutions designed by someone who’s ah, hyre up ok, so you want the so the teachers themselves are describing the project and what the impact will be for their for their students. That’s, exactly right there, about twenty five thousand classroom project requests seeking funding at any point in time on donors choose dot organ those projects all submitted by what we call frontline educators, mostly classroom teachers, but could also be a guidance counselor coach library in those projects really are ah, window into both the unmet needs of students and the innovative potential of dedicated teachers. And how do you manage the donor relationship so that donors feel a connection again with the project there most likely never going to see live? They’re not going to meet the students who who benefits from it, who get that impact. How do you manage that? That donor relationship with the projects? Well, even a donor who gives one dollar to a classroom project on donors tuesday dog will get photographs of the project in action. Thank you. Note from the teacher and impact report from the teacher. A couple. Months into the project talking aboutthe student learning that’s taking place, they’ll be able to see a cost report showing how every dollar on the project was spent. And if the donor gave fifty dollars, a more, they would also get physical. Student thank you letters from the classroom. It’s, it’s really rich feedback. It has a lot of our donors feeling like they got more out of the experience out of the exchange than the recipient and it’s it’s kind of our secret sauce and say a little more about the impact report. What what do you encourage teachers to include in that as their writing that for their donors? Because there is so much in the charitable community about impact? Absolutely well, the impact report, the impact letter that we asked the teacher to write to their donors is not filled with jargon. In fact, it might not even pass muster with a foundation program officer, but it is plain spoken from the heart, uh, description of the student learning that’s taken place as a result of their project being funded. And so it sounds like you’re working very hard. Teo have that relationship, even though this is all web based with base e-giving have of relationship between that the donor, a teacher in the classroom where the project is, and the students, because you said that they get pictures from the students as well. Our thank you notes for a fifty dollar arm or gift. That’s exactly right? Yeah, we see a donation to a class a project on our site, not as an end unto itself, but as a first step on a path that will be toward fulfill edged engagement with public school classrooms and low income communities. And key to that is the ability of the donor to write a message to the classroom, telling them why they picked their project, and the teacher khun message right back, even outside of the photos and teacher. Thank you note and teacher impact report and student thank you letters which are ah, part of the process. So now this is significant because the donor’s air having contact directly with the people who are the children that are that are enjoying the outcomes, the impact of their of their gift, and that’s quite unusual, and most charitable work. I mean, there aren’t a lot of donors meeting the people who are enjoying the benefits of that of the agencies or the organizations work that’s absolutely right, it’s not a face to face interaction, but i think it it feels almost just about as as vivid and rewarding and meaningful as a face to face interaction. Tell me a little about the donor reactions that you get after after the the process is completed, and i’m sure you’ve got multiple lots of people who come back, make repeat gift tell me, share some of the feedback that you’ve gotten from donors when they’ve had that close connection with with the classroom. Well, we often hear from donors when they get especially funny or especially emotional letters from students, which which could be a student making a funny reference to recess and how they yearn for it all day long. Or it could be a student talking about the fact that this is the first time anyone’s given them a book. Bonem and and that’s, what? What prompts a good number of our donors toe say that they feel like they got as much out of the exchange as the classroom they were looking to help and what’s the percentage of donors who make a repeat repeat gift you know, the percent of donors who make a repeat gift is excellent if you look at year to year three year for going from year of acquisition the first year that they give to year too, are they giving one year later? It’s actually only one in five of donors who acquired in a given year who then will give again in year two, but if they’re giving in year two there’s a ninety percent chance they’ll be giving in year three, four, five, six and you i’m gonna guess you. Ah, you see this as something that other non-profits should take on is the relationship between the people who are enjoying the benefits of the work and the people who have enabled that work to take place. Don’t you say a little about that for the audience? Absolutely well, you said it well, but we do see the interactions on our site as the basis for yeah, riel correspondents, if not actual relationships between the donors and the classrooms that they’re looking to help and and we hope that this means that donorsearch e donors to settle argast is a lot more than a web site where they’re gonna transact a contribution. Are there many donors that have seen the the classroom’s face-to-face we know it happens, it doesn’t happen is part of our process, but but we hear all the time from teachers who, whether it’s, the teacher or the donorsearch how they’ve gotten in touch kind of off line as it were and and no two exchanges of brownies and visits and physical gifts that’s fabulous. They just needed that much more they needed teo for probably for ninety nine and a half percent of the donors, the correspondents, the way you described it is sufficient that’s, right? But for that, uh, half a percent or whatever, i would just say nice. Yeah, but that half a per cent they just needed that closer connection. Totally, yeah, totally, but for the other ninety nine and a half, you’ve got it worked out, and i think the message is is clear for for our audience that that connection is crucial between the donor and the and the and the i don’t like to call them service for the people who are benefiting, uh, and i don’t see much. Of it, yeah, yeah, yeah. All right. Thank you, tony. My pleasure, charles best is leader of donors choose dot or ge and this is tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven. Welcome to tony martignetti non-profit radio coverage of the next-gen charity two thousand eleven conference. We’re at the tribeca performing arts center in new york city. And my guest right now is wally collins. Hey, while he was the opener, welcome. Well, thank you for welcoming me. He was the opener and he’s also going to speaking later. Here it next-gen was a comedian and author. His stand up comedy credits include being on nbc, cbs, abc, lots of other acronyms and cc comedy central. But he’s, also an author, not only stand up comic but also an author, and this is his book. I know you can see it and i’m going to let wally pronounce it as you’re looking at it. How do you pronounce the title? This book it’s called the you never know book of encouragement that’s right? The word is you never know and the subtitle underneath the door is living a regret lous life, right, love that so? We’re talking to small and mid sized charities. Um, how does your work overlapped with charitable work? Well, actually, the whole idea behind you never know. It’s. Not charitable, but it’s motivating. Okay. And charities need motivation. There’s donor’s need motivation. Exactly. Big overlap. Exactly. And the the producers here has asked me to speak to help motivate people to help live their dreams, call for the their goals and desires. And exactly what i did. I was an architect before i got into comedy, and my mom asked me if you could be anything. What would it be? A sin not to be an actor. Now, she’s confused why you’re not going to be an actor. So i told all from springfield, massachusetts. No one famous ever came from springfield, massachusetts. And she says, well, you never know. So it kind of, like, spark mean like, oh, wow. So i pursued comedy and i just kept that mantra in my head. You never know. You never know. And with that, i was one original holst on comedy central show. In fact, i was the black first black holes on comedy central. And when your when it was that nine hundred ninety one and so i kept that mantra in my head, i said, you know, i can go for anything because i don’t want any regrets, and the whole point of you never know is that i don’t want to be that person on my death but saying, i always wondered what it was like, i always want to know i’m always curious about what if what if i had, i regret not having exactly, and sometimes we would do it, like end of the day, like, you know, going to hello to that girl to that guy or how combine to make that phone call, how come i can’t get to that charity, you know? So how come i didn’t donate? I should have donated, you know? So i want people to live in regret this life, because that is the key to happiness, it’s not about, you know, the result or succeeding our failings, the fact of trying and i realized that that once you try and then you’re in the trying that’s, what happiness is like, the example i give is that when you go on a journey, it’s a long journey and when you get to the place, you need to get to see a friend of family. The first thing to say to you is how was your trip? You know, it’s about the journey is about to try. So i realize that. And so i wrote this book there’s fifty two encouragements. And the each encouragement is to inspire you to go through any kind of door. Any kind of problem in-kind obstacles. All right, so there are fifty two of them. One a week is that they’re with your own mended. Oh, yeah, coincident that was no, no, i actually i want to do one a week and let let that be your mantra. Let that be a motivator for the week and people who read him all the way through some people read about random, you know, and it’s it’s, it’s really cool. Because it’s getting great reviews and people are gay. Give his gifts now to friends and family. Can we talk about a few of the way? We want people to live a regret lis like exactly. We want them to be motivated not only in their work, right? I mean, what does for work and all. Aspects of life. Exactly. Personal life. Your work. Exactly. Relationships, you know, losing weight, anything into your health. The book talks about, you know, it’s good inspires you about but your health, we’re gonna go. So can i, uh, not a challenge. I’m no. Now go ahead and pick out the ones that i think a little interesting. Maybe you will find something provocative. I don’t know, but okay, i don’t know. Well, let’s. See? Listen and learn. Well, that’s. What? Your lesson around. Listen and learn. Listen and learn. You can learn a lot about a person if you just shut. See that the person talk and i don’t. I can learn so much about your guy would just keep quiet if i would just ask you some decent, open ended questions that i would learn so much more than is in this bio or something. Because people know comedian and author and that’s what i understood. But it’s, just if i would shut that trap, i could learn so much more about you much, much deeper than the book or any bio would reveal or anything like that right now. That’s. True. Exactly. I was quiet and listen. To what i learned about you, that’s, the whole point of listening learning is that you do learn a lot about a person, just let them talk and not necessarily agree disagree what they say, but just not your head from time to time to say i am listening to you and you really learn about their values, their views there, big city personality so that’s part was one of the encouragements just just listen and learn about someone, just listen, and i’m going to drive that directly to the the non-profits that were talking to in terms of listening and learning from your donors, they’ll tell you so much about why they give to your charity what it is that is special in there lives about your work, right? And when you can key on those things that you know, move them to give, then you’ve got a sweet spot and you you’ve got a method of justin simple helping them to give just that simple. Excellent well, alright, way, no there’s intersection we’re exploring, finding, picking out, then go ahead and shuffle through the a fish life with a fish life about well, it’s basically like a metaphor. You look at fish in an aquarium and their content. But they’re in an aquarium and the way we think a lot of people think is that, you know, they’re content where they are. And so i’m going to live the rest your life, living as a fish in an aquarium. Or do you really want to go through that door? Because the logo for you never know is a door it’s, a partly open door, that’s, possibilities, opportunities. So are you going? Allow yourself, just basically get into the united state of mind and brought and brought in your your world to a beautiful sea of possibilities and opportunities. No commentary e very well said, right? And i think it’s a terrific metaphor also dahna arika head it’s no, this is a great one. This is an uplifting let’s. Celebrate good times right now. That’s pretty much it for today. Everyone, we have a habit of holding onto champagne. We have a habit of you know, now i’m not gonna wear tuxedos with something special happens, you know? But i realized that and it’s kind of fun. I do. From time to time i put in my tuxedo, my wife, we we put it on and you know, we’ll just celebrate that day. We’ll celebrate tuesday, all right? At home, where you go out on your talk, we go on your evening attire, we go out and and we go out and celebrate and people looking like what you celebrate, like celebrating tuesday like and they can’t say that something like oh, yeah, you know, celebrated don’t wait, celebrate today and take the time to recognize what in your life merits celebration and there’s so much and one of the encouragements called take inventory and in order for you to basically receive things in your life that you want appreciate the things that you have already, and we take him for granted, you know, the simple things like the breath in our lungs, in the fact that we can, you know, we can listen, we can hear those simple things we take for granted as we have them all day we have every day. So if you take inventory of all the things that you have, then the other things that you want to receive or things that you want to think you want to achieve a lot easier don’t stereotype standup comics bourelly has some terrific thoughts that i think apply t the charitable sector, and certainly well beyond his book is the you never no book of encouragements, there’s, the door opportunity and below that live a regret list life, right? And while he collins is a comedian and author, and again, he stand up comic credits, all kinds of nbc, cbs, abc, etcetera and well, here, i want to thank you very much for being my first guest at next-gen thank you for having really appreciated my pleasure. This is tony martignetti non-profit radio coverage of the next-gen charity two thousand eleven conference where the tribeca performing arts center in new york city while he thank you again, you’re welcome my interview with while the collins and i want to let you know how you spell his name is w ay l ay while the and his book that you never know, book of encouragements, that first word is spelled, why apostrophe and e v a n o, you never know, and you can always find him. Of course, by just googling his name. We’ll take a break when we return. Tony’s, take two and then maria simple on your prospect plan for two thousand twelve. So stay with me. You didn’t even think that shooting, getting, thinking things, you’re listening to the talking alternative network, waiting to get anything. E-giving you could are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic readings. Learn how to tune into your intuition, to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Lively conversation. Top trends. Sound advice, that’s, tony martignetti non-profit radio. And i’m ken berger from charity navigator. No. Durney welcome back to the show. Time for tony’s take two at roughly thirty two minutes after the hour. My block this week is share my optimism for twenty twelve i can’t help it a tte the beginning of every year. I am optimistic about what’s coming even in january of last year, two thousand ten, early deep in our recession, i was still looking forward to what was coming in two thousand ten i always feel that way, and i’ve hardly ever been disappointed about that. Um, that was last year. Well, in two thousand ten, deep in our recession. Oh, two thousand eleven was our recession. We’re deep in our recession. Even the year before that. Sam is prompting me. It doesn’t matter what year was we’re talking about, sam. I was i was still optimistic. Um, so this year, what i’m looking forward to is among many other things that you see on the block is expanding the reach of the show on itunes. If you’re listening on itunes, you’re one of roughly a thousand a little more than a thousand people listening each week to the podcast on itunes hope to expand that and also due maybe. One or two more conferences than i did last year where were on the exhibit floor like the nextgencharity conference that you heard three interviews from today on there’s other stuff coming up, so i hope you’ll take a look at that. And also, i hope even more important, in that you’ll share with me what you’re optimistic about their only already. Some comments on the block. Please add yours. You’ll find my blogging mpg a dv dot com and that is tony’s take two for friday, january sixth, the first year first show of the new year maria semple is with me maria, how are you doing? Hello, tony! Happy new year! Thank you very much. Happy new year. Maria is the prospect finder she’s an experienced trainer and speaker on prospect research. Her website is the prospect finder dot com her book is panning for gold. Find your best donorsearch prospects now again welcome maria. We’re talking about your prospect plan in two thousand twelve that’s right? I thought it would be a great way to kick off our first show together of twenty twelve so i’ve got some great tips to share and i know that you had done a a bit of a survey prior to this show is, well, do we have any results on that? Sure, we do. Look at the she leads right into the survey. That’s. Cool. Um, we’re going to be talking a little about donordigital bases, so the i’ll share one of the questions, which was, do you have a computer based fund-raising and donor management database, and about eighty nine percent of respondents do have a computer based, and then roughly eleven percent do not. So what is your advice around a. A computer based okay, great. Well, actually, i’m delighted to hear that the statistics were as high as they were in terms of organizations that are using one. Um, i hope that those that are using one or are thinking about selecting one, um, do a little bit of homework in advance, and there are some great websites to be able to help them do that. Um, as a prospect researcher, right? Or a fundraiser? Oh, our executive director of a nonprofit organization it’s really important that all those meetings that you have with prospect, all of those touchpoint whether they be through email marketing through, uh, letters that are sent out, annual appeal, etcetera, that all of that is somehow captured and recorded into some sort of a system, and there are wonderful systems out there now to do some advanced research on what to use what to look for. A couple of websites. I want to point your listeners toward, uh, idealware idea l w a r e idealware dot or ge is actually a web site that is, uh, themselves a non-profit that they helped non-profits makes smart software decisions. Um, and they actually have a page on their site. Talking about how to choose software. Uh, they have one that i noticed that was published june twenty eleven. A consumer’s guide to low cost. We have a live seminar coming up january twenty sixth of this month on choosing a low cost, so definitely anybody thinking about this for this coming year might want to check out idealware dot or ge? Um, another great site is tech soup, and this probably won you maybe even touched upon in the past on some of your shows. Tony uh, tech soup dot or ge t ch soup dot org’s great site to help non-profits so forth and you can actually get, uh, low cost and sometimes free technology through them. So both those sites would be great for doing some research and trying to figure out which system would be better. And we’ve also had scott koegler our regular tech contributor, i’m talking about don’t management software several shows ago, but it was it was on a cloud based discussion that we were having, you know, and maria, i think a lot of people just think of the one big player they think of blackbaud and razor’s edge, which is many tens of thousands of dollars to get into, and and i think a lot of non-profits don’t realize that there are enormous numbers of alternatives. Teo razor’s edge. Yeah. There are actually an interesting that you mentioned blackbaud because one of their divisions is e tapestry, tapestry, dot com. They used to be a standalone company and were absorbed a few years back. However, they are one of those cloud based type systems that you just happen to refer to, um, and also very low of low cost entry point, etcetera. So that might be something to think about. I am a stand of using something that is cloud based. I like the fact that the system is, uh, all of your donor information is not actually housed in your office. In terms of in case there’s a fire or a break in or a flood, you know, there’s so many things that could disrupt your ability to just pick up and proceed your fund-raising program. Sam wants whatever the tragedy is, you know, has has passed. Maria, let me let me interject there from the prospect research perspective. What else do you want to see in a donor management system? I want to see something that is very easy to use from a staff standpoint as well as a board standpoint. So the simpler the system, i think the better if they can’t. If a boardmember can have a a meeting with a donor or a donor prospect, let’s say they have a dinner meeting, and then they’re able to go home right afterwards, log into the system. Uh, password protected system, obviously, and record the contents of the high points of the conversation. That’s going to be extremely useful to get with, you know, like a contact report. Dahna filed right away while it’s still fresh in their mind. So i think that’s something that’s easy enough for both staff and board. Teo use obviously password protected and it’s my understanding that you can even have, you know, certain levels of information accessible as well to various people. So something that’s easy to use, easy to produce reports if you can have something that will integrate with sending out email marketing, uh, obviously something that’s going to integrate with the mail merge system of some sort that so that you can do all of your mailings right from that system and capture the information. I love that you mentioned the contact report because that is such a wealth of information when and critical. Information so that when volunteers like boardmember turnover and ceos and fund-raising director’s turnover, the institutional knowledge isn’t lost, its preserved it’s it’s critical because the donor and the volunteers, they remember those conversations, but as staff in the non-profit turns over the non-profit could lose that valuable information if it’s not preserved, right? Absolutely. It’s it is it’s very important, tony. And i know even in your work that you do with plan giving. I mean, imagine, you know, you walk into an organ is ization that has had some what of a decent say, major gift program in place? Um and then they want to introduce ah, more integrated plan getting component and then staff changes. And suddenly you have no idea what conversations have potentially taken place in the past about plan giving. You had captured somewhere it becomes embarrassing to the organization. Yeah, absolutely. You know, because the donor is going to expect that that his wishes, his concerns, his or her concerns were captured somewhere. And it doesn’t matter who he’s talking to with the organization. If it’s a new face, that new face should be well aware what that donor’s intent is for the future and you have some advice around from prospecting within, which is sort of what you’re leading to. It doesn’t have to be leading to a planned gift, but mining that database in your two thousand twelve plan, right? Something that they may want to focus on for this first month or two the year why not take a look at who your top ten gift were in the past year? Okay, whatever that that gives level is for your organization and then taken also take a separate look at what the top ten prospects have been for your organization in terms of lifetime giving. So here we’re talking about individuals ok, way we’ll get the institutions shortly, right? So what? What i’m hoping is that by being able to identify those those people, there may be some cross over there you may want extended even to top twenty, depending on the size of your organisation, but then you’ll have perhaps a nice pool of people that you can begin to think about a great cultivation plan on start putting something on the calendar, maybe a nice cultivation event coming up in the next safe um, it’s beginning of the next quarter, right? So come up with the names what the plan is gonna look like for cultivating these individuals. What the event will look like whether it should be it. You’re home someone’s home at your organization, you know? And you know, morning evening, whatever seems to be the right fit for your organization. Or maybe try both. And, uh, think about a way to cultivate those donors and elevate their gift further. So that’s a bit of reactive and proactive prospecting really combined. Let me define that. I know you don’t like jargon, ok, i was she cussed me out. You’ve been on the show enough times. I could tell exactly as she had the spurs raj and the jailers keys jingling in the background. So reactive research. You have names of individuals, you need to know more information about them. So you have no names and you need to know more about those individuals. Ok, proactive is when you’re proactively trying to come up with a completely new individuals. Ok, so the great thing about a cultivation event is even though you have individuals who are giving to you, why not encourage them to bring a friend? Bring a new person to the table who would also benefit from knowing about your organization? Maria. One of the poll questions was. How would you describe your prospect, research, proactive research, proactive, reactive or a combination? About twenty two percent said proactive, about twenty two percent said reactive, and about fifty six percent said some combination of proactive and reactive, which is what we were just talking about. We’re going to take a break right now and maria simple, of course, the prospect finding will stay with me, and we’ll continue talking about your prospect research plan for two thousand twelve. So i hope you’ll stay with us. Dafs you’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing time? Duitz a deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Yeah, zoho. Maria simple and i are talking about your prospect plan for two thousand twelve and i learned that we have a listener in dhaka, bangladesh. I think i know who that is. Hello. Hello, daka. Good, good. Tio, have you with us as well as there are a couple listeners in the u s also, but we should recognize our bangladesh listener. Um, maria. So we’ve talk about proactive versus reactive. What about doing some more proactive research outside of your own database? Okay, so one thing i want to make sure i set aside some time to talk about is setting up alerts. Tohave information pushed to you. Let’s. Get some of this put on autopilot for twenty twelve. Uh, let me talk about some ways to do this. If you, uh, go to google, set up a free google account, you can set up an alert, a google alert on whatever you want. That means that every day google is going to go out on the web and scour it for information related to that word or that phrase, uh, that you’re going to want to have them look for on a daily basis and they will push that information out to you so let’s google do that legwork put push the information to you and you can take a look at the search results as appropriate. Maria, how do you set those? How do you set up alerts in google? You go into google and then there is a spot where it’s one of the options going across the top. It’s not if it’s not there, they’ve moved it. Look under the more tab, and then you’ll be able to find how to set up alert. What i would suggest is, again maybe sticking with your top ten donors set up an alert on their name. Okay. Ah, and this would be a good way to find new information that might that might come up on those donors. Uh, we’re proactively if there are potential donor prospects that you would proactively like to find out more information about, um, somebody that you’re thinking about incorporating into your fund-raising plan at some point in the near future, why not start having google gathered some information and push it over to you? Also, your organisation’s name? Just a great way to keep tabs on how your organization maybe mentioned. Out on the web. Uh, newspapers have alerts that you can set up and, well, okay on, we’re still in the free category, right? We’re talking about free resource is yeah, this is all free. In fact, one of the newspapers that i like to have information pushed from happens to be my statewide business publication, and gabe is, and they actually push news headlines to me. So this is a great way for non-profits to proactively stay on top of what’s going on in their business community in their state, okay? And then have an opportunity to take a look at some of those business headlines and i’ll bet you they’re going to be some gems of information in there on some companies and business owners that they had no idea we were right in their own backyards that are actually very successful while we’re talking about alerts, how do you get the alerts? They you actually set it up so that you indicate what pieces? Well, on the business publication, they just send you business alerts related news going on in your buy-in email you mean that’s a particular email it to you right on google they e mail you the search results on whatever the phrase is that you’re interested in in researching. And i think a lot of these alerts to you can set the frequency whether you want your alerts daily or weekly or something like that. Yeah, yeah, absolutely. On google, i happen to have alert set up to be sent to me daily on certain phrases that i’m interested in keeping tabs on prospect research, high net worth things of that nature, another source that actually is foundation related. So this will help us to segway into what we want to look at in the foundation world as well for our twenty twelve prospecting plan. Ah there’s a source called foundation search dot com that is one of the foundation research sites, right? But one of the things that you could do with them is set up a free email alert. When new foundations are registered in your state, you will be emailed and alert indicating that a new foundation’s been registered. So this is a great way again. This is a pro active measure on your part. Stay on top of new foundations. New family, foundation’s being registered thiss would potentially give you an opportunity to get in the door a little bit sooner than maybe one of the other non-profits state and that you are elegant was foundation search dot or ge dot com dot com foundation search dot com excellent. All these free resource is, you know, one of the whole class went out, that one is actually a fee based. I didn’t want to leave out only because they do have that alert service within the foundation community, which sometimes non-profits are really looking for that extra edge. One of the poll questions was do you know that there are lots of free resource is for prospect research, and only twenty two percent of people said yes, and the other seventy eight percent said no, i better listen to the show. So i hope that they are doing that because we’re just maria has just given you three or so free resource is that looks like about another free prospect research tool site for your twenty twelve plan and just about a minute and a half, we have left. Okay, well, i have a bunch of them aggregated actually in a free down. Tell us where where do we get the dunlop found my website and it is a free resource called going beyond google to research your prospects so that one has a number of resource is in it. But one that i thought i would highlight. Let me before you go before you go further, let me just remind people that your site is the prospect finder dot com. Right. Okay, go ahead, plea. And what you can do is one of the resource is that i was thinking about the great toe highlight because it’ll help point you in the direction of both businesses on business. Bonem maria, we just have about a minute left. Okay? It’s reference yusa you can get it free through your local libraries. Could do it search based on your criteria, the types of businesses you’re looking for on again, this is a great way something for you to do proactively first quarter of this year and figure out a way to implement and integrate these new businesses that you find a small, medium, successful businesses in your communities. I hope that seventy eight percent that didn’t know about the free resource is are listening. Maria simple is the prospect finder. Her book is panning for gold. Find your best donor prospects now and she’s our regular prospect research contributor maria, thanks so much for being on again. Thank you so much. Happy new year, everyone. Thank you. We’ll talk to you in february. I want to thank maria simple and also abby falik charles best. And while he collins for sitting down with me in a very busy day at the next-gen charity conference and my thanks also to the leaders of the next-gen charity conference next week, podcasting primer john federico, principle of the new rules and our remote producer for this show will be with me if if you’re not listening to this show on friday, january sixth, which those of you who are now with me are doing, but for the thousand or so people after today, you already know what podcasting is because you’re listening to one, but john is gonna have is going to explain how to do podcasting as outreach for your non-profit how to get started with budget and gear and content and format and strategies. Maybe you will start your own internet radio show, but don’t call it twenty martignetti non-profit radio. That name’s taken scott koegler will also be with me next week, he’s, our regular tech contributor and the editor of non-profit technology news, and we’ll be talking about twitter organization pages what are they? Should you jump in? And if so, how should you get started? Keep up with what’s coming up on the show. Sign up for our insider email alerts on the facebook page. If you like the show like us on facebook, click that button you know you can listen live our archive archive go to non-profit radio dot net non-profit radio dot net that will take you to our itunes. Paige subscribed there and listen anytime on twitter. You can follow me! Use the show’s hashtag use it with impunity that hashtag is non-profit radio we’re gonna have a guest tweeter next week guest live twitter next week is going to be dan blakemore. This show is sponsored by g grace and company. 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Tony’s guests this week:
Hank Goldstein, principal at The Oram Group
Jonah Halper, co-founder of the NextGen:Charity conferences
Read and watch more on Tony’s blog: http://mpgadv.com
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Durney welcome to the show, this is tony martignetti non-profit radio i’m your aptly named host. We’re always talking about big non-profit ideas for the other ninety five percent. I certainly hope you were with me last week when we first talked about giving beyond the czech non-cash e-giving interview was recorded at the national conference on philanthropic planning, where i was earlier this month in san antonio, and my guest was michael king of the national christian foundation, and he shared the process for closing gif ts of unusual assets, like collectibles, real estate and intellectual property second guest last week was proactive prospect research with our regular contributor, maria simple, the prospect finder. She followed up on her earlier conversation with me in a previous show by going into greater detail on making your small shop prospect research proactive this week. So you want to be a consultant? Hank goldstein is the author of so you want to be a consultant for the association of fund-raising professionals and he’s, a partner at the orem group he’s going to share his insight into the ups and downs the ins and outs of consulting for non-profits when should you start thinking? About consulting what personality does it take and how much should you charge? We’ll talk about all that with hank after that next-gen charity two thousand eleven i have with me the conference co founder jonah helper. We’re going to talk about this year’s conference on november seventeenth and eighteenth in new york city will find out who the great speakers are, what that conference is all about. My show is a media partner of the nextgencharity conference between the guests. As always, tony’s take two. My last week’s block post separate the juice from the pits is getting a lot of comments. A juicer at a restaurant got me thinking about fund-raising and how you should best spend your time. We’re live tweeting this week. Use the hashtag non-profit radio to join our conversation on twitter that hashtag again non-profit radio we’re going to take a break, and when we returned, i’ll be joined by hank goldstein. We’re going to talk about being a consultant for non-profits so stay with me. You’re listening to the talking alternative network. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police crawl. Offset. Two, one, two, nine, six, four, three, five, zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. Dahna 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. Durney welcome back to the show with me now is hank goldstein. He is a principal partner of the orem group consultants to non-profits he’s, the past chair of giving us a foundation and former chairman and president of the association of fund-raising professionals, both nationally and in new york. He’s, an adjunct professor of philanthropic management at the new school. And he’s, the author of the association of fund-raising professionals monograph. So you want to be a consultant? I’m very pleased that his work and that booklet brings him to our show. Hank goldstein. Welcome. Thank you. Good to be here. Pleasure to have you. Why did you write? So you want to be a consultant? People were always coming up to me at conferences and wherever, and would sell your consultant. I’d like to be a consultant. How much should i charge? What do i have to know? And so i thought about that for a while and finally decided to put it on paper. And a f p was good enough to publish it was. How much should i charge? Always the first question. It’s right at the top of the list that you can read it in. Their eyes, we’re going to get to that had a charge, and how much to charge we’ll get to that later is do you think this is ah, natural progression to do? Most people think about this who are working in non-profits i think at some point it crosses the mind of just about everybody on it could be a variety of reasons they’ve had a bad day at the office, and they’re angry at their boss is one reason, well, maybe that’s not a reason, but it’s a rationalization. And then another reason a good reason is they think about their careers very often there ten or fifteen years in, and they’re thinking about what should i do with my life? And it arises in that fashion. They’re laid off from a job, and i seen some very senior people laid off in the last couple of years, and instead of looking around for another job, they say, well, maybe i should be a consultant and some of them do i always tell him it’s easy to start it, it’s hard to stay in it, okay? And we’re going that’s. Excellent. Well put, we’ll talk about that, too, do you have to wait ten or fifteen years. I mean, if you’re if you’re thinking of it consciously yourself, without any of these external loser, all external reasons for thinking about it lay off for ah, bad day at the office. But if you’re thinking about it on your own, do you have to wait ten or fifteen years? No, not at all, but i think you need to have a few years experience under your belt. I had a call the other day from a very bright young woman who graduated from princeton. She’s done this she’s done that she wants to work for dahna for non-profits for the rest of her life, and she wants to be a consultant. And i said, well, pile up a couple of years experience working for somebody, particularly in the area of non-profit hearing that attracts you, then we can talk about your being a consultant, but right now you haven’t got anything to sell to anybody, and we’re talking about consulting. Are we thinking, are you thinking this is independent work or working for a consulting firm? Well, it’s both used to be that one could aspire to join the staff. Of the consulting firm that’s. What i did way back when and in those days it was possible consulting firms had fatter payrolls, and i guess they were paying lower, but it was possible to get in that way today with virtual consulting the firm’s of mostly shrunken size there only a few really large ones that take people on most firms are one, two, three, maybe four partners and that’s it s so it’s much harder to get a job in a consulting firm unless you bring in a client or two on that, of course happens. And i guess having that client or two would would help you either way. I mean, if you want to be an independent, sure, it helps a lot to have somebody that, you know, is going to travel with you as as your first first or second client. Yeah, and the way that first or second client often comes about is hyre you’ve either been separated from your job or you decide to separate from your job, you decide to become a consultant and you say to the powers, i’d like you to be my first client, and very often that happens. And that’s, what gets people started? So that gets them going then as i said earlier, it’s easy to start, harder to stay in where is the second, third and fourth client coming from that’s going to pay the rent, the overhead and your salary and your health benefits and your dogs, chow and laura’s? What does it take to be a successful consultant if you’re thinking about it? Well, i think you have to look at your personality in in shorthand. I think that there is such a thing as a consulting personality. What is it? It’s it’s a person who’s willing to take risks probably has a slight case of attention deficit disorder because you like to do more than one thing at a time, you can discipline yourself so that your time is well spent. You have expertise either as a generalist or in some particular aspect of not-for-profits work and that’s and you can work without a lot of structure. The other side is this staff personality you, khun you like structure you don’t mind having somewhat someone tell you what to do, you can abide the politics of the organization with which you’re a silly ated and it’s a single thing and you don’t have to struggle with trying new hunt for clients and serve clients at the same time, which as a consultant one is obliged to do no matter how successful you are on staff. I imagine some people get a little frustrated by having lots of responsibility but not so much authority see that goes between those. Well, i think that happens quite a lot that in not-for-profits where thie asset base is thin, throwing a lot of work at people without consequence. Responsibility is one of the major sources of frustration or as i like to put it, stresses combustible and people burn out, and one of the reasons they burn out is number one. They don’t really control their environment. When you are a consultant, you control your environment, whether you do it sagely or not is another question buy-in environment you mean who you’re working with, what your hours are, how you work, how you build exactly, you want to sit in your jammies and work? You couldn’t do it, it’ll depend, but it does depend a lot on your own self discipline. Five we’re going to take a break. Sure, hank goldstein is going to stay with us. Of course, we’re going to talk a little more about attention deficit disorder as it relates to consulting and other things. So stay with me. I didn’t do anything to get independent thing. You’re listening to the talking alternative network, you waiting to get you thinking. Cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping huntress people be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. I’m christine cronin, president of n y charities dot orc. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back to the show. Hank goldstein and i are talking about his monograph for the association of fund-raising professionals. So you want to be a consultant, hank let’s. Talk a little more about the personality that it takes because this is this is the first thing you mentioned when i when i said, you know, what does it take to be successful? You gotta have the right sort of personality. So you mentioned risk acre, or at least i guess not. Risk averse. What? What are the risks? Well, several risks are, first of all, getting in keeping clients is one. A second risk is longevity. You’ve got to be able to stick it out on maybe go a while without an income. Wait, let’s, stop there. Go a while without an income. Well, you start up something. If you’ve married well, it may not be a problem. Otherwise coupled. Well, that was my mistake. I see. Yeah. Now i know where you were when you know where you major state where years ago. But the point is, you have to be able to sustain yourself if you leave a job and maybe you take that employer with you. Is your first client? How long will that last? So there is that these days on that sort of a big, maybe two it’s a big you might just be leaving. Ah fund-raising zor staff job, and they have no intention of your first glass so that’s, right? And when you leave the harbour, you think you know where you’re going, but it’s a big ocean and you don’t always you don’t always know. S o i think that’s important in these days providing healthcare for yourself for your family, that’s an expensive proposition on it has to be calculated providing for retirement benefits along the way. So there are a lot of benefits people get when they have staff jobs that they have to replace when they’re on their own. Now that frightens some folks and they take, you know, wake up in the morning and they realized, oh, my gosh, that’s, that’s a big order. Maybe i better just say it. Stay where i am. It may be boring. I may hate my bus, but it’s safe onda lot of people don’t, you know don’t believe isn’t that sad though it well, it depends on the personality no. It’s not sad if you don’t have the personality to be a consultant to be an entrepreneur, to be a risk taker, the worst mistake you can make is if you’re not built for that to go out and try and do it, you’re going to fail and you’re not going to be a happy camper. But then you could s o and this is outside your monograph, but you could then look for another job as an employee has a statue and that night count, boss, absolutely no it’s not outside the monograph. I counsel people that all the time that you know what, you strike me as a really great person, terrific at what you do. But my bet is you would be better off if you’re not happy here. Look for another job is an employee. Don’t try to be a consultant. I don’t think you’re going to like it. All right? What about the attention deficit disorder you mentioned for? Well, that lady d’ya know what i mean by that? Is i i’m a multi tasker. I like to do several things at the same time. And i like working for a client very intensely, but then that burns down, and i’d like to go on to something else. And work just is intensely and come back to the first one sort of the way i do puzzles. So a lot of different juggling. A lot of different things that weren’t so yes, andi, i think that i could do that. I have personality for that. So in my work, that stands me in good stead. But it’s, not for everyone. Some people like to have a single task. Like to stay with it. I have a daughter who’s, a scientist totally opposite from me. She likes to sit in her lap and concentrate on one thing for a very long time. The you also mentioned discipline. Your your time is your own right. You gotta manage it. Right? Your time is your own. You have to manage it. And these days, more people work from their home krauz. And that makes it even harder because there are a lot more distractions for many years. First one, i had a company. Then i sold it. Then i was a smaller company. I’m still a smaller company, but i switched from having an office on fortieth street. Toe working from my loft downtown and i didn’t realize how much of a shift that would be because there’s a discipline in just getting on the subway and going to the office and being in an office, i thought i’d been working at home, on and off forever. I didn’t realize what a big difference actually being near all the time would make, but because i am a really disciplined person, i had no problem taking care of all my obligations, doing everything and still stirring the soup literally because i love to cook so i could handle that, and i know that that’s, not everybody. Some people just can’t do it, they procrastinate, they never quite get to work or they’re too busy shopping online. Teo, pay attention if you feel that you have the personality than what what’s the first step. I mean, imagine you have to have some money to get started. I think you have to think about what you’re earning now and either how long you can go without an income or what, at a minimum, do you need for the first year? And if you’re really conservative as i am in some regards. Maybe over three years, how much would you have to generate in order to maintain a lifestyle that you would feel comfortable with? And don’t make the mistake of thinking that when you work for non-profits as a consultant, you’re unnecessarily going to make more than you did as a salaried person? That’s something we haven’t talked about yet? It is not written that because you’ve become a consult, buy-in you will make more than you did before? No, not necessarily. Maybe if you’re at the lower scales of not for-profit employment, you will, but i see top people who were making two, three hundred thousand dollars a year laid off their very unlikely to make that as a consultant any time soon. Okay, the balance would be, i guess, quality of life, the balance is quality of life, and i think along those lines in deciding whether you want to be a consultant, decide whether you’re going to be regional and sleep in your own bed every night, or whether, like me, you get hives if you don’t get airline tickets twice a week, so this is sort of leading to marketing, which is which goes to the point. You’ve mentioned twice, is different to get in and versus staying in. You’ve got if you’ve got your first one or two clients, you’ve got, you’ve got to keep it up. There are really three pieces that have to be balanced out once you decide that you’re in this and you’re working at attracting clients, some marketing and branding is obvious of obvious importance website and so forth, so so within that you have to be willing to self promote right, you can’t be can’t be a shrinking violet really modest about your ability and what you can learn the value you can add through. No, i think, you know, and i think you need to have a track record that’s why i send people back to the office who haven’t really got the experience or a specialty or whatever. I regard myself as a generalist dahna with a an inch inch deep in a mile wide, and you can consult that way because you can hand off to specialists as need be, but certainly marketing and branding is one piece serving clients, of course, is the most important piece because the first client leads to the second and into the third and so forth, and of course, you have to manage a business and buy-in once you hyre receptionist, you’re a totally different game. Once you have employees, you really are in business, and a lot of folks will tell you that and it’s true, once you have employees, you’re working for them. They’re not working for you so it’s a totally different model than if you’re just by yourself. Bring calling yourself a consultant, which sounds like a way to get started because you don’t have that overhead. Right with hank goldstein and he’s, the author of the association of fund-raising professionals monograph. So you want to be a consultant? Let’s, talk about serving those clients because you made the point. Client referrals are critical and very inexpensive. Way to get the next client, right. Some of the most common way, ninety eight percent. How can you make sure? Oh, is that right? I think. It’s all word of mouth. Okay, i know there’s. Certainly in my practice, right? How can you make sure that you’re going to serve the clients? I mean, aside from having the experience service servicing multiple clients at the same time is a delicate balance it’s a delicate balance. And i think that for me and this may be oversimplified and we only have a limited period of time. I think the most important thing and serving a client is to make the correct diagnosis. The problem they come in with is almost never the problem arika and understanding what the problem is is ninety percent of the solution. It’s when you go to the doctor when she or he makes the diagnosis correctly, that’s most of the cure because then they give you a bunch of pills, but if they make the wrong diagnosis and they give you a bunch of pills, you’re not going to get better. I think it’s the same with serving clients, figuring out what it is they’re actually looking for, whether they understand that or not, and then delivering that that to me is the essence of the practice and that’s above the neck. It isn’t running around looking busy, it’s thinking it through and advising accordingly. Yeah, there are mechanical things to do in their important, but the first thing is to understand what the client really needs. So how come the c suite? People in a. Non-profit don’t understand what their problem is. They talk to themselves. Okay? What do you mean? Well, it’s, easy to too insular. I think very often, i think very often there’s insularity. I think that very often there trying to read their board and deliver what the board expects them to deliver hyre training to the test, so to speak and a cz organizations grow, they developed what i call hardening of the categories and it’s less possible for them to think freshly. One of the great advantages you bring as a consultant is your gut and your enthusiasm and your experience. But most of all, your honesty not to be a nice guy, necessarily. You don’t have to be a bad guy, but you have to be willing to tell the truth. And oddly enough, people don’t always like to hear the truth. If they look fat in that dress, you have to be able to tell them that, and they don’t always want to hear it on dh the they’re often more receptive to that difficult to hear message when it is an outsider who they’re paying a fee to versus somebody on the inside is a staff person, right? I can’t tell you the number of times i’ve been in a situation where someone said, but you know what? I’ve told them that, but they won’t listen to me. They’ll listen to you that’s because you’re outside, yes is very important to have that independence, but got to make the most of it and that khun b o okay, well, forget what i was going to say. What do you mean, make them? Well, you have to make the most of it by being a good consultant. You have to listen, we’re not in listening mode right now. We’re talking, but i’m listening. I know you are, and i appreciate it listening to what the client says help to make the right diagnosis, listening carefully on not just popping off. So when you do deliver a judgment it’s considered even if you i had a hypothesis before and turned out to be exactly right, you try to hear it through before you deliver a sermon about what they should be doing. What did you say your name was? No winkelstein i’m listening gets harder and harder, so the part of what i was going to suggest is that this can also be very gratifying. As a consultant, because you can bring the perspective and there’s a greater likelihood that it will be heated. It’s a great insight that we haven’t talked about that there’s a great satisfaction in helping folks, but you have to also keep in mind that a client has an inalienable right to reject your advice, and they do that about fifty percent of the time. So the best thing you can do is deliver it and hope for the best. Very often, i find myself way out in front of my client on a particular matter, and instead of being either egotistical about it or frustrated about it, you accept them the way they are. You try to bring them along, but it’s very important that you respect their perspective. So even with that limitation is very satisfying to be changing the world let’s, talk about some of the harder side the financial side of this. You said that one of the early questions you get, you can read it in people’s faces. How did they not so much what to charge yet? We’ll get to that. But how do you decide how you’re going to charge for your time? To clients, yes. What i tell people or advised people who are thinking about this question about what am i going to charge? What salary would you like to be able to maintain? Just take a number, whatever it is, one hundred thousand fifty thousand seventy five, whatever it doesn’t matter, add thirty percent for taxes and maybe some benefits, or even thirty five percent. Um, where you going to sit in your garage or in your kitchen? Or you’re going to have an office? What other expenses air? You’re going, tohave. You gonna have to upgrade your computer. You’re gonna have to have new phone lines. Figure out a budget for do-it-yourself when you have all of that done. That’s your base that’s the amount that you have to cover. That’s the nut, as we say and that’s where you that’s where you start, everything on top of that is money that comes into the business. Remember that you have to market it and branded buy-in you have to be able to find clients. And sometimes that means traveling, which is not compensated. You have to spend time writing proposals that are not acted on. You have downtime on you have to. Build into your fee the fact that you’re not able to deliver five days a week, every single month if you have an application rate of seventy or eighty percent that’s sensational. And what does that mean? An application? Right? Well, that means that even in a place like mckinsey, they can’t keep an employee an associate one hundred percent of signed, even a law firm can’t keep an associate or a partner one hundred percent of sign there’s certain amount of downtime, that’s not covered. And you have to build that into your structure. I wanted i asked you because i want to keep you out of jargon jail on this show. We have judge jails in jail. No, i hope i haven’t gone near no. You traded closely. But i kept you out most. Most people i could do that for. Thankyou. So in just a minute or so that we have left all these factors go in to deciding how you’re going toe. How you’re going to charge for your time. Yes. And then you know how much you’re going to charge, right? And then you can divide it anyway. You want you can divide it by day, hour week, however, and charge accordingly, i generally i i prefer a per diem it’s, easy for clients to understand. It’s, easy for me to understand. I was a liberal arts major. I’m not real good at math, so i know that labbate that works for me, okay? Hank goldstein is the author of. So you want to be a consultant for the association of fund-raising professional he’s, also principal partner of the orem group consultants to non-profits hank, thank you very much for being a guest, thanks very much. Been a pleasure. We’re going to take a break when we returned. Tony’s, take two, and then i’ll be joined by jonah, helper of the nextgencharity conference. Stay with me. Dafs 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 hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharpe, 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, stopped by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications. That’s the answer. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com no. Welcome back to the show. Time now for tony’s. Take two at roughly thirty two minutes after the hour, my block post from last week was separate the juice from the pits. Juicer in a restaurant that i like on twenty third street organic. I saw it and i saw in action and it got me thinking about fund-raising and how you should allocate your time to things that are valuable, the juice and disassociate yourself from things that can be big. Time draws the pits and it’s getting a good number of comments. So that’s what? I want to talk about it again this week, someone sheila bonem sheila recommended. She suggests the daily five that you always make five calls to donors every day, irrespective of everything that’s going on around you. Your goal is to always do at least five calls a day and those other things that could be going on around you. Could the administrative requirements you know, meetings could be volunteers sort of committee work that can take a lot of time, but she always tries to make five calls a day. Two donors toe. And also i think that probably helps ground her. In what her riel work-life needs to be, it could be very centering. I think nancy, in the comments on the blogged, shared her bless and release approach, meaning that you have to recognize when a relationship isn’t going to be fruitful and, as i said earlier, sort of start to disassociate yourself from that person or that relationship could be a corporate relationship to not necessarily individual person. So some very, very good comments on the block this from last week’s post the post again to separate the juice from the pits. Um, your time is valuable and it’s limited and that’s basic message you’re not just going to find time, you have to make it so make it an allocated wisely. And my blogged as always, is that mpg a dv dot com with now jonah helper in the studio. Very pleased that he’s with me. He is co founder of the next-gen charity conference along with our e t men who couldn’t make it today. And jonah is a consultant to non-profits his company is altruicity jonah helper. Welcome to the show. Thrilled to be here. Thank you. Pleasure to have you now. And i want people. To know that this show my show, by the way, it’s twenty martignetti non-profit radio because you’ve forgotten the name of the show that you were listening to, um, we are a media sponsor of the next-gen charity conference, but sadly, yes, you are with you from the first last year, and we’re going with you this year too. Why did you and ari start? Nextgencharity last year short, i was a professional fundraiser for the better part of ten years right out of school, twenty years old started doing it and loved it. Absolutely that i actually my first job, i didn’t even realize it was a fund-raising job. It was called the campaign job, and i thought it was political. I get there, i find out it’s actually fund-raising but but what i what became really my calling was the education piece of this? What happens is if you’ve a donor and you want to get from zero to ten thousand dollar gift there’s an education that happens. There’s a buy-in there’s ah there’s, a riel passion that you’re trying to convey over to this individual getting bought it and that’s what excited may andi throughout my ten years doing fund-raising i began to see a knowledge gap. I saw that the big organizations where i was trained was trained in the jewish federation system. Established been around one hundred years. You know, incredibly, you know, incredibly successful, sustainable organization. But what i found was that became very insular, very kind of focused on on who they were. I’m not really looking outside some of what goldstein was saying earlier. Precisely. I definitely identified with that on dh. You know, being young, definitely the federation system. I was on the news on the young end of the spectrum, i began to realize that the big organizations were not looking outside of their usual peripheral vision on does great things to be learned from all people. In fact, everybody does some things right. And if you believe that to be the case, if your antennas are up, you begin toe look, successes that happened outside of your organization, or even your industry, or even outside of the non-profit world. And, you know, being somebody who is constantly looking toe learn, i felt that there was this need to develop something that would be built around ideas, you know, and then ultimately became a conference around ideas my men ar e he was on the committee of mine when i was working for a special needs organization. He was there very vocal kind of that loose cannon on the rolling deck spoke his mind was very opinionated, but a lot of the same things that we were a lot of the same issues that we had in the nonprofit world. We realized that we have this common interest to see this education happen and kind of over a falafel or swarm on whatever it is. It was almost like that cliche, right? The business model on a napkin, and we said, we can do this. We were inspired by other conferences, but like the ted conference or gel where they were built around ideas, they weren’t built around certain institutions. It wasn’t just for fundraisers or wasn’t just for marking people wasn’t just united ways it was basically, if you have something innovative, something is game changing. We invite you to come and share that, whether it’s on stage, you know, whether you’re one of our successful presenters and you get on station share that or even in the audience. I mean, we have great, great audiences with people from all over, from startups to meet major marquis names. And they have a lot to learn from each other as well. Now, i am disappointed that you didn’t know that between short on dh, full off. Now. I’m very one is a deep fried, and the other could be lamb or chicken. So you mentioned ted in jail that next-gen is based on those models? What makes next-gen a different type of conference. Okay, so the conference that most people are familiar with is the type where you may have a general session with some big flashy name that would be like a draw, you know? Wow, they no one, you know, keynote for the day, the plenary session precisely, and sometimes that person has some real value to add and sometimes it’s purely the name. And then most of the conference is built around workshops, workshops to teach you how to be a better fundraiser, better market or better, you know, keeping employees happy for whether it’s middle, middle management or wasn’t where, whether its executives, that idea is to train them and have them in these workshops, and that happened throughout the day. The ted model andare model is to just have short innovation, innovative or game changing ideas shared on stage, like a broadway experience where instead of having workshops it’s that kind of general session or the keynote session, we’re taught where presenters speak on ly for up to eighteen mini snusz because that’s pretty much persons attention. Span. Oh, so that’s the longest long longest will hear a speaker is eighteen minutes exactly. And in fact, that speaker has a countdown clock on there on the stage. The countdown accounts down from there a lot of time so they know exactly how long they have. And for these presenters, these are people who have successes. Some are big names and some are not. But they have something that will really change the face of philantech. This is what you said earlier. Everybody does something. Well, precisely. Maybe some of us do most things well, but everybody does something well. And so you found what? People’s niches. Andi invited them to speak. It’s definitely curated. I mean, we we we we have a lot of focus on making sure that it’s the right person on stage, they obviously have to be eloquent and be able to convey their idea. There’s a lot. People of great ideas but may not be right to convey it, but at the same time, we want to give people a certain but a little bit of focus. Even though it’s not workshops, we want to unite people. An idea that they’re going to. Get something specific out of these presentations, so the theme the arc of the day this year is educate, inspire impact so educate focuses around the education system, but also about how knowledge and powers our decision making on about how constantly having your intent is up makes a world of a difference. I mean, a lot of us take that for granted, but if you’re not if you’re kind of in your tunnel, if you have that tunnel vision and you’re not looking around you, then you’re not in a learning mode. S o, you know, educate is one one aspect, and then we have inspire, which is, you know, anyone who gets into this business in philanthropy come in and come into it with great deal of passion, you know, my father is a partner in the firm, right? I’m sure unless it’s in the rules that, you know, children can’t work for the family, but the business for the partners, that would be something i could easily get into our investment banking. I mean, if i’m a good fundraiser from good at raising capital for non-profit, i might be good at raising capital for a hedge fund. And a lot more money to be made over there, so people who get into this line of work are doing it for a bigger reason than the paycheck s o they get into that, but when you start getting down to the nitty gritty and you’re dealing with the paperwork and you’re dealing with all the, you know, the more monotonous aspects of fund-raising or development or whatever you’re doing in the organization, you need to kind of really reignite that passion and remind yourself why you’re doing what you doing so that the inspire pieces there as well, and then the last one is impact there’s a great deal emphasis nowadays on accountability for organizations to say, you know, we’re going down this route, and we have measured reasons for doing it. Labbate a lot of every organization has noble aspirations for what they’re trying to accomplish with our mission, but i believe it’s, melinda gates who said it’s bowling in the dark, you maybe bowling for those pins, but if you’re not, if you don’t know where throwing you might not be being, you know, as effective as you can be, so we definitely have a focus. This year on the impact component as well and and what that means for the organisations in attendance, there’s a lot of conversation in the non-profit community about impact of i’ve had ken berger on ceo of charity navigator talking about impact and outcome measurements had an author of the non-profit outcomes toolbox on talk about the same thing, so impact of of the three i know that impact is a lot of what i’m hearing in the absolutely absolutely absolutely so so how many speakers they’re going to be on a two conference it’s amazing, you know we have right now, i think sixteen or seventeen, we always end up getting a couple aa couple late stragglers people kind of want to see how it all looks and then say, okay, i’m interested in doing it. It’s it’s a numbers game like in fund-raising we have our wish list, we ask our wish list and plenty them say no, but the ones that say yes, we celebrate in the office and ones that say no is just one more no before yes, we’re going to keep pounding them so the audience is going to see roughly eighteen speakers eighteen to twenty three bodies in the same argast ditore, iam speakers just come on and off the stage, you expect the theater. It’s it’s actually properties to the tribeca performing arts center. So it’s it’s, where they do the tribeca film festival, it’s, a it’s, a it’s, the real deal outstanding. My guest is jonah helper, co founder of the nextgencharity conference. We’re going to take a break, and, of course, john will stay with me, so i hope you do, too. 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. This is tony martignetti aptly 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 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 hyre your 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. Told you. 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. The nextgencharity conference two thousand eleven is november seventeenth and eighteenth at the tribeca performing arts centre. You could get information registration, but next-gen charity dot com. My guest now is jonah helper he’s, cofounder of the conference. Who are we goingto see among these eighteen speakers coming across the theatre stage? Sure. All right, so some of them are big names. Craig, you mark from craigslist, who i believe was on your show was a guest on the show. Yeah. Talking about then he was talking about craigconnects. Okay. So what’s he going to focus? Well, obviously, craigconnects is one of his more recent projects that he’s doing he’s. I believe it was insider information, but i believe he is doing a talk on customer service. He kind of views himself as a customer service expert. And he has some really, you know, creative and resourceful things to share a two conference. And then we have other individuals, like dr peter diamandis, who is the founder of the x prize foundation. That is the foundation that gives big pools of prize money towards certain campaigns of innovation. So they want to get private spacecraft into space without, you know. The use of, for example, nasa, but to rely on ingenuity and teams a big pool of money, whoever could get into space, you know, fulfill a certain number of criteria and come back down, you know, alive and safe and that’s one of the projects that they’ll fund if they’ll find that they do something built deep sea exploration, their board is incredible if you look at their board, i mean it’s it’s, larry page from google and it’s james cameron, the director, obviously has the deep sea water thing don’t for him. It’s it’s, a real he’s got incredible board and so he’ll be talking at our conference about, you know, pushing innovation. We’ve got marc ecko who’s, a famous fashion designer echo unlimited here in new york city. Ah, he is a champion of ah breaking through bureaucracy he’s incredible, incredibly talented at spreading the word and also rattling the cage. He did a couple things definitely just google his name and see what he did to air force one. I’ll leave that as a teaser for you. How is his last name? Spelled e c k echo. Hey, is he has an organization on called unlimited? Justice that is, that mission is to stop corporal punishment in class and believe it or not, in twenty or twenty two states in the us, it’s still okay to hit a child in the classroom? The same states it’s it’s illegal to hit a prisoner in the prison system, but you can smack around a kid on dh that would sound like something that would be easy to change, you know, go to the you know, whatever it takes, we’ll go to the powers to be in the city in the state and say you can’t hit kids but it’s not so easy. This tremendous bureaucracy and he’s already gotten two states to change thiss wanted to put in a ruling to effect a law into effect that you can’t hit hit a kid in the classroom. So he’s another person who’s presenting we definitely have other unconventional ones. Teo neil strauss, famous journalist for the rolling stone magazine hey also wrote a book called the game, which is for for ah kind like the bible for how to pick up women he’s b he became the number two pick up artists in the world he was under taken. Under the wing from the by the number one in which for so we could write this book, he wrote this book tremendously successful, and we’re having him talk about how to seduce your donor. Oh, excellent, yes, it is interesting because you can go to a conference here in here from a gazillion fundraisers or consultants on how to fundraise. So we thought, well, how do we approach is from a new direction, you know, it’s about relationships and fund-raising about relationships and why don’t why don’t we have somebody? Who’s, an expert on relationships in a kind of a sexy, offbeat way? Give a talk, you know, to that end so definitely you can go online, see the full roster that we have, and we’ll be adding a couple more between now and the conference in november seventeenth. So, you know, we’re very excited with our ostro’s here, all right, and it’s eighteen to twenty speakers on that first day in november seventeenth and then what’s the second day eighteen okay, so the second day is very not traditional for unconference most conferences have predetermined workshops, you select rich which workshop you want to attend, so between the nine and eleven hour in the morning you could choose between four or five different topics sometimes, you know, i don’t know which one to go. This is very different. This’s calling unconference or open space. The model isn’t isn’t created by us, but it’s something that’s still not heavily adopted in the conference world. We’re basically attendees come no pre assigned agenda no preassigned workshops, they come and basically it’s a new agenda developed by the people who comes. So i get to the room and i say, okay, you know, i’m having problems of my organisation with donor attention or another person comes along and says, i’m trying to get volunteers how do i get volunteers? They come into the room big ballroom, big giant like three m giant post it notes they can write their issue and different a lot of areas in the room, they can post their issue, and then people congregate. Either they have answers, or they might have similar questions, and they can network around those issues. So it’s kind of organized chaos where where they come in and they and they get the solutions that they need andi network on a high level you know, we’ve all been to conferences with networking the conversation khun tend to be very superficial. You know where you’re from when you go on home. What did you have for breakfast? This is networking in its finest form it’s around the issues. And so do you know how many issues will you’ll be able to accommodate what we have? I believe we have the ability to accommodate ten issues at a time we have in the big bar and there’s these ten pillars which kind of create these natural pockets for people to congregate around. And we’re gonna let people post their their issues around these areas. We wanted to be organic. We want people to be ableto get the solutions that they need. And we’re not going to try to put a square. You know peace in a round hole. We want to give them the ability to say this is your programme. This is your agenda. This is your networking event. Get the solutions that you need, not the ones that we think you need. And how many blocks of time do you have allocated, teo? Ten topics per block. So? So basically the you know, the whole of the second day the conference, which actually is at the broad street ballroom, which is about a mile away from the tribeca performing art center, which is on day one, the broad sea ballroom wait, we’re going to be in there from nine a m to one p m and so the first two hours is going to be focused on this this unconference a smile where people can write their issues the second two hours with lunch in between is going to be industry round tables. So if you are in the health, carrie, you know, area of philanthropy or if you’re in education or if you’re in sciences or the arts, whatever it is, you can network with people in your industry so instead of it being a random experience at another, not another conference, you’re able to congregate with other people who are in your areas of expertise and then have these, you know, with these around table captains or hosts from the attendees lead the discussion with that with that round table group in each of the you know areas and the conference is the next-gen charity conference it’s november seventeenth and eighteenth with the second day being an unconference it’s ah, at the tribeca performing arts center on day one and jonah what’s day to where’s the forty, forty one broad street is the broad street ballroom. You could get information about the conference and registration at next-gen charity dot com. And as i said, this show is a proud media sponsor. You have one more thing to absolutely, you know, because you were one of our earlier doctors. Well, you know, we’ve made early adopter discounts available to attendees, which are no longer available because you were an early adopter. We want your audience and your friends and your colleagues to have that early adopter price. So if use the tony radio as a discount code, check out, you’ll take three hundred dollars off the price, which isn’t available to anybody else. Can i block that? Absolutely. Tony radio. Tony radio. Any idea? Check out. Excellent. Thank you, jonah. Thank you very much for being a guest. Andi, i also want to thank hank goldstein next week. It’s going to be year end giving tips. That’s going to be the subject. But i don’t know yet who the guest is. Going to be so if your ah fan of the show on the facebook page, you will find out, but that’s going to the topic next-gen next week, you’re in giving tips, and then scott koegler, our regular tech contributor and the editor of non-profit technology news is going to share the latest in tech for your shop. Keep up with that’s coming up for pete’s sake. Sign up for the insider email lorts on our facebook page. It’s, facebook dot com, of course, and then the name of this show like us click that like button you can listen live or archive you’ve been listening live listen archive it’s on itunes every show is archived there. Find our itunes paige at non-profit radio dot net the creative producer of tony martignetti non-profit radio is claire meyerhoff line producer and the owner of talking alternative broadcasting. His sam liebowitz and our social media is by regina walton of organic social media. Help you be with me next week for talking altum at talking alternative dot com the show tony martignetti non-profit radio always big non-profit ideas for the other ninety five percent next friday one to two p, m eastern. Well. Think think, think, think, think, think, think, think. You’re listening to the talking alternate network. You waiting to get a drink? Cubine duitz looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? 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