Tony’s guests this week:
Steve Daigneault, senior vice president at M+R consulting.
Also, Maria Semple, our prospect research contributor, The Prospect Finder, and author of “Magnify Your Business: Tips, Tools and Strategies for Growing Your Business or Your Nonprofit.”
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:
Norm Olshansky, consultant and co-editor of “You and Your Nonprofit”
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 and today’s friday, october nineteenth. Oh, i very much hope that you were with me last week. It would cause me pain and distress if i learned that you had missed last week’s show, which was your end campaign clearness from the blackbaud conference b be gone earlier this month in maryland, the conversation was with a panel, and they revealed tips for your year end campaign also compensation clarity. Jean takagi and emily chan, our legal team, were with me to explain how you determine what’s reasonable compensation for executives. What happens if the camp is excessive and what’s that automatic penalty that kicks in if you don’t disclose benefits? Plus we did our board role play, you’ll recall, i believe i stormed out of that meeting uh, this week leadership normal sanski, consultant and co editor of you and your non-profit shares his advice on non-profit leadership, his premises everything starts with leadership and linked in news. Maria simple, the prospect finder and our regular prospect research contributor, has two new offerings from lincoln board connect. Helps you find the right people to serve as board members, and reasons to call reveals touchpoint ce for making contact with the people you want to talk to. Between the guests on tony’s, take to my blogged this week is the modest are more generous. If you’re on twitter while you’re listening, then you can join the conversation using our hashtag non-profit radio. We take a break and when we return, i’ll be joined by normal sanski and we’re going to talk about leadership. Stay with me. You couldn’t do anything, including getting thinking, you’re listening to the talking alternative network, get in. Nothing. 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 nj 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 are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. Will answer your questions on divorce, family, court, co, parenting, personal development, new relationships, blending families and more. Dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever. Join us every monday, starting september tenth at ten a m on talking alternative dot com. You’re listening to the talking alternative network. Well. Welcome back. This is big non-profit ideas for the other ninety five percent. But you knew that joining me now is normal. Sanski he’s, the president of n f p consulting resource is he’s, also a senior consultant with the bob carter companies. His clients over many years have included botanical garden, national membership associations, religious organizations, hospitals, public and private schools, museums and arts organizations. Norma’s joining me from sarasota, florida norm. Welcome. Well, thank you. Nice to be with you, tony it’s. A pleasure to have you. Thank you were talking about leadership on dino. You start with the premise that everything starts with leadership. Let’s, start very general and have you tell me what is a good leader in your mind? Well, obviously, when we’re talking about non-profits a good leader, and when i say leader, i mean either volunteers or staff, uh, the key is obviously a commitment and passion for the mission. I mean, it all starts with that. And then it it’s a question of of people who are serious about the business of non-profits there’s some but there’s a whole lot of, uh, skill and science related to non-profits but there’s also the art the relationships of uh, that are involved in a successful non-profit so having a combination of both people who are willing to take some risk, but also who are creative, who can establish and bring in additional people who are passionate about the organization and it could bring resource is and talents that are necessary to be successful. And i love that you start with the commitment and passion, but obviously that’s not sufficient that’s it’s necessary, but not sufficient many, uh, organization that had very committed and passionate people who knew about the mission failed because they don’t have the skill and the knowledge of the relationships, the influence or the leadership necessary toe taken organization to ah level, where could be sustainable? And this is a business you mentioned being serious about the business. You do have to have a business sense and run run this organization like one. You know, a lot of people don’t realize that talk about non-profits but not profits are corporations non-profit is a status of the i r s but when you talk about a corporation, any business to be successful has tohave the components and the plans and the leadership. Behind it that they’re going to make things happen and, you know, so marketing is as important to fund-raising and, uh uh, financial development and budgeting, all of those things that businesses have to deal with are the same that non-profits have to deal with. I think people get a stark surprise when they learned that the first step to creating their new charity is incorporating in the state that they want to be in that just to just reinforce your point. This is a corporation it’s, a not for profit corporation, and you have to incorporate and there’s your first your first introduction if you hadn’t realized that, uh, this is going to be a business, you know, and you will know and have written about extensively, there are regulations that govern corporations and their specific regulations that govern non-profit organizations. Yes, i’ve heard rumors to that effect. I do a lot of work around charity registration, that’s one narrow small compliance area for charities um, and there were many of the state and federal level, so the so the sense of being a business i think is is shocking to a lot of people who come into a a new charity with that passion and motivation for helping people but they they don’t realize what they’re into for the long term and in its agriff it aggregate the non-profit sector is one of the largest corporate sectors in america. When you look at total assets, total income, total number of employees um after retail and manufacturing, the non-profits sector is the third largest in the nation. Interesting, excellent. Okay, so let’s broaden little bit. We don’t because we don’t want to talk just about people who are starting a charity. So leadership, as you said, of course, staff or volunteer. But with staff, this could be well, even volunteers. This could be leadership at any level, right? We’re not just talking about the executive director and the chair of the board. No. Leadership is key at all levels. From your receptionist to the person who answers the phone to the people who were involved in strategic planning, uh, from top to bottom. Everybody needs to contribute their leadership capabilities for an organisation to be successful. Interesting. You mentioned even the, uh, the receptionist? Absolutely. Absolutely. The receptionist is usually the first contact that a person has with an organization, whether it be a client, oh, a member or a donor. And if that if that contact is not one that is receptive and, uh, customer friendly and doner makes into account all sorts of dona relationships, then you’re starting off on on, ah, negative to begin with. So, uh, everybody needs to do their jobs well, understand how they fit into the overall organization and the importance that they play towards the success of the organization going forward way. We’re going to take a break, of course, normal. Sanski stays with me. We’re going to have a chance to talk more about these volunteer. I’m sorry about the leadership topics and get into some recruitment and and relationship building in succession topics all around the book that he co edited, yu and yur non-profit stay with us talking alternative radio, twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam 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. Buy-in are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology, no reality, in fact, its ideology over intellect, no more it’s time for action. Join me, larry shot a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business, it’s, provocative talk for the realist and the skeptic who want to go what’s really going on? What does it mean? What can be done about so gain special access to the ivory tower? Listen to me very sharp, your neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s, ivory tower radio, dot com. Every tower is a great place to visit both entertainment and education. Listening. Tuesday nights nine to eleven. It will make you smarter. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com shit. Welcome back, big non-profit ideas for the other ninety five percent um, norm let’s talk a little about the the art of leadership that you mentioned not only the business side but the art what’s involved there. Well, clearly part of the role of a leader, a true leader is to be able to motivate others and motivating others means setting and being a good role model, being a good listener, being a person that allows others to bring to the table their talents and skills and knowledge and fuel ownership to the overall venture. So a true leader is somebody whether it’s, a staff leader or volunteer leader, is someone who engages others who is a role model, who’s says follow me because i’m willing to do anything i’m asking of you, uh, who sets the bar high expectations high and is a, uh a gung ho uh, passionate about the organization. So, uh, when we talk about people who have influence people who are charismatic, they’re your best best leaders in an organization if they also know how to relate to people and engage people in a positive way. Let’s, apply some of this too, recruiting you might. Be recruiting staff or you might be recruiting volunteer leaders. What are what are some what? Some of the actual tips you know that we can we can convey the listeners around recruiting the best people for your for your organization? Well, there’s so many, many things to consider and as as we mentioned in the book that’s put out by charity channel press, when you’re looking at, uh, recruiting leaders, you’re looking at both sides of the equation, people that are going to bring skills or re sources that are needed for the organization and people who could be team players, people who care passionately about what you’re doing and people who are, uh, going to keep the interests of the organization above their self interests. Now, how do we recruit to find those attributes? Well, typically, volunteers are engaged in an organization at all different levels and based on the way they perform in their entry level rolls, uh, people then are elevated into positions of more responsibility in terms of professional staff. You’re looking for people that have a particular skill set that you need, whether that be in the back office or whether that be in fund-raising whether that be in operations or service delivery um, and then people who fit into the culture of the organization too often way neglect the fact that every organization has its own history and background and, uh, relationships that have existed over ah short or long period of time and bringing people in who don’t fit into that culture can be problematic, so personality becomes a critical factor over the buggles. So are we basing a lot of our recruitment on on instinct then as we ascertained somebody’s personality while we’re talking to them? Yeah, it’s some of it is instinct of people who’ve been around a long time, and i’ve been involved in human resource is develop uh uh, the instincts, but the instincts or developed based on science, for instance, you don’t want somebody who is always in need of socializing and as always, needs to be around people in whatever to be sitting in front of a computer all day. Likewise, you don’t want somebody who is that academic focus type of intellectual, um, to be the one who’s going to be in your sales force or marketing or, um, uh fund-raising areas so personality is as much as important as looking at the actual skills set that someone brings to a job all right, i have had a couple of guests on who, when they’re interviewing people liketo recommended asking about impact, much the way donors air looking for organizational impact. What impact did you have in a difficult situation and listen to stories about how they dealt with people? Dealt with a difficult situation may be difficult person and what the what the outcome was there there you no good interviewers can develop scenarios where they can see how well people handle themselves on their feet thinking quick, but also how open people are, because a lot of people, um, will in an interview especially they want to project the best possible scenario for their own employment and chances of getting that job. And, uh, if they’re not, if you don’t find, uh, the humanness of a person, the ability to recognize what they don’t know, they’re our willingness to acknowledge some of the things that they’ve they have not been as successful with. Yes, you know way all have our strengths and weaknesses and it’s so important in a work environment that you have the type of employees that could be very upfront and candid and and have a lot of self awareness as to what their skillsets are what they need to learn more about and the like. So, that’s, what you really want a probe in an interview to see how comfortable people are and knowing that interviews or stressful situation. So part of what you’re doing is seeing how people handle stress schnoll once you have recruited the types of staff and volunteers that that you’re aspiring to, you need to keep them motivated about their work, and i think that’s a lot of leadership also there made their difficult times there’s going to be fun times there’s going to be tensions? Ah, leadership a leader needs to manage in all these different environments. Yes, and a good a good leader any good professional, in fact, eyes always looking for additional knowledge. Uh, additional resource is, uh, how to do there roll their job better. Um so organizations that encourage, uh, training and in service and education and opportunities, tto learn are the organizations that are the most sustainable and successful one of the things that we’ve learned in human resource is that job satisfaction is not as highly related to compensation as it is to people feeling that their position and an organization is recognized, that job that they’re doing is meaningful and that they’re given opportunities to grow and learn in their roles. Yes, that’d be a volunteer work staff. Yes, and i’ve seen survey results or study results about that in the popular press again, that job satisfaction doesn’t come primarily from compensation, but from feeling of feeling, of belonging and membership and commitment that that the person feels for the organization and that knowing that the leadership feels toward them. One of the biggest problems i see is that non-profits too often are are so heavily focused on problem solving that they forget to celebrate their successes and, uh, encourage others, uh, to recognize everyone’s participation and involvement in an organization on dh their role in that success, it’s, not just the board chair and the ceo that are responsible and should be recognized for the success of an organization you mentioned education and training, but in bad times recession or just lean times for an organisation, irrespective of what’s happening in the macro economy, those are things that tend to get cut pretty quickly conference spending bringing consultants for in for training things like that tend to go get cut pretty quick. Well, that that is true, and it is a challenge, but like with anything in the nonprofit world, challenges can be overcome. There are many non-profit resource centers and, uh, universities that offer free workshops, there are opportunities through professional organizations in the light to get mentors for staff. There are opportunities even for a portion of every board meeting in tow have, uh, learning experiences. So the problem is that organizations that are not strategic are not going to be as success was they could be, and part of being strategic is thinking forward, how am i going to help develop my staff and volunteers so that they’re going to be able to take on the challenges that we’re going to be facing going forward? And if you’re not thinking ahead and only thinking about putting out fires? It’s ah, problem and that’s a challenge in this economy because so many organizations are struggling economically, so you have to think smart, act smart and use your resource is carefully, it all falls. To the little falls to the leader. I mean, for the organization to be strategic, the leadership needs to be right. But after buy-in throughout the organization on what that vision is and what that plan is. Yes. Okay, yeah, you know? Right. Yeah. I’m gonna correct myself. It doesn’t all fall to the leadership, but it all starts with the leadership. Exactly. Okay, that’s, that was how we started the whole conversation today. And that is everything starts with leadership. Andi, we’re going to continue the conversation. I just want to remind listeners normal. Sanski is a consultant and co editor of you and your non-profit published by charity channel press. Norm let’s talk a little about succession that we’ve recruited in. Hopefully retained good volunteers and good staff succession planning. And you want one of the articles in the store in the in the book is your own article on succession planning around volunteers. This is a critical, uh, um, teacher or component or requirement of non-profits to be successful. Uh, we mentioned earlier how important culture is and the history of an organisation and having people who understand that history and you have the experience is so if you do not have a good succession plan, you are of setting yourself up for dramatic changes every time. There’s a change of leadership, whether that be volunteer leadership or, uh, staff leadership. So having a succession plan, knowing what you would do in a scenario where a person leaves or persons term expires, uh, those things need to be thought out. Uh, we usually recommend that, uh, with the lay leadership that you have clear, um, succession in terms of if you have vice presidents, that there’s an expectation that the vice president or if you have multiple vice president’s, one of those vice presidents is being groomed to be the next chair of the board with staff that there’s cross training so that you always want to be aware of the mack truck we call it effect where if a key staff person is, is unfortunately in an automobile accident and is out for months or leaves uh, the organization that you’re not completely vulnerable, that you have others who understand what their job was. I could step in and help with that. So succession planning is critical. The other thing that a lot of people don’t realize is that when you’re involved with non-profits, we talked about the passion and commitment to the mission. Well, it’s also key what happens when people move through that succession plan and say someone was the board chair and now they’re no longer board chair? Well, they’ve been involved the years in a very intense way, and if they’re completely cut off, you could lose a very experienced leader. So how you work with prior leadership and how you help people with that transition is very important, too, in the article in the book goes into a lot of the issues related to succession planning the structures for that in the light. They’re also articles on my blogged specifically related to this issue and you block is that n f p consulting dot com uh n f consulting dot blogged spot dot com that’s, the block post okay, and the other is the actual consulting practice. Okay, i want to flush out a little more the the volunteer leadership succession because you do suggest that the past chair be active. Obviously the current chair is, and then also as you said, the vice president of one of the vice president is chair elect, don’t you now have three share people vying for leadership? Um, not if the rolls and the culture of the organization are very clear is to the responsibilities of leadership, and i can’t tell you how many times i’ve gone into organizations and found that they did not have clear job descriptions for each of the positions. Oh, job now, does that belong in the board’s by-laws, or is that elsewhere? No. That’s. Ah, separate separate item. You know, the by-laws usually have a very brief description of responsibilities of officers, but, um, uh, more complete, uh, job description. Just a cz you would have for employees. Should be for every one of the officers and board members of the organization where you have, what is their responsibilities? How much time is expected of them? Are they expected to make a contribution or to solicit funds? What are the events or programs that they should be participating in? Ah, what sub committees or task forces, um, are their expectations that they serve on all of those things? Should be outlined in a job description for volunteer leadership. Justice he would stab. Okay, andi, we have just a couple of minutes left, and i want you to share what your thoughts are around what, what it is that you love about it leadership topics and motivating leaders. Well, one of the things is a consultant is so very special is when you, khun trance, for the skills and knowledge you’ve experienced over ah, whole career to an organization where they are able to then go forward using those skills and no longer be dependent on the consultant. Uh, so really uh, uh, consultant and the wonderful way that i love working with leadership is you always start where people are at their never all at the same place, and once you assess where they’re at, then taking them forward to where they can be and helping them to have a vision of what’s possible eyes what’s very exciting because i’ve never met anybody in a non profit organization that didn’t have good intentions, but a lot of people in non-profits have no clue as to how to implement successfully their good intentions. And in just about thirty seconds we have left it’s got to be very gratifying to help someone achieve their full potential as a leader, no. Question. No question about that, and also so many people have helped me through. My career is just great to be able to give back whether it be susan consulting or publishing that’s, the joy of being what i would call a senior professional in the field. Normal. Sanski is a consultant and co editor of u n yur non-profit, published by charity channel press. He’s, president of an f p consulting resource is normal. One. Thank you very much for being a guest, my pleasure, and thank you for having my pleasures. Well, thank you, norm. Now we take a break when we return. It’s tony’s, take two and then maria simple, linked in news. Stay with me, 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 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 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 way. Look forward to serving you. You’re listening to the talking alternative network. Buy-in if you have big ideas but an average budget, tune into tony martignetti non-profit radio for ideas you can use. I do. I’m dr. Robert penna, author of the non-profit outcomes toolbox. Hi there, tony’s. Take two my block this week is the modest are more generous this’s known to a lot of people, but i just felt like paying attention to it this week because i’ve seen some recent press around it, especially around the chronicle of in the chronicle of philanthropy. Um, the research that consistently shows that people of modest means give a higher percentage of their income, then the wealthy do, i think that’s very interesting. And so at the macro level, not surprising, poorer communities don’t need a higher percentage of their income, then then wealthier communities. We find that across the south states in the south are typically maur generous as a percentage of income than, say, the northeastern states. And so that creates us curious generosity, divide and on my block this week i have links teo articles by the chronicle of philanthropy on this, and they also have an interactive graphic showing generosity throughout the country and that’s all on my blogged at tony martignetti dot com that is tony’s take two for friday, the nineteenth of october forty fourth show of the year with me now, as she is every month, maria simple maria, how you doing out there? I’m doing great. Thanks for having me back. Always a pleasure. Maria simple is our prospect research contributor she’s the prospect finder. You’ll find her at the prospect finder dot com. Her book is find your maria. Remind me what the name of your book is panning for gold panning for gold dahna prospects finding your best donor prospects now, thank you. I’m sorry. You have some have some linked in news for us. A couple of new offerings from linkedin. Yes. So one is directly from lengthen, and the other one comes from an approved development partner with linked in. So i thought these were both two really interesting developments that could be very, very useful for non-profits and we might want to, you know, give them a little time and highlight them and show people how they can use them, especially since they’re free. Okay, i love it. You always come with free on very low cost resource is outstanding that i’m always good for that you’re very well known for that. So let’s, start with the one that’s directly from lincoln that is bored. Connect that’s, correct board connect just launched. In the last couple of weeks, lincoln gave some announcements about it, and they have a website set up where people can learn more information and i’ll make sure i share that on your facebook page. But it’s non-profit and the linked in group two don’t forget the link down it’s right that way talking about lengthen your going to everything on facebook so the page that people can look for this is non-profits dot lincoln dot com and so basically at a high level overviewing let me give you an idea what it is. It is, uh, access to what they call their talent finder tool on it is a premium account level, and so it has a thousand dollar value, which is a kn annual value the thousand dollars subscription that can be obtained for free by one person at the non-profit um, so you really didn’t need to figure out who that one person is going to be that’s going to have access to this and let me tell you what with the tool can do, and then you might be able to envision you know, who would be the best connector at your non-profit you noto have this tool so basically it enables you to really look for board members, and i’m sure that tool can be used in other ways. But it’s really meant to help you find boardmember zina very systematic tearaway instead of sitting around at a board meeting and saying, well, who do we know that can help fill this gap? Let’s say you have a gap, you need somebody and maybe the financial services or accounting field, and you really would like to have that expertise on your board you can use it will give you expanded search capacity, uh, on your advanced search page of lengthen and we’ve talked about that the usefulness before of that page, but now it’s going to give you access to more search field so you’ll be able to really find to search the other great feature that it has is twenty five in males a month are included. So have we talked about in they’ll know we haven’t esso let’s? No, i don’t think so. We haven’t, so no, that is a way to connect directly to someone and send them just as it says in in mail and email, basically within the lincoln. Space ah, and you get up to twenty five per month. And they say that if you don’t get it sponte back from the person within seven days, you kind of get a credit back-up one typically you have to you have to have linked in pro in order to use in male. Don’t you that’s correct. So that that’s? Why? For for one and non-profit one person connected to the non-profit soak to really? I’ve talked to it. Some of my other colleagues who are you know who love linked in a cz well, you may from heart is talking about them before jerry tangle and mark help they were goes on the show. There were panelists with you one time that’s right that’s, right? And we really think that in order for this to really work well, the person who has this access should have at least three hundred fifty connections of their own and way think that the magic will really happen really at five hundred and up. So think through who at at your your non-profit would have that level of connections. Um, you might want to give the access to perhaps at the boardmember who? Might be better connected on lengthen uh, maybe the person in charge of your board, croup, mint committee or something like that. But it will give you access to this talent. Find your tool they have with bored connect there going to be providing some additional educational webcasts, and they have a group that they’ve started within lengthen called the board connect group. So you’ll be able to have a pierre network who are using this tool effectively. Ok, let’s, talk a little more about the details of it. How do we how do we go about using it? So as i said, you really access it through the talent. Find your tools through the advanced search page and having those more advanced search filters. You’re going to be able to also see expanded profiles of people who are outside your network. And maria let’s, just stop the advanced search tool. That’s was that’s in the upper right corner. Yes, that’s in the upper right corner. So you have a search box which would appear on your home page of lincoln. Just to the right of that. There is a clickable links called advanced search that that’s what you want? To click onto, and then many more, many more fields will open up for you, but only the person who’s authorized to use the talent finder tool. Well, anybody can it can access advance, right? Right. However, having the talent find your tool will get you more fields to search on. Okay, right, you’ll see you’ll see an expanded page over what everybody else was using donorsearch let’s say you’re really only interested in connecting with people who have maybe a title of cfo within a certain radius, but also you want to make sure that they’re within fortune five hundred companies or they have a minimum of two hundred employees, so you can really start filtering out and really coming up with a very concise list. Um, actually, jerry, just jerry stengel just did this very effectively for aboard the cheese on in in manhattan, and she blogged about it. Um, i don’t know if you’re familiar with beth cantor. She blogged about it. I’m beth cantor’s blogged on september twenty fourth, so that might be something people want to refer to cause she actually kind of goes about outlining how she used this tool her sir self to find some people who have a perfect match for for the board and she’s in conversation with several of those people right now. Excellent. All right, so jerry stengel blogged on beth cantor’s, a guest blogger on beth cantor was spelled k way also kind of highlighted. You know how jerry used this particular tool on a web in or that we recorded on october second, which is actually linked to that webinars also accessible there on the blog’s link. So on the best i mean, on the breast cam trying to, you know, let people know in a in a variety of mediums help. How can use okay, now what you mean the link to the webinar is on the best cancer blogger. Yes, you can also get you could get to it from jerry’s website venture near dot com, but you can also get to it from from that original block post that came out on a september twenty four. Okay, beth cantor is k and tr and the jerry stengel blogged where you can also find this is his venture near and that’s venture and e r dot com as if you’re a pioneer, but not that you’re near adventure, as in close to adventure ventured here like pioneer ok, so what has your own experience been? We’re talking about everybody else in the world what’s your own experience, but i was playing around with it for a little bit. I wanted to see, you know what would be, you know, the advantage of having all those additional search features and, you know, it really does greatly narrowed the pool, and you can really get a very nicely refined list of potential prospects that you want to reach out. Tio so really it’s been developed for, you know, trying to find talent, you know, for individuals that would be great. Boardmember cz individuals, that would be potentially great to be working for your organization, but also, you know, i like the fact that they have you can set up the searches, and then you can set up a ten search alert. So normally with a free linkedin account, you can set up three saved searches, but this will give you the capacity to save up to ten so you’re you’re saving your search criteria and then as someone new joins, link dane or changes their profile and becomes ah, search result for you. Then you find out automatically. Yes, yes. Lincoln will push the information to you. And you can decide to have that a search alert set up, say, to push the info to you once a week, if you like or, you know, daily. So it’s, really your choice on dh? I think that that could be particularly useful feature as well, you know, especially for non-profits that are in in a mode of really needing to revamp their board or they have a certain number of slots they feel they really would like to fill it’s a great way for you to set up the searches and have lengthened just pushed the information to you. Okay? And that’s all the talent finder tool in linked in which you’ll find through, give the earl again for getting started. Non-profit dot linkin dot com okay, cool. Yeah, they give a nice little overview, you know, tutorial, etcetera and what’s. Really kind of cool, too. If they give you fly that you can share with your board at an upcoming board meeting to really help educate them. How lengthen can help with with board recruitment. And so forth. So they really have thought it through in terms of how it can be useful for you is a non-profit professional. But how can you then share this message with your own board on? I love that you recommend that it could be a volunteer who you are, who you choose. Tio, have the special account that’s, right? That’s, right? I mean, the non-profit will need to go through, you know, supplying i believe their e i n tax number. Right there must be someone you know verified non-profit and force that’s getting this this access because it is, you know, with thousand dollar value, the annual value. So i think it’s fantastic that they’re making this available for the non-profit community at this level. It’s going to take boyd recruitment to a whole other level. Interesting. Okay, we’re going to take a break, and of course maria stays stays with me, and when we come back, we’ll we’ll see if there’s anything more to say about board connect and then we’ll talk about the other tool. That’s linked delinked in reasons to call stay with us. Talking. 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. 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 how’s your game want to improve your performance, focus and motivation? Then you need a spire 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. Maria simple is the prospect finder and she’s with me till the end of the show, maria, anything else that you wanted to wrap up about board connect that we didn’t say no, i think that, you know, if they visit that website, they will be able to get tons of great information there and overview and again, the slides that they might want to share with their board are located right there on that site. Okay, that’s valuable to yeah, you’re right sharing this with your volunteered leadership in with pre prepared slides. Very cool, yeah, reasons to call what’s that about so reasons to call recently came to my attention. I’ve been in contact with the developer this tool, his name is jeremy condi, and he is ceo of a company called depths mine software you what they’ve done is they’ve come up with this product that will allow you to sink your lengthen contacts and it’s looking for pieces of information related to feel sort of untilled out on a person’s profile, such as if they filled in their birthday information their company info anniversaries if people have posted that on their own lincoln profiles um and then it will actually bring to your attention and email you upcoming birthdays that you might have in your in your database of people, that you’re connected teo on lincoln but what’s cool is that you could also add new contacts into the system of people who are not on lengthen. So let’s say you have you no other family, friends, etcetera, contacts who just aren’t using the lengthen product you can still use this reasons to call and its reasons to the numeral too reasons to call dot com um, so i’ve been i’ve been using it for the last couple of weeks, and it’s been emailing me is the upcoming birthdays, birthdays today so it’s an opportunity for you to have a touchpoint with someone, right? And i remember, i guess it was on october fifth you had andrian nuremberg on your show, and she was talking about the importance of staying in touch with people understanding their preferred sensitive communication. So there’s a note field where you you can add that right in i recall andrea e-giving the tip of understanding to somebody like to be contacted by email, text, phone so you can kind of just pump that right into the notes section so that when it does come time to wish that person happy anniversary her happy birthday, or maybe their favorite sports team just did really well, you can. You can reach out to them through their preferred method of communication. Okay. Yeah, well, i appreciate your look, maria. Simple paying so much attention to the show. She remembers andrea nierenberg october fifth. Yes. Yes. Absolutely. Well, you know, it’s interesting. Because both andrea and on jeremy have referred back and my conversations with him in the past to dale carnegie and developing deep relationship showing you care about the other person. And isn’t that what really were doing and fund-raising and cultivating relationships? Really? Not only you personally with an individual, but with your institution. Andrea used to be a dale carnegie instructor, and i was so taken by all the advice that she had that i’m going to have her back. It’s already scheduled for november. One of the november shows. So, andrew’s, andrew’s going to turn and talk? I wanna ask her about dale carnegie. Um, but okay, so reasons to call. So it sounds like some of what they’re doing. Not all but some what they’re doing is similar to what facebook does when it lets, you know that someone’s birthday is, is this week or today, right? But, you know, on facebook you might not be connected to all of these professional colleagues, right? I mean, i know i’m not i’m not connected to people that i know professionally, my my lincoln connections are actually much more extensive than my facebook connections, nor and so the fact that, you know, of course somebody would have to have this on their profile. So, tony, if i wanted to reach out to you and wish you a happy birthday, um, you would have to have that field without your linkedin profile in order for this information to get pushed to me that you’ve got a birthday, okay, right? So you don’t have to ask you don’t ask for no, i’m looking here, for example, at my dashboard right now on reasons to call and it’s giving me people who have birthdays in the next seven days. I’ve got four people i can reach out to from my network, it’s breaking it down birthdays within a month and beyond. So really, really cool tool, you know, as a touchpoint opportunity with someone? Yeah, sort of ah consolidated anniversary birthday book, but but you mentioned also sports if your sports teams do well, is there a field in lincoln where people put their sports? You know, some people feel i haven’t seen people filling out too much in terms of particular sport teams, but they have filled out under the hobbies section of their linked in profile say they like hockey or skiing or tennis, so i’m actually getting on the particular news section. For example, i can look at your con my contacts, interests, breaking news related to my contacts, interest so i’ve got some contacts who have talked about cycling. I’m looking at here on my dashboard october ninth they’re talking about, uh, cycling road tour beijing classifications blackbaud law. So i mean, if there were and then it will tell me which of my contacts have cycling as something that they’ve noted on their profiles. So, hey, you know, if this is something i know that’s interesting to them, i might send them this particle about cycling and you know the results for sure here, right? Right. Excellent reasons the number to call dot com way reasons to call dot com on we have just about thirty seconds. This is still in beta. Is it available to everybody? It is available to everybody right now, okay, could go ahead and think up there. They’re linked in contacts ah and it’s free to use. And i’m told by jeremy that you know he’s hoping to keep this a free tool for people to use. So again, you know, in our world of relationship building, i think it could be particularly useful. You’ll find maria simple at the prospect finder dot com her book is panning for gold. Find your best donorsearch prospects now and of course, she’s, our regular prospect research contributor maria, thanks so much for your for being on again and for your excellent advice this month. Thanks so much. My pleasure also, of course, my thanks to normal sanski next week, another interview from the bb con conference where i was earlier this month, but i haven’t decided which one yet we have to do these things delicately and scott koegler will be with me next week. He’s, the editor of non-profit technology news and our tech contributor what is he gonna have? I also don’t know that he hasn’t, he hasn’t told me yet, but if you’re in arlington group, then you will know before the show. So, by the way, have you joined the linked in group washington, d c is in peoria, illinois, south carolina, pakistan, all members of linked in group. What about you? You can continue the conversation with my guests there on linkedin. We’re jumping right now, tio the fact that the show’s creative producer is claire meyerhoff and sam liebowitz is our line producer shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I very much hope you’ll be with me next friday, once, two p m eastern. We’re always on talking alternative broadcasting, which is that talking alternative dot com. I didn’t think that shooting. Good ending. You’re listening to the talking alternate network. E-giving nothing. Cubine 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. Don’t. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. Oh, this is tony martignetti athlete named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one to two eastern on talking alternative broadcasting. Are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment, be more effective be happier and make more money. Improving communications. That’s. The answer. Dahna
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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? Spin ideology? No reality, in fact, its ideology over intellect, no more it’s, time for action. Join me, larry shop, a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower, we’ll discuss what’s important to you society, politics, business, it’s, provocative talk for the realist and the skeptic who want to know what’s, really going on. What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me, larry. Sure you’re neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s, ivory tower radio, dot com e every time i was a great place to visit for both entertainment and education listening. Tuesday nights nine to eleven it will make you smarter. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. I’m 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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