AFP Broward County FLa fire up your board long version

Fire Up Your Board for Fundraising:

Turn Their Passion into Action!

AFP Broward County

October 14, 2010

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The SituationBetween Boards

and Staff . . .

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Mass Confusion

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Who’s supposed to do what? Who’s supposed to do what?

The Myth of Board Members and Fundraising

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The Myth of Board Members andFundraising

Mention the F-Word . . .

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Most Board Members’

Definition of Fundraising

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Board Members Think Fundraising = Rejection

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They Think Fundraising = Cold Calls

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The Solution?

The Fired-Up System

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Step One: Get Your

Board Fired Up About the

Cause

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Board Members Need

To Connect with the Passion

That Brought Them To You

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Board Members Need A Story to Tell

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Because they don’t

know what to say

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1. Re-Ignite Their

Passion!

#1 Why Do You Care About

Your Organization?

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1.What you say2.How you say it3.Get a reaction4.Request for followup

The Elevator Speech

“Gail, I am putting some of your ideas into action….

At our last Trustee meeting, I asked, “What legacy do you want to leave from serving on this board?”

Well, you would have thought I had opened the flood gates. One man told us about his cousin in hospice . . . and how we helped his family through that terrible time.

This turned out to be the best meeting we've had so far on with this group in the last 3 years!

This is a wonderful and satisfying change for the better.”

Laurie Taylor, Lower Cape Fear Hospice Foundation

Great Results!

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SNEEZE (the viral message)wherever you go!

A Deep Discussion

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A Deep Discussion

#2 What are we raising money for?

Panel Discussion:

What Are We Raising Money For?

Brings Your Fundraising Program Alive

#3 Mission Moments: Give Board Members a Direct Personal Experience

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A Word

About

Nonprofit BOARDS

Is This Your Board?

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Is This Your Board?

Is This Your Board?

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Is This Your Board?

High Level People

Doing Low Level Work?

Is This Your Board?Is This Your Board?Is This Your Board?

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Is This Your Board?Boring Meetings = A Bored Board

#4 Liven Up Your Board Meetings NOT Business As Usual

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A Board Member Deserves

a TERRIFIC Experience!

#5 Give Them Social Time #5 Give Them Social Time

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Social Time For Board Members

Builds Trust and Collegiality

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AndTEAM

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A Fired-Up Board:

#1 Personal story

#2 What are we raising $ for?

#3 Mission moments

#4 Interesting meetings

#5 Social time

Re-Define Fundraising

# 1 Let Them Talk About Their Fear

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How Do You Really Feel About Asking For Contributions?

“It never feels appropriate.”

“Believe it or not, I’m afraid of being rejected.” --

“It just feels so tacky to ask for money.”

“I’ll ask them for money, and they’ll turn right around and ask me.”

“My friends might drop me if I ask them for money!”

Fundraising’s Dark Side:

#2 Teach Them About Donor Joy:“How Did You Feel The Last Time You

Gave to Your FAVORITE CAUSE?”

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• Proud … Joyful … Happy…

Powerful … Excited. . . Hopeful

• Wish I could do more

• Part of something important

• Glad to be a partner

• Want to make a difference.

The Difference

Volunteers Donors

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A Revolutionary Idea

We’d rather have

FRIENDS than

donors!

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What Will Friends Do For You?

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When the Going Gets

Tough, Where Will Your

Friends Be?

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#3 Fundraising is NOT Asking for Money

It’s Making and Keeping

Friends

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What would your fundraising program look like if you made it a

Friendraising Program?

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Fundraising’s

Dirty Little Secret:

Waaaay Too Much

Donor

ATTRITION

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After their gift,

do your donors fall into

the “Donor Abyss?”

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Make friends out of your donors

And encourage them to stick around

Plenty of No Ask Activities for Board Members in the Fundraising Cycle

THANK THANK THANK AGAIN

CULTIVATE AND INVOLVE

ASK FOR SUPPORT

IDENTIFY PROSPECTS

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Time and Energy Spent in Each Part of the Fundraising Cycle

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Time and Energy Spent in Each Part of the Fundraising Cycle

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identify

involve

warm up

ask

followup

thank

#5 The Power of A Volunteer:

If our true believers won’t help us, who will?

Albert Camus

Perception of Volunteers:

• Well meaning

• On the high moral ground

• Acting only out of the goodness of their heart.

#6 Optimism and Abundance

1. Deal with their fear

2. Donor joy

3. Make friends first

4. They don’t have to ask

5. The power of a volunteer

6. Optimism and abundance

Redefine Fundraising

STEP 3: Specific NO ASK Fundraising Jobs

• Narrow focus

• Simple

• They get to choose

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Easy Fundraising JobsVIP Prospect List

Who are the 10 most important people

who could catapult your organization?

Ask for Advice

• If you want money,

ask for advice.• If you want advice,

ask for money.

Advice Visits

“I've been having a great time contacting various business leaders asking for their coaching/opinion on making the Grand Canyon Chapter of the Red Cross a success.

I briefly outline the reasons I serve on the board, what the Red Cross does in our community, and ask what successful practices they have seen on other charitable boards.

The response is great. They are interested in the Red Cross and want to have on-going dialogue! It's about relationships...... Thanks again, Gail

Karen Mildenhall, Chair-Elect Phoenix Red Cross

Easy Fundraising Jobs For Board MembersHost A Behind the Scenes Tour

• Board members invite their FRIENDS

• Board member welcomes

• Call the next day: – “What were your

impressions?”

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Small Socials and Gatherings

•No solicitations!

•Plan your followup

–or don’t do it!

Thank You Calls to Donors

• The next solicitation, those called gave 39% more.

• After 14 months, those called were giving 42% more.

Donor Centered Fundraising,

Penelope Burk

• One out of 10 gifts, board members made thank you calls 24 hours after receiving the gift.

The LAST WORDSuccessful Fundraising in a Tough Economy

“Persistence is key especially when budgets are tight”

-NC Congressman Bob Etheridge upon giving one of my clients a check for $1 million

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Next Webinar:

October 26: Secrets to “Managing Up” – How to Gently Inspire, Lead and Train your Board

to Do What You Need Them To Do

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